Public procurement in Germany is primarily governed by the national Act Against Restraints of Competition (GWB – Gesetz gegen Wettbewerbsbeschränkungen). This Act Against Restraints of Competition transposes the EU public procurement directives into national law. Further details of the application of procurement procedures for public contracts above EU thresholds are governed by the national Public Procurement Regulation (Vergabeverordnung – VgV). Additionally, the national Procurement and Contract Procedures for Construction Works (Vergabe- und Vertragsordnung für Bauleistungen – VOB/A) apply to construction projects, while the so called national Sub-threshold Procurement Regulation (Unterschwellenvergabeordnung – UVgO) governs procurement procedures below EU thresholds.
Procurement regulations apply to federal, state, and municipal authorities, as well as public-sector entities, such as utilities and other state-controlled organisations that meet the criteria for contracting authorities under EU law. Additionally, sectoral entities in the water, energy, transport, and postal services sectors are subject to special procurement rules under the Utilities Regulation (Sektorenverordnung – SektVO).
Public procurement laws cover works, supply, and service contracts. Contracts exceeding EU thresholds are subject to EU-wide competitive tendering, while sub-threshold procurements are regulated by national law (UVgO). As of 2024, EU thresholds are set as follows.
Germany’s public procurement framework is open to international bidders, particularly from EU, EEA and GPA signatory countries. Restrictions apply primarily in sensitive sectors such as defence and security procurement. Under certain circumstances, national security concerns may justify limitations on participation.
Awarding authorities must adhere to principles of transparency, equal treatment, and non-discrimination. Key obligations include:
For contracts above EU thresholds, prior advertisement is mandatory using the Official Journal of the European Union (OJEU) via TED (Tenders Electronic Daily). Notices must include key information such as contract scope, selection criteria, submission deadlines, and procedural specifics.
Awarding authorities may conduct preliminary market consultations, provided that this does not distort competition. These consultations can help define technical specifications, feasibility, and procurement strategy.
Germany follows the procurement procedures mandated by EU law.
The choice of procurement procedure is subject to specific legal conditions.
Direct awards (single-source procurement) are permitted in exceptional cases, as follows.
Key procurement documents (eg, technical specifications and contract terms) must be published alongside the contract notice or provided upon request. Timeframes vary based on the complexity of the procedure.
In general, minimum timeframes apply as follows.
Eligibility criteria focus on financial stability, technical capability, and legal compliance. Bidders must demonstrate experience, certifications, and regulatory adherence.
In restricted procedures, competitive procedures with negotiation, competitive dialogue procedures and innovation partnerships, contracting authorities may limit the number of candidates meeting the selection criteria that they will invite to tender or to conduct a dialogue.
The contracting authorities shall indicate, in the contract notice or in the invitation to confirm interest, the objective and non-discriminatory criteria or rules they intend to apply, the minimum number of candidates they intend to invite and, where appropriate, the maximum number.
Contracts are awarded based on best price–quality ratio, considering cost-effectiveness, quality, innovation, environmental factors, and sustainability.
Award criteria shall not have the effect of conferring an unrestricted freedom of choice on the contracting authority.
The contracting authority shall specify, in the procurement documents, the relative weighting which it gives to each of the criteria chosen to determine the most economically advantageous tender, except where this is identified on the basis of price alone.
Contracting authorities shall exclude an economic operator from participation in a procurement procedure where they have established, by verifying or are otherwise aware that the particular economic operator has been the subject of a conviction by final judgment for some special reasons, like child labour and other forms of trafficking in human beings.
An economic operator shall also be excluded from participation in a procurement procedure where the contracting authority is aware that the economic operator is in breach of its obligations relating to the payment of taxes or social security contributions and where this has been established by a judicial or administrative decision having final and binding effect in accordance with the legal provisions of the country in which it is established or with those of the member state of the contracting authority.
Contracting authorities may exclude from participation in a procurement procedure any economic operator in any of the following situations:
The evaluation criteria and weightings must be disclosed upfront in procurement documents.
Unsuccessful interested parties must be notified promptly, with reasons for rejection provided upon request.
Bidders, not meant to receive the contract award, must be informed of award decisions before contract signing, including the rationale for selection.
