Tenders at a Glance. What every company needs to know to enter and win

Public procurement in Poland alone is worth over 250 billion PLN annually. Despite this, many companies — especially SMEs — have never submitted a tender bid. The reasons? Most often fear of bureaucracy, a belief that 'it is only for large companies', and a lack of knowledge about where to start.

What exactly is a public tender?

A public tender is a formalised way in which state and local government institutions purchase goods, services, and construction works. It is governed by public procurement law, which guarantees transparency, equal treatment of bidders, and fair competition. The most important procedures include open tender, restricted tender, and basic mode.

Contrary to popular belief, tenders are not reserved for large corporations. The law actively encourages participation by smaller firms — contracting authorities can divide contracts into lots, and consortia allow smaller entities to join forces. The key is knowledge and preparation, not company size.

Where to start? A practical guide

Step one: register on the national e-procurement platform and configure your company profile. Step two: identify which CPV codes match your services or products and set up notifications for new procedures. Step three: start with smaller proceedings to learn the procedures without high risk.

The most common mistake beginners make is focusing exclusively on price. Price matters, but an increasing number of tenders evaluate bids on multiple criteria — experience, quality, delivery time, and warranty. Companies that understand the evaluation criteria and can differentiate their bid on each dimension win more often than those who simply offer the lowest price.