Public procurement "from scratch": a step-by-step instruction for a beginner. Public Procurement Business for Small Businesses Bid Winning Services

Is it possible to build a public procurement business from scratch? Yes, definitely. Is it difficult to do this? No, if you know how. Public procurement for small businesses and medium-sized entrepreneurs can provide invaluable assistance. And within the framework of this article, various aspects of this case will be considered.

general information

Entrepreneurship lives on the production of goods, trade and the provision of services. All this is needed by the state, which can become a regular customer. For businesses, this situation is an excellent way to expand their sales market and increase turnover. You can often come across the opinion that it makes no sense to contact the state, because there are kickbacks and other manifestations of corruption all around. But the real situation is quite strikingly different from the mythical image. Yes, from time to time you will have to meet with significant competition. But if you offer favorable terms, consider that the contract is already in your pocket. And electronic auctions, where all the conditions and needs are indicated, are of great help in this. Competition in this case depends on the amount of the proposed contract and the scope of activity. And a small encouraging fact: approximately 40% of all electronic auctions are recognized as failed. And the reason is ridiculous - there are no participants who want to participate in them. There may be suspicions (not groundless) about some specific moments, and they do take place, but not on such a scale. As a rule, such a situation arises precisely because there really was no one who would be interested.

Choosing your niche

Initially, you need to familiarize yourself with a large number of different documentation. Specialists can help with this for a fee. If there are no free funds, then you will have to figure it out on your own. And this article will help here. In addition to it, you can also pay attention to various special manuals and training courses that are conducted by public organizations (for the most part) and state business support services. For starters, you can pay attention to not very large, but still real electronic auctions, where there will be a small number of competitors. After that, you must send an application for participation in it and attach all the necessary documents. The tender commission will choose the most advantageous offer (that which meets all the requirements and has the lowest price). With a reasonable approach, public procurement for small businesses turns into a profitable source of income.

How does it work?

As part of the article, much attention will be paid to electronic trading platforms. Why? The fact is that thanks to them it is very convenient to look for interesting offers. In addition, filing an application in this case does not require spending a lot of time. And the open form of work on the principle of an auction allows you to monitor the honesty of the work of the commissions and complain to the appropriate authorities. However, one point should be taken into account. Any commercial organization can take part in tenders, but for admission it is necessary to know the rules and algorithm of work. Therefore, the following will be carefully considered:

1. Principles of operation of the public procurement system.
2. Open and closed competitions.
3. Auction (including electronic).
4. Who can take part.
5. specific moments.
6. We start cooperation.

Principle of operation

If you are interested in, say, a public procurement business from zero to 100 thousand rubles or a million (for starters), then you cannot do without this moment. What should we talk about first? About interaction. The state can be considered as a specific commercial structure. And she needs certain services. Since the scale of work and influence of the state is truly enormous and affects almost all spheres of life, the list of necessary services is practically unlimited. Moreover, any state institution periodically needs third-party organizations - agriculture, engineering, space, education and others.

But there are strict requirements for tenders. And first, the process of choosing a contractor for the production of goods and the provision of services should be as transparent as possible. As soon as the organization meets the requirements put forward, it can offer its own conditions and its own price. In the case when it is the most profitable, the order is received. It should be noted here that, despite the seeming simplicity, there are frequent cases when organizations resort to legal tricks that influence the choice of a contractor. In order not to fall victim to such circumstances and build a successful business in the field of public procurement, it is necessary to carefully study how this system works. In the Russian Federation, several types of trading are approved by law.

Open and closed competitions

The first option is the most common way of organizing government orders on the territory of the Russian Federation. Its essence lies in the fact that all interested parties are informed about the order through the media: printed newspapers, on thematic sites. In general, everything is done to find the optimal contractor. A large amount of material is being prepared for an open competition, and all conditions are documented. Applications are being received throughout the month. After that, the opening procedure is carried out, and the founding commission decides who will fulfill the order. Such an approach, however, requires regular monitoring of relevant sources, which is not very convenient. A feature of the closed competition is that the customer independently sets the circle of performers who can cope with the order. This approach is practiced in cases where you have to work with confidential information or the work performed is very specific. Although it can be used even when it is unprofitable to familiarize numerous performers with it.

