Selling IT to government in the European Union
Public bodies across the European Union spend a large share of the EU's economy on goods and services every year, and IT is one of the fastest-growing categories. The EU's single market means a firm in one member state can bid on tenders in any other, under the same core rules.
The rules: the procurement directives
Public buying in the EU follows directives that each member state writes into its own law, chiefly Directive 2014/24/EU for public authorities and Directive 2014/25/EU for utilities. The directives set:
- Thresholds: contract values above which EU-wide advertising and the full rules apply. They are revised every two years; central government services and supplies have a lower threshold than other public bodies, and works have a much higher one.
- Procedures: open, restricted, competitive procedure with negotiation, competitive dialogue and innovation partnership.
- Award on MEAT: the most economically advantageous tender, judged on the best price-quality ratio, not only price.
- Minimum time limits for bids, and a standstill period before contracts are signed, so losing bidders can challenge.
Below the thresholds, national rules apply. They are usually simpler and often allow buyers to invite a few suppliers directly.
Where EU IT tenders are posted
TED (Tenders Electronic Daily) is the EU's official journal of public tenders. Every above-threshold tender from every member state appears there, in a standard format called eForms, with a summary translated into all EU languages.
Each country also has a national portal for its own tenders, including below-threshold work. Examples include PLACE in France, service.bund.de and state portals in Germany, PLACSP in Spain, TenderNed in the Netherlands, eTenders in Ireland and e-Procurement platforms in most other states.
Finding IT work with CPV codes
Every EU tender is tagged with codes from the Common Procurement Vocabulary (CPV). Searching by code is far more reliable than searching by keyword across languages. The main families for tech work are:
| CPV code | What it covers |
|---|---|
| 72000000 | IT services: consulting, software development, internet and support |
| 48000000 | Software packages and information systems |
| 30200000 | Computer equipment and supplies |
| 32400000 | Networks |
| 64200000 | Telecommunications services |
The European Single Procurement Document (ESPD)
The ESPD is a standard self-declaration that a supplier is not excluded (for example for fraud or unpaid taxes) and meets the selection criteria. It is accepted in every member state, so you can reuse most of it from bid to bid. Usually only the winning bidder has to provide the supporting certificates.
Lots and small firms
The directives encourage buyers to split large contracts into lots, and to explain when they do not. Lots let a small firm bid only for the part it is good at, such as the website, the hosting or the support, instead of the whole programme. Look for the lot structure first in any large tender.
Firms can also bid as a consortium or rely on another company's capacity to meet selection criteria such as turnover or experience.
Language and local practice
Tenders are run in the buyer's language, and bids are usually expected in that language. Many buyers in smaller member states and in EU institutions accept English. Payment, invoicing (often e-invoicing in a national format) and contract terms follow national law, so a local partner helps for the first contracts in a new country.
Can non-EU firms bid?
Often, yes. Firms from countries that have signed the WTO Government Procurement Agreement, or have a trade agreement with the EU covering procurement (such as Canada through CETA, the UK, Japan and others), can bid on covered tenders. EU buyers can exclude firms from countries without such access, and some sectors such as defence and security have stricter rules.
How to get started
- Pick two or three countries where you speak the language or already have clients.
- Set up searches on TED and those national portals using the CPV codes above.
- Prepare a reusable ESPD with your exclusion declarations and selection evidence.
- Bid first on lots and smaller contracts in markets you know.
- Read how to win government IT contracts for the bid itself.
Common questions
What is TED?
TED, or Tenders Electronic Daily, is the online supplement to the Official Journal of the European Union, where all public tenders above the EU thresholds must be published. It is free to search and covers every member state.
What CPV code is used for software development?
Software development and IT services fall under CPV 72000000, with more specific codes beneath it, such as 72200000 for software programming and consultancy. Software packages are under 48000000.
Do I need a company in the EU to bid on EU tenders?
Usually not to bid, if your country has procurement access through the WTO Government Procurement Agreement or a trade agreement with the EU. You may need local registration, tax or invoicing arrangements to deliver and be paid.
What is the ESPD?
The European Single Procurement Document is a standard form in which a supplier declares it is not excluded and meets a tender's selection criteria. Every EU member state accepts it, and full evidence is usually only asked of the winner.