How Small Businesses Win Major Contracts (Even Against Big Corporations) | Ep. 09 Artwork

Beyond The Plan

If you work in major infrastructure projects - whether in government or the private sector - then this series is for you.

Host, Ali Farhoodi, is joined by seasoned project managers who share their insights on successful project management strategies, and behind the scenes stories on projects like Sydney Metro, Sydney Light Rail and the Lane Cove Tunnel.

Ali is the Director of EDSICO Management, a boutique, independent, Australian-owned consultancy that provides a range of services to Australian Government agencies and the private sector across all aspects of Project Management and Project Services.

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Beyond The Plan

How Small Businesses Win Major Contracts (Even Against Big Corporations) | Ep. 09

January 13, 2026 • Ali Farhoodi • Season 1 • Episode 9

Need help with managing your next big infrastructure project? Get in touch with our team:

https://edsico.com.au/contact-us/

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In this episode, we’re joined by Ian Hudson, Executive Director of the Industry Capability Network, who shares how small and medium businesses can win major contracts without trying to compete like Tier One operators. Ian explains what buyers are really looking for, why many tenders fail before they’re even read, and how capability gaps are often created by positioning rather than skill.

Drawing on real examples from infrastructure, energy, and preparations for the Brisbane 2032 Olympic Games, Ian breaks down how SMEs can choose the right tenders, present their capability clearly, and align systems, experience, and certifications with project requirements. He also explains why relationships before a tender matter, how procurement policies can work in your favour, and what separates serious contenders from time-wasters.

If you’re an SME looking to improve your tender success rate, break into large projects, or prepare your business for upcoming nation-building opportunities, this episode offers clear, practical guidance from someone with a full market view. Ideal for business owners, contractors, and advisors navigating government and major project procurement.

CHAPTERS:

00:00 Hook

01:02 Introduction to Ian Hudson and ICN

03:09 Understanding the Capability Gap Between SMEs and Major Projects

06:18 Picking the Right Tenders and Thinking Like the Buyer

10:46 Building a Strong Capability Profile on ICN Gateway

14:32 Certifications, Systems and Readiness Before You Tender

19:05 Competing on a Global Stage as an Australian SME

22:48 Efficiency, Waste Reduction and Focusing on Your Strengths

25:22 Building Local Advantage Through Relationships and Market Sounding

30:11 Collaboration Between SMEs to Win Larger Work Packages

36:58 Government Procurement Rules Explained (AIP, SME Plans, Diversity)