The public sector accounts for 14% of European GDP. Learn to compete and win.
Public Sector··6 min read
Key takeaways
Public procurement represents 14% of European GDP — over $2.2 trillion per year. It's the largest B2B buyer on the continent
Accessing government contracts requires knowing the processes, timelines, and agencies. It's not harder, it's different
Vonsel: 200 businesses free to try; paid plans from 48 EUR/month before tax.
The market
Why sell to the public sector?
The public sector is Europe's largest B2B buyer. According to Eurostat, public procurement accounts for 14% of European GDP: over $2.2 trillion per year in contracts for goods, services, and works. From IT services to training, consulting, supplies, and construction.
The problem is that many businesses think selling to the public sector is too complicated or that "the same companies always win." The reality is that 33% of government contracts are awarded to SMBs. What you need is a specific sales plan for this channel. The public procurement portal and tenders database is an essential resource for monitoring active opportunities and understanding the specific requirements of each procurement procedure.
The first step is identifying the agencies that buy what you sell, understanding their procurement processes, and having contact data to build relationships before tenders. Access to verified agency directories is essential.
$2.2T+
per year in public procurement in Europe — 14% of GDP
-- Eurostat Public Procurement 2025
14%
of European GDP is public procurement
33%
of government contracts are awarded to SMBs
$2.2T+
annual public procurement volume in the EU
Process
What are government contracts and how do they work?
A government contract is an agreement between a public agency (city council, regional government, ministry, agency) and a private company to supply goods, services, or works. There are several access routes: analysis of public purchasing trends shows that government agencies are simplifying their procurement processes, opening new opportunities for SMEs that previously could not compete.
Open tenders
Any company can bid. More competitive.
Efficiency50%
Small contracts / micro-purchases
No formal tender. For low amounts. Direct access.
Efficiency60%
Framework agreements
Large multi-supplier contracts. Access by invitation or tender.
Efficiency40%
Recommended
Identify agencies + pre-tender relationship building
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Free holds 20 businesses unlocked. Start holds 800, Pro 4,000 and Scale 20,000.
Efficiency88%
Identify public agencies that buy what you sell
Search by sector and location. Get contact data from government agencies and public bodies.
Research which councils, departments, ministries, or agencies buy services in your sector. Use the Vonsel Business Finder to find public bodies by location.
2
Build relationships before the tender
Contact procurement officers before the tender is published. Introduce yourself, explain your experience, and ask about their needs. A good introduction email opens many doors. This practical tendering guide for small businesses provides a step-by-step approach to preparing competitive documentation and meeting administrative requirements without a dedicated legal department.
3
Monitor procurement platforms
Register your company on government procurement portals in your country and the EU (TED, SAM.gov, national platforms). Set up alerts by sector and location.
4
Prepare winning bids
A good government bid includes: demonstrated experience, technical team, clear methodology, competitive price, and references. The value proposition must be specific to the agency.
In public procurement, the relationship is built before the tender. Companies that win contracts are usually those that already know the agency, understand their needs, and have demonstrated their capability before the specifications are published.
The public sector is the largest B2B buyer in Europe. And 33% goes to SMBs
🏛
Is your company ready to sell to the public sector?
1. Do you know which agencies buy what you sell?
Yes, I've identified themSomeI don't know them
2. Are you registered on procurement platforms?
Yes, with active alertsRegistered without alertsNot registered
3. Have you built relationships with public buyers?
Yes, regular contactSome contactNever
If you selected red options, you need to prepare your B2G strategy. Start by identifying public agencies in your area with Vonsel and establish contact before the next tender.
Checklist: Are you prepared for government contracts?
Public procurement accounts for 14% of European GDP: over $2.2 trillion per year, and 33% goes to SMBs
The key is building relationships before the tender: know the agency, their needs, and demonstrate your capability
Vonsel: 200 businesses free to try; paid plans from 48 EUR/month before tax.
Identify public agencies that buy what you sell
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Free holds 20 businesses unlocked. Start holds 800, Pro 4,000 and Scale 20,000.
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Free holds 20 businesses unlocked. Start holds 800, Pro 4,000 and Scale 20,000.
Can SMBs win government contracts?
Yes. 33% of government contracts in Europe are awarded to SMBs. Many administrations have contract reservation policies for SMBs, and small contracts (low amounts) don't require a formal tender, making access easier for smaller companies.
How do I find out about public tenders?
Register on your country's government procurement portals (in the US: SAM.gov, GSA; in the EU: TED, national platforms). Set up alerts by sector and location. You can also directly monitor the contracting profiles of the agencies you're interested in.
