How to make money on tenders: the essence of earnings, pros and cons, tender bidding and income calculation. Public procurement "from scratch": step-by-step instructions for a beginner Is it possible to make money on public procurement for a novice businessman

You can make money on tenders and public procurement, moreover, you can build a business without investments. There are risks, but without them, as in any business.

Important information! There was an opportunity to find excellent public procurement for a penny and also receive public procurement support services for ridiculous money. .

How can you make money on tenders?

If we talk about making money from scratch and without investing our own funds, then we are interested in:

You can see where you can make good money.

Also, tenders can be considered as an additional sales channel or an additional market for promoting your services, but this no longer applies to earning without investment. If it doesn’t matter to someone what to invest in, more important is a quick return on investment, then I recommend visiting.

If someone did not know what a tender is

To begin with, I will briefly describe what tenders and public procurement are, in case someone is not in the know.

The tender is a way to select the most advantageous offers for the supply of goods and services for various state and municipal facilities.

For example, there is some kind of boiler room, they are repairing equipment and they need a new smoke exhauster. They know where to buy it and at what price, but they cannot spend budget money on their own, they must use the public procurement service to purchase it. Even if they agree in advance with the supplier from whom they want to buy, but still this operation must go through public procurement.

So, suppose the boiler house, having talked with the supplier, asked them to participate in its tender. And then the question arises, can we wedge ourselves into this tender and is there a real chance for an ordinary person to make money on this?

Theoretically, public procurement is intended for this, so that any person can freely participate in mutually beneficial cooperation with the state.

What do you need to win the tender?

First, you have must be legal entity such as sole proprietorship or LLC. And secondly, you should be the best value for money, which will fully fit the description and characteristics of the tender.

How the customer pays

Breaking the contract is possible, but usually in court, more often everything ends peacefully, few people want to bring the case to court.

Well, keep in mind that the payment is not as fast as we would like, it may take 30-60 days.

Earn as an intermediary

Let's take the same boiler room as an example. In the tender, they indicated the model of the smoke exhauster, its characteristics and the price for which they are ready to buy. Suppose they indicated a price of 300 tr. After searching the Internet, you find this smoke exhauster for 210 tr. With this, you can already participate in the tender, let's say you offer its delivery for 270 tr. If none of the competitors in the auction offers a lower price, then you win and earn on the difference in price.

If the goal is to earn without investments, then of course there will be a difficulty in that not every seller will agree to a sale with a deferred payment. The boiler house will transfer to your current account, but they can make payment up to 30 days after the terms of the contract are completed.

In the same way, you can earn money on services. Again we take the same boiler room. For example, they need the service of a welder to repair a boiler, for example, to weld some kind of heat exchanger. You, as a businessman, of course, do not need to be able to cook yourself, your goal is to find a welder who will do this work cheaper than the customer asks, put the difference in your pocket.

Assignment of the tender to a competitor

You win the tender, after which the competitor of the runner-up asks you to cede the right to conclude a contract, in return he offers some reward. In general, the data of the participants should not be disclosed, but the fact remains that such cases exist. In theory, in this case, you can get a fine. Directly as a method of earning, I would not consider it, rather, as a rare and dubious opportunity to generate income.

Tender Winning Services

Probably many have seen ads like "We will win the tender for you." There are firms that have extensive experience in winning and earn exclusively on this, this is earnings on tenders without investments. But again, this is not a business from scratch, you need to have experience.

There are those who teach how to win, but this is all theory, you still cannot do without practice.

Living example from public procurement

Well, since we are talking about a smoke exhauster, let's take it as an example.

I found a tender for the purchase of a smoke exhauster DN - 8 on public procurement. The maximum amount that the customer is willing to pay is 112 800 rubles.

Wholesale price 38 tr, retail - 40 tr. As you can see, there is the possibility of an extra charge of 70 tr. Of course, the maximum price should not be indicated when filling out an application for participation in the tender. Do not forget that the bidding takes place according to the auction system and the one who offers the best price will win.

Obtaining public procurement by proxy for a penny

So, there was a way to do all the dreary work of obtaining and conducting public procurement by proxy.

To do this, just buy for a penny.

For example, kwork performers are ready to find 5 tenders for 500 rubles. In this case, everything is shoveled by hand. Imagine how much easier it will be if all the “dirty” work is done for you.

