Participation in tenders can bring good income. However, most companies do not dare to take this step because they do not know how to carry out this procedure correctly. This article was written specifically to cover all the important points that are associated with the tender market. After reading this article to the end, you can significantly increase your knowledge in the field of tenders.

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The participation of companies implies compliance with certain rules that will be regulated by the terms of the tender. Failure to comply with these rules will result in instant non-cooperation. Despite all the difficulties that are associated with tenders, they should not be ignored. Having concluded a profitable contract, you can earn good money.

It should be noted that the scope of tenders is quite wide. They can be used both in industrial automotive industry and in conventional areas. small business that provide services or goods.

In order to participate in the tender, it is not enough to have an offer from the customer. You need to clearly understand how to participate in tenders in order to prove yourself from the best side.

Tender classification

• open;
• closed;
• two-stage;

Each of the above types has its own characteristics and rules of conduct. Let's explain each in detail.

Open

An open tender is a procedure by which the contracting authority invites everyone to take part in the tender. Potential participants can learn about the tender from advertising campaigns and special sites.

Most often, tender documentation is sent free of charge or set such a price to cover all the costs that arose during its creation. Such documentation usually includes conditions and rules that must be followed throughout the tender.

In most cases, this type of tender is used to carry out a public procurement order. What can not be said about ordinary companies. Direction, which does not provide for such activities.

An open tender makes it possible to receive an order on very favorable terms. However, an unlimited number of participants can register in it, which in turn increases the burden on the attendants.

You can order services for holding a tender in specialized companies or conduct it yourself.

Closed

A closed tender is held among a limited number of participants who have received an invitation to participate.

The organizing company recruits participants according to the following criteria:

• good reputation;
• high rating;
• image;

To increase the attractiveness of your company, you need to have good self-promotion. This is what big companies do. Increasingly, we notice them on TV screens or other media.

Participants in such a tender will never know about each other before the official start of the tender. This condition makes it possible to exclude collusion between companies. To conduct such a tender does not need to spend a lot of time and effort. And the list of participants, in most cases, does not exceed 5 companies.

two stage

Most often, a two-stage tender is called a specialized tender with a limited number of participants. A two-stage tender differs from a closed tender in that it has an unlimited number of bidders. In order to participate in such a tender, it is necessary to comply with certain rules that govern the rules for conducting this tender.

A two-stage tender is carried out in several stages. However, it should be noted that in this case, such a tender will take more time.

The procedure is as follows:

1. The organizing company is preparing test, which determines the strength of the company. Based on the solution of this task, the participating company prepares an offer.
2. At the final stage, a decision is agreed upon.

However, such a tender is divided into several components:

• tender "prices" in which participants report prices, terms, quality, etc.
• tender "open brief", in which the customer indicates an approximate vision of the project, and the participants offer a creative solution;

Who can take part?

The main conditions for participation in tenders are quite simple. Both companies and individual entrepreneurs can participate in tenders. Domestic and foreign companies can participate in the auction. It should be noted that in order to participate in the tender, you must have a pre-specified list of documents.

How to participate (step by step guide)?

To participate in the tender, you need to know what is needed for this.

We offer step-by-step instructions that will help you to participate in the tender:

1. At the first stage, you need to collect the necessary list of documents that apply to bid.
2. After the application has been submitted, you confirm your participation, agree to the terms and conditions and undertake to comply until the end of the competition.
3. If something doesn't suit you, then you can withdraw your application or make changes, but only strictly after the deadline set by the organizer.
4. At this stage, the special tender commission has the right to extend the deadline for accepting bids. If the conditions of the event change, the participants receive a written notification.
5. If the list is completed or the application deadline has expired, then the official consideration of applications begins, which requires deep study.

Sample Application

We indicate that the application consists of two parts. The first part describes the agreement on the conditions by which the tender procedure is regulated, as well as the provision of the necessary information about the product.

The second part provides information about the participant, which includes the presence of:

• details;
• certificates;
• permissions;
• licenses;

It should be noted that the application can be submitted both electronically and in writing. If the documentation is filled out correctly, it will be accepted from you.

Rules

The tender is regulated by a strict sequence of necessary actions that must be followed for any such event.

The rules for holding a tender include 7 stages, with the help of which the procedure for conducting a tender is normalized:

1. Formation of a list of necessary requirements that must be observed by bidders. As well as making a decision on holding a tender.
2. Invitation to participate.
3. Participant selection. Depending on the type of tender, the selection of participants will be made before a strictly established deadline.
4. clarification of the positions of the parties.
5. Collection and presentation of ready-made proposals.
6. Final selection of the best proposals.
7. Announcement of winners.

