Tender support for participation in the auction. Comprehensive tender support as a new business idea. Negative aspects of tender sales

Tender - this word is painfully familiar to many. State-owned companies, auctions, bids, corruption immediately come to mind ... Everyone has a lot of excuses not to participate in the tender. Many companies believe that everything is divided in advance, and the terms of reference (technical specifications) specifically stated conditions that are suitable only for "their" customers. However, the myths about tenders are greatly exaggerated. And if you thoroughly understand this "kitchen", you can build a successful and promising business at tenders.

What is a tender?

This is the procedure the customer goes through to find the best supplier. He invites everyone to participate and announces the so-called competition. The winner is the one who offers the product with the best characteristics (price, quality, parameters, etc.). The company that will bypass the rest of the competitors gets the right to sell its goods or services.

Despite the rather complicated process, you should not refuse to participate in tenders. After all, this is the only way to sell a large batch of products to state-owned companies and large private individuals. For example, a batch of dressing gowns for a clinic or several dozen computer desks for a school. Such items are purchased only through auctions. It turns out that many companies voluntarily refuse a huge number of clients.

How do I use small business tenders?

The plan for implementing this business idea is pretty simple. You thoroughly study the process of participation in tenders, learn all the pitfalls, get acquainted with the legal framework, and then offer mediation services to companies that do not risk participating in the auction on their own.

Both parties benefit. The company will not have to keep an independent unit on its staff (specialist in participation in tenders), and you will get the opportunity to earn on remuneration for the provision of such a service.

To open such a business, you only need a computer with Internet access and your desire to earn money. You can do this business right at home, and meet with clients on their territory.

The implementation of the idea comes down to two stages:

Search for existing tenders
Participation in the tender on behalf of the company.

So, you regularly review all the sites where e-tenders are held, and then invite companies to take part in a particular purchase.

As for making money on tenders, it is important to establish a price category that will be beneficial to sellers. Many companies subscribe to internet sites where the latest information about tenders appears. Such a subscription costs from 8 to 20 thousand rubles. The intermediary is ready to cooperate for 600 rubles a month. Perhaps this amount will seem too small to you, but there will be more than one client. And this price includes only the search for suitable tenders. If we also take remuneration for participating in the auction on behalf of the company, then the prices will be much higher.

Experienced intermediaries usually work with 40-50 companies simultaneously. It is easy to calculate that anyone who wishes with a competent approach will receive a very good profit.

If you want as many companies as possible to collaborate with you, it is important to create a suitable image. And a competent advertising campaign will help with this.

First of all, you will need your own website with quality content and design. You can offer your services not only on the website, but also in business magazines and on the Internet.

Stages of cooperation

So, the approximate steps of your mediation in the implementation of the tender plan will look like this:

Search for tenders.

Selection of relevant tenders for their clients according to various criteria: characteristics of goods, price ranges, location, etc.

Receiving electronic signature and accreditation.

You receive an electronic signature for your client, without which participation in tenders is impossible. You also carry out the passage of accreditation for trading platforms.

Preparation of the application.

Submit your application, request for proposals, quotations, etc. You consult clients at all stages of the auction. The main actions are performed by you, the client is only required information support about its activities and products.

Participation in the tender.

Trades are held online. The decision on the price offer is made by the client. Moreover, he can be anywhere during the tender. You go through all the stages yourself and act on behalf of the company.

Conclusion of a contract.

In case of successful participation in the auction, you prepare procurement documentation for the company.

The mediator is the main actor in the tender

Personal experience

Several years ago, together with my wife, we decided to open a business to participate in tenders on behalf of various companies... The office was not needed, we were looking for clients ourselves, that is, we did not spend advertising. The wife was engaged in accounting and communicated with manufacturers and suppliers of goods. By the way, direct contacts gave us an excellent customer base with low prices and short delivery times. The first year we worked on a prepayment basis, then when they found out about us, they began to receive a commodity loan.

