What benefits do small and medium-sized businesses receive when participating in government procurement? Is it difficult for small businesses to participate in government procurement? Participation of small businesses in government procurement

Small businesses are often afraid to participate in government procurement: it seems that the procedure is complicated, collecting documents takes a lot of time, and it is impossible to win, because the winners are known in advance. We will debunk these myths and prove that government procurement is accessible to any entrepreneur if everything is done correctly. “Business.ru” has released the first detailed guide on government orders for small and medium-sized businesses.

The only stage of government procurement where it will be difficult to do without highly specialized specialists is settlements with the customer and accounting reporting. But these features are easy, it's inexpensive.

You will have to do the rest yourself. Good news: it's not as difficult as it seems. We present a step-by-step algorithm with practical advice, life hacks and the experience of small companies that have won more than one government order. At the end of the article there is a bonus: what to do if the customer does not pay money for work performed, and how to protect yourself in advance.

Step 1. Decide on the scope of government procurement

Please note: a lot depends on what law the customer works under. A customer who purchases under Law No. 44-FZ can choose absolutely any procurement item that he purchases from a small business. Each customer, according to Law No. 223-FZ, approves and posts on the procurement website a list of goods, works and services that it purchases from small and medium-sized businesses.

Goszakupki.ru", "Supplier"

Most often, small companies participate in purchases where they need to supply food or office supplies. Typically, it is more profitable for customers to work with a small business from their region or city than with a federal-level company. Don't be afraid to participate in procurement. No matter what you produce or what services you provide, there is always a good offer for you.

Is it possible for a beginner to win? Certainly. But for this you need to correctly assess your capabilities. Very often we see that some participants reduce prices below the cost of the project. Yes, they win the bid, and then, having realistically assessed their chances of success, they try to either deliver products of poorer quality or evade fulfillment of the contract.

Before you begin to participate in government procurement, determine the goods or services that you can offer to the customer. Choose the specifics that are most familiar to you - this will allow you to soberly assess how much you are willing to fulfill a government order for and make a profit. Once you gain enough experience, you can expand your horizons and explore new areas.

Valery Ovechkin, individual entrepreneur, expert on making money on government procurement

I started participating in government procurement with small amounts by the standards of government procurement - from 300 to 500 thousand rubles. At that time, I was involved in the event industry and organized large events in my city. Then I tried purchasing in other areas, first related ones - renting a stage, lighting equipment, sound equipment. Then I moved on to areas that I had not yet dealt with: the supply of firewood, machines, chairs for large public spaces. The main thing I understood during this time is that government procurement is a risky business, it is not a “magic pill.” Competitors are constantly being added, there are risks with non-payments, but This is the largest market in the country and it’s simply stupid not to make money on it.

Step 2. Find a tender

Small and medium-sized enterprises can participate in procurements that are carried out exclusively for them, as well as in any others on a general basis.

Bidding procedures are regulated by two Federal Laws - No. 44-FZ and No. 223-FZ. According to 44-FZ there are preferences for small businesses, according to 223-FZ - for small and medium-sized businesses. In such procurements, customers are required to set restrictions on all other bidders. The minimum volume of purchases per year for small and medium-sized businesses under 44-FZ must be at least 15% of the total annual volume of all purchases. According to 223-FZ - no less than 18% (Paragraph 1. Article 30 44-FZ and paragraph 5 of the Regulations, approved by Decree of the Government of the Russian Federation of December 11, 2014 N 1352. Information about restrictions is indicated in the notice and procurement documentation.

According to 44-FZ, small enterprises can also act as a subcontractor for large organizations that have won the tender.

Note! According to Law No. 44-FZ, separate procurements are carried out only for small businesses and socially oriented non-profit organizations (SMP and SONO). According to Law No. 223-FZ - for small and medium-sized businesses (SMEs).