If you are going to participate in tenders, then you need to know the following list important points related to tenders:

1. Knowledge of Federal Law No. 94 will help determine the terms and conditions that the customer should have taken into account when drawing up the tender regulations.
2. Choose one. The Russian government has established five existing trading platforms.
3. Get a unique digital signature. Such a signature gives the document legal value.
4. Get the required accreditation on the selected trading platform.
5. Conducting auctions. Usually, the period of one procedure should not exceed two days.
6. If you win the tender, then you need to sign a contract.

Preparation of documents

Preparation of documents must be carried out in accordance with the established list of required papers for participation in the tender, which were determined by the customer.

To participate in the tender, you need to prepare the following list of certified copies of the following documents:

1. Registration certificate.
2. A document that confirms that you are a taxpayer.
3. A bank statement stating your financial stability.
4. Help from tax office, which confirms the absence of debt to the state.
5. balance sheet for the previous year.
6. Certificates that confirm the standard quality of the goods.

The development of the tender system has been observed in Russia since the end of the last century. The concept of tender is equivalent to the concept of competition. Its meaning is in the search for a contractor for state orders precisely on a competitive basis. The entire regulation of this system is spelled out in With the winner and sometimes a contract is concluded for any work, services or supply of goods. Today we will talk about what you need to participate in tenders.

What are tenders

Such competitions can be open and closed, held in one or two stages. In addition, there are varieties of specialized closed tenders, single and requests for quotations.

What gives participation in competitions? The winner is given the opportunity to receive a profitable large order, and if it is a start-up company, to declare itself on the market. Many are scared away by the rather complicated participation procedure, but everyone is quite capable of understanding it. Of course, beginners often need help, a practical guide that explains what needs to be done and in what sequence. Have you decided to take part in tenders? Step-by-step instruction will come in handy.

Why is it beneficial

Information about where and what tenders are planned to be held is constantly available on specialized websites and in the media. When the competition is announced, the tender commission begins to consider the applications of applicants.

Small and medium-sized businesses are not characterized by activity in bidding for government orders - there are many apparent difficulties. It does not take into account that the lion's share municipal budgets Nowadays, it is distributed, as a rule, precisely through tenders.

State orders support business no less effectively than benefits and subsidies. In addition, the law obliges customers of the municipal and public sector to transfer at least 10% of the volume of work and deliveries of goods per year to entrepreneurs.

Electronic auctions

Unfortunately, only large companies are seriously involved in tracking promising tenders, and all because of the need to maintain a special service for this.

The state order is placed in different ways - in the form of a request for quotations, purchases from a single supplier (executor) or through bidding. The last method is the most common.

Now the majority of orders from the state are placed at electronic auctions, their share is more than half of all ongoing auctions. Such activities are recognized effective tool the fight against corruption due to the anonymity of those involved, great competition and the availability (as they say, transparency) of all information.

Participation in tenders: step-by-step instructions for beginner businessmen

Let's look at what participation in an electronic auction is.

First of all, a suitable auction should be "calculated". To do this, you need to carefully read all notices of such events, regularly going to the official website for this, which has the status of an all-Russian and publishes announcements of future auctions 7-20 days before a certain date, which is the last day for submitting applications. You must indicate your desire to take part in the selected tender during this period - later your application will not be accepted for consideration.

Officially there are five federal sites for electronic trading, on any of which you will find a search form for auctions of interest and a register of all tenders. Also, summary information is easy to obtain on the official website of the Russian Federation, which is dedicated to placing orders.

What do you need to participate in tenders

Next, you should get an electronic digital signature (abbreviated EDS). It is bought in one of the special certification centers accredited on the electronic site of your choice. The process of receiving it will take several business days (2 or 3). Signature gives legal status electronic document and fixes the financial responsibility of the participant.

But EDS alone does not guarantee that you will take part in tenders. The step-by-step instruction contains, in addition to it, the concept of accreditation. That is, in order to participate in the auction held by a particular site, you must be accredited on it. Each of the five venues has its own accreditation. To do this, a special form is filled out on the website of the site along with an application for opening an account. A number of documents are attached. Which ones? We are talking about an extract from the Unified State Register of Legal Entities (if you are an individual entrepreneur - about an extract from the Unified State Register of Legal Entities), a power of attorney giving the right to participate in these auctions, a document on the appointment of a head (decision or protocol) with the seal of the organization, a scan of a card with company details.

