403 – Winning Strategies: How Tradies Can Secure Council Contracts

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In an enlightening exchange on The Site Shed, Matt Jones and Jason delve into the nuances of winning local council contracts, a topic of paramount importance for tradies and contractors. With a focus on preparation, understanding council requirements, and leveraging technology, this conversation offers a blueprint for tradies aiming to navigate the competitive landscape of council contracts successfully.

The Critical First Step: Understanding Council Needs

Securing a council contract begins with a deep understanding of what the council is looking for. Jason, with his vast experience in assisting tradies in tendering for council contracts, emphasizes the need for tradies to tailor their services to meet the specific needs and requirements of the council. This involves not just showcasing technical skills but also demonstrating a commitment to local community values and environmental sustainability.

Crafting a Compelling Tender

The tender document is your primary tool to make a strong case for your services. Jason outlines the importance of including a comprehensive executive summary, detailed CVs of personnel, and evidence of previous successful projects. It’s not just about stating what you can do; it’s about showing how you’ve successfully done it in the past, with a strong emphasis on safety, quality, and environmental considerations.

The Role of Technology and Documentation

In today’s digital age, councils expect contractors to employ technology in their operations. Jason highlights the expectation for tradies to use software for job management, reporting, and compliance documentation. This demonstrates efficiency and a commitment to transparency and accountability, traits highly valued by councils.

Price vs. Value: A Delicate Balance

While price is a significant factor in any tender, Jason advises that the lowest price doesn’t always win. Councils are looking for value, which includes the quality of service, compliance with safety and environmental standards, and contributions to the local community. It’s about presenting a package that offers the best overall value to the council.

Key Takeaways

  • Understanding council needs and tailoring services accordingly.
  • Crafting a comprehensive and compelling tender document.
  • Leveraging technology for efficiency and accountability.
  • Balancing competitive pricing with overall value.


Winning a local council contract is a multifaceted process that goes beyond just quoting the lowest price. It requires a deep understanding of council requirements, a well-crafted tender, the strategic use of technology, and a focus on providing value. For tradies looking to succeed in this competitive arena, following the insights shared by Matt and Jason can pave the way to securing lucrative council contracts.

Ready to dive deeper into these topics? Don’t miss out on our full podcast episode with Jason Cooney. Click the button below to start listening!


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The Site Shed is one of the best online communities and podcasts for tradies out there. The free content provided to members is unbelievable - offering invaluable advice to run a successful business, and the community of tradies is truly awesome. Do yourself a favour and check it out.

Peter Cox Business Man

Great work Matt with all the podcasts and the site shed facebook community group. The amount of information that you can learn for free in this space is unbelieveable. It's great to see like minded contractors and trades trying to improve their businesses and also share ideas and help others. Highly recommend. Thanks!

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I have been listening to the pod casts for a few months now, I can't get enough of all the awesome content that you guys provide. Especially when you guys deliver it from a trade perspective which helps out a lot. Keep up the good work and hopefully one day I can afford one of the trade training trips.

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I own a construction company,and i love learning how to make my bussiness more competitive,profitable and how to better serve my clients. The site shed is a wonderful place to get invaluable knowledge no matter your trade .

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