How to win government contracts and tenders in Japan

Navigating Government Procurement in Japan: A Comprehensive Guide for Foreign Companies

Japan’s government procurement market represents a substantial opportunity for foreign businesses, providing stable contracts, transparent payment conditions, and clearly regulated pricing mechanisms. Governed by international agreements such as the World Trade Organization’s Agreement on Government Procurement (WTO GPA), Japan’s public sector annually procures goods and services valued at over €550 billion. Understanding regulatory frameworks and procurement procedures is critically important for successfully bidding on Japanese government contracts. This guide highlights essential strategies drawn from official Japanese government resources and intergovernmental reports, aimed at international companies seeking to enter this market.

Legal Framework for Public Procurement in Japan

WTO GPA and Bilateral Trade Agreements

Japan adheres closely to the transparency and non-discrimination principles stipulated by the WTO GPA. This agreement ensures foreign suppliers receive equitable access to public procurement contracts above specified financial thresholds. Recent procurement notices issued by Japanese ministries explicitly reference compliance with international obligations, including:

• Japan-EU Economic Partnership Agreement (Japan-EU EPA), enhancing market access between EU countries and Japan.
• Japan-UK Comprehensive Economic Partnership Agreement (Japan-UK CEPA), granting stable contract conditions post-Brexit and promoting procurement opportunities aligned with bilateral standards.

Under these agreements, Japan ensures all procedures—including tender announcements, deadlines, and award selection criteria—are transparent and uniformly applied, thereby refraining from preferential treatment towards domestic suppliers.

Registration Requirements and Qualification Criteria

Supplier Registration Process

To participate in public procurement opportunities, international companies must first complete pre-qualification processes established by each Japanese procuring agency. Key registration requirements generally include:

• Proof of business registration (or equivalent documentation issued by the supplier’s home country).
• Submission of authenticated corporate documents, potentially requiring apostilles for international verification.
• Demonstrating financial solvency and technical capability relevant to the targeted procurement category.

Qualification and Grading System for Suppliers

Japanese ministries typically grade suppliers based on established performance metrics, assigning classifications ranging from grades A to C. Procurement notices outline specific grade requirements that suppliers must meet to bid for corresponding opportunities. Targeted ministries clearly indicate the necessary qualifications and supporting documentation required during the bidding process.

Typical Procurement Procedures in Japan

Contracts under the WTO GPA and bilateral EPAs follow standardized procedural steps:

• Detailed publication of tenders through official platforms (primarily JETRO-managed databases and governmental portals).
• Clearly defined submission deadlines and documentation requirements (financial statements, environmental compliance reports, technical specifications).
• Post-award transparency in outcomes, offering unsuccessful bidders opportunities to obtain feedback to improve future bidding competitiveness.

Addressing Non-Regulatory Barriers

The EU-Japan Centre for Industrial Cooperation identifies several non-regulatory barriers foreign companies commonly encounter, including linguistic challenges, unfamiliar documentation standards, and differences in administrative expectations. Thorough preparation, utilizing the assistance of local representatives, is beneficial. Engaging local expertise familiar with procurement customs and norms will significantly enhance the bidding process's effectiveness.

Practical Recommendations to Successfully Enter the Market

• Stay updated on procurement notices: Regularly monitor official JETRO publications and ministerial websites for timely tender announcements.
• Prepare necessary documentation in advance: Ensure corporate documentation, financial records, and certification proofs are current, accurate, and translated as required by procuring agencies.
• Partner with local representatives: Collaborating with Japanese consultants familiar with public tendering regulations can streamline communication, documentation preparation, and compliance.

By strategically aligning with Japan’s procurement regulatory frameworks, leveraging comprehensive pre-qualification practices, and proactively addressing non-regulatory barriers, international companies can significantly increase their likelihood of successfully securing government contracts in this substantial marketplace.

[1] https://www.jetro.go.jp/en/database/procurement/national/articles/345703/2025030300100000.html
[2] https://www.jetro.go.jp/en/database/procurement/national/articles/346222/2025030400020001.html
[3] https://english.kyodonews.net/news/2025/02/bcf62379beed-japan-keeps-economic-recovery-view-warns-of-trumps-trade-policies.html
[4] https://www.jetro.go.jp/en/database/procurement/national/articles/345704/2025030300120000.html
[5] https://support.google.com/googleplay/android-developer/answer/15987130
[6] https://www.eu-japan.eu/government-procurement/public-procurement-japan-outline
[7] https://www.eu-japan.eu/government-procurement/preparations-tendering/company-registration-documents
[8] https://english.kyodonews.net/news/2025/02/bcf62379beed-japan-keeps-economic-recovery-view-warns-of-trumps-trade-policies.html?phrase=museum&words=
[9] https://www.jetro.go.jp/en/database/procurement/local/articles/5bbec7d22657eee1.html
[10] https://www.jetro.go.jp/en/database/procurement/national/articles/345708/2025030300160001.html
[11] https://conversableeconomist.com/2025/02/
[12] https://www.jetro.go.jp/en/database/procurement/local/articles/ac9f80ca35057095.html
[13] https://www.jetro.go.jp/en/database/procurement/national/articles/344672/2025022100040001.html
[14] https://www.hoover.org/research/japan-legacy-japans-longest-serving-prime-minister
[15] https://www.achilles.com/industry-insights/procurement-act-23-faqs/