The same with documentation and support, performers are ready to work for symbolic amounts.

By the way, if someone does not understand public procurement at all, but you want to earn money,.

Dmitry Glazunov — CEO of TD Rolin (medical equipment)

A contract with a government customer for a small company that attracts investments includes a green light: private investors consider such projects reliable and promising. But we must remember: the market for public procurement and electronic auctions has its own characteristics.

State-owned companies constantly require various goods, works and services to maintain their activities. And in large volumes. This explains the fact that many start-up and developing projects seek to enter the public procurement market. Thus, over 300,000 customers and over 450,000 suppliers are clients of one of the largest electronic trading operators, the Unified Electronic Trading Platform, and the total volume of trading conducted over the past nine years exceeds 13.5 trillion rubles.

Of the 62 companies funded on the StartTrack site, three are already constantly participating in public procurement auctions, and their number will only grow: if a successful government order does not mean anything or almost nothing for banks, then this is a good sign for a private investor.

Size matters

The profitability of contract financing through crowdinvesting platforms can reach 20% or more. But, counting on profit, you need to understand what risks this or that project brings with it.

Conventionally, all market participants can be divided into three categories:

1. Those who develop large contracts (we are talking about hundreds of millions of rubles). Typically, these companies execute up to 10-20 contracts per year, they are usually engaged in complex deliveries.
2. Small and medium-sized enterprises that work with small contracts (up to 2 million rubles) and supply a variety of goods: from stationery to building materials. They can master up to 1000 contracts per year.
3. Small and medium-sized enterprises that work with small companies and specialize in one segment: medical equipment, overalls, special vehicles, etc. These customers take on several hundred contracts a year.

I would advise only very experienced people to invest in the first category of companies: all major contracts are executed by dozens of contractors. If at least one of them does something wrong - for example, pours the foundation of a hospital building incorrectly - the job will not be accepted, and none of the performers of the entire chain will receive the money. Of course, the object is accepted in stages, but imagine how many force majeure circumstances can arise when the perpetrators simply cannot be found.

The second category is safer in this regard: small companies fulfilling orders in a variety of industries are more flexible - their goods are always liquid. If you can not agree with one customer, there will always be another. Despite the fact that companies from this category do not specialize in one segment, the investor should pay attention to which product the contractor works with more actively and delivers to customers regularly.

The third category of performers is the most optimal, but there are few of them on the market. These companies value reputation, quality is not an empty phrase for them. They know everything about others about suppliers and manufacturers, they constantly analyze wholesale and retail prices in the market. The main thing that distinguishes them from other participants is their narrow specialization, they have been working with a specific segment for many years. The success of such projects is due to the following factors:

1. The company works with customers of various levels - from ministries to schools (does not divide clients into status and non-status).
2. The prices of its contracts can vary from 100 thousand to 100 million rubles. (a one-time big profit is good, but the stability of orders is more important).
3. The number of customers should grow from year to year (the economic situation in the country may be different, the budgets of companies, too, but word of mouth and quality work will always have an effect).

Cheap is not good

It's no secret that many unscrupulous suppliers enter the public procurement market, who "adjust" the characteristics of their goods to those specified in the terms of reference. Buyers, in turn, often cannot check the goods before the announcement of the results of the tender, or do not have sufficient knowledge for this. As a result, not the highest quality product wins the competition, but the one offered at the lowest price. What does this mean for the market?

For example, a customer wants to buy German equipment, but by law does not have the right to indicate the country or brand in the application. The Chinese counterpart will fully comply with the terms of reference. Of course, the difference in price is obvious, and it is clear who will win in such an auction. And as a result? And as a result, the customer will spend a little less money than for "Germany", and will receive "China". The supplier of German equipment will lose in the volume of deliveries and raise the prices of the goods. Inspired by the victory, suppliers of "Chinese" equipment will begin to climb into a variety of auctions and, in case of failure, write complaints to various authorities.

I will advise investors one thing - do not be lazy to study the statistics of the project: it shows the principles of the business. Pay attention to how many auctions the company you are interested in participated in, how many times it lost the tender, whether it always applied to the supervisory authorities with complaints.