I was engaged in communication with customers, travel to suppliers. The overhead was minimal. We agreed to work in advance from the supplier's warehouse or do 2-3 shipments. This allowed me not to buy a truck and rent a warehouse. If necessary, he hired freight forwarders. The financial part amounted to 600,000 rubles of borrowed funds. Taxation is a simplified system.

At first there were fears that this business was too complicated. But everything turned out to be much simpler. I copied the tender announcements and terms of reference, and then sent a request to suppliers if they have such products and at what price. And it immediately becomes clear whether it makes sense to participate in the competition.

At first we worked through trade.su. Paid for a subscription. It cost 100 thousand rubles a year, but they also received consultations, as well as assistance in preparing documents for participation. The site displayed information about the customer: who had previously played in his tenders, who won, on what conditions, whether the terms of the contract were complied with.

There were different situations with dishonest participants. For example, a delivery for 300,000 rubles, and the participant wins with a difference of 50 rubles. It immediately becomes clear that this is far from an accident. In general, tenders are a huge field for various dishonest actions on the part of the customer. Even if you apply with good offer, this does not make any guarantees. One day before the deadline for accepting applications, the secretary or other specialist who collects bids can inform the company with which the contractual relationship is about what price should be entered in their application. But all these machinations can be noticed if you constantly analyze and collect information.

In fact, everything is not as scary as it seems. And in my experience, it's best to work with health care institutions. In such organizations, they are really interested in price, but without compromising on quality.

If you still have questions about this type of business or have your own experience in this area, we are waiting for your comments. Any opinion is important to us!

Over the past few years, government and commercial procurement has come a long way from explicit budget cuts to open and transparent procedures such as e-tendering. As a result, there appeared employees who specialize in working with tenders. To simplify their work as much as possible, to automate the routine processes of selecting suitable purchases, a few years ago, aggregator programs appeared for searching and working with tenders. Including the FindTenders search and analytical system. But due to the transition of an increasing number of companies to conduct their procurement activities through the placement of open competitive procedures, it became extremely problematic for one employee to close the entire scope of work related to tenders. Supplier companies increasingly began to form a whole structural unit - the Procurement Department.

Tender department: structure and distribution of responsibilities.

To begin with, it is worth considering the typical structure of the procurement department (tender department). The average statistical department consists of the following specialists:

Head of the tender department (head of the tender department).Coordinates tenders for participation with the management, carries out work planning, allocation of duties in the tender department, as well as control over the activities of employees and control the quality of prepared bids for tenders. The head of the tender department is also responsible for the efficiency of the entire structural unit.
Tender Manager (Specialist for work on electronic trading platforms). Is engaged in direct participation in electronic bidding, preparation of bids for tenders in paper form.
Assistant, Assistant Tender Manager (Secretary). A technical specialist whose duties include scanning, photocopying documents, collecting documents of title for the tender, maintaining the internal document flow of the tender department, organizing the delivery of tender applications in paper form, tracking the results of tenders.

In addition, the tender department may include the following specialists (most often the responsibilities of such employees are distributed within the tender department or specialists from related ones are involved):

Specialist in the search for tenders. Manually or using specialized software monitors suitable purchases on several hundred trading floors and corporate websites. Often, the functions of searching for tenders are distributed among the employees of the tender department, but it happens that a separate employee is engaged in these duties.
Lawyer. Prepares applications for clarification of the provisions of the procurement documentation, verifies contracts before signing, and, if necessary, prepares complaints to the Federal Antimonopoly Service. Most often, a lawyer is not part of the tender division, but is recruited as needed from the legal department of the company.
Bank guarantee specialist (economist).Liaises with banks and brokers to obtain the collateral for a bid or contract on better terms. Also, these functions often lie with an economist or other employee in the company. Companies do not always actively use bank guarantees as collateral for applications. It all depends on the specifics of the company's activities.

IN small companies one employee can be responsible for several areas of work at once, and in large ones, on the contrary, several people are engaged in the same activity at once. In any case, the organization often participates in several tenders at once, so all specialists are busy with work.

Scheme of work of the tender department.

