How to win public network and telecom contracts
Schools, libraries, council offices, clinics, transit systems and police services all run networks that need upgrading every few years. Much of this work is local and site-based, which favours regional integrators over national firms.
What public buyers are buying
- Network refreshes: switches, routers and firewalls.
- Wi-Fi design, surveys and installation.
- Structured cabling and fibre.
- Connectivity: internet, wide-area networks and links between sites.
- Telephony: VoIP, unified communications and contact centre systems.
- Network monitoring and support.
What buyers ask for
- Vendor certifications and partner status, such as Cisco, Aruba (HPE), Fortinet or Juniper, often at a stated level.
- Licensed installers for cabling and electrical work, under local rules.
- Site safety: safety programs, insurance and, on some sites, safety certification.
- Site visits, sometimes mandatory before you can bid.
- Background checks for work in schools and sensitive buildings.
- Warranties and support after installation.
How the bids are scored
Network tenders are more often scored on price than software tenders, especially when the buyer specifies the equipment. Where they are scored on quality, expect questions on your design, project plan, how you will keep services running during cut-over, and similar installations.
Tips for small integrators
- Attend site visits even when optional. You will price more accurately and the buyer will remember you.
- Price cut-over and after-hours work clearly; it is often where losses happen.
- Check whether the buyer can buy equipment through a cooperative contract, and whether you can bid services only.
Common questions
Do I need to be a Cisco partner to win government network contracts?
Only when the tender specifies Cisco equipment and requires partner status. Many tenders name a brand "or equivalent", and some are vendor-neutral. Check the specification before you bid.
Are network tenders always lowest price?
No, but more of them are than for software or consulting, especially when the buyer has already chosen the equipment. Design-and-install tenders usually score quality too.
Find this work
Browse open network tenders, and read how to win government IT contracts for the bid itself.