RED BOOK
June 2021
Bids. Tenders. Proposals. Submissions.
Whatever word you use, it means ‘hard work’, ‘long hours’ and ‘tight deadlines’.
Welcome to our world.
We help companies win
their tenders.
We assist businesses of all
shapes and sizes to win
business through bids,
tenders, proposals and
submissions. We provide
support to clients through live
pursuits, process
improvement projects, and
training and development
programs.
Brisbane (HQ)
Perth
Adelaide
Sydney
Canberra
Melbourne
2001
FOUNDED
40+
TEAM MEMBERS
Auckland
(TBC)
Market-leading skills and methodology
We’re a special forces team of strategists, communicators, designers, project managers and
marketers, with the skills and expertise to pitch the best possible bid and get you over the line.
To guarantee our clients the results they need to give them the edge, we’ve developed a unique and
exclusive process to guide us through every step of a major submission. Our STAR Framework
provides a full suite of precedents, tools, systems and resources.
All phases of bid winning
PRE-BID
EOI
RFP
POST-BID
DELIVERY
All services to support bid winning
STRATEGY
CONTENT
MANAGEMENT
CREATIVE
PRODUCTION
Every sector imaginable
We have worked in virtually every sector imaginable, with particular emphasis on defence, rail
and rolling stock.
DEFENCE
ROLLING
STOCK
TUNNELS
PUBLIC TRANSPORT
OPERATIONS
INFRASTRUCTURE
RAIL
ROADS
BRIDGES
TECHNOLOGY
PROFESSIONAL
SERVICES
ASSET
MANAGEMENT
FACILITIES
MANAGEMENT
EDUCATION
JUSTICE AND
SECURITY
HOSPITALS
Projects that shape our world
We have made our name by winning some of Australia’s biggest construction, infrastructure,
defence, manufacturing and services contracts, collectively worth more than $135 Billion.
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High Capacity Metro Trains Project PPP
Melbourne Trains franchise MR3
Melbourne Trams franchise MR4
Melbourne Buses franchise
Waratah Trains A and B Projects
Sydney Ferries franchise
Brisbane Airport Link and Northern Busway PPP
Brisbane Southbank TAFE PPP
Queensland New Generation Rolling Stock
Gold Coast Light Rail PPP
Perth CBD Courts PPP
North West Shelf Passenger Transfer Consortium
Darwin Convention Centre PPP
Defence Base Services
Major Service Provider Panel
Air 6000 Phase 2A/B New Air Combat Capability
Land 400 Phase 2 Armoured Vehicles
RAAF Amberley C-17 Project
1500+
PROJECTS
$160B
SUCCESSFUL PROJECTS
Clients to boast about
We have worked with organisations of all sizes and industries, from defence primes to
global engineering giants to professional services firms to not-for-profits
Our reason for being
What we love: WINNING, communicating,
writing, pitching, working in high performance
teams, helping clients grow their
businesses…
We’ve found our ikigai
Ikigai is the Japanese concept that
describes having a reason for being and
a reason to wake up in the morning.
What the world needs: People with
marketing, business development,
communications and tendering expertise to
help them win work and grow their
businesses…
What we are good at: Sales strategy,
persuasive communication, compelling
writing, project management, team
leadership, creative thinking, innovation…
What we can be paid for: market-leading
capabilities bids, tenders, proposals and
submissions.
What you love
PASSION
What you are
good at
MISSION
What the world
needs
IKIGAI
PROFESSION
VOCATION
What you can be paid for
Our values and behaviours
Aurora Marketing is renowned as the company
that delivers extraordinary performance. Our
success is made possible by our people who
make us proud every day, behind the scenes and
in the field.
Our team’s ability to shine is underpinned by our
core values and non-negotiable behaviours which
influence everything we do, from selecting the
right people to join our team through to ensuring
our team achieves extraordinary outcomes.
Our non-negotiables
Aurora Marketing is a passionate, high performing team, and we understand the importance of a
supportive and positive work culture. Our non-negotiables keep us grounded and marching to the
beat of the same drum.
We enjoy a lot of variety in
our roles, driven by our
diverse portfolio of clients
who are pursuing contracts
and projects in virtually
every industry and sector
around Australia and
internationally.
The nature of tendering
means that we frequently
work long hours and
weekends, under pressure,
for clients with high
expectations, to meet tight
deadlines, where the stakes
are high.
Travel is frequently involved
for many team members
and most of us find that we
are thrown in the deep end
every now and again.
Fortunately, we’re a team
of crazy ones* that find our
organisation and the work
we do to be exhilarating
and satisfying.
* When we say ‘crazy ones’,
we think in terms of Apple’s
definition from their
famous Think Different
campaign.