Notices about government procurement are posted on the website zakupki.gov.ru. This is a unified information system (UIS) with information on procurements of all state and municipal customers, budgetary and autonomous institutions, unitary enterprises, state corporations and state-owned companies. It’s easy to find procedures that are carried out separately for small and medium-sized businesses: click on the “Purchases from SMP and SONO” tab on the main page of the UIS.

Competitors without small business status will not come to such purchases. This means your chance to win and get favorable conditions will increase.

The procedure itself, based on the results of which a supplier will be selected, is not carried out in the Unified Information System. From January 1, 2019 Customers determine winners only electronically. All competitive procedures for small and medium-sized businesses are carried out on 9 large electronic platforms. To participate in them, you must be accredited at the sites. For a list of these sites, see the table at the end of the article.

It is important for entrepreneurs who are just starting to master government procurement to know: before being accredited on the site, you need to register with the Unified Information System. Until you enter information about the company into the register of procurement participants, you will not receive accreditation at the sites, and you will not be able to participate in competitions and auctions.

Not all suppliers yet know about Berezka, also known as a single trade aggregator. It is especially useful for small businesses: in this electronic store, federal customers are required to choose their only suppliers. From March 1, 2019 they do all their small purchases here. Moreover, the entire procurement cycle takes place on this site: from the announcement to the conclusion of the contract.

Beware, risk! Avoid bidding where the customer initially has his own contractor, and he prescribes all the conditions exclusively for him. Key signs: conditions that are too narrow or too broad. For example, the warranty period for a product should be 25 years, compared to the typical 5 years for a given product. For small companies, getting involved in such trades means wasting time, money and nerves.

Irina Sklyarova, editor-in-chief of the magazines “Goszakupki.ru”, “Supplier”

Government procurement even has its own terminology for this, which also appears in judicial practice - “sharpening”. This is when the customer specifies non-competitive conditions in the contract that only its supplier can fulfill. If you have read the terms of the contract and understand in advance that the conditions are hardly feasible, and the purchase is deliberately tailored, you simply should not participate in them. It’s another matter if, based on the results, you see that the winner is clearly a figurehead, for example, he is not able to fulfill the order. You can fight this absolutely legally and lawfully. You have the right to file a complaint with the FAS. Complaints are considered within 5 days and an order is issued. If there are indeed restrictions on competition on the part of the customer, the FAS will issue an order to hold the tender again.

Anatoly Maslov, CEO of the IT company Ensign

Even if you win such a tender, the customer will not allow you to complete it - he will hinder the implementation in every way, make demands beyond the technical specifications and make claims on unimportant issues. There is a possibility that the customer will use the result, but will not pay, accusing the contractor of failure to fulfill the contract. This may result in fines and loss of contract security. On one contract we were left with a minus of 300% of the stage price. It is difficult to insure against this if you want to participate in a large number of tenders. Of course, it is worth reading the terms of reference and asking for clarification of the documentation as much as possible before submitting the application. And in no case should you count on the customer’s loyalty and think about the possibility of meeting halfway.

Alexander Inozemtsev, entrepreneur

I participated in a tender for the supply of educational materials. The terms of reference were very simple and, in fact, for 2 million rubles it was necessary to develop six games that would make it possible to find out which of the customer’s employees copes well with their duties and who should be transferred to another position. The yield from the tender could be more than 100%. Already at the development stage, the customer directly said that he was not expecting me as a performer. The terms of reference were not specific; many points put me in an awkward position. As a result, the customer never accepted the work. I had to go to court. Six months later, the court sided with me, and the customer paid the money. Since then, I have firmly adhered to the rules of risk diversification: under no circumstances should I invest in one tender or take out tenders with borrowed funds.

Step 3. Prepare documents for participation in government procurement

The package of documents must be prepared carefully: you can cut off your path to the order if you miss at least one document or submit an expired certificate.