God Level Customer

Look at the client company. The larger it is, the more stringent the acceptance procedures. For example, when purchasing high-tech products, most state-owned companies set such requirements for suppliers as the technical level of the product and a higher economic effect compared to traditional solutions. The requirements for the supply of medical equipment are no less complex. In this segment, a merciless screening of companies participating in state auctions occurs already at the stage of application, which, by the way, becomes the reason for numerous appeals to the FAS from negligent entrepreneurs.

Meet me in court

Pay attention to how many companies have had lawsuits and for what reason. Basically, they go to courts because of non-payment of money by the customer. And yet, if there are too many lawsuits, even started because of non-fulfillment of obligations by customers to pay for contracts, beware. After all, then you can hear: “We did everything, it’s their fault! Sorry". In the practice of our company for 3.5 years there were only two court cases, and each time - for the reason described above. Their total amount did not exceed 1% of the annual turnover, and this is also important. If the customer does not pay often and large amounts, then something is wrong with the executing company.

Didn't grow up

A crisis is a time for recovery, it cleans out the inefficient in all industries. Look at the growth of companies, in our time, cost optimization is probably the only indicator of efficiency. Also, I would not advise considering companies that depend on one or two contracts, and those who, speaking of a drop in revenue, refer to economic instability. And, of course, you don’t need to “go into the pool with your head”. Start small, look at how the company has developed over a short period of time (4-6 months is enough to understand the dynamics) and what achievements it had.

When I decided to look for money through StartTrack, I had a lot of cases in stock. Some of them could cause an ambiguous reaction, but this did not bother me. For example, in 2014, shortly before the collapse of the ruble, we won a tender from the Kaliningrad Children's Hospital for the supply of resuscitation equipment for ambulances. It was supposed to bring Italian equipment, but because of the currency crisis, the contract became unprofitable: we were losing a third of the budget. There were long negotiations with officials and the head physician of the hospital, they tried to hurt us to the core (after all, we were talking about children), but we insisted on our own - to replace Italian with Russian of identical quality. Probably, from a human point of view, it was necessary to give in to the customer and go into the red. But, on the other hand, give in once or twice, and your business will end. And those who do not have opportunities do nothing. Including - do not help children.

Many modern businessmen are interested in: how to make money on public procurement without significant investments? The public procurement market is huge - last year it amounted to 36.5 trillion rubles. Selling goods and providing services to government agencies is quite profitable. This industry is suitable not only for large corporations, but also for individual entrepreneurs - after all, the law requires customers to comply with a certain proportion of small businesses among performers.

How public procurement works

The public procurement system is a rather complex bureaucratic mechanism. It is virtually impossible for a beginner to understand it without outside help. But more advanced users can even build a profitable public procurement business.

Public procurement is regulated by federal law No. 44-FZ. It formulates the basic concepts and principles of the competitive system: contract, customer and contractor, procurement plans, initial maximum contract price, identification of suppliers, types of competitive procedures.

The essence of the system is that municipal and state institutions (administrations of cities, districts, regions, departments of subjects of the federation, regional and federal ministries, budgetary educational and medical institutions) have the right to purchase goods and services for the needs of their activities only through a single centralized portal.

Any purchase is carried out on a competitive basis: among competing contractors, the one who offers the best conditions or a lower cost is selected. Government customers have the right to buy something without a tender only for a strictly defined amount of funds per year. Most of the information is absolutely open to everyone. For example, knowing the tax authority of the administration of his city, an entrepreneur can freely find out if she plans to purchase something from his industry.

All purchases must be placed on a single portal "zakupki.gov.ru" at least 7 days before the tender procedure. Knowing the TIN of the customer, you can easily see what he has already bought, what he plans to buy, what requirements he places on contractors and the maximum price of the contract - that is, how much money he is ready to spend on it.

The purpose of the system is to save budget funds by giving priority to suppliers with low prices and open tender procedures. Such a procedure should exclude the corruption component. But in fact, public procurement prices often exceed market prices, and businessmen manage to make good money on this.

All purchases of state and municipal institutions are placed on a single portal

Types of auctions

The federal law provides for several types of competitive procedures by which customers determine suppliers:

1. Open competition, including competition in electronic form. The customer places a notice of the competition on the portal, the participants submit applications. They contain a complete list of information that will be indicated in the notice. The applicant who offers the best conditions becomes the winner of the procedure.
2. Quote request. This is the simplest type of purchase. After notification of the request for quotations, bidders submit sealed envelopes, which indicate the amount for which they are ready to deliver the goods/provide the service. The bidder with the lowest bid wins.
3. Auction. Bidders consistently reduce the purchase price on the basis of an auction until a winner is determined. As in the request for quotations, in fact the candidate who is willing to work for the lowest pay wins.
4. Request for proposals. In many ways, this method is similar to the competition, but it is more variable. In this case, the customer chooses a supplier not at a low cost, but on the basis of the proposed conditions for the performance of work or the provision of services. In practice, this option is almost never used.

