The specification describes a product, not a need
When the requirements are lifted from one vendor's documentation, competition is gone before the bids are even opened. You end up with a single bid and a price you have nothing to compare against.
ICT public procurement consultant
Expert support for getting ICT procurement right
I give clear, thorough advice throughout the procurement process. I help contracting authorities and bidders reach the best possible outcome and avoid the mistakes that come up again and again.
30 minutes · no obligation · I usually reply within one working day
12+years of experience in ICT procurement
400+tenders in Estonia and abroad
ITLhead of the public procurement working group
TLUlead lecturer on the ICT procurement master's course
The problem01 · For authorities 02 · Evaluation 03 · For bidders
Where ICT tenders usually come apart
Most failed procurements don't fail on paperwork. They fail on decisions made weeks before the notice was ever published.
The criteria reward the cheapest, not the best
The quality weighting is nominal and every bidder scores close to full marks. Price makes the decision, not who can actually deliver the thing.
Strong bidders simply skip the tender
Disproportionate qualification requirements, an unclear scope and one-sided risk allocation mean the best available partner never reaches the table.
My work produces a procurement that leads to something that genuinely works, not just a correctly completed document.
Services
ICT procurement advice and support for public sector authorities and private sector bidders
For authorities
ICT procurement strategy and advice
Personal support in building procurement strategy: evaluation criteria, requirements, the technical specification and market consultation. For more complex legal questions I bring in a specialist procurement lawyer.
Read more →For biddersAdvice for bidders in ICT tenders
Bid strategy and analysis, market analysis, finding partners and putting a consortium together. Support through the whole process, right up to submission.
Read more →TrainingProcurement training and mentoring
Practical training and webinars for both authorities and bidders: from drafting the tender to submitting the bid. I also speak regularly at conferences.
Read more →
About me
Hello, I'm Marko Nemberg
Public procurement consultant, business developer and IT manager. 12+ years in ICT procurement and over 400 tenders in Estonia and abroad.
- Head of the ITL public procurement working group
- Author of the ICT procurement best practice guide
- Lead lecturer on the ICT procurement master's course at Tallinn University
- Thirteen years at Trinidad Wiseman, latterly Head of Sales & Public Procurement
Blog
See all →Writing and talks
Äripäev · 21 Mar 2026 · ET
IT-spetsialistid: noored ei pääse e-riiki ehitama
Experience requirements set too high keep junior people out of building the e-state.
Read in Äripäev ↗ (opens in a new window)Video · lecture · ETWriting the brief for a software development tender
How to put the need on paper so bidders understand it and the results can be compared.
Watch →ERR · 14 Sep 2022 · ETKuidas hoiduda zombilepingutest riigihangetes?
Framework agreements without indexation end up as contracts nobody bids under.
Read on ERR ↗ (opens in a new window)The first call is free
Procurement trouble? Let's talk before it gets expensive.
We'll go through where you are, what the deadlines are and what makes sense to do next. The call is free and commits you to nothing.