Further actions

The operator will consider the application within five days and give an answer on access or refusal (in the latter case, with explanations of the reasons). The number of retries is not regulated, but each application will require a five-day review period.

Having successfully passed accreditation, you will have at your disposal " Personal Area", from which you will conduct all further actions.

The next mandatory step is to replenish your own account on the trading platform as a guarantee of participation in the auction. The amount is fixed - for small entrepreneurs it is usually 2% of the initial order amount (its maximum). In other cases, we are talking about five percent. Money can be returned after the account is unlocked (at the end of the auction).

Applying

The participant can now apply. It must be approached very responsibly by drawing up it, having carefully studied all the documentation of the auction. The first part, anonymous, consists in confirming the consent of the participant to supply the desired product (service) with a detailed description of them. The second part contains detailed information about the participant with all supporting certificates and licenses attached.

In addition to the application of the established form, the application for participation in the tender must include the fullest possible amount of cost estimates, where the cost of materials or services is shown in tabular form, including VAT at the time of bidding, detailed breakdowns of additional costs (transport, design and survey, etc.) as well as taxes.

Things to Remember

The submitted application is automatically equated to an agreement to comply with all the conditions of the customer. If it is impossible to fulfill them, the contractor should withdraw the application. It is not accepted from the participant after the deadline set by the organizer of the auction. Refusal to participate in the tender (withdrawal of the application) is possible only before a certain date. The deadline for admission may be extended by the tender commission, about which applicants are notified.

When the deadline for filing applications has expired, the customer considers their first parts, the results of the consideration are drawn up in the form of a protocol, which the operator of the site must be informed of all participants within the prescribed period. This way you will know if you are eligible to bid or not.

A little about the process itself

What are the main points you need to know when planning participation in tenders? The step-by-step instruction says that in the bidding process itself, two concepts are the most important - the step of the auction and the time left until it ends. The first indicator is strictly fixed - it is 0.5% of the maximum initial price (as the law says). The transition to the next step is carried out with an interval of 10 minutes, during which the participant must decide whether to offer a lower price or not.

Bidders are prohibited from submitting bids with a price greater than or equal to that previously offered. Also under the prohibition of offers with a zero price. "In advance" to underestimate the price by more than one step (below the minimum by this moment suggestions) is also impossible.

Completion of the auction

If the last offered bid turned out to be the lowest (no better offers were received within ten minutes), then the auction is over. The protocol with the results in automatic mode is formed almost instantly, each participant appears in it only under the assigned number.

Who exactly won the tender will be known only after the end of the auction. The customer will receive the second part of the winning application containing the details of the participant who won the tender. He will be sent a state contract, which must be certified with an electronic signature within a certain period of time.

What's next?

In addition, the amount of the monetary security of the contract must be provided, which, by law, is up to 30% of the original maximum price. This is done in the form of a bank guarantee, or the funds are credited to the customer to a temporary account.

Experts believe that by participating in tenders, any company receives important advantages. And although the tender system in its current form is far from perfect, it gives a chance to start-up entrepreneurs to reach a major customer and improve their own status in the market.

The choice of tenders should be treated wisely, not trying to cover all offers. In case of failure, you should not be upset - after all, you have gained serious business experience.

What is typical for commercial bidding?

Unlike state tenders, commercial tenders are organized in accordance with the norms of the Civil Code of the Russian Federation, the rules for their conduct are established by the customer independently. In their conduct, the same principles on which state auctions are based are applied. But there are more competitive procedures - in the form of an open tender with or without a preliminary selection, a closed, two- and multi-stage tender, a request for prices, competitive negotiations, purchases from a single source, etc.

Thus, commercial tenders are mostly conducted in the same way as state tenders. The difference lies only in the strict regulation of the latter by the legislation. The form of private bidding is more free, and they are focused on the documentation of the customer companies themselves.

A single and universal law on which the organization of participation in tenders of this type is based does not exist due to the huge variety of individual business areas, each of which has its own specifics.

Construction tenders

If your company's activities are related to the supply of machinery (excavators, cranes, bulldozers) or equipment, as well as the sale of construction land, you will need serious clients.

And this means that the company should take an active part in the relevant competitions. Surely you would like to conclude a long-term contract with a major customer. Then take part in tenders for construction. The principle here is the same: study the regulations for holding a suitable auction, form a package of documents consisting of an extract from the Unified State Register of Legal Entities, photocopied and certified in the tax constituent documents (together with the charter) and an order to appoint a chief accountant, evidence of existing work experience along with copies of financial reports for the last period, as well as copies of passports of all official representatives of the supplier company and a certificate of state registration of the enterprise. The one who will officially represent the interests of the company at the auction must be issued a power of attorney to participate in the tender.

