Government agencies, utilities, municipalities, and large corporations procure EV charging infrastructure through competitive tenders (RFPs, RFQs, ITBs). These contracts represent the highest-value sales channel in the EV charging industry—individual projects ranging from $100,000 to $10+ million—yet many wholesalers and distributors struggle to win them or don’t bid at all.
The reality: tender success requires far more than competitive pricing. Evaluators prioritize technical compliance, proven track record, comprehensive documentation, and demonstrated capability to deliver on time and within budget. Many first-time bidders are disqualified not because their products are inferior, but because they fail to meet mandatory submission requirements or don’t understand how tenders are scored.
