Proposals · Glossary
What is an expression of interest (EOI)?
An expression of interest, or EOI, is a first stage invitation in which a buyer asks suppliers to say they are interested and show they are capable, without pricing the full job yet. The buyer uses the responses to shortlist a few suppliers, who are then invited to the next stage, usually a request for tender or quote.
An EOI is often a supplier's only chance to get onto a shortlist. It asks for less work than a tender, which tempts people to answer it lightly, and that is usually where they lose.
Nuwan Madhusanka · Co-founder
4 min read · Published
| Request | Stage | What suppliers send | What happens next |
|---|---|---|---|
| Request for information | Market research, before a process | Information about products and capabilities | The buyer designs the procurement |
| Expression of interest | First stage of a multi stage process | Capability, experience, compliance, sometimes indicative prices | A shortlist is invited to the next stage |
| Request for quote | Usually a single stage for defined goods or services | Prices for a set scope | The buyer awards on price and compliance |
| Request for tender | A formal stage, often after an EOI | A full priced, conforming offer | Evaluation against published criteria, then award |
Where the term comes from
The Commonwealth Procurement Rules list a request for expression of interest as one form of approach to market, alongside requests for tender, quote, information and proposal. They describe a multi stage procurement as an initial approach to market followed by one or more further approaches, giving inviting expressions of interest and then a request for tender as the example. State and local governments use the same pattern, and so do large private buyers running a major project.
What a good EOI response contains
Answer the selection criteria in the order the buyer lists them, with evidence rather than adjectives. That means named past projects of similar size, references who will take a call, the people who would do the work and their qualifications, the equipment and capacity available, insurances, licences and safety systems, and any conflicts of interest. Some EOIs ask for indicative pricing or a schedule of rates; give it if asked, clearly labelled as indicative.
Expressions of interest in property
The same phrase is used for a way of selling property. In an expression of interest campaign the agent asks buyers to submit written offers by a closing date, without a published price, instead of holding an auction. It is a different thing from a procurement EOI: the property version asks for offers to buy, while the procurement version asks suppliers to qualify before pricing.
Common mistakes
Sending a generic company brochure instead of answering each criterion. Missing a mandatory requirement, such as a current insurance certificate, which can exclude an otherwise strong response. Overstating capacity to win a place on the shortlist, which becomes a problem at tender. Ignoring the page limits and format. And lodging late; most portals close at an exact minute and do not accept stragglers.
Where it shows up in the product
The proposals module writes proposals from a structured brief with the client, deliverables, price hints, currency, deposit percent, validity days and tone, then runs one web research step on the client's website or company name before writing, with the prompt forbidding numbers beyond what that research and the brief support. That suits a capability style response, while a buyer's own returnable forms should still be completed exactly as issued.
Questions people ask
Is an expression of interest binding?
No. An EOI response is not an offer to do the work at a price, and the buyer is not committed to any supplier. It is a qualification step. What you state in it still matters, because claims about experience, capacity and insurance can be checked, and a shortlisted supplier is expected to stand behind them at the next stage.
How long should an EOI response be?
As long as the buyer allows and no longer. Many EOIs set page or word limits per criterion, and evaluators score what is asked, not what is included. A tight response that answers each criterion with one or two concrete examples usually beats a long one that repeats the company profile under every heading.
Can I submit a tender without responding to the EOI?
Usually not. When a procurement runs in stages, only those shortlisted from the EOI are invited to the tender stage. If you miss the EOI, ask the buyer whether the process allows late entrants, but expect the answer to be no for most government procurements.
Do I need to include prices in an EOI?
Only if the EOI asks for them. Many do not, because the scope is not yet settled. Some ask for indicative rates or a price range to check affordability. If you give one, label it as indicative and list the assumptions, so it cannot be treated as a firm offer later.
Where are government EOIs published in Australia?
Australian Government opportunities are published on AusTender, and each state and territory has its own tender portal for its agencies. Many councils publish through their own sites or a shared portal. Registering on the portals relevant to your industry and region, with alerts for your categories, is the simplest way not to miss them.
Should a small business respond to large government EOIs?
Often yes, if the scope fits. Commonwealth procurement policy encourages agencies to consider small businesses, and some multi stage processes are designed to identify capable suppliers who could not cost a full tender up front. Partnering with another firm to cover gaps is a common approach when one part of the scope is outside your capacity.
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Create a proposal with OneCraftRelated questions
- What is a tender?What is a tender: a formal competitive bid to supply goods or services under set rules, open and selective tenders, the steps from notice to award, how to bid.
- What is an RFQ?What is an RFQ: a request for quotation asking suppliers to price a defined scope, how it differs from an RFI, RFP and tender, and how to answer one well.
- What is a schedule of rates?What is a schedule of rates: agreed unit prices applied to work as it is ordered, used in maintenance contracts. A worked schedule and a month of charges.
- How long should a proposal be?How long should a proposal be? Two to four pages for a small service job, five to ten for a project, more only for tenders. How to size it to the decision.
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