Do not forget that the submitted application must have a financial security. If there is no available amount on the company's accounts, it has the right to use the tender credit.

One of the main questions that the companies taking part in the state order for the first time would like to find an answer to is, of course, where to start participating in the tender?

For beginners, finding the answer to this question can take a lot of time, and extra time in business is often an unaffordable luxury. Therefore, we decided to help you save your resources.

Participation in tenders step by step instructions

The beginning of participation in electronic trading begins, first of all, with the receipt of an electronic digital signature (EDS).

This process is quite simple and does not take much time (provided that you promptly prepare everything Required documents).

To obtain an EDS, you must contact a licensed certification center. Here you will be advised and informed about what papers will be required. The electronic digital signature will be ready in 1-2 days from the date of submission of all necessary documents.

The next step is registration in the EIS and ETP accreditation

As well as obtaining an EDS, this process cannot be called time-consuming. You should attach all required documents when registering with the EIS. This information will be sent to the sites automatically. After the successful entry of ERUZ participants, accreditation on electronic trading platforms takes place within one working day.

Pay attention to the fact that at the first stage of registration in the EIS, it is necessary to pass authentication in the ESIA (State Services Portal). Only after that it will be possible to proceed to the next stage of registration.

Getting Started with Tenders

Having successfully completed the previous two stages, you can proceed to the selection of a tender. To do this, either go to the official website public procurement or on an electronic trading platform.

If you have not yet received accreditation for any ETP, then it may be more convenient for you to choose a tender on the official website zakupki.gov.ru - here you can find the most full list trades.

If you are already accredited on a certain trading platform, then it is probably easier for you to find the most suitable public procurement on this ETP.

You can choose a tender according to various criteria: region, contract amount, type of goods, etc. Today, large electronic trading platforms (and, of course, the official website of public procurement) are equipped with convenient filters that facilitate the search.

If you are interested in effective bidding, you can use our tender support service. You can use ours to search for trades.

Common Mistakes

The whole process of preparing for participation in public procurement is quite simple and takes about a week. Be sure to take this into account when choosing a trade.

To prevent the initial stage from being delayed, pay attention to the most common mistakes made by suppliers:

attaching scanned copies (not originals) of documents;

attempts to attach files with a “weight” of more than 12 MB (on the site of CJSC Sberbank-AST - more than 16 MB) during accreditation. In this case, the page either freezes or gives information about the error;

attached documents do not have the necessary seals, signatures or are poorly readable;

ignoring fields marked with an asterisk (that is, mandatory).

Attentiveness and efficiency are the most important qualities in preparing for participation in public procurement and tenders in general. Accurate implementation of all instructions can help you spend much less time and money.

You can learn more about some of the stages that you need to go through to start participating in public auctions in our articles in the “Question and Answer” section.

LLC MCC "RusTender"

The material is the property of the site. Any use of the article without indicating the source - the site is prohibited in accordance with article 1259 of the Civil Code of the Russian Federation

Tender (competitive bidding) is an effective, and therefore widely used, procurement method. The buyer announces a competition among suppliers with a description of the desired price, technical and other characteristics of goods (services, works). A supply contract is signed with the winning participant (in foreign economic activity, this form is called a procurement contract).

This way of offering your services makes it possible to get a new business partner (of course, if you can withstand the competition).

Sometimes this path can be not only the shortest, but also the only possible way to enter into cooperation with new foreign buyers.

How to participate in tenders

There are three main roles in the tendering scheme, reflecting the relationship of interests of the subjects of the transaction.

Trading subjects:

• Buyer (customer)- an enterprise whose purpose is to conclude a contract for the purchase of goods / services / works with the most favorable conditions.
• Participant (applicant, offeror)— a supplier who wants to receive an order for the sale of goods/services/works
• Organizer — entity functionally preparing and conducting tenders. Usually - the customer himself or his specialized division.

Tender documentation is prepared according to the conditions of the Customer.

The remaining participants (notaries, trading platforms, etc.) take an indirect part, performing intermediary and service functions.

Types of tenders

Tender auctions are distinguished by a number of features, referring them to various types. Depending on the defining feature, there are several classifications of competitive bidding:

Whatever type of Tender your company participates in, there are a number of rules that are the same for any tender:

1. You can take part only by submitting an Application for participation (with a package of documents) within the agreed time frame. After this deadline, applications and changes to them will not be accepted.
2. By submitting an Application, you undertake to comply with the proposed terms of the Contract (in case of winning the auction).
3. If the deadline for submission of documentation has not yet expired, the application may be withdrawn by the applicant.
4. Documentation is prepared and submitted in the volumes and according to the rules determined by the Customer.
5. When participating in an international tender, you will need to prepare a package of documents in the official language of the Customer's country (unless otherwise stipulated by the conditions).
6. Submitted bids are not available to other bidders (to avoid unfair competition).

