Koulutushankinnat Suomessa.

The EUR 1.6M average is not the typical deal. A few large construction and infrastructure linked procurements pull the total upward, while the EUR 550K median is a better guide to everyday demand. That gap changes how a supplier should read the market.

Do not build a plan around headline value or assume every notice requires enterprise scale. Size your offer, resources and bid economics around the middle of the market, then reserve major pursuit capacity for genuinely strategic opportunities. The median is the operating reality.

Demand is broad, not centralised. Municipalities, hospitals, universities and state companies create recurring patterns, but not identical ones. Each account has its own timetable, qualification habits and buying logic.

The task is not to find the single biggest notice. It is to map the buyers and categories where your capability repeats, then build familiarity before the tender opens. A credible reference in the right account can matter more than wide coverage of the long tail.

Repetition beats reach. Value is concentrated at the top, with the top five buyers accounting for 78% of disclosed value. Yet most winning suppliers took only one contract in the period rather than building a dominant repeat position.

That makes the market competitive, not closed. New entrants should target the intersection of repeat demand, manageable contract size and proven capability. The best first win is not the largest notice.

It is the notice that creates a credible reference and a path to the next one.