7 tips for SMEs to win more public contracts
July 2025 - Public contracts account for 15 percent of gross domestic product. Yet the number of contracts awarded to SMEs remains remarkably low. This is often due to complex procedures, heavy administration and fierce competition. But with the right approach, SMEs can get a foot in the door. These tips will help you on your way.
1. Register on e-Procurement
If you are not visible, you will not be found. Make sure your company is correctly registered on the e-Procurement platform. Clearly indicate which products or services you offer and ensure you have a professional profile.
2. Create a strong quotation template
A well-prepared template saves you time and prevents errors. Use clear titles, standard texts and fixed formats for your quotation. Have your quotation checked by someone with legal expertise to avoid any issues with details.
3. Choose assignments that suit you
Not every assignment is worthwhile. Consider whether the requirements are realistic for your SME. Can you provide sufficient references? Do you have the capacity to carry out the work within the requested deadline?
4. Collaborate with fellow entrepreneurs
Sometimes a job is too big or too broad for one company. Consider a temporary collaboration or consortium with other SMEs. This will increase your clout and enable you to meet more requirements.
5. Keep it local
For smaller assignments of limited value, local authorities are often less bound by formal procedures. So actively engage in dialogue with your local council and let them know what you have to offer.
6. Watch out for signs of imbalance
Are you being asked for creative input (such as a design or concept)? Then you are entitled to compensation, even if you don't win the contract. Ask for it and don't be afraid to discuss it.
7. Learn from previous tenders
Always ask for feedback afterwards. Where did you score well? What did you miss? This way, you gain experience, even if you don't win the contract. Every tender makes you stronger for the next one.