Our attitude
Individually and collectively we have an incredible attitude:
GROWTH.
We’re learners. We listen. We value feedback.
We keep our minds open.
We take responsibility. We’re players.
Our tips for
creating a great
team environment:
1. Curiosity
We slow our
conversations down to
the speed of curiosity.
“Failure is an opportunity to grow.”
“I can learn to do anything I want.”
“My effort and my attitude determine my abilities.”
GROWTH MINDSET
“I am inspired by the success of others.”
“Challenges help me to grow.”
“Feedback is constructive.”
“I like to try new things.”
2. Authenticity
We strive to be authentic
with each other by having
real conversations, even
when they are difficult to
have. We can do this
because we trust and
respect each other and
give our time and
attention to each other.
Meet the team
Leann Webb
Managing Director
Favourite destination: Petra, Jordan
Favourite colour: Raspberry pink
DISC: Peacock – Eagle
M: 0417 644 689
Ian Wessling
Financial and Support Services
Manager - Brisbane
Favourite destination: Prague,
Czech Republic
Favourite colour: Red or orange
DISC: Owl – Eagle
M: 0432 255 835
“We love helping companies find their competitive edge. We
coach teams to create extraordinary client-focussed solutions
and then help them communicate their exciting solutions in
the most compelling and persuasive proposals.”
“Let’s be honest, accounting and finance has a certain
reputation, however the energy and openness at Aurora
Marketing brings enjoyment to all areas of the
business. While being incredibly hard working, the whole
team combine to make high performance seem easy.”
A Day in the Life..
A Day in the Life..
A Day in the Life..
We’re in this for the long haul
Every team member is engaged with the intention of
developing a long-term mutually beneficial
relationship. From each team member’s very first
engagement, they gain benefits such as access to our
intellectual property, coaching and mentoring in our best
practice methodology, experience in leading edge
projects, a boosted professional profile, and access to
our clients, employees, contactors and suppliers. In
exchange for this, we expect loyalty.
In practical terms, this means that we expect every team
member to commit to an exclusive relationship with us
for any tendering-style* work. They are forbidden from
undertaking any tendering-style work for their own
clients, through labour hire or placement agencies, or
through companies that provide tendering services.
We fully understand that this is a significant expectation,
and some would say it is excessive. But from our
perspective, we risk everything – even our commercial
advantage – if team members play both sides. This is
why we are blatantly clear about our expectations of
loyalty from the outset. By being honest and upfront, like
we are, we both get to choose whether we want to enter
in to a relationship.
If a team member intends to do tendering-style work with
their own clients, through labour hire or placement
agencies, or through companies that provide tendering
services, they must advise us of this intention when they
apply for work with us and keep us updated if that
intention changes at any time.
Failure to advise us of their intent to undertake tenderingstyle work is deceptive, a breach of this agreement, and
possibly cause for us to take legal action and claim
compensation.
Team members are free to pursue absolutely any other
style of work, in any discipline, in any sector… including
contracting in marketing, public relations, corporate
affairs, advertising, copywriting, editing, publishing…
absolutely anything that doesn’t involve tendering.
The world is their oyster!
*Tendering-style work means consulting, advising,
coaching, training or assisting in any way on tenders,
bids, proposals, submissions, offers and pitches, whether
that be on specific live pursuits, process improvement
projects, or training and development programs.
What our clients say
…added significant value to our winning tender...
…quick and concise turnaround…
…proactively work with our team from initial workshopping through to the final push…
…pivotal part of our group understanding what our submission was about…
…I have no hesitation in using Aurora Marketing again…
…excellent, professional, dedicated and a group offering initiative and lateral
thinking…
…integrated well into our team environment…
…challenged our thinking and provided expert opinion…
…quickly understood the technical elements of the RFT and were able to translate into
professional and extremely well written management plans…
…tireless in their commitment to the bid and their enthusiasm was paramount
during the closing stages…
...it made my job infinitely easier by having Aurora Marketing onboard…
What our clients say
…quickly assessed the unique nature of the project…
…drew on their extensive marketing experience, understanding and knowledge to
come up with a winning formula…
…some of the most professional people that I have had the pleasure to work with…
…quality-oriented, innovative and with endless endurance even under the most
daunting deadlines…
…ability to take engineering drafts and turn them into professional, technically viable
documents…
…excellent efficiency and always on time…
…integral part of our team for each of the major submissions over the two and a half
years of bidding…
…developed the pitch strategy of the bid…
…worked with our team to edit and desktop publish the entire submission…
…they assisted with very technical documents and took the lead on a number of
documents which were core to our sales message including the executive summary
and the vision documents of the bids…