Sometimes customers conduct so-called closed procedures: competitions and procedures with limited participation. This is necessary when it comes to procurement related to state secrets and in a number of other cases (Article 84 of the 44-FZ).

The most common procedures are request for quotations and auction. It is on them that you can organize earnings on public procurement. To better understand their content, study the relevant articles of federal law. It is also useful to track which forms of competitive procedures your potential customers prefer.

Membership Requirements

Is it possible to earn money by participating in public procurement tenders? You can, if your company offers suitable working conditions for the supplier and meets the requirements of the law. They are listed in Article 31 of Federal Law 44-FZ:

• failure to conduct a liquidation procedure in relation to an individual entrepreneur or LLC;
• non-suspension of the company's activities due to administrative offenses;
• absence of debts on taxes and obligatory payments to the budget;
• no criminal record for economic crimes.

It is important to know that customers in most cases do not have the right to establish additional requirements for applicants: only those specified in Article 31. Exceptions apply to the supply of medicines and goods related to state secrets.

Currently, there are several successful models of earning on public procurement

How to choose your field

Entrepreneurs and organizations of various industries can participate in public procurement. The system includes the purchase of goods for many institutions: educational, medical, military, administrative. Therefore, the range of necessary goods is very wide. Among the most popular categories in public procurement are:

• medical preparations and products;
• Food;
• stationery, paper, envelopes;
• software;
• various equipment (computers, printers, telephones);
• vehicles and maintenance;
• printing press;
• construction works and repair services;
• delivery and courier services;
• development of changes to master plans, schemes, etc.

The list of demanded goods and services is very wide. Almost any entrepreneur is able to find a specialized purchase and try to earn money in this way. Of course, high hopes for public procurement should not be placed. It certainly cannot be the only source of profit. But at certain points, selling to the state can make good money.

Step-by-step instructions for participation in public procurement

How to start a public procurement business? Below you will find step-by-step instructions for several models of work on the portal. First of all, you should prepare for a large number of papers, permits, copies and confirmations of compliance. This system is very bureaucratic and only those who have learned to play by such rules can successfully work in it.

To participate in contests, auctions or requests for quotes, you must already have a running business. State customers prefer not to contact newcomers and will find a formal reason to refuse if they consider that the company has little experience.

It makes no sense to sharpen the entire enterprise for public procurement. It is enough to have 1-3 employees on staff who will constantly look for suitable applications on the portal and prepare documentation for them. After the company wins the competition, it performs its standard work.

Government orders can be a source of very high profits

How to get involved

Being a participant in public procurement is quite simple. For this you need:

• register on the portal as a supplier;
• issue a digital signature (required for electronic auctions);
• search for suitable notifications on the portal;
• prepare and submit sets of documents for participation in competitive procedures (sometimes in electronic, sometimes in paper form);
• track the results of the competition;
• conclude a contract in case of victory.

When preparing documents, be extremely careful: any non-compliance will result in the candidate's removal from the procedure. The presence of the applicant at the procedure for determining the supplier is optional: the results are published on the portal, and the customer's representative will contact the winner.

How to become an intermediary

Another option for business in public procurement can be called mediation services. Not all companies capable of winning competitive procedures participate in procurement. The reason is very simple - they do not want to deal with a huge amount of paperwork. Thus, companies lose profits.

The solution to the problem can be called mediation: a company or an entrepreneur who will undertake the preparation of all documentation for the competition. The fee for such services is a few percent of the transaction. The intermediary must be well versed in the field of procurement, know all the rules and pitfalls. Therefore, it is advisable to start with specialized training.

If a person already has experience in the field of procurement, he can simply register as an individual entrepreneur and promote the services of an intermediary. This is a sought-after direction: a lot of people would like to make money on public procurement, bypassing all the bureaucracy.

A variation of this model can be called information services for suppliers: electronic distribution of current tenders, preparation of complaints to the antimonopoly service, legal review of contracts. That is, intermediaries can not only win contracts for suppliers, but also help them in related areas.

