How to win government contracts and tenders in Denmark

A Comprehensive Guide to Winning Government Contracts in Denmark

Denmark's public procurement market represents substantial potential for businesses looking for stable partnerships that uphold transparency, innovation, and sustainability standards. Public procurement expenditures exceed €50 billion annually, spanning sectors including healthcare, infrastructure, renewable energy, defence technology, digital services, and municipal projects. Successfully navigating this market requires strict adherence to legal frameworks, strategic alignment with policy priorities, and rigorous documentation procedures. This article summarises essential information on trade policies, registration requirements, procedural details, and strategic considerations based on official governmental and intergovernmental sources.

Overview of Denmark's Public Procurement Landscape

The Danish government procurement constitutes approximately 15% of the nation's GDP, underscoring its significant economic impact. The procurement process adheres strictly to principles of fairness, competition, and non-discrimination, as dictated both by domestic legislation and international obligations. Denmark, as part of the European Union, has harmonised its laws with the EU Public Procurement Directives, ensuring transparent, cross-border market integration and digitalisation of procurement processes.

Legal and Regulatory Framework

International Agreements: WTO GPA

Denmark has ratified the WTO Government Procurement Agreement (GPA), ensuring equal opportunities for foreign suppliers from member countries. GPA coverage includes central government entities, municipalities, and utilities sectors, though defence and specific security-sensitive procurements are exempt. Tender notices must explicitly indicate GPA applicability, facilitating international supplier participation.

EU Directives and Danish National Legislation

As an EU member, Denmark adheres to the EU Public Contracts Directive 2014, mandating electronic publication of tender notices via the Tenders Electronic Daily (TED) platform. Danish domestic procurement law, particularly the Public Procurement Act (No. 1397/2016), integrates these directives and mandates digital submission of tender documentation. The Danish Competition and Consumer Authority (FCCA) supervises compliance with procurement rules and resolves disputes that may arise.

Defence and Security Contracts Act (No. 1400/2016) governs defence-related procurement, allowing certain exemptions defined in EU’s Treaty on the Functioning of the EU (Article 346). Recent examples include bilateral defence agreements, such as Denmark’s procurement of Naval Strike Missiles (NSM) through a government-to-government agreement with Norway.

Supplier Registration Requirements

Mandatory Registrations

Bidders must register on Denmark’s official procurement portal, udbud.dk, managed by the Danish Agency for Modernisation (Moderniseringsstyrelsen). Foreign businesses require registration with Denmark’s Central Business Register (CVR number) for VAT and taxation purposes if establishing local operations.

Additional Sector-specific Certifications

Depending on the sector, additional certifications may be required, such as ISO 9001 Quality Management Systems certification, environmental impact approvals, or health and safety accreditations. Companies should prepare these in advance to streamline the bidding process.

Documentation Requirements for Tender Submission

Technical Documentation

Bidders must provide a clear, succinct executive summary outlining their unique selling points and competitive advantages. Offers should include detailed methodologies, timelines, resource allocation, risk assessments, and contingency management plans. Supporting documents such as life-cycle assessments (LCAs), environmental management certifications (ISO 14001), sustainability and CSR disclosures aligned with UN Sustainable Development Goals (SDGs) further strengthen the proposal.

Financial Documentation

Financial documentation typically requires detailed breakdowns of project costs, profit margins, performance guarantees, financial solvency proof, and evidence of adequate insurance coverage. Presentation of such documentation must demonstrate competitiveness, stability, and financial reliability.

Strategic Considerations to Enhance Bid Success

Alignment with Sustainability Policies

Denmark’s ambitious sustainability targets require that procurement processes actively promote environmental responsibility. The Danish Green Public Procurement Strategy mandates life-cycle costing and sustainable sourcing. Companies demonstrating strong commitment to environmental metrics and sustainable practices will have a substantial competitive advantage.

Digitalisation and Innovation

Digital solutions such as eProcurement, blockchain-enabled smart contracts, cloud-based project management, and robust cybersecurity measures are highly valued. Bidders should emphasise their digital capabilities, interoperability standards, cybersecurity certifications (ISO 27001), and user-centric technological solutions to differentiate themselves in submissions.

Navigating Local Preferences

Despite non-discrimination rules, understanding and navigating local preferences and partnerships can greatly enhance a foreign applicant’s bid. Companies should consider forming local joint ventures, engaging early with Danish agencies through market consultations, and employing sector-specific networking or matchmaking arrangements facilitated by trade councils or embassies.

Challenges and Strategic Solutions for Foreign Suppliers

Protectionist sentiments (e.g., 'Buy European' policies) can challenge international companies competing in Denmark. However, transparency and quality remain paramount. Foreign suppliers overcoming such barriers through local partnerships, export credit agency support, industry associations' endorsement, transparent documentation, and proactive engagement are generally successful.

Conclusion and Recommendations

Winning Danish government contracts demands rigorous preparation, accurate documentation, and strategic alignment with national priorities. Sustainability, innovation, compliance, and partnership-building should form the core principles underpinning your procurement strategy. Ongoing monitoring of procurement portals (TED, udbud.dk) and active participation in government-sponsored briefings and matchmaking events significantly improves the likelihood of success.

By proactively aligning with Denmark’s strategic objectives and maintaining meticulous attention to procedural detail, businesses can secure successful outcomes in a market renowned for integrity, innovation, and sustainability.

[1] https://en.wikipedia.org/wiki/Government_procurement
[2] https://www.amchameu.eu/system/files/position_papers/amcham_eu_ppd_evauation_20250307.pdf
[3] https://www.dla.mil/Portals/104/Documents/J7Acquisition/MasterSolicitation4ASAcqRev-99_February_20_2025.pdf
[4] https://ec.europa.eu/info/funding-tenders/opportunities/portal/screen/opportunities/tender-details/docs/ec200395-d29e-4813-8a01-4b30b1482621-CN/03.%20HADEA2024OP0026_Tender%20specifications_update%201_V2.pdf
[5] https://www.naval-technology.com/news/denmark-dalo-norway-nsm/
[6] https://ec.europa.eu/regional_policy/whats-new/tenders-and-grants/calls-for-expressions-of-interest_en
[7] https://www.denmark.wa.gov.au/our-shire/work-with-us/tenders.aspx
[8] https://www.dlapiper.com/insights/publications/2025/02/transparency-requirements-in-the-procurement-act-2023
[9] https://www.bairdmaritime.com/security/weaponry/danish-defence-procurement-agency-selects-new-anti-ship-missile
[10] https://stateofgreen.com/en/news/green-purchasing-for-a-green-future-the-danish-government-flexes-the-public-procurement-muscle/
[11] https://ustr.gov/sites/default/files/files/reports/2025/2025%20Trade%20Policy%20Agenda%20WTO%20at%2030%20and%202024%20Annual%20Report%2002282025%20--%20FINAL.pdf
[12] https://www.esa.int/About_Us/Law_at_ESA/Procurement_review_procedure
[13] https://www.indianembassycopenhagen.gov.in/page/danish-tenders/
[14] https://www.ecb.europa.eu/ecb/jobsproc/proc/pdf/2025-ojs040-00127485-en-ts.pdf
[15] https://ens.dk/en
[16] https://www.indianembassycopenhagen.gov.in/page/india-denmark-relations-india/