References and Suitability Requirements: How to Comply

Introduction

Suitability requirements are the first hurdle in a tender. If you don't comply, your bid is set aside regardless of quality or price.

Types of suitability requirements

1. Exclusion grounds

Mandatory (criminal organization, bribery, fraud) and optional (bankruptcy, professional misconduct, tax non-payment). Self-cleaning is possible for past issues.

2. Financial and economic standing

Turnover (max 300% of annual contract value), insurance, solvency, and bank guarantees (max 5% of contract value).

3. Technical capability

References (2-3, max 60% of contract value each, within 3-5 years), certifications (ISO, VCA), and personnel requirements.

References: key tips

What makes a good reference?

• Comparable in nature, complexity, and scale
• Successfully completed or in execution
• Recent (within required period)
• Include client name, description, value, period, and contact person

Strategic reference management

• Maintain an up-to-date overview of all projects
• Request satisfaction statements after completion
• Standardize reference descriptions
• Select references that best match each specific tender

If you don't quite meet requirements

1. Rely on third parties (Article 2.92): Use capacity of other companies
2. Form a consortium: Joint assessment of requirements
3. Ask questions: Request reduction of disproportionate requirements

Evidence

At submission: only the ESPD as self-declaration. After provisional award: full evidence within stated deadline. Key document: GVA (Conduct Declaration for Procurement) - apply in advance, takes 4-8 weeks.