Now you need to figure out how the business process works in the procurement department. It is easier to do this through a flowchart describing the typical cycle of work with a specific tender.

The figure shows that in the work of the department on a specific tender there are many different stages and internal communications. If we take into account the parallel work on several purchases, then the likelihood of problems is very high.

Problems in the work of the tender department.

The tender department in its activities can have a number of standard problems:

Lack of time to work on one tender under the pretext of being busy with another.

"Broken phone" when transferring information from one employee to another. The loss of some important information when moving from one stage of work to the next, especially if employees are in different places.

Difficulty controlling the activities of subordinates by the head. Moreover, in real time.

Problems with documents. If there are many tenders, and the prepared documents are similar, then it is easy to get confused with the belonging of a particular file to a particular purchase.

Tender aggregator programs help only at the 1st stage of work. To solve problems at all other stages, you have to use various general-purpose software, such as spreadsheets.

Automation of the tendering department using a special tender CRM system from FindTenders.

To solve problems and automate the work of the tender department, FindTenders in 2016 created a new software solution - a tender CRM system. This software allows you to shift the entire business process of working with purchases of a particular company into the “computer language”. The principle of the service is very similar to the classic CRM system for the sales department. Only instead of working with clients, the program operates with purchases. Thus, the tender department receives an efficient and flexible tool adapted to the tendering activity.

For a formal description of the business process, the tender CRM system uses the functionality of labels, which represent the statuses in which the purchase is currently located.

The user sets the labels independently, based on the algorithm of his department. When working, you can see, for example, a list of tenders that are in the state of interest.

To solve the problem of structured documentation, built-in cloud storage is used.

The documents are stored with reference to the tender, therefore, errors associated with the parallel work of several people on one purchase are practically excluded. At the same time, the user has the opportunity to store personal files related to the tender, without access to them by other team members.

A special messenger is built into the program to discuss the work on the purchase and save instructions and ideas.

Dialogues are also tied to a specific tender, which makes it easier to find the right discussion at the stage of analyzing the work done.

To improve the efficiency of the department, the program includes an analytical module.

The manager or specialist in the search for tenders can always get a comprehensive report on the industries or companies associated with the government order. Reports can contain, as numerical data,

and graphic.

This allows the user to imagine the picture of the area under study as clearly as possible. The use of analytics within the tender department is also effective due to clearer filtering of tenders based on the chance of winning. In those cases when the statistics unambiguously speaks about the unlikely probability of winning an interesting tender, other employees of the department are not loaded with useless work.

In the modern realities of the information society, when the volume of transmitted data is very significant, and even a very qualified specialist cannot solve the entire problem alone, the use of software tools that maximize the automation of the work of both an individual employee and a whole structural unit is the key to successful business in general, the tender department is no exception. We must always remember that even a minor loss of information or time at each stage of work can ultimately result in the failure of the entire project or a decrease in efficiency.

Business schemes in Russia have become more complex over time. Bidding entities need to go through important stages in order to ultimately get the order.

Methods for identifying suppliers

Procurement under a contractual system is a multi-component chain of legal stages. Possible errors in the process can lead to wasted time, economic profit and, importantly, the company's reputation. Therefore, it is so important to know the rules established by law.

According to statistics, the methods for determining the supplier are as follows:

using electronic auctions;
supplier unity;
requests for quotations;
other options.

The tendering process is a complex, regulated procedure with various aspects and pitfalls. Requirements must be considered for success regulatory documents and build on the existing experience in this direction.

Most of the organizations applying for tenders do not have their own staff with a sufficient level of competence. For this reason, company management prefers to use tender support services provided by independent firms.

What prevents you from directly participating in competitions?

Companies do not seek to independently participate in trading for several reasons:

a large number of legislative and regulatory documents;
constant changes in the regulations of the procedure;
strict requirements for competitors;
a lot of necessary documentation.

Companies engaged in tender support have the necessary knowledge in the field of legislation and can competently apply it according to the situation. Cooperation with them will help reduce possible risks and work out the right strategy participation in the procedure, as well as minimize controversial nuances.

