Vietnam spends an estimated $80 billion a year on public procurement. That figure covers everything from infrastructure and energy to education, healthcare, and digital transformation. For a foreign technology vendor, the opportunity is real, but the procurement system has its own rules, its own portal, and its own expectations about how foreign companies participate.
The starting point is the Vietnam National E-Procurement System, known as VNEPS, accessible at muasamcong.mpi.gov.vn. Every government procurement notice, bidding document, and contractor selection result must be published on this platform. Bidding Law 22/2023/QH15, which took effect on January 1, 2024, replaced the previous 2013 bidding law and introduced significant changes to how foreign contractors bid, how online bidding works, and how "Make in Vietnam" products are prioritized.
If you are a foreign technology vendor entering this market, register on VNEPS, find a qualified local partner or representative, understand the prioritization rules for domestic products, and build an evidence package that addresses the specific bidding requirements of each procurement. That is the short version. The rest of this article covers what each step involves, what changed under the new law, and where the practical barriers sit.
VNEPS is the single entry point for all public procurement in Vietnam
The Ministry of Finance manages VNEPS (previously under the Ministry of Planning and Investment before the 2025 government reorganization). The system publishes all contractor selection plans, bidding documents, invitation notices, evaluation results, and contract awards. If a procurement is not published on VNEPS and falls above the regulated threshold, it is either conducted under a standing arrangement or it does not comply with the law.
For a foreign vendor, VNEPS serves three functions. First, it is where you find opportunities. You can search by sector, location, procurement method, and status. Second, it is where you register to participate. Third, it is where the entire bidding process happens online, from document submission through bid opening and evaluation.
To register on VNEPS, a foreign contractor needs:
- A valid business registration or equivalent document from the home country, translated and notarized in Vietnamese
- An account on the system, created through the registration process described in the user manual on the portal
- A designated representative in Vietnam, which can be a local partner, a branch office, or a representative office
The registration itself is administrative. The harder question is whether you should bid alone, through a local partner, or as part of a joint venture. That depends on the procurement, the value, and whether the bidding documents require local participation.
Bidding Law 22/2023 changed the rules for foreign contractors
The 2023 Bidding Law replaced Law 43/2013 and took effect on January 1, 2024. It introduced several changes that affect foreign technology vendors directly.
Online bidding is now the default. The law mandates the use of VNEPS for contractor selection across all procurement methods: competitive bidding, limited bidding, direct contracting, and online quotation. This means a foreign vendor can participate in most procurements remotely, at least for the initial stages, without a physical presence in Vietnam. But "remote participation" does not mean "remote credibility." Buyers still expect local support, local references, and local delivery capability.
Foreign contractors face eligibility conditions. Under the law, a foreign contractor can bid directly only when the goods, services, or works are not available from domestic contractors, or when the procurement specifically allows international participation. The bidding documents specify whether the procurement is open to foreign bidders. If the documents are silent, the default assumption is that domestic contractors have priority.
Joint ventures are encouraged. When a foreign contractor bids on a package that includes both goods supply and installation or services, the bidding documents often require or encourage a joint venture with a Vietnamese partner. This is not a universal rule, but it is common in technology procurements where local deployment, training, and ongoing support are part of the scope.
The "Make in Vietnam" priority applies. Law 22/2023, together with the 2025 amendments to the Bidding Law, gives priority to products and services classified as "Make in Vietnam." This means that if a domestic product meets the technical requirements, it receives a scoring advantage in the evaluation. A foreign vendor competing against a local product must demonstrate either superior technical capability or a partnership structure that qualifies as domestic.
The "Make in Vietnam" policy creates a preference, not a wall
Vietnam's "Make in Vietnam" initiative, driven by the Ministry of Information and Communications and now reinforced through procurement law, aims to build domestic technology capability. The policy prioritizes Vietnamese digital technology products in government procurement. In practice, this means that if a Vietnamese company offers a product that meets the technical specifications, that product gets a price or scoring preference over an imported equivalent.