Three mistakes are most often made:

provide an invalid extract from the Unified State Register of Legal Entities (valid for no more than 6 months);
the documents are not stamped by the organization;
documents are submitted by an unauthorized person. For example, the general director and executive director have the right to submit documents. The rest must have a power of attorney that they have the right to represent the interests of the supplier.

Carefully fill out the application form No. 2 (information about the product). As a rule, the customer gives detailed instructions. It must be followed at every point. In practice, due to an incorrectly completed application, about 50% of applicants are not allowed to participate in government procurement.

To avoid making mistakes in the application form No. 2, hire specialists who have extensive practical experience in such work. They will carefully analyze the customer's documentation. These services are inexpensive on the market.

Along with the package of documents, provide the customer with the passport details of the head of the organization that participates in government procurement. Formally, the electronic platform will accept them according to the rules only from January 1, 2019, while the law obliges them to be provided now. We recommend that you do this without fail, otherwise your application may be rejected.

Check if your organization or the director of the organization is on the register of unscrupulous suppliers. The customer most often sets a requirement for participants - absence from this “black list”. If you are actively involved in procurement, one of the customers may have included your company in it, but you were not notified. You can check if everything is in order with your accounting using.

If your company participates in tenders that are held exclusively for small businesses under Law No. 44-FZ, you are required to confirm your status with a declaration (Part 3, Article 30 of Law No. 44-FZ). Participation in the status of small and medium-sized businesses according to Law No. 223-FZ is confirmed by a declaration and information from the register of small and medium-sized businesses (clause 31 of Resolution No. 1352 of December 11, 2014). In any case, you need to be in the SMSP register: if the customer does not find your company on ofd.nalog.ru, he will reject the application.

Step 4. Prepare application security

Securing an application is a kind of collateral for participation in the procurement. According to Law No. 44-FZ with the initial contract price of 1 million rubles. and below, customers may not require application security. In procurement under Law No. 223-FZ with a starting price of 5 million rubles. and below, customers should not require security for applications.

How exactly to provide security - in cash or a bank guarantee - each participant decides for himself. If the customer requires the bid to be secured, the amount of security should not exceed 5% of the initial maximum tender price. In purchases under 44-FZ with a “starting” price below 20 million rubles. The maximum amount of security is 1%.

If the procurement participant decides to provide the application with money, you need to open a special account in one of the authorized banks. Without this, there will be no access to trading. Select the bank in which you can open a special account from the list of Government Order No. 1451-r dated July 13, 2018.

Irina Sklyarova, editor-in-chief of the magazines “Goszakupki.ru”, “Supplier”

Some small business owners are deterred by the need to provide application security. And there is no need to be afraid. Even if you lose the competition, your security will be returned to you. Money to secure the application can be taken from the company’s turnover or borrowed for a while. Such services are also provided on the electronic platforms themselves for a small percentage. Banks issue so-called bank guarantees at a small percentage, and processing takes from 1 to 7 days.

Another opportunity to get money to secure an order is to take advantage of crowdlending platforms. Here you can get the necessary funds to participate in government procurement without going to banks, and the procedure itself is simplified as much as possible. An example of such a platform is Penenza.ru.

Galina Kharnakhoeva, crowdlending platform Penenza.ru

During 2017 and the first half of 2018, at Penenza.ru we issued 14,000 loans to representatives of small and medium-sized businesses to participate in state tenders in the amount of 14.7 billion rubles. The most popular loans and, accordingly, government tenders are for construction and repair work, for the supply of food, drinks, clothing and other manufacturing products, for maintenance services for buildings and territories, security and other administrative and economic services. The most common loan for participation in state tenders is for an amount of up to 1 million rubles. Peak requests are April and November.

Step 5. Go through the government procurement procedure

From January 1, 2019, all auctions under laws No. 44-FZ and No. 223-FZ will be conducted exclusively in electronic form. This will make the procedure more transparent and fair.