Comprehensive and local support

Tender support can be complex and local. Stages of a comprehensive service:

the procedure for finding the desired event on special sites;
formation of a package of documents, registration of an application;
passing the bidding and auction procedure on behalf of the customer;
registration of an electronic signature;
electronic accreditation of the company;
assistance in lending for the tender;
advice on legal, organizational and technical issues;
training of company employees for tender activities.

Tender support of a company can include some of these services or a full range. It all depends on the qualifications of the company and on the financial potential of the customer.

Local tender support may include:

a one-time service that solves any one task;
permanent provision of only one service (for example, reissue of a digital signature).

Tender outsourcing

The tender outsourcing service can be part of the tender support and be of a short-term nature.

Who benefits from tender outsourcing? The service may be required:

companies without experience in participating in competitions;
organizations that do not have specialists involved in bidding;
firms that need a one-time service in preparation for the competition;
organizations that are accustomed to using outsourcing support for all non-core activities.

Advantages and disadvantages of the service

The advantages of such services include:

freeing up time for specialists on staff to perform basic tasks;
there is no need to keep an employee specializing in competitions;
no mistakes in

The disadvantages include:

the customer also has to cook required documents for the competition;
high cost of tender outsourcing;
there is no 100% guarantee that the competition will be won.

Criteria for choosing an organization for cooperation

When choosing a company to conclude an agreement for tender support, you need to pay attention to several points. It is important not to fall for the tricks of scammers. How to distinguish unscrupulous firms? They have some features:

provide false guarantees;
reduce prices;
do not have information about their own clients;
called very short terms for the execution of work;
trying to implement an exclusively comprehensive service without providing separate services;
are engaged in the fast execution of the necessary documents.

Companies that do not have a sufficient level of qualifications and experience differ by similar characteristics. Cooperation with them can expose the organization to various kinds of risks, which can result in civil, administrative and even criminal liability.

The low cost of services should attract attention first of all. Companies already involved in such transactions know how complex a service can be and how many specialists have to be involved in the work to achieve the desired result.

Specialized companies spend impressive amounts of money to train employees and are constantly monitoring legislative changes. Therefore, the prices of such companies a priori cannot be low. The cost of tender support consists of a whole range of services provided.

Usually the company provides a price list for its services. On average, the cost of the service starts from 15-20 thousand rubles for support within a month. However, you need to understand that the total amount will be determined by individual nuances, depending on the tasks of a particular client.

Rules for successful participation in the tender

Before using the services of third-party companies, it is worth considering some points:

Determine the ultimate goal of bidding. It is important to think over the volume and schedule of orders to be completed.
All steps that can be performed independently should not be outsourced.
Outsourcing should not be expected to solve all competition-related problems. This is just one of the tools, and it does not always guarantee a positive result.
Even in cooperation with an outsourcing company, you will have to participate in the preparation of documentation and communicate with consulting companies.
Some companies should not give in to low prices. When choosing an outsourcing organization, you should first familiarize yourself with the prices of some of them, then the optimal cost of the service will be clear.
When choosing an organization, you should treat this process carefully and scrupulously. The company must have sufficient experience, qualifications, an appropriate list of clients, approved tariffs, developed documentation.
Do not trust the unconditional promises of outsourcing organizations that promise success in the competition. No company can guarantee a 100% winning bid.

Does it make sense?

If the organization is constantly bidding to attract new customers, hiring companies to accompany the process is likely to be unprofitable. As a rule, teaching these skills to specialists in your company will prove to be a more convenient and economical way of doing business. It may be necessary to create a department dealing with competitive activities.

If the interest in trading arises infrequently, is of a short-term nature, then the service of tender support of business from outsourcing firms will be very useful. In this case, it will be convenient and profitable.

Proposals for comprehensive support of tenders on outsourcing terms are relevant for enterprises that are interested in minimal cost win contract bids in order to:

expand sales;
find suppliers.

Professionally organized assistance in auctions and tenders provides benefits to companies that use this service.