This does not close the market to foreign vendors. It changes the competitive dynamics. In categories where no adequate domestic product exists, foreign vendors compete on technical merit and price. In categories where domestic alternatives are available, a foreign vendor needs either a significantly better product, a partnership with a Vietnamese company that qualifies as a local supplier, or both.
The 2025 amendment to the Bidding Law (effective July 1, 2025) further clarified the prioritization framework. It created a new legal mechanism for high-tech bidding packages, removing bottlenecks that previously made it difficult for both domestic and foreign technology companies to participate in complex procurement. The amendment was specifically designed to support Vietnam's digital transformation goals by making it easier to procure advanced technology, whether sourced locally or internationally.
For a foreign vendor, the practical question is: does your product fall into a category where a domestic alternative exists? If the answer is yes, you need a local partnership or a technical edge. If the answer is no, you can compete directly but should still demonstrate local delivery and support capability.
Procurement thresholds and methods determine your approach
Vietnam's procurement system uses value thresholds to determine which method applies. The thresholds, updated under Decree 214/2025/ND-CP (effective August 4, 2025), define when competitive bidding, limited bidding, direct contracting, or online quotation applies.
For goods packages, the key thresholds are:
- Under VND 500 million (roughly $20,000): online quotation or direct contracting
- VND 500 million to VND 20 billion (roughly $20,000 to $800,000): competitive bidding, one-stage one-envelope or one-stage two-envelope
- Above VND 20 billion: competitive bidding, often two-stage with prequalification
For technology services and consulting packages, the thresholds differ, and the method depends on whether the package is technical in nature. Technology consulting services above VND 500 million typically require competitive bidding.
For a foreign vendor, the threshold matters because it determines how much lead time you have and how formal the process is. Lower-value procurements move faster and may be accessible through direct relationships with procuring entities. Higher-value procurements require formal bidding documents, technical evaluations, and often a prequalification stage.
Online quotation, used for lower-value packages, is the simplest method. The procuring entity posts a request on VNEPS, registered contractors submit quotes, and the contract goes to the lowest responsive bidder. This is accessible to foreign vendors who are registered on VNEPS and have a local representative.
Competitive bidding, used for larger packages, is more involved. The process includes publication of the bidding notice, a period for obtaining bidding documents, a submission deadline, bid opening, technical evaluation, financial evaluation, and award. The entire process happens on VNEPS. A foreign vendor participating in competitive bidding should expect the process to take two to six months from notice to award, depending on the package complexity.
Finding and evaluating opportunities on VNEPS
VNEPS publishes several types of notices that matter for a technology vendor:
- Contractor selection plans. These are forward-looking notices that tell you what agencies intend to procure in the coming year. They are useful for pipeline planning even though plans change.
- Invitation notices. These are the actual procurement opportunities. They specify the package, the method, the eligibility requirements, and the deadline.
- Bidding documents. Available for download on VNEPS after you register interest and pay any document fee. These are the authority for what the buyer wants, how they will evaluate, and what evidence you must provide.
- Evaluation results. Published after award, showing the winning bidder, the price, and the evaluation outcome. This is competitive intelligence.
A vendor should monitor VNEPS regularly, not just for active invitations but also for contractor selection plans that indicate future demand. The system allows you to filter by sector, including information technology, telecommunications, and science and technology, which covers most technology procurements.
Beyond VNEPS, technology vendors should also check:
- The English-language newspapers Vietnam News and Vietnam Investment Review, which publish procurement notices
- The Ministry of Finance's procurement portal for sector-specific opportunities
- Provincial-level procurement portals, which publish local government tenders
The role of a local partner or representative
For most foreign technology vendors, the question is not whether to have a local partner, but what kind. Vietnam's procurement system is relationship-intensive. The procuring entity wants to know who will deliver, who will train, who will support, and who will be accountable after the contract is signed. A foreign vendor that cannot answer those questions with a named, credible Vietnamese entity is at a disadvantage.
There are three main structures:
Distributor or reseller. A Vietnamese company that imports and sells your product. The distributor handles customs, local invoicing, and often the initial relationship with the procuring entity. This is the simplest structure but gives you the least control over the sales process and the least visibility into the buyer's requirements.