How to start preparing for a tender

There are several stages in preparing for a tender.

1. Choose the right tender.
   To search for them, there are specialized systems with a trading database (for example, ru.dgmarket.com, synapsenet.ru, regionzakaz.ru, etc.). By the way, large sites often allow you to participate in tenders for free.
2. Learn the terms and conditions of participation.
   The stage requires attention to itself already because, without noticing some seemingly insignificant, at first glance, conditions for concluding a contract, the Bidder may lose the order even after winning the auction.

After making a decision to participate in the auction, they proceed to the main stage - the preparation and submission of a package of documents.

1. Prepare tender documentation.
   The application (with all the documentation requested by the customer) can be submitted by applicants in two ways: in paper and in electronic form.
   • The first method is familiar and known for a long time, when documents are formed on paper, certified by the “live” signature of an authorized person and the seal of the enterprise. The package of documents is packed in an envelope and sealed, tender documents are opened.
   • The second way is more modern. It assumes that the package of documents is formed in electronic form: scanned, protected by appropriate encryption algorithms (including digital signature). Since most of the auctions now take place in in electronic format(especially for international level), most likely you will have to use this path.
     To do this, you need to be accredited on the Electronic Trading Platform (ETP). ETP is a site that hosts a database of electronic auctions. This is where participation takes place. There are currently 5 largest non-state sites. First of all, it is desirable to get accredited to them.
     To perform legally significant actions on the ETP, an Electronic Digital Signature (EDS) will be required. EDS is a way to secure documents that exist in electronic form. It has the same legal force as a signed "live" document with a seal. Considering that in international relations it is more convenient and reliable to conduct document management in electronic form, obtaining an EDS is an important part of the normal work with electronic trading.
2. Submit an application (if necessary - providing it).
   The EDS operator may require the transfer of a certain "deposit" to its official special account, up to 5% of the contract price - for participation in the auction, and up to 30% - for signing the contract.
   Sometimes bank guarantees serve as collateral for an application for participation in the Tender. They must be received in advance. In addition, the organizer of the auction can only accept guarantees from a certain list of banks (large and reliable international financial institutions).

Proper bidding documentation is required to bid.

Tender documents usually include:

• description of the offered goods/works/services;
• price offer;
• legal documentation of the applicant company (statutory documents, certificates and licenses);
• confirmation of experience in implementing similar projects, availability of resources, sufficient qualifications of employees;
• other documents - at the request of the Organizer of the auction.

How to find a foreign partner? one way to find counterparties to make profitable deals for your company.
Read about how to lease a car. From this article you will learn why many companies prefer to buy production equipment, cars and even real estate on lease.

Transfer of the right to represent the interests of the company in the Tender to a third party

It is not advisable for the first person of the company or its company to represent its enterprise at all competitive bidding. In the case of large businesses, this is simply physically impossible. Therefore, it is practiced to issue a proven and reliable employee (or any other capable to an individual) Powers of attorney to represent the interests of the enterprise in the Tender.

The subject of the Powers of Attorney is the fact that the legal entity-applicant (principal) empowers an individual employee or individual entrepreneur (trustee) to represent his interests in the Tender.

Key points to be considered in the Power of Attorney:

1. The bidding organizer may establish a clearly defined form of the Power of Attorney. In such cases, it shall be included in the tender documents.
2. Separate Powers of Attorney with a limited validity period (maximum 36 months) are drawn up for various tenders, and they usually require notarization. Moreover, the foreign partner will definitely stipulate according to the norms of which legislation the representative should be granted rights.
3. The right to submit an Application for participation in competitive bidding as such.
4. The right to receive and sign the documentation required for participation in the Tender.

Video about why companies refuse to participate in tenders

This video will dispel the myths around the rules of participation in electronic auctions.

5 BIG MYTHS ABOUT TENDERS. What you need to know when starting to work on tenders.

During the crisis, companies began to participate more actively in tenders, in some segments the number of participants increased several times.

The curtain market is no exception. At MosBuild, we received a huge number of questions about tenders. We have decided to declare April the month of tenders and to cover this issue in detail on our website.