Auction

They, like competitions, are open and closed. The contractor in this case is selected according to the principle "ready to perform the required amount of work for the minimum amount." Moreover, the lowering of the rate is carried out according to predetermined parameters, which is regulated by law. A feature of closed auctions is the maximum degree of confidentiality. Thus, the customer is protected from possible collusion. Particular attention should be paid to electronic auctions. They are held on virtual trading platforms that have been accredited by the regulatory authority. In this case, you can only apply online.

The ever-increasing popularity of the global network leads to the fact that many countries legally oblige their institutions to purchase everything they need with the help of electronic auctions. Modern technologies make it possible to make the process of choosing a contractor for the needs of the state extremely honest and reduce the risk of criminal conspiracy. In addition, entrepreneurs who take part in auctions can see the selection procedure with their own eyes. And if there is someone offended, then what will refrain him from reporting to the police and the prosecutor's office?

Who can take part?

Many are especially interested in the question of individual entrepreneurs. They can take part in public procurement, but there are certain restrictions. So, individual entrepreneurs cannot participate in those tenders that provide for work exclusively with a legal entity. In all other cases, in order to participate in the process of meeting the needs of the state, you just need to meet the requirements of the customer and it is highly desirable to have successful experience in the selected category of entrepreneurship. And what form of organization will be - an individual entrepreneur or a legal entity - does not play a role. It is only important to obtain an electronic digital signature and register at the public procurement site, which has been accredited.

Step-by-step instructions for entrepreneurship

Now let's look at how to build your public procurement business from scratch. More convenient is the option of working with electronic resources. Therefore, attention will be paid to him. This state of affairs is facilitated by easier interaction, and the lack of difficulty in tracking new tenders in real time, and many other pleasant moments. Therefore, every entrepreneur who plans to develop in this direction should take the following steps:

1. Get a digital signature. In the modern world, it is becoming more and more necessary for every entrepreneur and legal entity. Why? The fact is that according to the legislation of many countries, including the Russian Federation, the EDS is equivalent to the standard signature of the director. Only it was created specifically for use via the Internet. And in some areas of activity it is even provided that without an EDS - nowhere.
2. Select a site. After the digital signature is ready, you should decide where it is most convenient for the contractor to look for orders. In Russia, you can use the following sites that offer: Unified information system in the field of procurement, JSC "Goszakupki", RTS-tender, Sberbank-AST. Of course, there are others. Which one to choose among them - it all depends solely on who wants to serve the state. The main thing is that the site is accredited. Everything else is a matter of taste.
3. Passage of accreditation. To register and gain access, you must identify yourself. This procedure is carried out for each portal separately. For accreditation, as a rule, it is enough to fill out a special registration form and attach founding documents, such as: a charter, an extract from the state register, a power of attorney to participate in the auction (if this is not done directly by the head of the organization), certificate. After that, the portal administrator must review all the documentation within 5 days.

Small steps towards a great future

So, there is access to everything you need. What to do now? The next steps for an entrepreneur are:

1. Use of collateral. Initially, you will need to place funds on an account that is linked to the site. When an application is submitted, the system will deduct up to 5% of the tender cost along with it. After the auction is completed, the amount will be returned to its owner, and it can be freely returned. If there is no money, then the application will not be carried out.
2. Drawing up an application. This is an important step that many underestimate. The success of a potential contractor depends on how correctly the text of the application is written. It consists of two parts: informational and anonymous. The first contains all the necessary information and documentation. In the second, a detailed description of the product, service, production process, delivery, implementation, consent to work, and so on, which the contractor deems necessary, is written. The customer, after receiving all the information, informs the portal operator about his choice. And he is already contacting the performer.

As you can see, the public procurement business process is not as scary as it might seem at first glance. In addition, newcomers in this business can be approached from the position of "the eyes are afraid, but the hands are doing." And over time, when there will already be enough experience, these actions will not create difficulties.

Useful Rules

So it was considered what public procurement is. Small and medium-sized businesses, one has only to want, can make good money on them. But if you follow a few simple rules, you can significantly increase the success of your activities. What are they? Initially, you need to put together a public procurement business plan. It is not necessary to show it to anyone in the future, but it is still useful to have a clearly defined and outlined system of interaction, decisions, and preparation. In addition, it is necessary to track the order, which is of interest, to the end. It is possible that the customer will change the conditions, and you need to be prepared to familiarize yourself with the new requirements. This is a rather tricky mechanism for choosing the artist that is needed. It is also necessary to be attentive to those customers who set the price several times lower than the market. Most likely, this indicates dishonesty. It will not be superfluous to make a black list or use something similar made by another person.