The standstill period of ten days should give the bidders concerned sufficient time to examine the contract award decision and to assess whether it is appropriate to initiate a review procedure. When the award decision is notified to them, the bidders concerned should be given the relevant information which is essential for them to seek effective review. The same applies accordingly to candidates to the extent that the contracting authority or contracting entity has not made available in due time information about the rejection of their application.
The communication of the contracting authority’s decision to each bidder or candidate must be accompanied by a summary of the relevant reasons.
There is no general obligation to hold hearings before rejection, but bidders may request clarification. Economic operators have a legal right to ensure that the public contracting authority complies with the provisions governing the procurement procedure. A company that intends to participate or has participated in a procurement procedure and believes it has been wrongfully excluded can initiate a review procedure before the procurement review bodies. The review takes place in a quasi-judicial proceeding. The procurement review bodies operate independently and are not subject to directives. An appeal against a decision of a federal procurement review body can be filed with the Higher Regional Court of Düsseldorf.
A ten-day standstill period applies to allow bidders to challenge award decisions.
Review bodies include Public Procurement Tribunals (Vergabekammern) as the first instance and German Oberlandesgerichte (as well as the Kammergericht for Berlin and the Bayerische Oberste Landesgericht for Bavaria), which function as higher regional courts.
Remedies for breaches of procurement legislation include the suspension of the procurement procedure, annulment of the award decision, and compensation claims. Additionally, damages can be sought, including claims for lost profits, before civil courts.
Interim measures are available in public procurement review proceedings.
In first-instance review (Vergabekammer), filing a review request automatically suspends the procurement procedure (Section 169, Abs. 1, GWB). The contracting authority may apply to have this suspension lifted if overriding public interests require the contract to proceed.
In second-instance appeal (Oberlandesgericht), the appeal does not automatically suspend the procedure. However, the claimant can request interim measures to prevent the contract award until a final decision is reached (Section 175, GWB).
If the contract has already been awarded, remedies are limited. While a declaration of ineffectiveness under Section 135 of the GWB may be possible under strict conditions, claimants can also pursue damages claims before the regional courts (Landgerichte).
Only potential or actual candidates or bidders have standing to file a claim. Suppliers and subcontractors do not have independent remedies under public procurement law in Germany.
Before formally challenging a procurement decision, economic operators must first submit a formal complaint (Rüge) to the awarding authority without undue delay. This complaint should outline the perceived violation of procurement law and allow the authority an opportunity to correct the issue.
If the awarding authority does not resolve the issue, the bidder must file a review application (Nachprüfungsantrag) with the competent Vergabekammer (Public Procurement Tribunal) before the contract is awarded.
Crucially, if the challenge is lodged on time, the contracting authority is prohibited from awarding the contract (Zuschlagsverbot) until a legally binding decision has been made. This ensures that any procedural breaches can be effectively remedied before contract execution.
The duration of procurement review proceedings varies depending on the instance.
Germany sees hundreds of procurement challenges annually.
The costs of challenging a procurement decision vary based on the contract value and complexity of the case. Typically:
Experienced procurement lawyers can assess the cost risk in advance, ensuring that applicants have a clear understanding of potential financial exposure before initiating proceedings.
Contract modifications are permissible only under strict conditions, as defined in Section 132 of the GWB (Act against Restraints of Competition). In principle, modifications are allowed when they are minor, objectively justified, and do not distort competition. However, significant changes can render the contract award invalid.
Conditions for Permissible Modifications (Section 132, GWB)
A modification of a public contract without a new procurement procedure is permitted in the following cases.
Unlawful Modifications and Their Consequences (Section 135, GWB)
A substantial modification that changes fundamental contract conditions – such as the contract’s scope, financial conditions, or essential terms – is considered a new award. If such a modification is carried out without proper procurement procedures, the contract may be declared void ab initio (from the beginning).
This applies in particular when:
If an interested economic operator challenges the unlawful contract modification in a review procedure, the contract can be declared void.
Deadlines for Legal Challenges
Key Takeaways
Contracts may be terminated due to contractual breaches, insolvency or overriding public interest concerns.
In the case of framework agreements, the contracting authority is generally not obligated to order any specific quantity unless a binding minimum purchase commitment has been made in the contract. This means that, in the worst-case scenario, the contractor may receive few or no orders at all, depending on the authority’s procurement needs and budgetary constraints. This risk should be carefully assessed when bidding for framework agreements, particularly where no guaranteed minimum volume is specified.
