Commercial Expert - TSPV

Azooa is preparing a response for RFx 2086 – Commercial Expert with the Department of Home Affairs and is seeking suitably qualified commercial and procurement specialists with strong experience in complex negotiation strategy, ICT procurement, commercial advisory, contract negotiation and procurement team upskilling.

This engagement is focused on supporting the Agency with strategic negotiation advice for upcoming complex procurements, designing and delivering a tailored upskilling program for procurement staff, and potentially leading negotiations on an as-required basis.

Position Title

Commercial Expert – Negotiation Advisory & Procurement Upskilling

Overview

The Department of Home Affairs is seeking an experienced Commercial Expert to support high-value procurement activities, including ICT-related procurements across hardware, software, cloud services, professional services and integration projects.

The Agency has identified a need to strengthen internal capability across negotiation strategy, ICT commercial models, licensing, contract terms, End User Licence Agreements, e-sourcing, agile procurement, risk-based sourcing and value proposition development.

Core Purpose

The role is intended to provide expert commercial support to improve procurement outcomes by:

• Providing strategic negotiation advice for complex procurements
• Supporting optimal commercial outcomes for the Agency
• Designing and delivering tailored procurement negotiation training
• Upskilling a small procurement team
• Providing practical tools, templates and playbooks
• Leading negotiations where requested by the Agency
• Supporting value-for-money, risk allocation and policy-compliant procurement outcomes

Scope / Responsibilities

The Commercial Expert will be responsible for:

• Reviewing current negotiation documentation and processes
• Assessing upcoming procurement calendars and identifying risks and opportunities
• Developing negotiation strategies for complex procurement activities
• Providing advice on ICT procurement categories, including:
• Hardware
• Software
• Cloud services
• Professional services
• Integration projects
• ICT contract terms
• End User Licence Agreements
• Incorporating market intelligence and pricing models into negotiation strategies
• Identifying opportunities for cost savings and improved commercial outcomes
• Supporting risk mitigation and commercial decision-making
• Running pre-negotiation advisory workshops for targeted procurements
• Aligning internal stakeholders before negotiations
• Rehearsing negotiation tactics
• Defining BATNA and WATNA positions
• Providing real-time negotiation support by phone or email during bid submissions and early contract discussions
• Conducting post-negotiation reviews and capturing lessons learned
• Developing and updating a negotiation playbook
• Designing a tailored 5-day upskilling program
• Delivering training, simulation and coaching activities
• Creating training materials, slide decks and editable templates
• Providing quarterly follow-up coaching and mentoring
• Building a knowledge repository for future Agency use
• Leading negotiations if requested by the Agency

Key Deliverables

Expected deliverables include:

• Diagnosis Report, including risk and opportunity matrix
• Negotiation tools and editable templates
• Negotiation strategy documents
• Pre-negotiation workshop materials
• Session minutes and action trackers
• Issue-by-issue response log
• Post-Bid Review Report
• Updated negotiation playbook
• Detailed training outline
• Training slide decks
• Training materials in PDF and PowerPoint formats
• Coaching summaries and action plans
• Knowledge repository materials
• Negotiation directive, where leading negotiations
• Secure negotiation log
• Negotiated Contract Summary
• Recommendation report
• Lessons-learned summary and follow-up actions

Mandatory / Essential Criteria

Candidates should be able to demonstrate:

• Strong commercial advisory experience in government procurement environments
• Proven experience developing negotiation strategies for complex procurements
• Strong understanding of Commonwealth procurement principles and value-for-money decision-making
• Experience supporting or leading high-value procurement negotiations
• Strong knowledge of ICT procurement commercial models
• Understanding of hardware, software, cloud services, professional services and systems integration procurement
• Experience reviewing or advising on ICT contractual terms and End User Licence Agreements
• Ability to apply market intelligence, pricing models and commercial risk analysis
• Experience designing and delivering procurement or commercial capability uplift programs
• Strong facilitation, coaching and stakeholder engagement capability
• Ability to prepare practical tools, templates, playbooks and executive-ready advice
• Ability to work with procurement, finance, technical and business stakeholders
• Strong written communication and commercial documentation skills

Desirable Criteria

Highly desirable experience includes:

• Previous Department of Home Affairs or Federal Government commercial advisory experience
• Experience with complex ICT sourcing and contract negotiations
• Experience with e-sourcing tools and data analytics
• Experience with agile procurement and risk-based sourcing
• Experience developing commercial training programs for procurement teams
• Experience acting as a designated negotiator for government agencies
• Strong understanding of procurement lifecycle management
• Legal or commercial contract review experience
• Experience with cloud, software licensing and supplier commercial models
• Ability to provide practical coaching to uplift internal procurement capability

Engagement Details

• RFx number: RFx 2086
• Agency: Department of Home Affairs
• Role: Commercial Expert
• Location: Canberra
• Commencement date: 6 July 2026
• Contract duration: 12 months
• Extension options: No extension options
• RFx closing time: 11:30am, Friday 19 June 2026 AEST
• Primary milestones: Negotiation Advisory Services
• Upskilling, Training and Coaching
• Lead Negotiations on an as-requested basis

Clearance Requirements

• Security clearance required: TSPV

Submission Requirements

RFQTS Relevance

This opportunity is highly relevant for candidates with experience in:

• Commercial strategy
• Complex procurement negotiation
• ICT procurement
• Contract negotiation
• Procurement team upskilling
• Government procurement advisory
• Commercial risk assessment
• Pricing and value-for-money analysis
• Supplier negotiation strategy
• BATNA / WATNA development
• E-sourcing and agile procurement
• Commercial playbook and template development

The evaluation will consider organisational experience, specified personnel experience and availability, project plan and pricing.

Rate Guidance

Please provide your most competitive hourly or daily rate inclusive of super. Azooa will assess rates against:

• TSPV clearance status
• Federal Government commercial advisory experience
• ICT procurement negotiation experience
• Ability to lead complex negotiations
• Training and upskilling capability
• Canberra availability
• Overall value-for-money positioning

Competitiveness guidance:

• Lower end: Stronger chance of winning
• Mid-range: Competitive
• Higher end: Less competitive unless specialist ICT commercial negotiation, TSPV clearance, Home Affairs experience or strong procurement upskilling capability justifies it

Higher rates may still be considered where niche commercial expertise, active TSPV clearance, strong ICT procurement experience or demonstrated negotiation leadership outweigh rate considerations.

How Azooa Can Support You

Azooa can support you with:

• Positioning your profile to maximise win probability
• Helping align your rate with market expectations
• Assisting with tailored responses and submission strategy
• Providing access to similar Defence and Federal Government opportunities