Waste tenders in Lithuania.

The first thing to read here is the split between headline value and typical procurement. The market shows EUR 101.4M in announced value, but the average sits well above the median, which means a small number of large lots are pulling the market upward while most opportunities are materially smaller. That changes the way you should judge demand.

This is not a market where one big notice defines the field. It is a market where the normal tender is much closer to practical operating size, and where the real question is whether your cost base and service model fit that middle band. The conclusion is simple.

Read the median, not the average, if you want the real market shape. Demand is spread across a mix of public buyers with recurring needs, not locked into one central source. Municipal bodies matter, but so do hospitals, universities, state companies and utility linked buyers that return to the market with familiar service patterns.

That means the winning move is not chasing the biggest headline tender once. It is identifying the buyers and subcategories where your offer can repeat, then building around that rhythm. In waste & cleaning services, repetition is the business model.

Fit, route density, service coverage and administrative reliability matter more than noise. The conclusion is that buyer mapping beats size chasing. Value is concentrated at the top, yet the winner base is still wide.

In the period, 77% of winning companies took exactly one contract, which tells you the market is competitive but not closed. A few suppliers captured most of the value, but many others still broke in once. That is the key opening for a newcomer.

You do not need to beat the whole field everywhere. You need to find the contract bands and buyer profiles where your capability is credible, your pricing is disciplined and the incumbent advantage is weaker. The conclusion is that entry is possible, but repeatability is what turns entry into position.