The public procurement system is bureaucratized, not everyone can learn how to work with the portal on their own. For this reason, intermediary services are in great demand.

How to become a partner

Some public procurements are quite complex and require the involvement of not only the main supplier, but also the contractor. If you did not win the competition or could not participate in it, but still want to earn money, you can become a contractor (execute part of the contract on behalf of the winner).

This option is common in the construction of real estate and roads. Small companies cannot win the tender (cannot cope with a large amount of documentation or cannot provide the necessary financial guarantees). In this case, it is more profitable for them to act as a contractor.

For example, a small organization produces good quality asphalt. She cannot win the competition for road repair on her own (she has little experience, does not provide the full range of services). In this case, they can conclude a contract with the winner of the competition and earn as his partner. And at the same time to form a good reputation for the next competitions.

How to organize training

Another model of earning money on public procurement is training to work in this system. The option is suitable only for those who not only know the law and the theory of procurement well, but have worked a lot in practice. It is impossible to teach anything in public procurement without practical recommendations.

Who is the client? Entrepreneurs who want to promote their business on government orders, and novice professionals who plan to build a career in this area. The training should be dominated by the practical component. For successful work, it is necessary to study not only the content of the law. It is extremely important to know the procedure for drafting and submitting applications, “vulnerabilities” due to which the customer refuses to conclude a contract, and other important details.

Only a specialist with practical experience in this field can organize training in public procurement

Offer services and tools to vendors

A promising line of business in public procurement is the sale of specialized services for suppliers. This is any software (including online) that makes it easier for businessmen to participate in competitive procedures.

These programs include:

• notification services about suitable notifications on the portal;
• platforms that help to write and form applications correctly;
• reference manuals;
• legal services, to verify contacts;
• services that automatically generate appeals to the FAS.

This direction is suitable for technologically advanced people who at the same time have a good knowledge of the public procurement system. More precisely, its most problematic places for business are bureaucratization, tight deadlines for submitting large sets of documents.

The Public Procurement Law has been in force for more than 10 years. However, many entrepreneurs are hesitant to apply for participation in competitions and auctions. These are unjustified fears. The requests of organizations are very diverse, and the volume of supplies, taking into account the total course for savings, are quite affordable for small businesses.

Many entrepreneurs successfully build a business on public procurement, but there are also those who find the ordering system too complicated. He simply does not believe in a real opportunity to get a "piece of the state pie" - and in vain. For all its shortcomings, it is more transparent than many other commercial schemes, and you can master it if you wish. At the end of the article, we will give an interview with the owner of the MP, whose revenue is 80% secured by government contracts.

Public procurement and state order, regulatory documents

Main regulatory documents:

1. No. 44-FZ of April 5, 2013 - "Law on the contract system in the field of procurement of goods, works, services to meet state and municipal needs."
2. No. 223-FZ of July 18, 2011 - "On the procurement of goods, works, services by certain types of legal entities."

All applicants for obtaining a state or municipal order for the supply of goods, the provision of services or the performance of work are equal before the law. This is the essence of the existing rules that govern the conclusion of such contracts.

Customers of services, goods in the system are state, municipal:

1. executive agencies;
2. companies, corporations, natural monopolies (for example, Gazprom);
3. autonomous, unitary enterprises; budget institutions;
4. enterprises providing water, gas, heat supply;
5. organizations with a share of state, municipal participation of more than 50%.

A legal entity of any form of ownership, an individual entrepreneur can become a supplier, regardless of location, registration (since 2015, with the exception of those registered in offshore zones). Customers are obliged to use competitive methods for selecting contractors (Fig. 1). The winner is the participant who offered the lowest price, the best conditions. The public procurement rules for small and medium-sized businesses establish significant benefits, which we will discuss below.

General requirements for suppliers of goods, service providers:

1. compliance with legal requirements and restrictions;
2. no suspension, bankruptcy, liquidation;
3. tax debt is not more than 25% of the value of assets.

The entire procurement process, from drawing up plans to determining suppliers and signing a contract, is carried out in the Unified Information System - UIS (www.zakupki.gov.ru). In fairness, it should be noted that customers complain about its complexity even more than business representatives. Strict requirements are imposed on them, and such sanctions are established for violation of the order that the expression “fine on credit” appeared among civil servants.