All procurement for small and medium-sized businesses is carried out only in a competitive manner in four forms: competition, auction, request for quotations and request for proposals. To find out exactly how each procedure goes, click on the orange blocks:

How does the competition work in electronic form?

The customer enters the purchase into the schedule.
The customer prepares a draft contract, which includes a mandatory condition on payment to the contractor.
The customer places a notice, procurement documentation and a draft contract in a unified electronic system.
The customer accepts applications from procurement participants. The procedure takes place in two stages. At the first stage, participants submit price proposals, reducing the initial contract price. At the second stage, all participants, except the leader, have the right to improve their price offers. After the competition has passed on the site, the results are sent to the customer. They are reviewed by the customer's commission. If the leader’s application meets the documentation requirements, the customer recognizes him as the winner.
The parties enter into a contract. This happens after the winner provides security for the contract - from 5 to 30% of the initial contract price. The contract is signed on an electronic platform.

How the auction and request for proposals proceed in electronic form

The customer places a notice in the unified information system and indicates the timing of the stage. All auction participants are subject to uniform qualification requirements, which are specified in the procurement documentation.
Participants fill out applications and prepare documentation. This is how they confirm that they meet the qualification requirements.
The customer rejects applications from companies that do not meet the established requirements.
Accepted participants submit their price proposals. To do this, they enter the electronic platform on the specified day and time and take part in the electronic auction or request for proposals procedure.
The winner checks the customer's draft contract, signs it with a qualified electronic signature and, together with a bank guarantee or payment order, sends it to the customer through the operator of the electronic platform.

How does a request for quotation proceed in electronic form?

An important difference between a request for quotation and other forms of bidding is that an enterprise does not need to have bid security to participate. In addition, the organizer does not have the right to require any documents from the participant other than an application in the prescribed form.

This form implies that the contract is awarded to the participant who offers the lowest price for its implementation. The contract price should not exceed 500 thousand rubles. The customer shall place the notice of bidding in the public domain.

Irina Sklyarova, editor-in-chief of the magazines “Goszakupki.ru”, “Supplier”

There are situations when, at the last stage, the supplier realizes that he cannot participate in the competition. For example, you planned to supply a product whose price is tied to the dollar exchange rate. We submitted all the documents and an application for bidding, but suddenly the dollar exchange rate jumped seriously. You understand that this government order will become unprofitable for you and you will not be able to fulfill your obligations. How to avoid the consequences in this case? You can refuse to continue to participate in the auction, but in this case you will lose the amount that you transferred as security for the purchase. But, more often than not, it's better than not fulfilling a million-dollar contract, pay penalties and penalties and get included in the register of unscrupulous suppliers.

Step 5. File a complaint with the FAS if the customer violated the rules of public procurement

If you understand that the customer was wrong at one of the stages of government procurement, file a complaint with the FAS. This can be done in paper form or use an electronic application with a digital signature. You can send an application in four ways: through the official website of the service, through the State Services website, by mail [email protected] or a letter to the address 125993, Moscow, st. Sadovaya-Kudrinskaya, 11. Be sure to indicate in the document:

information about the applicant, including postal address, e-mail, telephone;
information about the person whose actions or decisions you are appealing;
purchase number, unless you appeal the actions of the operator of the electronic platform;
reason for contacting;
documents confirming the applicant's arguments;
list of attached documents.

Sign the application with an electronic signature if you are sending the complaint electronically.

Bonus: What to do if the customer does not pay money for work performed and how to protect yourself in advance

Even an honest entrepreneur who fulfills all procurement requirements may encounter the following problem: the customer accepts the work, but does not pay the money. The arguments are usually as follows: there is nothing to pay, the enterprise is municipal, the limits have simply been revoked.