04/10/2015, Business

Today we are meeting with a tender specialist, consultant and teacher, Asya Muftakhina. Asya is one of the key speakers at the Participation in Public Procurement seminar, which will be held on May 28-29. With Asya, we discuss what is important for salons to know in order to start working with tenders.

Questions are asked by Maria Belova.

Asya Muftakhina

– ASIA, HELLO, PLEASE TELL US ABOUT YOUR EXPERIENCE WITH TENDERS.

– I have been involved in tenders since 2010, I started participating as a supplier, went all the way, found all the mistakes that could be found. After working as a supplier for 3 years, I worked in a customer organization, that is, I organized purchases for my department. Therefore, I perfectly imagine the process of work on both sides.
Now I am an individual entrepreneur, a consultant on participation in public procurement for small and medium-sized businesses.

– DID YOU HAVE ANYTHING CLOSE TO OUR REGION?

“Recently, I trained entrepreneurs who were involved in curtains. Now I have many designers (both web and interiors).

- I NEVER PARTICIPATED IN TENDERS, I DO NOT KNOW ANYTHING ABOUT THIS, EXCEPT FOR FEEDBACK FROM COLLEAGUES. AT THE WORD "TENDER" I HAVE A FEELING OF SOMETHING COMPLEX AND CORRUPTION. BUT THIS MARKET IS EXTREMELY INTERESTING, WE REGULARLY PUBLISH TENDERS WITH AMOUNT OF MORE THAN 1,000,000 RUB, SO LET'S UNDERSTAND HOW REAL IT IS FOR CURTAIN SALONS TO WIN A TENDER.

FIRST, WHY ARE THEY CARRIED OUT AT ALL?

- Any state organization, if it wants to buy something, is obliged to hold a tender. It does not matter at all whether it buys stationery or major repairs of buildings - in 95% of cases it will still have to hold a tender. There are several types of tenders.

- TELL ME MORE ABOUT THEM.

- There is the simplest tender - called "request for quotations". If the customer announces a request for quotations, then he evaluates you only by price. Initially, he writes the terms of reference: I should have such curtains, such a material, such a color.

- There is an electronic auction - it is similar to a "request for quotation", in which participants are also evaluated only by price, but it is held on the Internet.

- There is an open competition. Here the criterion of quality already appears, and the customer will be happy to evaluate your work experience and everything that you can think of in terms of quality, he will also evaluate in terms of quality: the number of your clients, the number of government contracts you have completed and everything he can think of if he suddenly needs ...

There are several more types.

– LET'S TALK ABOUT THE BASIC MOST COMMON THOUGHTS ABOUT TENDERS. FIRST - CORRUPTION IS SO HIGH IT IS IMPOSSIBLE TO WIN.

- Can. We won tenders that were not made for us. Yes, there are some industries in which it is pointless for non-specialists to participate: construction above 10 million rubles, you need to know the specifics, right down to what word to write, what product, where to indicate millimeters, where to indicate centimeters.

– AND IF WE TAKE SOMETHING SIMPLE?

- The lower the price, the more likely it is. The Federal Antimonopoly Service also monitors the customer. And if you, as a member, feel that your application was unfairly rejected, you can file a complaint against him. Accordingly, the Federal Antimonopoly Service will come and begin an inspection, and for various reasons, no one needs the arrival of an inspection body.

- AND HERE IS THE SECOND FEAR THAT MYSELF, WITHOUT A BROKER, WITHOUT A KNOWLEDGE ASSISTANT, I WILL NOT BE ABLE TO LEARN TO COMPLETE ALL THIS DOCUMENTATION, SUBMIT IT, THAT THIS IS SUCH A COMPLEX PROCEDURE THAT IT IS NOT REAL TO UNDERSTAND ITSELF.

- In fact, the most difficult thing there is documentation. When a customer announces a tender, it is accompanied by a bundle of documents. Three-quarters of this pack is a repetition of the main basic law that is in force in the field of state orders - the 44th, and literally 10 pages of the terms of reference and the conditions themselves - that is, 10 pages that must be read.

- IS IT REALLY SOMETHING UNREAL COMPLEX OR YOU CAN LEARN THIS AND GO ONE TIME - CAN YOU DO EVERYTHING WITHOUT A BROKER?

- Can. And in the case of small businesses, you even need to!

- About the "thrown" I hear for the first time. Perhaps it's about non-payment? The fact is that the formidable FAS will also find out about non-payment and will also come with a check to the customer. Like I said before, no one needs it. With small amounts and a conscientious attitude on the part of the supplier, problems are unlikely to arise.

- I HEARD THAT THEY MAY NOT PAY FOR A LONG TIME, FOR EXAMPLE.