Advantages of companies using comprehensive tender support

Timely receipt of up-to-date information about the auctions. Moscow and Moscow region - market with high level competition in all areas. Therefore, informing about the planned contract auctions is a serious help in winning tenders, it allows you not to miss important tenders. The outsourcer's specialists monitor the data update on a daily basis, choosing the information the client needs.
Saving your budget. If you search for suitable tenders yourself, you will need to allocate a full-time employee, organize workplace and software support, which is irrational - it takes time and money to study the conditions of tenders that do not correspond to the interests of the company, the scale of activities, etc. In addition, costs are inevitable wages, social guarantees, etc. Support of the outsourcer is paid only in proportion to the use of his services. At the same time, the performers, again due to high competition, declare a moderate cost of work.
Prompt readiness for the auction. The experience of specialists and well-established algorithms guarantee that professional assistance in tenders ensures a quick start of preparation for the selected auction, the efficiency of each stage and response to force majeure circumstances.
Correctness of registration of the application for participation. As a result of incorrectly executed papers, the applicant may not be allowed to participate in the auction. This risk can be eliminated by assistance in organizing tenders - competent execution and timely submission of a package of documents.
Improving the effectiveness of participation in auctions. A professional approach and turnkey service provide a higher percentage of winnings when participating in the auction.

Comprehensive tender assistance is in demand by enterprises:

have no practice in such activities;
experienced and successful, but willing to use the budget rationally and optimize the work system.

Services for participation in tenders from LLC "Consulting Group-Vash Glavbuh"

We offer services for participation in tenders for companies of different forms of ownership, scale and specifics of activities. The format of cooperation is determined by the customer, options are possible:

consultations, including analysis of competitiveness;
local support at certain stages - procurement services at tenders, registration of applications for participation in open competitions or electronic auctions, request for quotations, receipt or re-issue of an electronic signature, etc .;
full support of tenders - from the accreditation of the client company to electronic platforms before representing her interests in court or the FAS in case of unlawful rejection of applications for participation.

The priority area is tender support for builders, since in this segment metropolitan market consistently high activity of contract trading is recorded. In addition, the scope capital construction socially important.

The provision of services is possible on a permanent and one-time basis, reviews of previously implemented projects for tender support are presented on the website. We cannot guarantee victory in the auction - no less worthy companies are taking part. However, the volume of trades won with our support is 25%, which is considered a good indicator. The company's professional liability is insured - this is an additional guarantee of the proper quality of work.

To order assistance with auctions and tenders, please contact our head office in Odintsovo or our Moscow office. Any clarifications on the terms of cooperation are available by phone (including when you call back) and through a special form of communication with a consultant on the website.

The price for tender services is set according to the scope of work.

Today, orders for huge amounts go through the bidding and auctioning procedures. Law No. 233 FZ, which began work in 2007, requires municipalities, executive and legislative authorities, government organizations choose performers for necessary work on a competition basis. The volume of orders for each region is different, but everywhere these amounts are much higher than, for example, it is possible to expect from earnings on direct deliveries.

Representatives of various sectors of the economy can take part in the auction. Every year, purchases are made for the needs of schools, hospitals, authorities. Tenders are also held by large federal retail chainstrying to minimize the corruption moment in their work.

Construction and construction companies are interested in participating in tenders. design organizations, service companies, product suppliers, etc.

Areas of interest to most companies in various sectors of the economy:

SETonline.ru
fabricant.ru
Sberbank (sberbank-astt.ru)
Rosseltorg

Getting started: registration, room for work

By and large, this type of service can be provided even in the "home office" mode. There is no urgent need to rent a separate office space. However, if it is more convenient for you to work in an office, then you can rent a small room with a telephone and Internet access.

If it is planned to attract several employees for sales, then additional equipped workplaces will be needed.

How to find clients for trading support services

By launching a remote tender department, you take on the job of constantly looking for clients for your services, because only in this case can you exist and develop.

Your USP

How does your offer differ from what your competitors have? What can you offer a potential client? Why does he need to choose you? By answering these questions, you will know exactly the benefits of your product.

