How to Find a Winning Tender?

How to Find a Winning Tender? Practical Tips from Sorsera

Public procurement is one of the biggest drivers of business in Europe — making up about 14% of the EU's GDP. Yet many companies still hesitate or feel unprepared to participate. Or simply don’t know where to start.

In Sorsera’s webinar “How to Find a Winning Tender,” co-founder Georgs Vardanjans and customer success lead Jānis Ramāns shared practical advice on how to find, evaluate, and win public tenders. Here are the key takeaways.

📍 Public Procurement Offers Growth, But Often Faces Low Competition

Many public tenders across the EU attract very few participants — around 25–30% of tenders are awarded with only one bid submitted. This means the market is often open to new players, especially SMEs.

But many potential suppliers miss these opportunities simply because they don’t find them or don’t act in time.

🔍 Two Common Mistakes in Tender Search

Georgs emphasized two frequent extremes companies face when filtering tenders:

• Overly narrow filters – precise but risk missing relevant tenders.

• Overly broad filters – too many irrelevant results; information overload.

The solution? Combine CPV codes with keyword searches based on real historical data — including won tenders by your company or competitors.

🧠 How to Evaluate If a Tender Is Worth It

Sorsera recommends thinking in terms of tender potential or expected value:

Potential = Probability of winning × Profit (or strategic value)

If this expected value is greater than the cost of participation (team time, legal work, guarantees, etc.), the tender is likely worth pursuing.

There can also be strategic value in:

• Gaining access to a new client or sector

• Strengthening positioning in a key market

• Building a portfolio of relevant past projects

💡 Positive Signals of a “Winning” Tender

Here are signs that a tender is worth deeper consideration:

✅ Previously low competition
✅ Sufficient budget
✅ A previously canceled tender (often due to no or low participation)
✅ A responsive and open contracting authority

⚙️ How Sorsera Helps

Sorsera’s platform allows you to:

• Set up automated tender monitoring based on CPV codes, keywords, and client profiles

• Analyze historical data on winners, prices, and contracting authority behavior

• Customize alerts for different teams or individuals

• Search across Estonia, Latvia, and Lithuania — with built-in translation to English

🎁 Free Tools for You

Sorsera offers:

• A free 30-minute consultation to review your tender profile, customers, and competitors

• 21-day free trial of the Sorsera platform

Final Thoughts

Public procurement is more accessible than most companies realize. With the right data, smart filters, and clear goals, you can discover tenders that are actually winnable.

Sorsera helps companies see the tender market clearly — through data, not assumptions. That’s the real competitive edge today.