Under German public procurement law, contracting authorities have certain prerogatives that allow them to act flexibly while ensuring compliance with procurement regulations. These include the following.
These prerogatives ensure procurement efficiency while maintaining legal safeguards against arbitrary decisions.
Over the past few years, the European Court of Justice (ECJ) has issued several landmark rulings that have significantly impacted public procurement law in the EU, including Germany. The five most important decisions in chronological order are as follows.
1. ECJ, Judgment of 7 December 2023, Obshtina Razgrad, C-441/22, ECLI:EU:C:2023:970
The ECJ clarified the conditions under which public contracts can be modified during their execution without triggering a new procurement procedure. The case involved the Bulgarian municipality of Razgrad, which extended the execution deadline of a publicly funded construction contract without a formal amendment. The managing authority imposed financial corrections, arguing that the modification constituted an unlawful change to the contract. The municipality challenged this, claiming that unforeseen circumstances justified the extension.
The ECJ ruled that a contract amendment is considered “substantial” if it could have influenced the initial tender process (Article 72(4), Directive 2014/24/EU). The Court emphasised that contract changes do not necessarily require a written agreement but can also result from consistent conduct between the parties. Furthermore, “unforeseen circumstances” must be genuinely unpredictable at the time of tender preparation, and typical weather conditions or legal restrictions known beforehand do not qualify.
Implications:
2. ECJ, Judgment of 6 June 2024, INGSTEEL, C-547/22, ECLI:EU:C:2024:478
This decision reinforced the importance of proportionality in exclusion criteria. The Court ruled that public authorities must ensure that exclusion for past misconduct is based on objective, proportionate criteria and does not unduly restrict competition.
The ECJ ruled that a bidder who was unlawfully excluded from a public procurement procedure must be entitled to claim damages for the loss of opportunity (loss of chance) to compete for the contract. The case arose from a Slovak procurement procedure where INGSTEEL, part of a bidding consortium, was wrongly excluded. The exclusion decision was later overturned, but by then, the contract had been awarded to another bidder, making effective reinstatement impossible. The claimant sought damages for the lost opportunity to win the contract.
The ECJ held that Article 2(1)(c) of Directive 89/665/EEC requires member states to ensure that compensation covers not only lost profits but also damages for the loss of an opportunity. The Court emphasised that denying such damages would undermine the effectiveness of EU procurement remedies.
Implications:
3. ECJ, Judgment of 22 October 2024, Kolin Inşaat Turizm Sanayi ve Ticaret, C- 652/22, ECLI:EU:C:2024:910
This decision clarified the rights of third-country bidders in EU public procurement. The case involved the Turkish company Kolin Inşaat, which participated in a Croatian railway infrastructure tender. After its bid was rejected, Kolin challenged the decision, arguing that it had the right to equal treatment under Directive 2014/25/EU.
The ECJ ruled that bidders from third countries that have not signed a reciprocal agreement with the EU (such as the WTO GPA) do not have a guaranteed right to non-discriminatory treatment under EU procurement law. While member states may allow such bidders to participate, they are not obliged to apply the same procurement rules as for EU or GPA-covered bidders.
The Court emphasised that access to EU procurement is part of the EU’s common commercial policy, an area of exclusive competence. National authorities cannot unilaterally extend EU procurement protections to third-country bidders unless explicitly provided for in international agreements.
Implications:
4. ECJ, Judgment of 9 January 2025, Česká republika – Generální finanční ředitelství, C-578/23, ECLI:EU:C:2025:4
This ruling clarified the conditions under which contracting authorities may use negotiated procedures without prior publication under Directive 2004/18/EC. The case involved the Czech General Financial Directorate (GFD), which awarded a contract for IT system maintenance without an open tender, citing exclusive rights of IBM Česká republika.
The ECJ held that such procedures are only permitted when exclusive rights were not created by the contracting authority itself. A contracting authority cannot invoke exclusivity as justification if it has contributed to the exclusivity situation through past contractual arrangements.
Implications:
5. ECJ, Judgment of 16 January 2025, DYKA Plastics, C-424/23, ECLI:EU:C:2025:15
The ECJ addressed the formulation of technical specifications in public procurement and their impact on competition. The case concerned the Belgian company Fluvius System Operator CV, which specified in a public tender that wastewater pipes must be made of vitrified clay or concrete, thereby excluding plastic pipes. DYKA Plastics NV, a manufacturer of plastic pipes, challenged this specification, arguing that it unlawfully restricted competition and violated the principles of equal treatment and non-discrimination under Directive 2014/24/EU.