Alas, the public procurement business also has such a negative side. Reviews in this case, too, will not be superfluous to study. In addition, you can see how a person writes in the comments. If politely - a successful outcome is more likely, rude and boorish - expect problems. Now the participation of small businesses in public procurement, as well as medium-sized entrepreneurs, is still a novelty. But if you already have a desire to become an entrepreneur, then it will be much easier to act in this field.

Conclusion

Significant efforts should be made to ensure that the share of participation of small businesses in public procurement is constantly growing. After all, this, although not a lot, is jobs, and, potentially, medium and large businesses in the future. And what state will refuse to grow large companies and enterprises, like potatoes in the garden? Therefore, it is necessary to support and give the opportunity to do business to everyone who wants to. After all, the public procurement mechanism can be called a protectionist tool that helps to intensify the creation of our own powerful and confident economy, which we need so much in this difficult time.

Tender events have recently become a good way to generate additional income, not only for owners of large and small companies, but also for those who do not have their own business. Many people who often thought about finding a new type of income turn their attention to those who are already operating in the field of electronic auctions. Sooner or later, they ask themselves how to make money on tenders from scratch, without having their own enterprise and start-up capital.

Tender bidding as a type of home business

To do a profitable business at home, a person who plans to make money on tender auctions needs to have a computer with Internet access and a desire to earn good money. The system of such a business is quite simple and consists of two steps:

• sale of the found data to interested companies.

This structure helps to earn real money on tenders without any problems, even for those who practically do not understand electronic auctions.

The very essence of this type of activity lies in the fact that the Internet user regularly browses sites with tenders, collects information in his personal database, finds a company that needs to search and participate in tenders, and resells the necessary data to it. At the same time, it is absolutely not worth thinking about whether the client will win the auction or not.

In some developed organizations, there is a special position - a tender manager, and the duties of this specialist include searching for tender proposals for their company. However, such a position is relevant only for large enterprises, and start-up firms cannot always afford to have such a person in their staff.

Finding and attracting clients

Finding clients is as easy as collecting the necessary information on current auction offers. To find your customer base, you will need to constantly look at:

• tender exchanges, where modern companies place applications for participation;
• specialized bulletin boards;
• trade union forums;
• contextual advertising.

For those who decide to find the answer to the question of how to make money on tenders, starting in this area of ​​​​such a business is quite simple. Despite this, it is very important to immediately establish a price category for yourself. Basically, companies subscribe to Internet resources, where they get the necessary information about tenders. Such a subscription costs from 8-9 to 19 thousand rubles a year. The services of a person who will regularly provide the client with data on current tender proposals are estimated at 600 rubles per month.

For some novice businessmen in the field of e-business, this amount will seem very small, but this figure is not final, because there may be more than one client. Mostly experienced people who have been working in the field of online auctions for a long time have a client base of 40-50 people. If you make simple calculations, it becomes clear that anyone can make a good profit without leaving home.

How to win a tender from scratch and without experience: Video

Victoria Ryabenko

bsadsensedynamick

# Business ideas

The largest purchases are carried out by the Federal Air Transport Agency, the Department of Construction of the City of Moscow and the Ministry of Defense.

Article navigation

• Types of trades
• Step-by-step instructions for participation in the tender
• Difficulties that arise when participating in the tender:
• How not to fall for scammers
• How to become an intermediary

Winning a tender and selling products to government agencies is a great opportunity for medium and large businesses. To do this, the company takes part in the auction. But is it possible to make money on tenders in Russia? The state is one of the largest customers, and by supplying its products to budgetary institutions, you can make good money. Federal Law 44 "On Public Procurement" regulates the entire process of bidding, so corruption in this area is minimized. Earnings on public procurement from scratch has become a real and profitable occupation today.

You can find suitable applications for the supply of products on the official website of the Unified Information System in the field of procurement. The state is the largest consumer, so even novice businessmen can find a suitable tender on the site and take part in it.