In 2015, the FAS Russia initiated 22,063 cases under the Code of Administrative Offenses for violations of Law No. 44-FZ, issued fines - 18,966, recovered - 158.3 million rubles. Of these, 6,425 cases were for approving procurement documentation that did not meet the requirements (5,469 fines); 5,237 - for violating the procedure for selecting suppliers (3,452 fines). Data from the report of the Ministry of Economic Development.

How the work of the EIS is organized

Now the UIS works exclusively as a technical system, performing such functions as:

1. formation, processing and storage of data on the state order;
2. providing access to suppliers to submit applications;
3. ensuring the exchange of electronic documents with EDS.

Since 2017, it will perform control functions: to check whether the procurement plan corresponds to the amount of allocated state funding, and the terms of the concluded contract - to the documentation for the application and protocols. Government customers will be required to carry out purchases strictly on schedule.

What information does the customer provide?

When making a specific purchase, he must enter the following information, including all subsequent changes:

1. purchase notice;
2. documentation, explanations;
3. draft agreement.

The term for making changes is 15 days, and when essential conditions change at the conclusion of the contract and in the course of its execution: price, terms, volumes - 10 days. The information is kept up to date.

Example of searching for information about placed contracts

By opening the main page of the public procurement website (Fig. 2), by clicking the "Suppliers" button, you can view the complete register of placed orders and purchases. Below on the right there is an exit to the list intended only for small businesses.

For example, here are the search results for several randomly selected queries:

1. stationery - 5200;
2. spare parts for cars - 3;
3. medical supplies - 43;
4. repair - 800,000;
5. audit services - 243;
6. refilling cartridges - 192;
7. furniture - 74,000;
8. repair of copiers - 703;
9. IT services - 793;
10. household goods - 2700;
11. detergents - 3600;
12. tools - 7600.

By selecting, for example, a specific order in the registry - public procurement for small businesses, you can view full information about the conditions by pressing the application number (Fig. 3).

Preferences for small and medium businesses

The participation of small businesses in public procurement is regulated by Article 30 of Law No. 44-FZ. It sets a minimum share for SMEs and SONCOs of 15% of the total annual volume of placed purchases. At the same time, they can apply in any auctions and competitions, including closed and with limited participation - if they have a license or permission for a certain type of activity.

The customer can select applicants from among SMEs in two ways (No. 44-FZ):

1. limit applicants directly in the notice, while the initial (it is also the maximum) price of the contract should not exceed 20 million rubles (part 3 of article 30, paragraph 4 of article 42).
2. establish a requirement for a participant (any) to attract SMEs as a subcontractor, indicating the amount of participation in% of the total cost; then the restrictions do not apply (part 6, art. 30).

An enterprise, an individual entrepreneur must comply with the conditions of Article 4, No. 209-FZ, July 24, 2007. Until August 1, 2016, the law is applied in the old version. After this date, all NSR entities will be entered in a single register, which will be posted on the official website of the Federal Tax Service. This will allow customers to receive reliable information about the supplier. Now the participant submitting the application provides only a declaration of conformity with the SMP.

According to the report of the Ministry of Economic Development in 2015, 15% of the quota for participants - representatives of small and medium-sized businesses was completed. Representatives of this segment received about 490 billion rubles from the budget only under direct contracts (without subcontracting). The head of the department himself (an interview with the Kommersant newspaper) considers the figure to be too high, but according to him it is no less than 400 billion rubles (Fig. 4).

The total number of applications in 2015 is 10% more than in 2014, and the average number of applicants per order worth up to 10 million rubles increased from 2.6 to 3.5. The prevailing method of determining the supplier (executor) is electronic auctions (56.6%).

The procedure for selection at the electronic auction (EA)

The procedure for conducting the EU is regulated by articles 59-71 of Law No. 44-FZ. When the customer conducts selection by this method, the following information must be indicated in the notice:

1. Internet address of the electronic platform;
2. the deadline for accepting applications;
3. the date of the auction;
4. the amount and form of participation provision;
5. restrictions on participants (SMP, subcontracting);
6. conditions for admission of foreign goods.

