Lots strategy for small contractors

What this is

A brief guide on how a small contractor can use the division of contracts into lots (Article 46) to increase their chances of winning a public tender by focusing on manageable portions rather than competing for large, complex contracts.

When you need it

Use this during the pre‑tender planning stage when reviewing the contract notice or procurement documents that indicate whether the procedure allows submission for one, several, or all lots. It is particularly useful when the tender authority proposes multiple lots and the contractor lacks capacity to fulfil the whole contract.

How to fill it in

1. Identify from the contract notice (or the invitation to confirm interest) whether the procurement permits submissions per‑lot, for several lots, or for all lots.
2. List each lot offered, noting its subject‑matter, estimated value, and any technical thresholds (e.g., minimum turnover). Use the data in the tender pack – copy it verbatim.
3. For each lot, assess your own capacity (staff, equipment, financial limits) against the lot’s requirements. Mark “Yes/No” for each capability.
4. Select the subset of lots where you can fully satisfy the criteria and where the estimated value fits within the financial thresholds in Article 4.
5. Justify your selection in a short paragraph, referencing the contract notice sections that allow per‑lot submission (Article 46 paragraphs 1‑2).
6. If you intend to bid for multiple lots, indicate the maximum number of lots per tenderer as stated by the authority (Article 46(2)).
7. Attach any required supporting documents (e.g., financial statements) that demonstrate compliance with the thresholds.

What wins points

Evaluators look for a clear, compliant lot strategy that shows you have understood the division options and selected lots where you can deliver value. Demonstrating alignment with Article 58(1) – meeting the minimum economic‑financial capacity – and providing quantified evidence (e.g., turnover figures) strengthens your selection criteria score under Article 58.

How this gets you disqualified

• Failing to indicate whether you will submit for one, several, or all lots (required by Article 46 paragraph 1).
• Submitting a bid that exceeds the maximum number of lots per tenderer stated in the notice (Article 46 paragraph 2).
• Not providing evidence of meeting the financial thresholds required for the selected lot(s) – leads to automatic disqualification under Articles 46 and 4.
• Ignoring the authority’s mandatory justification for not subdividing into lots when the contract notice does not allow per‑lot submission – you may be deemed non‑compliant with the procurement procedure.