The ECJ ruled that the list of permissible methods for drafting technical specifications under Article 42(3) of Directive 2014/24/EU is exhaustive. Contracting authorities must formulate specifications using one of the prescribed methods: performance or functional requirements, references to technical standards, or a combination of these. The Court further held that restrictions based on material types (eg, only clay or concrete pipes) must be objectively justified by the contract’s subject matter.
Furthermore, the Court emphasised that under Article 42(4), contracting authorities may not reference a specific product type or production method unless it is essential to the contract. If such references are made, they must include the phrase “or equivalent” to allow for alternative solutions.
Implications:
There are several legislative amendments currently under consideration in the realm of public procurement within the European Union and Germany.
European Union
The European Commission is discussing a proposal that would allow governments to give preference to European bidders in public procurement processes. This initiative aims to strengthen key EU industries by shielding them from foreign competition, particularly from China. The proposal is still in the negotiation phase and may be subject to revisions before it is finalised.
Germany
The German Federal Cabinet has approved the draft Procurement Transformation Act (Vergabetransformationsgesetz) which would introduce major reforms to simplify procurement procedures, reduce bureaucracy, and implement more practical and sustainable regulations. However, the Vergabetransformationspaket did not pass legislative procedures during the last legislative period. Therefore, it remains uncertain as to what changes – if any – the new legislative cycle will bring to procurement law. This uncertainty leaves public contracting authorities and interested economic operators in a state of anticipation regarding potential regulatory shifts.
These ongoing discussions reflect a broader effort to modernise and enhance public procurement frameworks both in Germany and across the European Union.
Karlstr. 10–12
80333
Munich
Germany
+49 177 777 777 9
+49 892 371 4110
tobias.osseforth@luther-lawfirm.com www.luther-lawfirm.com/en/The Latest in Public Procurement Law in Germany
Public procurement law in Germany and the European Union is undergoing continuous transformation, driven by technological advancements, sustainability requirements, and economic pressures. Key developments centre around general contractor awards (Totalunternehmervergaben), IT procurement, and real estate transactions involving public authorities. As regulatory frameworks evolve, both contracting authorities and bidders must adapt to new legal requirements and strategic considerations to ensure compliance and competitiveness.
General contractor awards (Totalunternehmervergaben) – streamlining complex infrastructure projects
The use of general contractor awards has increased in large-scale infrastructure projects, consolidating multiple project phases – planning, design and construction – into a single contract. This procurement method offers notable advantages, including efficiency gains by reducing administrative burdens, risk mitigation by transferring design and execution risks to contractors, and enhanced quality assurance due to integrated project responsibility. However, the approach also raises legal and procedural challenges, particularly regarding competition principles, compliance with EU procurement law, and contract modifications.
A significant concern in Totalunternehmervergaben is ensuring that small and medium-sized enterprises (SMEs) are not excluded without any legitimate reason. Under Section 97 (4) of the German Competition Act (GWB), public contracts should generally be divided into specialised lots to ensure fair market access unless overriding economic or technical reasons justify a bundled award. Recent German case law has reinforced that contracting authorities must provide well-documented justifications for opting for general contractor awards to avoid legal challenges. The legality of bundling planning and execution into a single contract hinges on specific economic or technical justifications, such as the necessity of Building Information Modeling (BIM) integration, the reduction of interface risks in complex projects, and strict time constraints making separate tenders impractical.
The increasing scrutiny of Totalunternehmervergaben by review bodies such as Vergabekammern and Oberlandesgerichte highlights the need for meticulous procedural diligence. In a recent ruling, the OLG Rostock emphasised that contracting authorities cannot simply delegate procurement structuring decisions to external consultants; instead, they must actively evaluate procurement efficiency, market competition, and technical feasibility. Failure to provide a well-documented justification may lead to the annulment of the procurement process or require a fundamental restructuring of the tender (OLG Rostock, Decision of 10 January 2025, 17 Verg 4/24).
Opportunities for international companies: strategic market positioning in Germany
For international companies, Totalunternehmervergaben offer a valuable entry point into the German public procurement market, particularly in infrastructure, energy, and transportation projects. These complex tenders provide an opportunity for global players to demonstrate their expertise, innovation capacity, and ability to deliver high-quality, cost-effective solutions at scale. However, succeeding in this competitive landscape requires a well-planned strategy that starts long before a tender is officially published.