Local representative or agent. A Vietnamese company that represents you in the market without taking ownership of the product. The representative handles introductions, supports the bidding process, and manages local delivery under your direction. This gives you more control but requires a closer working relationship and a clear agreement on responsibilities, commissions, and data access.
Joint venture. A partnership with a Vietnamese company for a specific procurement or a series of procurements. The joint venture bids as a single entity, combining your technical capability with the local partner's market access and delivery capacity. This is the strongest structure for large or complex procurements but requires the most investment in relationship management and governance.
The choice depends on the procurement value, the technical complexity, and the buyer's expectations. For lower-value procurements, a distributor may be sufficient. For higher-value technology packages, a local representative or joint venture is usually necessary.
Regardless of the structure, the local partner must be registered on VNEPS, must have a valid business registration, and must be able to provide the compliance documentation that the bidding process requires. Do not assume that a partner who is willing to represent you is also qualified to do so under the procurement rules.
Compliance and due diligence requirements
Vietnam's Bidding Law and its implementing regulations impose specific compliance requirements on contractors, including foreign bidders. Failure to meet these requirements results in disqualification, regardless of technical or price competitiveness.
The key compliance items for a foreign technology vendor are:
Business registration. A valid registration or equivalent from the home country, translated into Vietnamese and notarized. The document must confirm that the company is legally established and operating.
Financial statements. Audited financial statements for the most recent one to two years, depending on the bidding documents. The statements must demonstrate that the company has the financial capacity to perform the contract.
Tax compliance. A tax registration certificate or equivalent from the home country. Vietnam does not require a foreign contractor to be registered for Vietnamese tax before bidding, but tax obligations arise upon contract award and performance.
Technical capability. Evidence of previous contracts or projects of similar scope and value. The bidding documents specify what counts as "similar," including the type of technology, the scale of deployment, and the geographic relevance. Experience in other Southeast Asian markets is generally accepted, but experience in Vietnam carries more weight.
Anti-corruption declaration. A declaration that the contractor has not been involved in corruption, fraud, or bid rigging. Vietnam's procurement law includes blacklisting provisions, and entities that have been sanctioned in Vietnam or in their home country may be disqualified.
No conflict of interest. The contractor must be independent from the consulting firm that prepared the bidding documents, from other bidders, and from the procuring entity. This is a structural requirement, not just a declaration.
A foreign vendor should prepare a standard compliance package that can be adapted to each procurement. The package should include all the documents above, plus any sector-specific certifications. For technology procurements, this may include product certifications, data protection compliance, and cybersecurity assessments.
How "Make in Vietnam" scoring works in practice
Under the Bidding Law 22/2023 and the 2025 amendments, products classified as "Make in Vietnam" receive a scoring preference in competitive bidding. The preference applies to the technical evaluation, where domestic products receive additional points for meeting the localization criteria.
The classification of "Make in Vietnam" products is governed by Decree 73/2025/ND-CP and related circulars. To qualify, a product must meet criteria related to:
- Research and development conducted in Vietnam
- Manufacturing or assembly performed in Vietnam
- Intellectual property ownership or licensing in Vietnam
- Contribution to Vietnam's digital technology ecosystem
For a foreign vendor, this means two things. First, if your product is not classified as "Make in Vietnam," you are competing at a scoring disadvantage in procurements where a domestic alternative exists. Second, if you partner with a Vietnamese company that can qualify a localized version of your product under the "Make in Vietnam" framework, you can close or eliminate that disadvantage.
This is not a loophole. The policy is designed to encourage technology transfer, local manufacturing, and domestic capability building. A genuine partnership that involves local assembly, local support, and local knowledge transfer is what the policy rewards. A paper partnership that exists only to claim domestic status will not survive scrutiny.
The practical effect varies by sector. In areas where Vietnam has strong domestic capability, such as basic IT infrastructure, network equipment, and some enterprise software, the preference is meaningful. In areas where domestic capability is limited, such as advanced cybersecurity, specialized industrial automation, and niche enterprise applications, the preference is less relevant because there are few qualifying domestic alternatives.
