Polish construction firms face barriers in public tenders, limiting their role in strategic projects and domestic economic growth.
Barriers to Entry
Key barriers for Polish firms in public tenders include excessive reference requirements, high financial guarantees (insurance, ratings), unfavorable payment terms, and the shifting of disproportionate risks to contractors. The CPK railway tunnel and station tender exemplifies this with prohibitive financial and technical criteria, demanding project experience exceeding 500 million zł and annual revenues of at least 2 billion zł.
These high entry barriers divert contracts to foreign-capital firms, reducing competitiveness for both Polish businesses and the national economy.
Economic Costs
Marginalization of Polish firms in major tenders inflicts long-term economic damage. A significant portion of contract revenue flows to foreign headquarters, leaving only VAT and PIT in Poland, while net profits and dividends are repatriated. This diminishes domestic capital accumulation and reinvestment capacity.
Grant Thornton reported that in 2020, foreign construction firms reinvested only 10% of their Polish profits (approx. 293 million zł) locally, transferring the remainder abroad. This capital outflow stifles development, employment, production, exports, and local supply chains. It also creates a domino effect: lacking references from Polish mega-projects reduces financial credibility and opportunities in neighboring markets like Ukraine. Spectis data shows only one in eight construction firms generates significant export revenue, with exports accounting for just 8.8% of revenues for the 300 largest contractors in 2024.
Domestic Advantages
The presence of Polish construction champions in key investments yields tangible benefits: domestic skills and resources grow, while firms with modern infrastructure—from machine parks to R&D centers—continue to advance. This creates a multiplier effect, driving SMEs, generating regional financial benefits, and enhancing credibility and expansion opportunities through accumulated assets.
Building Export Credibility
Export credibility begins with large domestic contracts providing the references needed for international tenders. Leading major infrastructure projects (rail, roads, energy) demonstrates risk management and complex supply chain capabilities, serving as a passport for expansion. Concurrently, firms must strengthen banking (financing, export guarantees, BIM/ISO/ESG certifications). Export success results from incremental competence accumulation and consistent state promotion of Polish capital abroad.
“Made by Poland in Poland”
The slogan “Made by Poland in Poland” increasingly appears in public procurement debates, advocating pragmatic economic policy. It aims not to exclude foreign firms but to establish transparent tender rules ensuring maximum long-term economic benefits remain in Poland. If megaproject margins fund Polish firm development, Poles gain infrastructure, prosperity, and regional market competitiveness. Nearly 40 years post-transformation, Poland can nurture internationally recognized champions. Neighboring Estonia, with globally recognized brands like Bolt, Skype, and Wise, demonstrates this possibility.