- It is necessary to read the terms of the contract, they can say that before the end of the year, and play a competition at the beginning of the year. Pay by the end of the year. Although, in my opinion, the norm is already working, which implies payment 10 days after the signing of the act. This is if according to 44-fz.

- NO ADVANCE PAYMENT?

- The prepayment has now been removed. Previously, it was possible to work on a 30% advance payment.

– WHAT OTHER OPINIONS ABOUT TENDERS ARE MISTAKE?

- I would name five main ones:

It is impossible for a young and inexperienced firm to win.
- Procurement is carried out after the work is done.
- FAS is always on the side of the customer.
- customers live on kickbacks, the winner has long been known. Even if we win, we will not be signed an act.

– LET'S CONSIDER HOW THE TENDER SYSTEM WORKS, WHICH MAJOR PLAYERS EXIST?

There is a single portal where all tenders are published - State Procurement, zakupki.gov.ru.

The customer publishes information about the tender and selects the sites where the tender will be held. From a single portal, all information is placed on the site.

A participant - a supplier, a small business, also has access to both sites and a single portal and can use it.

The main controlling organization is FAS (Federal Antimonopoly Service).

At the same time, it is important to take into account that several departments can deal with the tender at the customer. On the one hand, it will be a tender department - people who are engaged in legal registration, on the other - an internal customer who needs to purchase it. These are two different structures, and they quite often conflict with each other, do not understand each other. It is necessary to take into account the subtleties of working with them.

– ANOTHER QUESTION, STATE AND COMMERCIAL ORGANIZATIONS CAN PLACE TENDERS, HOW FREQUENTLY DO COMMERCIAL ORGANIZATIONS USE SUCH A TENDER?

- Commercial companies, as well as state ones, are obliged to place everything through tenders if the cost exceeds a certain amount. Each category has a different amount.

If, for example, Gazprom needs curtains, it will carry it out through a tender. If Sheremetyevo - also by tender.

– WHERE WILL THEY PLACE IT INITIALLY, THROUGH STATE PROCUREMENTS?

Yes, initially they fall into the state procurement, both state and commercial.

Brokers are another market player.

– HERE WE REGULARLY HEAR ABOUT THE FOLLOWING PROBLEM: ON THE ONE SIDE, BROKERS HELP THE TENDER PARTICIPANTS, REMOVE THE HEADACHE WITH DOCUMENTATION, BUT THEREFORE, A LOT OF FRAUD APPEARS. THERE ARE A LOT OF BROKERS NOW ON THE MARKET, WHICH MANY SAY THAT THEY ARE STATE-RELATED, EVEN ARE CALLED ANYWHERE “GOS-…”, BUT IN REALLY AN ORIGINAL BROKERAGE COMMERCIAL COMPANY. They mislead people, they ask for an advance payment for participation, as a result, they MAY NOT RETURN IT, DO NOT GIVE ANY GUARANTEE, OR GIVE - THEY TAKE MONEY, AND PEOPLE DO NOT WIN. WE HAVE HEARD A LOT OF SUCH REVIEWS.

“Maybe they just don’t understand what a broker is?” The broker does not guarantee that you will win.

- BUT PEOPLE ARE BEING DECEIVED. And rude, and blackmail. FIRST PEOPLE LIKE TO AGREE, THEY ARE TOLD YOU WILL WIN BUT YOU HAVE TO PAY IN ADVANCE.

– The word prepayment is a red light. If the word prepayment sounds, immediately think that something is not right here.

– IF I MANAGE TO FIND AN HONEST AND PROFESSIONAL BROKER, WILL HE BE ABLE TO REMOVE ALL QUESTIONS FROM ME?

- You need to understand that the supplier will still be relevant to the tender. You can't just pass it on. Because any broker, no matter how experienced he is, does not understand your product. And the main part, especially for contests where there is documentation on what you are ready to provide, should be done by the supplier himself. No broker can do this.

- THAT IS THE PURPOSE OF THE BROKER TO HELP TO PREPARE CORRECT DOCUMENTS?

- The broker deals with the legal part, comprehensively manages your participation in the tender, so that everything is done on time and correctly. But I never undertake to make technical specifications regarding the product and setting the price. These two points, no broker can do without you. If someone promises this, then this is already strange.

– DO I UNDERSTAND CORRECTLY THAT IT IS VERY IMPORTANT TO MAKE A QUALITY AGREEMENT AND PROTECT YOUR RISKS TO THE MAXIMUM?