Andrey Mikhailov, CEO of FELIX company

In 2015-2016, we supplied furniture to the facilities of the Vostochny Cosmodrome and the city of Tsiolkovsky. The total amount of concluded contracts amounted to more than 1 billion rubles. We supplied a significant part of the furniture, but due to internal problems the customer never paid for it. To fulfill large orders, small businesses have to take out loans from banks and repay them from the money that the customer pays for the work performed. Therefore, a delay in payment under a government order or non-payment can put an entrepreneur in a very difficult financial situation.

What to do in this case? File a legal claim stating that in case of non-payment you will demand a penalty. Small business contracts must be paid within a limited time frame. For example, according to Law 44-FZ - within 15 working days (clause 8 of Article 30 of Law No. 44-FZ), according to Law No. 223-FZ - within 30 days. If you don’t have an in-house lawyer, turn to outsourcers.

Irina Sklyarova, editor-in-chief of the magazines “Goszakupki.ru”, “Supplier”

In the contract, each customer is obliged to stipulate the responsibility of the parties in case of failure to fulfill obligations. This concerns not only the party that performs the service or supplies the goods under the contract, but also the responsibility of the customer himself to pay for the work performed on time. This clause of the contract includes penalties and fines. That's why Please read the draft contract carefully before participating in the procurement.
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Small and medium business criteria:

44-FZ

The law uses the term “small businesses,” or SSEs. Conditions of participation are dedicated.

Quotas for SMP

Customers must purchase at least 15% of goods and services from SMP from the total annual volume of purchases. Every year, before April 1, they publish a report on purchases from SMP for the previous year in the Unified Information System. It can only include those purchases in which an advantage for small businesses was indicated and these purchases took place. If the quota is not met, the institution will receive a fine of 50,000 rubles.

What procurements does SMP participate in?

SMP can take part in any procurement if the company meets the customer’s requirements and can fulfill the terms of the contract. But purchases that the customer must carry out specifically among small and medium-sized enterprises are more interesting. This means that there will be no representatives of medium and large businesses among competitors. Even if such participants submit applications, the customer will reject them.

The initial price of such purchases should not exceed 20 million rubles. To participate in them, the organization provides a declaration of belonging to a small business. In electronic procurement, the declaration is generated by the trading platform itself; you only need to sign the document with an electronic signature. For paper purchases, use the declaration form provided by the customer or our template.

The customer can purchase from small businesses using any competitive procedures:

(including a competition with limited participation, a two-stage competition)

What benefits are available?

1. Representatives of the SMP may not provide the contract with money if they have experience in executing government contracts (clause 8.1 of Article 96 of 44-FZ):

There must be at least three such contracts and they must be executed without fines or penalties.
Amount of contracts submitted- no less than the NMC of the current purchase.
Information about contracts must be entered into the contract register. An extract from it will confirm the winner's good faith.The amount of security is calculated from the winner's price, not the NMC.

2. In government procurement with advantages for SMP and SONCO, the customer will set the amount of contract security based on the price of the government contract, and not the NMC.

For example, a customer holds an auction among SMPs for the purchase of computer class equipment from NMC for 2,530,000 rubles and has set the contract security at 5%. The winner dropped to 1,980,000 rubles. Consequently, contract security will not amount to 126,500 rubles. (5% of the NMC), and 99,000 rubles (5% of the winner’s price).

The same rule applies to purchases with a 25% reduction when anti-dumping measures are turned on. But in any case, the contract security must be no less than the advance payment.

3. The customer must return the contract security and pay for the goods/work no later than 15 working days from the date of signing the acceptance certificate (Part 8, Article 30 44-FZ). These clauses must be included in the contract with the SMP.

223-FZ

The law uses the term “small and medium-sized enterprises” (SMiSP or SME). The rules for the participation of SMEs in procurement under 223-FZ are set out in Article 3.4, and there is also government decree No. 1352, which regulates such procurement. Customers are controlled by JSC Federal Corporation for the Development of Small and Medium Enterprises.

