Should we bid? A simple bid/no-bid method for Norwegian public tenders

In short

Check the stop criteria first: the qualification requirements, your capacity and the time to the deadline.
Score the rest: how well the assignment fits, what you know about the customer, the competition, price and the evaluation model.
Read the award criteria. From 1 July 2026 climate and environment must, as a rule, weigh at least 30 per cent.
If you lack something, consider a subcontractor or a partnership, but only where you cannot deliver alone.
A framework agreement or a dynamic purchasing system calls for a different assessment than a single competition.

Why a no matters as much as a yes

A Norwegian government white paper (Meld. St. 22 (2018–2019)) assumed four to five tenders per competition. If everyone is equally good, you win roughly one tender in four or five. That is our own rough calculation, but it makes the point: every tender you do not write frees time for a better one elsewhere.

At the same time almost one in five announced contracts in 2024 received only one tender, according to DFØ. Some competitions have almost no competition. Those are the ones you want to find.

Step 1: the stop criteria

Answer yes or no before you spend more time. If one answer is no and you cannot fix it, do not bid.

Qualification requirements: Do we meet them all, or can we fix what is missing? See the guide to qualification requirements.
Capacity: Are the consultants we would offer free for the whole period? They are usually bound to the contract. See the guide to tender CVs.
Time: Can we write a good tender before the deadline?

Above the EEA thresholds the deadline is at least 30 days in an open procedure (procurement regulation § 20-2), and 30 days to apply then 25 to submit in a restricted one (§ 20-3). In urgent cases or after a prior information notice the deadlines can be cut to 15 or 10 days. Below the thresholds there is no fixed minimum, only a rule that the deadline must reflect how complex the assignment is (§ 8-14).

Step 2: score it

Give each question 0, 1 or 2 points:

Does the assignment fit the core of what we do?
Do we know the customer or this type of assignment well?
Can we write a proposal that stands out?
Is the competition manageable, with no strong incumbent?
Are we strong on what weighs most: price or quality?
Is the contract large enough to justify the hours we spend on the tender?
Does it give us something more: a reference, a new customer or a place on a framework agreement?

With 10 points or more of 14, bid. From 6 to 9, bid only if the tender is quick to write or has strategic value. Below 6, let it go. The limits are a starting point. Adjust them to how many tenders you actually win.

Read the award criteria closely

The buyer must state how the criteria are weighted (§ 18-1(6)), and may also fix the price and compete on quality only (§ 18-1(7)).

New from 1 July 2026: under the Public Procurement Act § 5b, climate and environment must weigh at least 30 per cent in announced procurements, or be among the three most important criteria. The buyer may instead set climate and environmental requirements in the specification. A good answer on climate and environment can therefore weigh heavily.

DFØ points out that the differences in points decide. With a relative price model, a cheap tender that loses on quality can still change how the others are ranked. Work out how many quality points you must win to make up for a price difference before you decide.

Ask questions before the deadline

If something is unclear, ask. Above the thresholds the buyer must answer at least six days before the deadline, four in urgent cases, as long as the question came in good time, and the answer goes to everyone (§ 14-2(2)). If the answer comes later, the deadline must as a rule be extended (§ 20-1). Below the thresholds there is no similar rule.

Framework agreements and dynamic purchasing systems

A framework agreement lasts at most four years as a rule (§ 26-1(4) and § 11-1(4)), and only the suppliers on it can win work under it. Staying out can therefore cost more than one assignment. See the guide to framework agreements.

A dynamic purchasing system works differently (§§ 26-4 to 26-7). You may apply at any time, everyone who qualifies must be admitted, the buyer must assess the application within ten working days, and it is free. After that everyone is invited to each purchase, with at least ten days to respond. DFØ names consultancy as a good fit. There is little to lose by joining, and you make the bid/no-bid choice for each purchase.

When you cannot deliver alone

You may rely on other companies' capacity (§ 16-10) or bid together with others (§ 16-11). But mind competition law:

Companies that can each deliver alone may normally not submit a joint tender.
Cooperation is lawful when you cannot deliver alone, or when it brings efficiency gains under the Competition Act § 10(3).
More partners than you need is normally restrictive.
You may ask several subcontractors for prices, but do not share price information beyond what the subcontract needs.

The Norwegian Competition Authority does not pre-approve partnerships, and illegal bid cooperation can lead to corporate penalties, fines or prison.

Questions

How many tenders does a typical competition get?

A Norwegian government white paper (Meld. St. 22 (2018–2019)) assumed four to five tenders per competition. Almost one in five announced contracts in 2024 received only one tender, according to DFØ.

Can we team up with a competitor on a tender?

Only if you cannot deliver separately, or the cooperation brings efficiency gains that meet the Competition Act § 10(3). The Competition Authority does not pre-approve partnerships, so assess it carefully.

What is the difference between a framework agreement and a dynamic purchasing system?

A framework agreement has fixed suppliers for at most four years. A dynamic purchasing system admits new suppliers all the time, and everyone who qualifies is invited to each purchase.

Sources

This guide explains the rules in plain words. It is not legal advice: the tender documents and the regulations decide.

Should we bid? A simple bid/no-bid method for small consultancies