Sandra van der Pal
Manager nlmtd
Sandra van der Pal is an innovation expert at nlmtd in the Public and Social Domain team. She is energized by finding innovative solutions to societal challenges. With experience as a startup founder, consultant, accelerator builder, and innovation manager, she knows all aspects of (open) innovation. Connecting is central to her, as collaboration is essential for today’s transitions.
Marijke Vos
Director nlmtd
Marijke Vos brings experience in innovation, strategy, and digital transformation to corporates, startups, and government organizations, with a broad background in financial services, ICT, and sustainable energy. Her genuine approach inspires trust and empowers organizations.
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Reflecties on our TNW-conference session – june 20 2025
Public procurement is a powerful but often underused tool for driving innovation. At TNW Conference on June 20, Sandra van der Pal (TNW Programs) and Marijke Vos (nltmd) hosted an interactive session on how (semi-)public organizations can make procurement a true engine for innovation.
Expert speakers Fredo Schotanus (Consultant Significant Synergy & Professor at Utrecht University in Public Procurement) and Maurice van Rooijen (Project leader innovation-oriented procurement, Ministry of Defence) shared insights with a diverse group of public buyers, innovators, consultants, and practitioners. Together, they explored what’s holding us back and what can be done.
Why is public procurement a key lever for innovation?
In theory, the match between public organisations and innovative companies is clear. Innovative companies are well positioned to:
- Deliver creative, out-of-the-box solutions
- Speed up transitions in sectors like energy, mobility, and food
- Make work more engaging and meaningful
Meanwhile, public organizations offer:
- A wide range of complex societal challenges
- A stable, supportive environment for experimentation
- Credibility, access to networks, and potential for scale
So, in theory there is a match. But what happens in practice?
The reality: low uptake, high barriers
Despite the potential, innovation-oriented procurement remains a marginal practice in the EU. Innovation partnerships, for instance, make up just 0.01% of all tenders published on TED (Tenders Electronic Daily) in 2023. Procedures are often complex, rigid, and don’t match the way innovation works in practice.
Common problems in current procurement practices include:
- A focus on existing, proven solutions
- Risk-aversion and legal complexity
- Technical over-specification
- High entry barriers for startups and SMEs
Innovation-friendly procurement requires extra capabilities: time, knowledge, planning, budget, contract management — and most importantly, a mindset shift.
So what can we do?
The session offered a toolkit of practical ideas to make procurement more innovation-friendly, such as:
- Keep the conversation going
Dialogue during a procurement process is not forbidden. Within legal boundaries, transparent engagement with all parties can unlock better results. - Plan for scaling from the start
Consider early on what to do if an innovation turns out to be successful. Are colleagues or other departments already involved? Is there a path to scale? - Let contract requirements evolve
You can allow the requirements in a contract to increase gradually over time. This encourages innovation and sustainability by giving space for development during implementation. - Allow room for changes and innovation during the contract term
Formulate goal-driven award criteria that leave room for innovation. Flexibility should also be possible during the execution phase, as long as the core of the contract remains intact. - Design contest as an opportunity for innovation procurement
The design contest (prijsvraag) is not used very often in the Netherlands, and certainly not for innovation procurement, even though the design contest has the advantage that, once the winner(s) have fulfilled the commitments of the contest, a follow-up contract may be negotiated without the need for a new tender.
We would like to add a 6th recommendation: Keep an eye on external possibilities and know what is happening around you in the market.
Closing thoughts
Public procurement isn’t just a legal process. It’s a strategic instrument. With the right mindset, knowledge, and a few smart adjustments, we can turn procurement into a driver of innovation that benefits both public organizations and society as a whole.
We, as nlmtd, are going to organise a follow-up meeting to this round table, led by Monique Alblas and Mirjam Ros. Interested? Please email Sandra@nlmtd.com