- The contract is drawn up by the customer. He has a ready-made form of contract - a draft contract, which he uses. Here the question is in the terms of reference, it is important to fulfill the points of the terms of reference and sign the performance of our service at each stage. Because, at many stages, a subjective opinion works.

- BEAUTIFUL / ugly, WORKING / DOES NOT WORK, SELLS / DOES NOT SELL.

- Therefore, at every stage where you feel that there may be a risk - you draw up an act. Depending on the customer - agree what exactly to make. At least get confirmation from him in writing by e-mail. With government customers the best option communicate by email, not just by phone. So that you have left a written confirmation from him that yes, he agrees, and in an explicit form. Not just streamlined phrases, about what they looked at, decided something, but clearly: “yes, we accepted this job.”

– LET'S TALK ABOUT HOW TO FIGHT INCORRECT TENDERS. LITERALLY DATEDLY, THE OWNER OF THE SHOP AND SALON CALLED US, SAYS: "VERY STRANGE, I WANT TO APPLY FOR PARTICIPATION IN THE TENDER, BUT THE CONDITIONS SPECIFIED FABRIC WHICH PRACTICALLY DOES NOT EXIST IN NATURE."

- You can file a complaint with the FAS, but in the option that you describe, it is rather useless, because the FAS does not deal with qualitative characteristics. If the procedure was violated, they can come and say “ah-ah-ah”, but if you come to them with a qualitative characteristic, they will say that we are FAS and will not understand the curtains. Most likely it won't work. You can try to show that you are "toothy." The supplier has its own history of complaints, it is available and any customer can view it. If you participate in a tender, you turn to the customer with a question. The customer can say: "read the tender documentation" - he loves this very much. Or maybe look at your history of complaints and understand that you will not stop there and go to the FAS and answer you normally.

- T.E. IT IS BETTER TO JUST NOT PARTICIPATE IN SUCH TENDERS. YOU MENTIONED THE TYPES OF TENDERS, WHICH OF THEM ARE THE MOST TRANSPARENT?

- Requests for quotations, for amounts less than 500,000 - this is the most convenient type of tender for both the customer and the supplier, so try to use it. The second most convenient is an electronic auction, it is more complicated than a request for quotations, but it is more transparent, because the customer does not see who is participating in the auction. That's when someone won - offered a lower price - that's when he can see you.

– AND IN SOME PERIOD THERE IS A FIGHT

- The online auction is going on, on a certain date, the site appoints it. At this time, you must come and participate in the auction.

- THAT IS QUALITATIVE CHARACTERISTICS DO NOT PARTICIPATE THERE?

- No, they do not participate in the electronic auction. You are judged only by price. If you meet the formal criteria: according to accreditation, with a bank guarantee provided on time, if required, signed a contract on time. There are legal points on which the customer can reject you, but if you have complied with them, then everything will be fine

– WHAT IS THE MOST DIFFICULT TYPE OF TENDER TO PARTICIPATE?

– Open competition. There is the maximum number of documentation, the maximum possible criteria. Everything that can be complicated is complicated there.

– IT IS CLEAR, IT IS VERY IMPORTANT TO IMMEDIATELY PAY ATTENTION TO THE TYPE OF TENDER IN ORDER TO DECIDE WHETHER TO PARTICIPATE OR NOT.

– I want to draw your attention to the fact that the formal side is very important: compliance with deadlines and procedures. The customer usually knows that this is very critical, but as for small businesses and suppliers, I am faced with the fact that “Ah, sign a government contract tomorrow, we will sign it the day after tomorrow.”

And another common misconception is that "I can do better." The customer specifies one thing in the documentation, but I can do better. The customer doesn’t need it better, he needs exactly the same as in the terms of reference.

– WHAT IS THE PROCEDURE TO START OPENING TENDERS, WHAT SHOULD BE DONE BEFORE CHOOSE A TENDER OF INTEREST.

- First of all, you need to create a search core and learn how to do the right targeting. It's not difficult at all, but it makes your life a lot easier. And then, depending on the type of tender. If it is a request for quotations, then you can immediately participate, if it is an electronic auction, then you need to get an EDS and register. Although I recommend that you first take some educational courses, I remember how I suffered at every stage in my time.

- TWO WEEKS IN ESSENCE WITH A MARGIN. WHEN WE ARE ACCREDITED, WHEN EVERYTHING PASSED ONCE, IS IT ALREADY FAST?

Yes, much faster. The only important thing is to lay time for a bank guarantee, if needed. We will talk about this in detail at our seminar on May 28-29.

- THANK YOU FOR THE DETAILED ANSWERS.

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