Engaging in early market exploration (Markterkundung)
Public contracting authorities in Germany are increasingly using Markterkundung (market exploration) to gather insights before defining procurement strategies. International companies should actively participate in these preliminary discussions to:
By proactively engaging in Markterkundung, international firms can influence project design and ensure that their expertise is reflected in the tender specifications.
Differentiating through life-cycle cost analysis (Lebenszykluskostenbetrachtung)
One of the most critical factors in Totalunternehmervergaben is cost efficiency – not only in terms of initial investment but also in long-term operational expenses. Unlike traditional lowest-price procurement models, German public authorities are increasingly factoring in Lebenszykluskosten (life-cycle costs) when evaluating bids. This means that bidders can gain a significant advantage by demonstrating:
International companies with experience in Public-Private Partnerships (PPP) or other innovative financing models can particularly benefit from this shift, as they can demonstrate their ability to optimise cost structures beyond the initial construction phase.
Leveraging unique selling propositions (Alleinstellungsmerkmale)
To stand out in Totalunternehmervergaben, international companies must clearly articulate their Unique Selling Propositions (USPs) in ways that directly address the needs of German public authorities.
Companies that can convincingly demonstrate these benefits increase their chances of securing high-value public contracts.
Building strong local partnerships
One of the most effective strategies for international firms entering the German market is forming partnerships with local SMEs and subcontractors. Doing so can:
By forming alliances with German engineering, construction, and consulting firms, international companies can create a stronger bid strategy that combines global expertise with local market knowledge.
Navigating bureaucratic and regulatory challenges
Germany’s public procurement framework is highly regulated, with complex legal requirements for bidders. International companies should ensure they:
Investing in local legal and procurement advisory services can help mitigate risks and avoid disqualification due to procedural non-compliance.
For international firms, Germany’s Totalunternehmervergaben present a significant opportunity to win large-scale public contracts. However, success in this market requires more than just submitting competitive bids – it necessitates early engagement, strategic differentiation, and compliance with regulatory frameworks. By proactively shaping procurement strategies through market exploration, highlighting life-cycle cost benefits, emphasising sustainability, and leveraging local partnerships, global companies can position themselves as preferred suppliers in Germany’s evolving public procurement landscape.
Public real estate transactions – managing regulatory complexity
Public real estate transactions, involving state entities or sovereign wealth funds as buyers or sellers, present distinct regulatory challenges. Beyond procurement law, stakeholders must navigate public law constraints, funding regulations, state aid compliance, and subsidy conditions. With the growing emphasis on sustainable urban development, digitalisation, and economic efficiency, the regulatory landscape for public real estate transactions is evolving at an accelerated pace.
One key challenge lies in ensuring that land transactions comply with public law restrictions, as these may impose special approval procedures or use limitations. Additionally, public sellers must verify that subsidies or preferential conditions do not violate EU state aid rules, as non-compliance may trigger repayment obligations with interest. Even in cases where procurement law does not directly apply, authorities must ensure that initial property acquisitions adhered to public procurement principles to prevent legal disputes. This is particularly relevant in urban regeneration projects, where public land is transferred for development purposes, often involving complex funding structures and long-term commitments.
For international investors and developers, public real estate transactions offer attractive opportunities in Germany, particularly in the context of major urban infrastructure projects, energy-efficient housing, and commercial developments linked to public transport expansions. However, successfully entering this market requires strategic planning and compliance with intricate regulatory frameworks.
Understanding local regulatory frameworks
Each German federal state (Bundesland) has its own real estate transaction regulations, planning requirements, and urban development laws. International players must familiarise themselves with the following.
Early engagement with municipal planning authorities, state-level regulators, and legal advisers can help international firms navigate these complexities and streamline approval processes.
Strategic positioning before the procurement or sale process
International investors seeking to acquire or develop public real estate should engage in pre-procurement discussions with public authorities. This allows them to:
For example, firms specialising in green building technologies, modular construction, and smart city solutions can leverage their global expertise to differentiate their bids, particularly as Germany prioritises energy-efficient developments under its Climate Protection Act (Klimaschutzgesetz).