Maybe you quickly and inexpensively issue an EDS or agree to prepare documentation for a percentage of the winnings? Key points that will resonate with potential customers and become your USP.

"Cold calls"

One of the most inexpensive (albeit labor-intensive) methods of finding clients that you must implement is “cold calls”: direct calls to the base of companies with an offer of your services.

Construction of work

You are creating a list of potential clients - companies that may be in need of tender support services.

Every day you make the first calls with access to the person who makes the decision and repeat after the conversation.

An important point is the daily calls. Perseverance and perseverance together with a properly presented USP (Unique Selling Proposition) is the key to success in outsourcing.

The most optimal promotion channels today are contextual advertising in search engines Yandex and Google, targeted advertising in social networks.

An example of an ad.

IN advertising companies competitors often sell their services as a "win guarantee", "help to win", etc. It would be wise to take a closer look at the strategy and tactics of promoting the closest competitors and, based on the analysis, leave your best offer.

Related services to increase revenue

Obtaining an electronic digital signature (EDS) from accredited operators. This service can be provided for a percentage that you take from the operator, or for a separate amount from the client.

An electronic signature fully replaces the usual manual signature, having similar legal force (provisions, registration requirements can be read in Federal law No. 63 "On electronic signature").

EDS reduces the time for document circulation, simplifies the process of interaction with government agencies, organizations, platforms.

An electronic signature is used:

to participate in purchases on electronic trading platforms (tenders, auctions, requests for quotations, requests for proposals, tenders);
for document circulation;
for the delivery of financial statements.

Bank guarantees under 223-FZ and 44-FZ for small and medium-sized businesses and tender loans... You will receive your percentage of the loan amount by agreement with the bank.

Tenders

A tender is a struggle between several competing participants for the opportunity to provide services (work or goods) for the customer on the terms prescribed in the competition.

In Russian legislative acts, the definition of "tender" is not used; instead, the concept of "competition" appears. Participants in the tender provide the customer with their most advantageous offers in accordance with the rules of the announced tender. The information is open and accessible to everyone interested.

The participant who has passed the selection and provided the most profitable terms to the customer, becomes the winner of the competition. There are tenders by funding sources: regional, federal, municipal, state, international, etc.

Tenders are needed by both large and small, young companies wishing to receive a profitable order, since they enable the customer to receive services (or goods) at a reduced cost.

What is the difference between tender, competition and auction

Each type of competitive struggle of market participants has its own characteristics.

Thus, an auction participant sees all the bids and prices for a certain auction of his competitors and at a certain moment can change his bid. The tenderer (as well as the tender participant) has neither one nor the other opportunity.

Types of tenders and their features

It is customary to divide tenders into several types according to the type of holding:

closed or open tenders, consisting of one or two stages;
request for quotes;
closed bidding;
purchase from sole supplier.

Closed tenders

These competitions involve participation in tenders of a limited number of previously invited persons. Potential sites are sent an invitation by e-mail, having received it, they request tender documentation and draw up the documents.

Closed tenders oblige the organizers to notify the authorities of their holding. They are carried out when the ordered service / product is available from a small number of market participants and there is no point in holding an open auction or there are confidentiality restrictions.

This type of competition is subject to adjustments, but it is necessary to notify the participants about them. The winner with the most interesting conditions for the customer signs a contract and the rest of the company is notified about it.

Benefits:

saving money and time;
confidentiality.

Open tenders

An open tender is often organized when public procurement is carried out. A large number of participants allows the organizer to choose the most profitable proposition and save your budget.

Information about the auction is carried out using electronic resources and the media. During the term of the tender, the commission processes the incoming applications and checks the accompanying documentation.

Closed type specialized trades

They are held when the specifics of work or services are complex enough, implying the presence of restrictions imposed on the participants. In particular, it may be a requirement to have a certain admission, qualifications, meet certain requirements.

Two-stage tenders

They are characterized by a complex work process, increased requirements.