Both legal entities and individual entrepreneurs can participate in the auction. Moreover, according to the law, customers must annually give 15% of IP purchases.

Types of trades

According to the law, the contractor is selected through tenders. They are of different types.

If the contractor is selected in an open way, then information about the order is distributed in all possible channels: in the media, on the official website, and so on. The conditions of the competition are clearly prescribed and documented. As soon as the acceptance of applications ends, the commission determines the winner.

Only companies approved by the customer can take part in the closed tender. This type of auction is held if the information cannot be made public or the order is highly specialized.

Electronic trading is now popular. Contractors can easily get a tender from another region. Applying and tracking results take place online.

Step-by-step instructions for participation in the tender

Today, all tenders are published on accredited sites, and it is easy to apply online. To do this, you need to take care of obtaining an electronic signature in advance.

You can make an electronic signature within 3-8 days in special services. To do this, you will need a passport, SNILS, documents for an individual entrepreneur or LLC.

The first step is to choose a site. There are four procurement portals accredited in Russia.

• Sberbank-AST;
• RTS tender;
• JSC "Goszakupki";
• Agency for State Orders, Investment Activities and Interregional Relations of Tatarstan (website).

The second step is to get accredited. Each portal must be registered separately. For accreditation, you provide a set package of documents. It includes an application form, extracts from state registers, documents for the organization. If an intermediary or a representative of the company participates in the auction, then the head writes a power of attorney and provides it along with other documents.

The application is considered within 5 days, after its approval by the portal, the company gets access to orders.

The third stage is to replenish your account on the portal. There must be a certain amount on the account of the auction participant, since when submitting an application for a tender, the portal freezes from 2 to 5% of the total order value. If there is not enough money in the account, the application will not be approved.

The fourth stage is the preparation of the application. Properly submitting an application is an important step in the process. It consists of two parts: anonymous and informational. The first one is sent to the customer, it does not contain the participant's data. This makes the selection unbiased. In an anonymous form, it is necessary to correctly describe all the advantages of the company, experience, time on the market and services that the company can provide. The information part includes complete data about the performer.

After consideration of the application by the customer, the portal operator reports the decision (positive or negative) to the participant.

Difficulties that arise when participating in the tender:

1. You will need a specialist who understands public procurement and knows how to bid. You can independently study all the necessary information or involve a trained person.
2. You need to have a thorough knowledge of the products you are going to supply, as well as an understanding of the current market situation. This information is necessary for the preparation of the application and the evaluation of the goods. The price should be competitive, but at the same time beneficial for the customer.
3. You will need free capital to complete the order, as the money will be transferred to the account after the execution of the contract.
4. If the competition is held at an electronic auction, then keep in mind that an electronic signature will be required.
5. All documents and licenses must be in order, otherwise you will not be allowed to bid.

How not to fall for scammers

Despite the law that governs the entire process of public procurement tenders, it is possible to meet customers and contractors who use illegal methods.

Follow some rules, and then the probability of falling for the bait of scammers will be minimal.

• Constantly monitor new contests and auctions. An experienced employee will immediately identify a dubious offer.
• Pay attention to the legal address of the enterprise. If he appears in different competitions, then most likely they are scammers.
• Constantly check the conditions that the customer has set. If he changes something, then your company will be out of the competition.
• If the contractor has set a price below the market price, then the goods may be of poor quality.
• If the customer puts too high conditions or requests a special batch of goods that is manufactured by only one contractor, then such a competition is fabricated for a specific company.
• It is better to follow the auction around the clock, then the probability of winning increases.
• Don't forget to check the organization that holds the auction. If she gives her orders to one contractor, then it is not worth wasting time on this tender.

If you suspect that the auction was unclean, and the customer violated the law, file a complaint with the FAS.

Always carefully read the conditions offered by the customer. If the document contains a suspiciously low price, it is better to clarify the information yourself. For example, the tender states that you need to deliver 1000 units of goods for 1000 rubles. However, the market value of one product is 2 rubles, that is, the manufacturer will work at a loss. The day before the deadline for submitting applications, the customer reports a technical error and changes the conditions: 1000 units for 2000 rubles, while the majority of contractors refused this tender. Such cases may occur in practice.

How to become an intermediary

An individual can earn money on public procurement without any investment, if you become an intermediary. To do this, you need to study all the information and draw up documents in order to act as an independent entity.