Leveraging public-private partnerships (PPPs) for complex developments
Public-private partnerships (PPPs) play an essential role in large-scale public real estate projects, particularly in infrastructure, urban renewal, and mixed-use developments. International firms can position themselves as key partners by:
In Germany, successful PPP projects have included transportation hubs, energy-efficient housing, and integrated business districts, highlighting the potential for international firms to add value beyond simple land acquisition.
Due diligence and risk mitigation in public real estate transactions
To mitigate risks, buyers and sellers must conduct thorough due diligence, assessing potential subsidy recovery obligations, environmental liabilities, and regulatory approvals that could affect property valuation. Key considerations include the following.
Contractual safeguards should be built into agreements to protect investors from retrospective subsidy recovery claims, ensuring long-term legal and financial security.
Navigating sustainability requirements in public real estate
Sustainability is increasingly a non-negotiable element of public real estate transactions. Public authorities prioritise projects that align with climate resilience, CO₂ reduction targets, and green infrastructure development. International developers can gain a competitive edge by integrating:
Authorities may offer incentives for sustainability-focused projects, including preferential lease terms, access to subsidised financing, or regulatory fast-tracking. By aligning with these priorities, international firms can enhance their project viability and attract stronger public-sector support.
Public real estate transactions in Germany offer significant potential for international investors and developers, particularly in urban renewal, infrastructure expansion, and energy-efficient construction. However, success requires deep regulatory knowledge, proactive engagement with public authorities, and innovative project structuring.
By strategically aligning with sustainability goals, leveraging PPP models, and demonstrating life-cycle cost benefits, global players can position themselves as preferred partners in Germany’s evolving public real estate landscape. Proactive risk management, strong legal compliance, and early stakeholder engagement remain key to navigating regulatory complexities and maximising investment returns.
Sustainability and social criteria in public procurement
Sustainability has become a central theme in public procurement across the European Union. Legislative initiatives such as the German Supply Chain Due Diligence Act (Lieferkettensorgfaltspflichtengesetz) impose obligations on bidders to demonstrate compliance with human rights and environmental standards. Additionally, the EU’s Green Deal policies encourage contracting authorities to prioritise sustainable products and services through Green Public Procurement (GPP) frameworks.
While these initiatives promote environmental and social responsibility, they also introduce challenges for bidders. Compliance with sustainability requirements often entails increased reporting and operational costs. Balancing cost efficiency with green procurement standards can be difficult, particularly for SMEs. Furthermore, variations in national implementation standards within the EU create additional complexities for companies operating across multiple jurisdictions.
However, for companies that strategically align with sustainability objectives, these developments also present opportunities. Firms that integrate circular economy principles, low-carbon technologies, and innovative green solutions into their offerings can position themselves as preferred partners in public tenders. Additionally, public authorities are increasingly using life-cycle cost analysis rather than focusing solely on acquisition costs, which benefits bidders who can demonstrate long-term sustainability and operational savings.
Contracting authorities must design procurement criteria that balance sustainability goals with economic feasibility. Similarly, bidders must invest in sustainability reporting mechanisms and align their strategies with evolving regulatory frameworks to remain competitive in public tenders. As green procurement continues to shape the market, companies that proactively engage in early dialogue with public buyers, emphasise compliance readiness, and offer innovative, life-cycle-oriented solutions will have a distinct advantage in securing public contracts.
IT procurement – balancing innovation and compliance
IT procurement plays a crucial role in modernising the public sector, with governments prioritising digitalisation, cybersecurity, and cloud infrastructure. Contracting authorities face the challenge of balancing innovation with strict compliance requirements, all while maintaining fair competition and cost efficiency.
The trend toward cloud-based solutions necessitates procurement strategies that account for scalability, interoperability, and data security. Additionally, cybersecurity requirements have become increasingly stringent, directly affecting supplier eligibility and contractual obligations. Public buyers are also shifting toward agile procurement approaches, such as competitive dialogues and innovation partnerships, to accommodate rapid technological advancements and encourage market-driven solutions.
However, navigating IT procurement in Germany requires careful preparation, particularly for international companies unfamiliar with the regulatory environment. The General Data Protection Regulation (GDPR), along with sector-specific cybersecurity laws, imposes strict conditions on IT service providers. This can be particularly challenging for non-EU businesses seeking public contracts, as they must demonstrate compliance with EU data sovereignty requirements, particularly regarding cloud hosting and data transfer regulations.