Stage 1. The customer prepares the initial version of the terms of reference, according to which the participating companies send their applications, without specifying additional conditions for the performance of work and their cost. After discussion, the terms of reference are specified.

Stage 2. Participants supplement applications with technical details: terms, prices, conditions. After that, the winner is selected, with whom the contract is concluded.

Request for quotes

This procedure means choosing a supplier of a certain (identical or similar) product who can offer the most favorable price. Request for quotes has some peculiarities. Thus, the maximum contract price should not exceed half a million rubles, and the annual volume of such purchases should be 10% of the total amount of funds planned for purchases. Trades are held 12 days in advance, participants fill out quotation orders, which indicate the cost.

A quotation application is sent by mail or Email with an email digitally signed... The organizers reject applications, as a rule, due to an overpriced or non-compliance with the application.

Purchase from a single supplier

In the event that the supplier of goods or services is a monopolist, all participants refused or the orders were rejected by the customer, then the procurement procedure is carried out from a single supplier. This implies signing a contract without a bidding procedure with a participant who can fulfill the conditions in the assignment.

Before making a purchase in this form, the customer must justify in writing the impossibility of using other methods of determining the contractor. After that, information on the price of the contract and the specifics of the contractor must be published in the report to exclude financial fraud.

tender documentation

The tender commission is responsible for its preparation, which will further familiarize itself with the applications from the performers. The documentation contains conditions and information about the tender, clauses of the contract. As a rule, the package has 2 parts, one of which contains technical information and the second one contains commercial information.

The first part publishes the requirements for the object of the tender, technical conditions and norms, general information, clauses of the contract, instructions for performers, information cards, application procedure and conditions for the competition.

The commercial part deals with issues of cost and pricing, payment schedule, payment terms, funding sources, guarantees and insurance.

The object of the tender determines the scope of documentation: terms of reference for construction and design work will be much larger than, for example, the documentation for the purchase of office supplies.

Rules for bidding

Territorial affiliation for participation in tenders does not matter: the company can be located in the Urals, and the customer - in Moscow. The main thing is that the documents meet the customer's requirements for participants:

The application matches the sample.
Submission of an application means acceptance of the terms of the tender.
The application must be submitted within the allotted time, in the same time, adjustments can be made or the application can be withdrawn.

The package of documents for each competition is formed individually, but in general it should contain:

a stamped copy of the state registration certificate;
copy of the notice of assignment of TIN;
organization charter (copy);
bank certificate of financial solvency;
balance sheet for the year;
certificate from the Federal Tax Service about the absence of debts;
list of documents certified by an authorized person.

In some cases, you will need:

securing the application;
certificate of an official representative for the supply of goods;
certificates, declarations of conformity for goods;

Bank guarantee for participation in the tender

For the financial security of the project, there is such a tool as a bank guarantee. It allows the customer to count on receiving an insurance payment if the contractor violates his obligations under the contract.

The list of insured events may include the following violations:

non-performance / poor-quality performance of work under the contract after signing the contract;
refusal to cooperate after winning the competition;
after the end of the application period, changes the terms of its offer.

This document has its validity from the date of signing the contract. On average, the size of a bank guarantee is from 1.5 to 5% of the amount of a future transaction, the processing time is no more than 1-3 days and it is provided for a period of up to 3 years with or without collateral. Additional payments may include remuneration for the issuance of a loan, etc. The maximum amount is up to 15,000,000 rubles, but the maximum size of the loan product for each organization will be different depending on the degree of reliability of the company and its financial stability (annual revenue, duration of economic activity and etc.). In case of a positive decision, the bank issues a written bank guarantee, which the tender participant provides to the organizer.

Banks provide this service for both individuals (individual entrepreneurs) and for legal entitiesparticipating in the competition.

Among credit institutionsproviding a bank guarantee - "Sberbank", "VTB 24", "Rosselkhobank", "Alfa-Bank", "Rosbank" and others.

