You cannot just parachute into Canberra and start winning Government work

We speak with many organisations considering entry into the Canberra market, and a common challenge is underestimating the lead time involved.

The assumption is simple: set up locally, hire credible people, start knocking on doors, and work will follow. In Federal Government, that rarely happens. From scratch, winning a first meaningful contract typically takes 6 to 18 months. Sometimes longer. Believe it or not, this is a feature, not a bug.

Government exists in a very different operating environment to the commercial world most suppliers come from, with different incentives, risk tolerance, and decision-making rhythms.

Buyers are not interested in enthusiasm. They want to know who you are, who you have delivered for, how you behave when delivery gets uncomfortable, and whether you will still be around in two years’ time. None of that is established quickly, and none of it is solved by a good pitch deck.

Panels, security requirements, insurances, references, and past performance are not optional extras. They determine who is even allowed into the conversation. Without them, most engagement is theoretical.

What catches people out is that this early phase does not feel productive. There are meetings, coffees, introductions, and follow-ups, but no immediate commercial outcomes. Throwing more money or effort at the problem rarely helps. It usually just accelerates cash burn while Government continues to operate on its own timetable.

This no-man’s land of long feedback loops and no visible progress is where many organisations decide the market is broken, political, or closed. In most cases, they are just early. Those who succeed plan for this. They treat the first year as an investment, not a sales cycle, and build deliberately.

Federal Government work is not inaccessible. But it is not fast, and it does not reward impatience.