IT tenders in Lithuania.

The average is not the market. EUR 406K average against a EUR 182K median reveals a skew created by a limited number of large construction and infrastructure deals. Those outliers inflate apparent deal size and can pull suppliers toward a misleading pursuit of occasional mega tenders.

The median is the better planning signal for everyday IT services because it reflects the budget range where demand recurs and delivery capacity can be deployed consistently. Read the market through the middle, then treat the top end as selective upside. Demand is broad rather than centralised.

Public buyers spanning local government, healthcare, higher education and state owned enterprises operate against different rhythms, budgets and risk rules. That creates several viable routes into the market, even when leading accounts command a large share of value. The right move is not to chase the biggest notice.

Map the buyers and categories where your capabilities fit repeatedly, then build coverage around those patterns. Repetition, not visibility, is the basis of efficient growth. Value is concentrated at the top, with leading buyers accounting for 41% of disclosed value.

Yet 80% of winners took exactly one contract, a strong signal that the market is competitive without being closed to newcomers. Large accounts deserve attention, but they do not define the only route to revenue. New suppliers should target the overlap between repeat demand, contract size and delivery capability, where a credible first win can become a durable position.

The market rewards disciplined fit over scale theatre.