To learn how to participate in public procurement from scratch, use the step-by-step instructions on how to work according to 44-FZ.

Before the beginning

The first thing to do for someone who is puzzled by the question of how to start working in public procurement is. Pay attention to this task so as not to waste time and immediately focus on potentially profitable trades. If the audit showed that government customers need your goods, works and services, go to the first step of the government procurement instructions for dummies.

Step 1. Preparing the necessary documents

A step-by-step instruction on how to participate in tenders for a novice individual entrepreneur (individual entrepreneur) and LLC (limited liability company) begins with the preparation of copies of the following documents:

• statutory documents;
• documents confirming the powers of the General Director;
• licenses if the activity carried out by the organization is subject to licensing;
• if, in accordance with the law, participation in the SRO is mandatory for the organization.

You may need copies of completed contracts and acts to them, documents on the qualifications of employees, certificates of the absence of debts on taxes and fees.

Step 2. Registration of an EDS and accreditation on the trading platform

Many public procurements for beginners under the law 44-FZ are carried out in the form on trading floors. To participate in them, you must register.

The electronic signature must be enhanced qualified. This is required by Art. 5 44-FZ.

EDS is a flash drive with a digital key stored on it, confirming the authority of the person who uses it. Such keys are issued by special organizations - accredited by the Ministry of Communications. The service is paid, the price of an EDS for participation in trading on all eight trading floors is about 5,000 rubles. in year. After the expiration of the EDS, it must be updated. To obtain a key, you need to submit an application to the certification center and provide a set of documents. Service delivery time is 2-3 days.

Since 2019, there has been a transition to electronic procedures. They are held at eight venues:

There is also a specialized platform for closed electronic trading and state defense orders - .

Step 3. Search for tenders and study of documentation

All purchases under 44-FZ are posted on the website www.zakupki.gov.ru. Electronic requests for quotations and electronic public procurement auctions for beginners are the most optimal procedures. These are fast tenders, they do not necessarily require collateral, the supplier is determined only by price. We recommend starting with them.

Using the service, you can find suitable tenders according to the established criteria. Need to install:

• the range of the initial price of the application;
• delivery region;
• name of the customer;
• notification keywords and more.

Clicking on the notice opens a page containing full information about the ongoing purchase. At this stage, it is important to carefully study the requirements of the procurement documentation in order to learn how to participate in public procurement and correctly prepare an application for the customer.

Pay attention to the requirements for securing an application, providing licenses and certificates, whether documents are needed confirming qualifications and experience. Carefully study the terms of reference and the draft contract for the availability of contract security, deadlines, compliance of the purchase volume with the capabilities of the organization, and the presence of penalties for improper performance.

Step 4. Opening a special account

If the documentation provides for securing the application, then you will have to open a special account under 44-FZ. This concept came into the contract system with large-scale amendments in July 2018. Previously, money to secure an order was placed on the trading account of an electronic platform.

In 2019, you need to open a separate bank account, where the money is located to secure the application, and it will also be debited from it. We have not only prepared step-by-step instructions, but also collected information on the conditions under which banks open special accounts. More about this in the article. Or watch the video.

Step 5. Preparation and submission of an application for participation

The participant's application is in electronic or paper form, drawn up in full accordance with the requirements of the procurement documentation. Documents must be certified by an authorized person of the participant and contain reliable information. A separate instruction will not interfere here. The prepared materials must be sewn, numbered, folded into an envelope, sealed and handed over to the customer at the address indicated in the documentation. submitted electronically through the trading platform. It is important to have time to submit it before the expiration of the deadline specified in the documentation. Late bids will not be eligible for the tender. If the documentation provides, the participant must, before submitting it, transfer the specified amount to the settlement account of the customer or the operator of the trading platform.

The results of the tender are published on the EIS website. How to become a winner, told in the article. You will also need instructions on how to apply.

Step 6. Signing the contract

After the victory, the work with the documents is not finished.

The customer must submit a draft contract. For example, for an electronic auction, 5 calendar days are allotted for this. The winner has 5 days to review the project. Pay attention to the sections:

• deadlines;
• penalties.

If you need to make changes, you can send it once. This right is provided for in Art. 83.2 44-FZ.

Video: step-by-step instructions for participation in public procurement and tenders