Sector-specific considerations for technology vendors
Vietnam's technology procurement landscape is not uniform. Different sectors have different buyer profiles, different procurement patterns, and different competitive dynamics.
Information technology and digital transformation. This is the largest and fastest-growing procurement category. The government's national digital transformation program, running through 2030, drives demand for cloud infrastructure, data platforms, enterprise software, and cybersecurity. The Ministry of Information and Communications and the Ministry of Public Security are major buyers. Competition is intense, with both domestic and international vendors active.
Telecommunications. Vietnam's telecom sector is dominated by state-owned enterprises (Viettel, VNPT, Mobifone). Procurement in this sector often involves direct contracting or limited bidding, and the relationship between the vendor and the state-owned enterprise is central. Foreign vendors typically work through local partners or joint ventures.
Defense and security. This sector has the highest barriers to entry. Procurement is conducted through specialized procedures, often outside the standard VNEPS process. Foreign vendors must work through government-to-government channels or through licensed local intermediaries. The "Make in Vietnam" priority is strongest in this sector, and technology transfer requirements are explicit.
Healthcare. Vietnam's healthcare system is undergoing digitalization, with demand for hospital information systems, electronic health records, telemedicine platforms, and medical devices. Procurement is conducted through the standard VNEPS process, but buyers are typically provincial health departments or individual hospitals, not central government agencies.
Education. The education sector procures learning management systems, digital content platforms, classroom technology, and administrative software. Procurement volumes are high but contract values are often low, making this a market that favors volume-oriented vendors with local distribution.
For each sector, the vendor should understand the buyer, the procurement method, the competitive landscape, and the local partnership requirements before committing resources to a bid.
Decree 214/2025 and the new procurement framework
Decree 214/2025/ND-CP, effective August 4, 2025, is the primary implementing regulation for Bidding Law 22/2023 regarding contractor selection. It replaced Decree 63/2014 and introduced several changes relevant to foreign technology vendors.
The decree details the procedures for each procurement method, the evaluation criteria, the documentation requirements, and the timelines. Key provisions include:
- Standardized bidding document templates for goods, services, and construction packages, published on VNEPS
- Clarified evaluation criteria for technical and financial proposals, including the weighting for "Make in Vietnam" products
- Updated provisions for online bidding, including electronic bid opening and digital signatures
- Sustainability requirements integrated into the contractor selection process, covering environmental, social, and economic criteria
- Stricter independence and conflict-of-interest rules for contractors, consultants, and evaluating entities
For a foreign vendor, the most important change is the standardization of bidding documents. The templates specify exactly what information is required, how it should be presented, and how it will be evaluated. This reduces ambiguity but also reduces flexibility. If your proposal does not follow the template, it may be deemed non-responsive.
The sustainability provisions are new and still developing. The decree requires procuring entities to consider environmental and social criteria in the evaluation, but the specific weight and application vary by procurement. For technology vendors, this may include criteria related to energy efficiency, data protection, and social impact.
Building a bid strategy for Vietnamese government technology procurement
A foreign technology vendor that wants to win government contracts in Vietnam needs a strategy, not just a product. The strategy should cover five elements.
Market positioning. What is your product's competitive position in Vietnam? Is there a domestic alternative? Does your product have technical advantages that justify the price difference? Can you partner with a local company to close the "Make in Vietnam" gap?
Local presence. Who is your local partner? What is their track record in government procurement? Are they registered on VNEPS? Do they have the delivery and support capability for the contracts you are targeting?
Opportunity pipeline. Which procurements are you tracking? What is the timeline? Have you reviewed the contractor selection plans for the agencies you are targeting? Are you monitoring VNEPS for new invitations?
Compliance readiness. Is your compliance package complete? Have you prepared the Vietnamese translations and notarizations? Do you have audited financial statements ready? Have you completed the anti-corruption declaration?
Bid execution. Who is preparing the bid? Does the team understand the bidding document template? Have you addressed every evaluation criterion? Is the pricing competitive without being suspiciously low?
