By Darian Macey, May 7 2025
By Darian Macey, Founder – DECNet Pty Ltd
If you’ve ever sat through a Defence tender debrief and walked out with more questions than answers, you’re not alone. In our latest episode of the Mastering Defence Infrastructure podcast, I sit down with Professor Anthony “Espo” Esposito to talk about the elephant in the room: the outdated, opaque, and often counterproductive way Defence tender evaluations are structured.
And yes—we go there.
The Problem with the Current Model
Defence procurement processes are meant to uphold integrity and transparency. But too often, the experience on the industry side is anything but.
One company I spoke to recently was told their submission was “non-competitive.” That was it. No specifics, no insight into what went wrong, and certainly no guidance on how to improve. Their response? They’ve exited the Defence market altogether.
That’s not a system working well. That’s a system quietly losing capability.
Three Key Areas That Need Urgent Reform
1. Probity ≠ Vagueness
Probity shouldn’t be a barrier to meaningful communication. Clear, consistent, and actionable feedback isn’t a legal risk—it’s a competitive advantage. When bidders know what went wrong, they can do better. That’s how markets mature.
2. Value-for-Money Isn’t Just About Price
We need to stop equating the lowest price with the best deal. In a strategic environment that demands resilience, speed, and capability, a balanced assessment of cost and technical merit is essential. Descriptive scoring could transform the way bidders learn, grow, and compete.
3. Project Programs Should Be Schedule A
Currently, the program—arguably the most critical schedule in any infrastructure bid—is treated like a back-end compliance document. Espo argues it should come first. If a bidder can’t show how and when they’ll deliver, nothing else matters.
A New Structure for Tender Evaluation
In the podcast, Espo outlines a modernised schedule structure that reflects today’s strategic needs:
- Schedule A: Time – The Program. The heartbeat of delivery.
- Schedule B: Team – Capability and capacity aligned to the program.
- Schedule C: Story – A narrative methodology that brings the bid to life.
- Schedule D: Price – A value-for-money statement that underpins—not defines—the solution.
It’s Time to Build Smarter
At DECNet, we work with clients across the Defence infrastructure sector—from head contractors and consultants to government stakeholders—to help them better understand the system, shape their strategies, and ultimately deliver better outcomes.
Modernising the tender process isn’t a wishlist item. It’s a strategic imperative.
And if you’re tired of spinning your wheels, maybe it’s time to change the map.
Author: Darian Macey
Darian is a former Engineering Officer with the RAE with tertiary qualifications in Engineering and Project Management. He is a leading practitioner within Australia's NSI sector with previous employment in Government, project management and building contractor organisations.
