Commercial
Advisory

Cornerstone’s Commercial Advisory team works across public-sector technology, engineering, and business services in Australia and New Zealand, operating at both the departmental and buyer level.

Scale and Partnerships

Supports more than 200 ICT procurement transactions each year across the Commonwealth, states, territories, councils, and selected private buyers.
Provides forward procurement planning aligned with budget cycles, policy directions, and market signals.
Utilises research partnerships for planning, contracting, benchmarking, and price assurance, including Everest Group (ANZ partner since 2019) and Intermedium (since 2022).

Team

The team comprises former government ICT leaders and senior technology executives across hardware, software, and services, with deep expertise in probity, evaluation, procurement, and contract governance.

Services for Technology Sellers

Market Development

Establishes a credible public-sector presence and opportunity pipeline.
Provides an insider view of government buying processes.
Improves sales readiness and target-account planning.
Designs partner programs and activation events.
Delivers competitive scans, product/service reviews, and pricing benchmarks.
Curates a public-sector pipeline with structured lead development.

Opportunity Development

Shapes demand with key decision units.
Identifies and facilitates specific opportunities.
Advances sole-source pathways where permissible under procurement rules.
Identifies carve-outs and M&A-related entry points.
Supports early engagement to inform scopes, requirements, and evaluation criteria.

Bid Development

Develops compliant and differentiated tenders aligned to buyer expectations.
Provides bid strategy, coaching, and embedded bid management.
Conducts Black-Hat and Red-Team reviews.
Supports negotiation and price-for-value positioning.
Assists with post-award contract and deal governance.

Integration with Government Relations

Political insight establishes context. Commercial execution closes the deal. The Commercial Advisory and Government Relations teams align timing, messaging, and evidence to ensure a cohesive program of engagement.