Buyer’s guide
How to buy training and capability development.
Choose the right route, ask for the right thing, and evaluate on what will change.
A practical guide for Commonwealth, state and territory buyers: define the outcome before the course, choose the right procurement route, write a statement of requirements that gets comparable responses, and evaluate providers on what will change.
Key points.
The short version, for a buyer who has five minutes. The sections below give the detail.
- Start with what people must be able to do, and how you will know, before you decide on a course, length or format.
- Since 17 November 2025, the Commonwealth procurement threshold for non-corporate entities is $125,000 for non-construction procurements.
- Below that threshold, non-panel procurements generally invite only Australian businesses, and procurements under the MAS Panel, People Panel and DTA arrangements invite only SMEs, unless an exemption is documented.
- Check the panel’s scope before you use it. The MAS Panel user guide states that delivery of training is not in its scope.
- Ask for assessment and evaluation in your requirement, so you receive evidence of capability, not only attendance records.
Last reviewed October 2026. This is general information, not procurement or legal advice. Always follow your entity’s Accountable Authority Instructions and talk to your procurement team.
1. Define the outcome, not the course.
The most common reason training disappoints is that the requirement asked for an activity, such as “a two-day course”, rather than a result. Answer these questions first:
- What must people be able to do?The decisions, behaviours or tasks that need to change, in the work.
- Who needs it?Which roles, roughly how many people, and where they are.
- Why now?The reform, obligation, audit finding, incident or risk behind the need.
- How will you know it worked?The assessment, evaluation or workplace measure that will show the change.
- What constraints apply?Timeframes, security requirements, operational rosters, locations and budget.
- Do you need formal recognition?Whether a nationally recognised qualification or unit of competency is needed, or tailored training is enough.
If you cannot yet answer these, a short diagnosis or needs analysis before the main procurement is often good value.
2. Choose the right procurement route.
The route depends on the value, the type of service and the arrangements your entity uses.
- Under $125,000For non-corporate Commonwealth entities, the procurement threshold for non-construction procurements is $125,000 from 17 November 2025. Below it, non-panel procurements generally invite only Australian businesses, unless an exemption is documented. Your entity’s own rules set how many quotes you need.
- MAS PanelThe Management Advisory Services Panel covers advisory services, including organisation planning and development and human resources. Its user guide states that delivery of training is not in scope. Under $125,000, only SMEs may be approached unless an exemption applies.
- People PanelThe People Panel covers recruitment and search, labour hire and professional contractor services. It is designed for engaging personnel, rather than procuring a training program.
- Agency and state panelsMany agencies and jurisdictions run their own learning or training services panels. Check whether your entity has one, and which categories it covers.
- Open approach to marketAbove the threshold, or where no suitable arrangement exists, an open approach through AusTender or your jurisdiction’s system.
- Through a prime or partnerTraining and change are often part of a larger program delivered by a prime or consultancy, with a specialist provider as subcontractor.
Sources: Commonwealth Procurement Rules (17 November 2025); Department of Finance, MAS Panel User Guide (November 2025) and People Panel information. Check current arrangements before you procure.
3. Write the statement of requirements.
A clear requirement gets better, more comparable responses and makes evaluation easier. Include:
- Purpose and outcomesWhat must change, written as outcomes you can assess, not hours of training.
- Background and triggerThe reform, obligation, finding or risk behind the need, at the level you can share.
- AudiencesRoles, approximate numbers, locations, and any shift or operational constraints.
- Obligations and frameworksThe legislation, policies or frameworks the capability must support, such as the PSPF, the positive duty or WHS laws.
- TailoringHow much the training must reflect your policies, systems, language and scenarios.
- DeliveryFace to face, virtual, digital or blended; your premises or the provider’s; and any platform you require.
- SecurityRequired clearance levels for facilitators and the classification of any content or scenarios.
- RecognitionWhether you need nationally recognised training, and the qualification or unit codes, delivered by a registered training organisation with them on its scope.
- Assessment and evaluationHow capability will be assessed, what will be evaluated and how results will be reported to you.
- Materials and licensingWho owns or may reuse the materials, and whether you need them for internal delivery later.
- Timeframe and milestonesKey dates, approvals and any reporting deadline you are working to.
- Budget rangeAn indicative range helps providers propose the right scale and makes responses easier to compare.
4. Common pitfalls.
The mistakes that appear most often in training procurements, and how to avoid them in the statement of requirements.
- Specifying the format and length before the need is understood
- Asking for generic content when people need to apply your own policies and systems
- Requiring a qualification where tailored training would meet the need, or the reverse
- No assessment or evaluation requirement, so you receive only attendance records
- Audiences described too broadly to design for
- Unrealistic timeframes that leave no time for design, approvals or scheduling
- Using a panel whose scope does not cover the service you need
5. Evaluate on what will change.
Evaluation criteria that reward evidence of change rather than polished proposals.
- Understanding of your needHave they understood your context, people and obligations, or sent a generic response?
- Approach and methodWill people practise realistic situations from your work, with feedback?
- Assessment and evidenceHow will they show capability has been built, and what will you receive?
- PeopleWho will design and deliver, what is their experience, and do they hold the clearances you need?
- Past performanceComparable work, independent recognition and referees you can contact.
- Value for moneyWhole-of-life value, including design, delivery, evaluation and any later reuse, not price alone.
Questions to ask any provider
- How will you tailor this to our policies, systems and situations?
- What will participants practise, and how will you assess it?
- What evidence will we receive at the end, and in what form?
- Who will deliver, and what is their background and clearance level?
- If we need nationally recognised training, is it on your scope at training.gov.au?
- What happens after delivery for new starters, refreshers and re-testing?
Need a quote quickly?
Send us these and we will respond with a clear next step within one business day:
- What needs to change, and why now
- Who needs it, roughly how many and where
- Your timeframe or deadline
- The procurement route or panel you plan to use
- Any security or recognition requirements
Questions buyers ask.
Short answers to the questions agency buyers ask when procuring training. If yours is not here, ask us.
Can we approach a training provider directly?
It depends on the value and your entity’s rules. Below the procurement threshold, Commonwealth entities can generally approach suppliers without an open tender, following their Accountable Authority Instructions. From 17 November 2025, non-panel procurements below $125,000 generally invite only Australian businesses unless an exemption is documented.
Does the MAS Panel cover training?
The MAS Panel user guide (November 2025) states that delivery of training is not in scope. The panel covers advisory services, including organisation planning and development and human resources, which can include capability strategy and diagnosis.
What changed in the Commonwealth Procurement Rules in November 2025?
From 17 November 2025, the procurement threshold for non-corporate Commonwealth entities rose from $80,000 to $125,000 for non-construction procurements. Below it, non-panel procurements generally invite only Australian businesses, and MAS Panel, People Panel and DTA panel procurements invite only SMEs, unless an exemption is documented.
Do we need a registered training organisation?
Only if you need nationally recognised training, such as a qualification or unit of competency. Check that the qualification or units are on the provider’s scope at training.gov.au. Tailored, non-accredited training can meet many needs.
How should we evaluate training providers?
Evaluate understanding of your need, approach and method, assessment and evidence, the people who will deliver, past performance and whole-of-life value for money, not price alone.
How can Wisdom Learning help before we go to market?
A scoping conversation costs nothing. We can help you define the outcome and options. Wisdom Learning is an Australian-owned SME and registered training organisation (RTO 88062), established in Canberra in 2002.
Planning a procurement.
Talk to us about scope, route and what to ask for. We respond within one business day.