There are currently 5 electronic platforms: CJSC Sberbank-AST (www.sberbank-ast.ru), JSC Unified Electronic Trading Platform (www.roseltorg.ru), State Unitary Enterprise Agency for State Order (www.zakazrf.ru). ru), CJSC "Electronic Trading Systems" (www.etp-micex.ru), LLC "RTS-tender". Three diagrams are shown below, illustrating the process of conducting such tenders.

What do you need to bid

Participation in the EU is free, but in order to have access to the auction, you must obtain accreditation at a specific site. To do this, the operator is sent a package of documents in electronic form, signed with an EDS (requires a separate one for each):

1. a standard form statement;
2. extract from YUGRUL or USRIPP;
3. a copy of the passport of the participant (individual);
4. copies of decisions, orders for the person receiving accreditation on behalf of the company;
5. constituent documents of a legal entity (copies);
6. TIN, email address;
7. a document confirming the authority of the head;
8. decision on the right to make large transactions (if required).

To understand in more detail how the public procurement business works, we present an interview with real bidders.

Interview with Galina Mishina, KCLR Protex-Garant LLC, Novokuznetsk

Brief information. The Kuzbass Center for Treatment and Rehabilitation has been operating since 1992. In all respects, it corresponds to SMEs, the number of employees is 39 people. The main direction: the production of technical equipment for disabled children: supports, tables, chairs, as well as orthopedic products and devices for the development of fine motor skills.

Since a significant part of such equipment is purchased through the Social Insurance Fund (FSS), the company is actively working on public procurement. Galina Borisovna answered several of our questions.

Hello Galina. Please tell us what share of your business is government procurement? How long have you been working in EIS?

State orders under contracts with customers account for 80-90% of all activities. The exact figure depends on the capabilities of the enterprise and federal funding for social programs. We have been working with them for a long time, from the day of foundation. Before the UIS, we also worked, but through paper media, which was very inconvenient and unreliable.

How is the work organized, how many people are looking for orders? What are the main problems?

Work on the preparation of an application (technical offer) and its submission to the site, participation in the auction (or quotation), as well as verification and signing of the contract is carried out by specialists of the commercial department under the supervision of a lawyer. There are 4 people in the department, all of them have a legal or economic education. Each specialist is assigned certain regions of the country, with which we work under government contracts. There are no special problems in terms of accreditation and formation of applications.

Who are your customers, do prices vary greatly? How many competitors do you have?

The customers are the branches of the FSS in the regions, the Ministries, which have been delegated the powers of the FSS to provide means of rehabilitation for children. They set prices themselves on the basis of 44-FZ. Sometimes the initial price is equal to the cost of products and delivery to the place. In this case, we decide not to participate in the auction. If the price is acceptable, then we calculate to what price we can fall. Of course, there are competitors. Sometimes we ourselves are surprised when we see in the list those companies that buy equipment from us.

Is it difficult to work with government agencies? How do they meet payment deadlines? How often are there litigations?

There are always problems, but not on payment, but on other points. There are those who do not understand that products are made for disabled children, and they are not the same. If they are targeted, taking into account all individual characteristics, then this gives a rehabilitation effect. Documentation, competently drawn up by the customer, is a half-fulfilled contract; when everything is clear: what, to whom and what product. However, some of them make up a technical task of four lines and do not take into account the various pathologies of sick children. Most of the time they are the problem. The child does not need what is written in the terms of reference, the recipient asks to change, and we do not have the right under the contract. And the customer doesn't care. This is where the pre-trial correspondence begins. There are few ships, but there are.

In your opinion, can individual entrepreneurs and small businesses participate in public procurement? Is there a real chance for a small business?

Enterprises should take part in auctions, this is the future. However, if the form of ownership is an individual entrepreneur, then it must be remembered that if the delivery time is violated, large fines will be imposed, and the individual entrepreneur (unlike an LLC) is liable with all his property. Therefore, before submitting an application, you must first study the Supplier's Responsibilities in the draft contract, which is attached to the documentation. If everything is in order, then go ahead!

Summing up.

When selecting suppliers for public procurement, small and medium-sized businesses have legitimate advantages. Given the solvency of the counterparty, entrepreneurs can plan their activities and reduce risks. Technically, mastering the procedure is no more difficult than the services of the Federal Tax Service, PFR. Of course, any contests and auctions have their own “tricks”, but this is already a matter of experience. It is hardly worth resorting to the help of intermediaries offering services for searching for government orders, it is more practical to master the skills of working with the EIS and electronic platforms yourself.

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