Mining and metals tenders in Lithuania.

The market’s value is shaped by a small number of larger procurements, which pushes the average far above the typical notice. With EUR 6.2M announced and an average tender of EUR 178K against a median of EUR 60K, the picture is clear. A few heavier contracts distort the topline.

The practical read is different. You should judge this market by the common deal size, not by the outliers, because that is what will determine your pricing, capacity, and bid economics. The takeaway is simple.

Compete to the median, not the headline. Demand is not controlled by one dominant buyer or one fixed procurement pattern. It comes from a small core of active organisations, each with its own rhythm and repeat needs.

That matters more than chasing the largest notice. A supplier should map where its offer fits naturally, then follow the buyers that buy that fit again and again. In a market like this, relevance beats scale.

The winning move is to align with recurring procurement behaviour, not to spray bids at the biggest value on the board. The takeaway is to build around repeatable buyer logic. The supply side is open enough to matter, but value still concentrates at the top.

Most winners took only one contract, so a newcomer can get in. At the same time, the biggest award relationships remain in the hands of a few repeat players, which means the market rewards focus rather than broad participation. The right approach is to enter where your capability, contract size, and buyer history intersect.

That is how you get in without fighting every incumbent at once. The takeaway is that this market is competitive, but not closed.