Each element requires preparation before the procurement notice appears. Vendors that start preparing after the notice is published are already behind.
What changed in 2025 and 2026
Vietnam's procurement framework has been in active development. Several regulatory changes in 2025 and 2026 affect how foreign vendors participate.
Circular 79/2025/TT-BTC (August 4, 2025). This circular, issued by the Ministry of Finance, provides guidance on the provision and posting of information on VNEPS, including standardized bidding document templates for all procurement methods. It replaced Circular 22/2024 and introduced updated forms for online bidding, including electronic bid opening procedures. The system URL shifted from muasamcong.mpi.gov.vn to muasamcong.mof.gov.vn to reflect the ministry reorganization, though both URLs remain accessible.
Decree 214/2025/ND-CP (August 4, 2025). The implementing decree for the Bidding Law, detailing procedures for all contractor selection methods and introducing sustainability criteria.
Law amending the Bidding Law (effective July 1, 2025). This amendment created a new legal framework for high-tech bidding packages, removing bottlenecks that made it difficult to procure advanced technology. It specifically addressed the "Make in Vietnam" prioritization and clarified the scoring mechanism.
Decree 73/2025/ND-CP. This decree defines the criteria and procedures for classifying "Make in Vietnam" products, which directly affects how technology products are evaluated in government procurement.
Decree 180/2025/ND-CP (July 1, 2025). This decree introduced mechanisms and policies for public-private partnerships in science, technology, innovation, and digital transformation, creating new procurement pathways for technology vendors.
For a foreign vendor, the cumulative effect of these changes is that the procurement system is becoming more digital, more standardized, and more explicit about domestic preferences. The system is also becoming more accessible, because online bidding reduces the need for physical presence in the initial stages. But the bar for compliance, documentation, and local partnership is higher than it was under the old law.
Common mistakes foreign vendors make
Foreign technology vendors entering Vietnam's government procurement market tend to repeat the same errors.
Registering on VNEPS and waiting. The portal registration is necessary but not sufficient. You still need a local partner, a compliance package, and a pipeline of opportunities to pursue. Registration without follow-through produces nothing.
Translating materials poorly. Vietnamese procurement is document-intensive. A poorly translated bidding response, technical proposal, or compliance document signals unprofessionalism and may result in disqualification. Use professional translators who understand procurement terminology.
Underestimating the relationship requirement. Vietnamese government buyers want to meet the people who will deliver and support the technology. A vendor that submits a proposal without prior engagement with the procuring entity is at a significant disadvantage. This is not about gifts or entertainment. It is about demonstrating that you understand the buyer's requirements and have the local capability to deliver.
Ignoring the "Make in Vietnam" preference. A vendor that competes against a domestic product without addressing the preference mechanism will lose on scoring, even if the product is technically superior. Address the preference directly, either through a partnership or by demonstrating that no adequate domestic alternative exists.
Bidding too low. Some foreign vendors price aggressively to win their first contract. This raises red flags in Vietnamese procurement, where unrealistically low prices can trigger scrutiny, contract performance issues, and blacklisting. Price competitively, but do not price irrationally.
Not preparing for post-award obligations. Winning the contract is the start, not the end. Vietnamese government contracts include delivery milestones, training requirements, warranty obligations, and performance guarantees. A vendor that wins on price but cannot deliver on scope will not win a second contract.
How Paglago approaches Vietnam government procurement
Paglago works with technology companies entering Southeast Asian markets, including Vietnam's government procurement space. The approach is not to hand you a list of tenders and wish you luck. It is to build the local presence, relationships, and compliance posture that make you a credible bidder before the procurement notice appears.
That means identifying the right local partner, registering on VNEPS, preparing compliance documentation, mapping the target agencies and their procurement plans, and building a pipeline of opportunities. It also means having someone in the room, at the trade shows, and in the meetings with procuring entities, not just someone reading VNEPS from overseas.
If you want to understand what a structured entry into Vietnam's government technology market looks like, start with Paglago's services or get in touch.
Frequently asked questions
Can a foreign company bid on Vietnamese government technology contracts without a local partner?