4 steps to get a bank guarantee for the competition:

Types of bank guarantees

a guarantee for a government contract under laws 44-FZ and 223-FZ;
guarantee for tenders and competitions;
performance guarantee;
advance payment return guarantee;
payment guarantee;
vAT refund guarantee;
a guarantee provided for individual authorities (customs, carriers, etc.).

To issue a bank guarantee for a tender, the credit institution is provided with statutory documents, information on participation in the tender.

Tender loan for the execution of the contract

Tender loans for the execution of a government contract are issued by Alfa-Bank, Sberbank, J&T Bank, Zenit and others for up to 1 year. Cash used and repaid monthly in equal tranches within the established credit line. During this period, the organization pays the banks interest and commission (if any).

Tender loans can be with a revolving credit line, which implies the possibility of bidding during the year and one-time.

The advantage of such financing is that the funds remain in the company's turnover, and the contractor himself can participate in tenders with millions of budgets.

Conditions for tender loans from banks (most common):

registration within 9 days;
interest rate from 14 to 21%;
loan term - up to 3 months.

Sometimes the organizers of the competition require financial security from the participants. In this case, if there is no free money in the organization and there is no desire to "pull" it out of circulation, a bank loan is used. Most banks provide this service.

As a rule, tenders for multi-million dollar orders always include requirements for collateral - this is how the customer checks the reliability of the contractor. Companies take application compliance and clearance very seriously. guarantee letters and other ways to avoid collateral are unlikely to lead to anything.

You should not take out a loan for tenders if you are not sure about the financial stability of the company: always make a balanced decision.

How to win a tender

It is possible even for companies that try themselves in this business for the first time to win a tender or auction. However, there is also a downside to the coin. Despite the active struggle of law enforcement services against economic crimes, the corruption component is very strong in tenders. An order that is interesting to many potential contractors may in fact leave them no chance of winning, being the product of early agreements between the customer and the contractor.

Tenders "by agreement": customers and contractors

Despite tougher penalties for corruption, a number of organizations are playing the game according to dishonest rules, when the customer and the contractor agree on mutually beneficial cooperation in the style: "I am your object, you give me a percentage of the total auction amount." Of particular interest here are the bodies - administrators of the federal and regional budgets, large companies from state support or a large percentage of shares in which are bought out by the state. However, such corrupt agreements are subject to criminal penalties.

It is very, very difficult for young companies that do not have "support" in the relevant authorities to win an interesting tender for the construction of road transport, social and other facilities.

If there is an agreement between the customer and the contractor, then the requirements in technical documentation are compiled for a specific company in order to minimize the number of possible participants. If several companies are selected for selection, then their applications are rejected for a number of reasons in order for the only company to be recognized as the winner.

In this regard, along with the services for the preparation of documents for tenders, you can offer the client additional services:

appeal against the results of an electronic auction;
defending the client's interests in court;
preparation of complaints to the FAS (Federal Antimonopoly Service).

4 factors for winning contests

Pricing... If the competition is fair, then every company can claim to be the winner. The main thing is to offer a really interesting price for the customer in compliance with the conditions stated in the terms of reference.

If you plan to offer the lowest price, then soberly calculate the financial capabilities of the company and the existing "safety cushion". Because, without calculating the costs, the contractor can win the tender, but he will perform the work at a loss for himself or break the deadline. In the latter case, the company may be included in the list of unscrupulous suppliers. Accurate fulfillment of technical specifications and low price are the basis for successful participation in the competition.

Correctness of filling out the documentation... Each tender, whether it is a purchase from a single supplier, an open or closed tender or a pre-qualification selection - the absence of errors in the documents is the key to success. Incorrect filling of papers becomes the reason for the removal of the procurement participant before the start of the tender.

The most important rulethat the tendering specialist must adhere to is to provide exactly the information and characteristics that customers ask for.

Availability of security and guarantees... Some tenders have requirements for the provision of financial security and bank guarantees. As a rule, customers ask for this when a large purchase is placed to perform a large amount of work (or goods) and it is necessary to confirm the seriousness of the contractor's intentions.

Participation in tenders... The experience gained through participation in competitions will allow you not to make mistakes in documents.