How to unlock more Māori and Pasifika participation in procurement
RŌA Consulting – Procurement Opportunities Paper | April 2026
At the Amotai Meet the Buyers event on April 22, 2026. RŌA surveyed 14 Māori and Pasifika suppliers to understand what is holding procurement back and where the opportunity sits.
The constraints they raised were not about capability. Rather, they were about access, visibility, system complexity, and how risk is defined.
Suppliers are navigating procurement systems that have short engagement windows, rely on existing networks, and favour scale over emerging capability.
The opportunities identified directly reflected these barriers being earlier engagement, clearer pathways, different contract design, and stronger visibility.
For RŌA, the question is no longer whether Māori and Pasifika businesses are ready to participate. It is about how procurement systems can enable participation through design.
The following insights highlight where buyers and suppliers can make practical changes to unlock participation.
Holding back participation - What suppliers shared
Suppliers shared comments that suggest procurement systems are operating as designed, relying on existing networks and reinforcing established delivery models, which makes it harder for new entrants to demonstrate value.
Access is not just about open tenders, but about relationships and visibility with decision-makers. Procurement complexity, including closed panels and unclear pathways, continues to shape who can participate. Risk remains defined by scale and familiarity, favouring established suppliers over emerging capability. Capability is closely linked to access, with limited pathways restricting growth and the ability to demonstrate value. Earlier engagement and clearer visibility of opportunities were consistently identified as critical to improving participation.
“Not knowing who to talk to or how to get in front of decision makers.”
“Procurement processes are too complex and confusing.”
“Closed panels limit opportunities.”
“Preference for large, established suppliers.”
“Limited capacity and funding to scale.”
“Better awareness of opportunities.”
“More connection and engagement before procurement starts.”
How to unlock Māori and Pasifika participation
The opportunity sits in five practical shifts buyers can apply now.
1. Create access earlier
“More connection and engagement before procurement starts.”
Engage before a tender is released allows you to:
understand capability in your market
build confidence in new suppliers
expand your supplier base before decisions are locked in
2. Redesign how work is packaged
“Split contracts into smaller packages.”
Break large contracts into smaller parts enables:
lower barriers to entry
staged participation
introduces new capability without increasing overall risk
3. Improve visibility and entry points
“Better awareness of opportunities.”
Makes it easier for Māori and Pasifika suppliers to engage through:
clearer forward pipelines
open or rolling panels
engaging beyond existing networks
4. Build capability through delivery
“Opportunities to grow through real work.”
Procurement can grow capability and participation by creating pathways for:
subcontracting
repeat engagement
staged delivery
5. Recognise the role of suppliers as buyers
“Suppliers can also be buyers.”
Nā Teahooterangi Pihama – RŌA Consulting
Māori and Pasifika businesses already hold significant purchasing power. Intentional spending within these networks can:
support business growth
create revenue certainty
increase circulation of value within the Māori and Pasifika economies
This is an immediate lever that sits within the control of businesses today.
The RŌA perspective
The insights in this paper reflect lived experience from those navigating procurement in Aotearoa.
For organisations, the opportunity sits with understanding how to apply these insights in a way that shifts how procurement operates in practice across access, risk, contract design, and outcomes.
Small changes in these areas can materially change who gets access, how capability is built, and where value ultimately flows.
Let’s kōrero
If you are a buyer ready to move procurement beyond intent, or a supplier looking to scale within the system, let’s kōrero.
kiaora@roaconsulting.co.nz & www.roaconsulting.co.nz