Technically, yes, for procurements that are open to international bidders. Practically, it is very difficult. The bidding documents often require local delivery, training, and support capability. The evaluation criteria favor vendors with local presence. And the "Make in Vietnam" scoring preference puts standalone foreign vendors at a disadvantage. A local partner is not legally required in every case, but it is practically necessary for most technology procurements.
Do I need to register on VNEPS before I can bid?
Yes. All contractor selection activities in Vietnam are conducted through VNEPS. You need an account to access bidding documents, submit bids, and receive evaluation results. Registration requires a valid business registration from your home country and a designated representative in Vietnam.
How long does a typical government technology procurement take in Vietnam?
From publication of the invitation notice to contract award, a competitive bidding process typically takes two to six months. Lower-value procurements using online quotation or direct contracting can be faster, sometimes completing in four to eight weeks. The timeline depends on the package complexity, the number of bidders, and whether a prequalification stage is required.
What is "Make in Vietnam" and how does it affect my bid?
"Make in Vietnam" is a government policy that prioritizes Vietnamese digital technology products in public procurement. If a domestic product meets the technical requirements, it receives a scoring advantage in the evaluation. A foreign vendor competing against a qualifying domestic product must demonstrate either superior technical capability or partner with a Vietnamese company to close the preference gap.
What documents do I need to prepare for a Vietnamese government bid?
The standard package includes: audited financial statements (one to two years), business registration documents (translated and notarized in Vietnamese), tax compliance certificates, technical capability evidence (previous contracts of similar scope), anti-corruption declaration, and independence declaration. The specific requirements are defined in the bidding documents for each procurement.
Is Vietnam's procurement system fully electronic?
Yes, as of the 2025 regulatory changes. Circular 79/2025/TT-BTC standardized the bidding document templates and mandated electronic submission, bid opening, and evaluation through VNEPS. Some procurements may still require physical document submission for certain compliance items, but the core process is online.
What sectors offer the best opportunities for foreign technology vendors in Vietnam?
Digital transformation, cybersecurity, advanced enterprise software, specialized industrial automation, and niche healthcare IT are the sectors where foreign vendors have the strongest competitive position. In basic IT infrastructure, networking, and generic enterprise software, domestic competition is strong and the "Make in Vietnam" preference is most significant.
Sources
- Vietnam Bidding Law 22/2023/QH15: https://thuvienphapluat.vn/van-ban/EN/Dau-tu/Law-22-2023-QH15-Bidding/576364/tieng-anh.aspx
- Decree 214/2025/ND-CP on contractor selection: https://english.luatvietnam.vn/decreeno214-2025-nd-cpdatedaugust042025ofthegovernmentdetailinganumberofarticlesofandmeasurestoimplementthebiddinglawregard-407250-doc1.html
- Circular 79/2025/TT-BTC on VNEPS and bidding document templates: https://english.luatvietnam.vn/circularno79-2025-tt-btcdatedaugust042025oftheministryoffinanceprovidingguidanceontheprovisionandpostingofinformationonbidding-407596-doc1.html
- Vietnam National E-Procurement System (VNEPS): https://muasamcong.mpi.gov.vn/
- U.S. Commercial Service, Vietnam Selling to the Public Sector: https://www.trade.gov/country-commercial-guides/vietnam-selling-public-sector
- U.S. Commercial Service, Vietnam Market Entry Strategy: https://www.trade.gov/country-commercial-guides/vietnam-market-entry-strategy
- "Make in Vietnam" technology policy and public procurement: https://www.vietnam.vn/en/coi-troi-cho-cong-nghe-make-in-vietnam
- Vietnam Digital Technology Law 2025: https://legaldesire.com/vietnam-enacts-first-standalone-digital-technology-law-a-landmark-move-in-tech-governance/
- Decree 180/2025/ND-CP on public-private partnerships in technology: https://thuvienphapluat.vn/van-ban/EN/Dau-tu/Circular-98-2025-TT-BTC-provision-and-publishing-of-information-on-public-private-partnership-investment/680147/tieng-anh.aspx