Selection Criteria

Selection criteria form the first gate in any competitive procurement. They answer the question: is this supplier capable of doing the work at all? Only once a supplier has passed the selection stage does the contracting authority turn to the merits of the specific offer submitted. Getting selection right is therefore a prerequisite for winning, not a guarantee of it.

What are Selection Criteria?

Under Article 58 of Directive 2014/24/EU, contracting authorities may set selection criteria in three categories: suitability to pursue the professional activity, economic and financial standing, and technical and professional ability. The criteria must be proportionate to the subject matter and value of the contract and must be stated in the contract notice or invitation to tender.

Suitability to pursue professional activity covers legal registration, trade or professional register membership, and any regulatory authorisation required to deliver the contract. See suitability to pursue professional activity for detail.

Economic and financial standing addresses financial health: minimum annual turnover, financial ratios, insurance levels, and similar measures. Buyers must justify any turnover cap exceeding twice the estimated contract value.

Technical and professional ability covers delivery capability: past contracts of similar scope, key staff qualifications, quality management certifications, equipment, and subcontracting arrangements.

Exclusion grounds sit alongside selection criteria but are treated separately: exclusion grounds remove a supplier entirely (unless self-cleaning applies), while selection criteria set the positive capability bar.

Why Selection Criteria Matter for Bidders

Misreading selection criteria is one of the most common reasons suppliers are eliminated before the evaluation of their commercial offer even begins. A supplier that meets all award criteria thresholds but falls short on a financial standing requirement is simply not considered. Before investing time in a bid, review every stated selection criterion and honestly assess whether your organisation can demonstrate compliance with documentary evidence.

Selection criteria also set the scope of the pre-qualification questionnaire (PQQ) or selection questionnaire (SQ) you will need to complete. Understanding the criteria in advance allows you to prepare reference contracts, certifications, and financial statements before the deadline.

Example

A Norwegian municipality procures facility management services estimated at EUR 4 million over four years. Its selection criteria require: (a) minimum annual turnover of EUR 2 million in each of the last two financial years; (b) at least two completed contracts of comparable scope and value within the last five years; and (c) ISO 9001 certification. A supplier with strong service delivery but annual turnover of EUR 1.5 million cannot pass the financial standing threshold and will be excluded regardless of the quality of its technical offer.

Frequently Asked Questions

Can a contracting authority change selection criteria after publishing the contract notice?

No. Selection criteria must be fixed at the time the notice is published. Amending them after publication would undermine transparency and equal treatment, and could expose the procurement to legal challenge. If a buyer discovers an error in the criteria, they must issue a corrigendum and reset the deadline.

Can selection criteria require a supplier to have previous experience with the same buyer?

No. Requiring prior experience specifically with the contracting authority is discriminatory and prohibited under EU procurement law. Experience requirements must be framed by type and complexity of work, not by who the client was.

What happens if a supplier narrowly fails one selection criterion?

They are excluded unless the criterion includes a mechanism for equivalence or the buyer permits reliance on other entities. Some buyers offer the option to demonstrate equivalent capability through alternative means, particularly for certifications.