For international IT companies looking to compete in Germany’s public procurement market, the following strategies can significantly improve their chances of success.
Understand the legal framework
International bidders must thoroughly understand Germany’s public procurement law and the European Public Procurement Directives. A strong GDPR compliance strategy is crucial, as contracting authorities are particularly cautious about awarding contracts to companies that process or store data outside the EU.
Leverage local partnerships
Forming joint ventures or consortia with German or EU-based partners can be a strategic advantage, especially when navigating strict qualification criteria. Public buyers tend to favour companies with local references, a proven track record, and experience in German administrative frameworks. Partnering with established IT consultancies or cloud service providers can help mitigate regulatory barriers.
Engage early with contracting authorities
Public authorities often conduct market consultations (Markterkundung) before launching IT tenders. Engaging in these preliminary discussions can help international firms showcase their solutions, align their offerings with government needs, and influence tender specifications in their favour.
Certifications & compliance readiness
German contracting authorities often require industry-specific certifications such as:
Ensuring compliance with these widely recognised security frameworks can increase competitiveness in public tenders.
Emphasise life-cycle costing and value-based procurement
IT procurement in Germany increasingly prioritises life-cycle cost analysis (total cost of ownership, TCO) over lowest price evaluations. International firms should highlight:
By demonstrating how their solutions offer a better return on investment (ROI) over time, bidders can differentiate themselves from competitors solely competing on price.
Utilise dynamic purchasing systems (DPS)
Germany is expanding its use of dynamic purchasing systems (Dynamisches Beschaffungssystem) for IT procurement. Unlike framework agreements, DPS remains open to new entrants, allowing international IT firms to register and qualify at any time. This presents a valuable opportunity for companies to continuously bid on smaller IT contracts and gradually establish credibility in the German public sector.
Focus on innovation partnerships
The EU procurement directives allow for innovation partnerships, where public buyers collaborate with suppliers to develop tailor-made IT solutions. For international tech firms specialising in emerging fields such as AI, quantum computing, or blockchain, this procurement model provides a strategic entry point into the German market without needing to meet traditional strict eligibility criteria upfront.
The German public sector represents a high-value market for IT companies, but success depends on regulatory preparedness, strategic positioning, and early engagement. By understanding procurement regulations, forming local partnerships, leveraging market consultations, and highlighting life-cycle cost benefits, international firms can strengthen their competitiveness and establish a long-term foothold in Germany’s rapidly evolving public IT landscape.
Conclusion
Germany’s public procurement market offers significant opportunities for international companies, particularly those that can demonstrate innovation, sustainability, and long-term value creation. As public procurement law evolves to address economic, technological, and regulatory challenges, international bidders must strategically position themselves to navigate the complexities of general contractor awards, IT procurement, real estate transactions, and sustainability requirements.
To successfully enter and compete in Germany’s public sector, international companies should focus on the following key strategies.
Early market engagement
Establish relationships with contracting authorities before tenders are published – market exploration studies (Markterkundung) provide an opportunity to showcase expertise, innovative solutions, and cost-effective procurement models.
Local partnerships & compliance readiness
Collaborate with local firms to enhance credibility and meet national regulatory requirements – understanding German competition principles, public procurement laws, and compliance standards, including sustainability obligations, is essential.
Total-cost-of-ownership (TCO) approach
German public procurement increasingly focuses on life-cycle costs rather than just initial investment – international bidders should highlight long-term operational efficiency, maintenance cost reductions, and technological advancements that create value beyond the purchase price.
Flexibility & innovation in IT procurement
Given Germany’s focus on digital transformation, companies specialising in cloud infrastructure, cybersecurity, and agile IT solutions can differentiate themselves by proposing scalable, secure, and legally compliant technologies.
Sustainability & ESG compliance
International bidders should align with Germany’s Green Public Procurement (GPP) framework by integrating sustainability reporting, energy-efficient solutions, and responsible supply chain management into their proposals.
By understanding regulatory nuances, building local networks, and demonstrating added value, international companies can strengthen their market presence and successfully secure public contracts in Germany’s evolving procurement landscape.
Karlstr. 10–12
80333
Munich
Germany
+49 177 777 777 9
+49 892 371 4110
tobias.osseforth@luther-lawfirm.com www.luther-lawfirm.com/en/