Quotas for SMEs

Customers must purchase at least 18% of the total volume of goods, works or services from SMEs. Only concluded contracts are included in the quota. The winners of the purchases are taken into account:

Only SMEs could participate.
The winners are required to attract SMEs for subcontracting: procurement participants describe in their applications a plan for attracting subcontractors from among SMEs.
“On a general basis”: any supplier could participate, but SMEs won.

At the same time, 15% of contracts must be concluded strictly among SMEs. If an announced purchase among SMEs does not take place, it will not be included in the report.

What types of procurement can SMEs participate in?

The government has obliged the purchase of goods from small and medium-sized businesses to only four types of competitive procedures - auction, competition, request for quotations, request for proposals. All these purchases arecompetitive in accordance with 223-FZ, therefore the customer:

Responds to the request for proposals within three working days from the date of receipt of the request (if such a request was not received later than three working days before the application deadline).
Can cancel a purchase only until the deadline for accepting applications has expired and in case of force majeure.
Extends the deadline for submitting applications if something has changed in the documentation.
Concludes a contract with the winner no earlier than 10 days and no later than 20 days from the publication of the final protocol.

Purchases from SMEs under 223-FZ are carried out only at eight ETPs of government procurement (the same ones where all purchases under 44-FZ take place).

Is it possible to build a business on government procurement from scratch? Yes, definitely. Is it difficult to do? Not if you know how. Government procurement for small businesses and mid-level entrepreneurs can provide invaluable assistance. And within the framework of this article, various aspects of this matter will be considered.

general information

Entrepreneurship lives on the production of goods, trade and provision of services. The state needs all this and can become a regular customer. For a business, this situation is an excellent way to expand its sales market and increase turnover. You can often come across the opinion that there is no point in getting involved with 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 face significant competition. But if you offer favorable conditions, consider that the contract is already in your pocket. And electronic auctions, where all conditions and needs are indicated, provide enormous assistance in this. Competition 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 considered unsuccessful. And the reason is funny - there are no participants willing to take part in them. Suspicions (not groundless) may arise about some specific moments, and they really do occur, but not on such a scale. As a rule, such a situation arises precisely because there really was no one who was 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 yourself. 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 government business support services. To begin with, you can pay attention to not very large, but still very real electronic auctions, where there will be a small number of competitors. After this, you must submit an application for participation in it and attach all the necessary documents. The tender commission will choose the most advantageous offer (the one that meets all the requirements and has the lowest price). With a reasonable approach, government procurement for small businesses turns into a profitable source of income.

How does it work?

Within the framework 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 based on the auction principle allows you to monitor the integrity of the commissions’ work and complain to the appropriate authorities. But still one point should be taken into account. Any commercial organization can take part in tenders, but to be admitted you need to know the rules and algorithm of work. Therefore, the following will be carefully considered:

Operating principles of the public procurement system.
Open and closed competitions.
Auction (including electronic).
Who can take part?
Specific points.
Let's start cooperation.

Principle of operation

If you are interested in, say, a government 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 the 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, mechanical engineering, space sector, education and others.

But there are strict requirements for tenders. And first, the process of selecting a contractor for the production of goods and provision of services should be as transparent as possible. Once the organization meets the requirements, 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 apparent simplicity, there are often cases when organizations resort to legal tricks that influence the choice of contractor. In order to avoid becoming a victim of such circumstances and build a successful business in the field of government procurement, you need to carefully study how this system works. In the Russian Federation, several types of tenders 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 websites. In general, everything is done to find the optimal contractor. To conduct an open competition, a large amount of material is prepared, and all conditions are documented. Applications are being received throughout the month. After this, an opening procedure is carried out, and the founding commission decides who will carry out the order. This approach, however, requires regular monitoring of relevant sources, which is not very convenient. A special feature of a closed competition is that the customer independently establishes a circle of performers who can cope with the order. This approach is practiced in cases where it is necessary to work with confidential information or the work being performed is very specific. Although it can also be used when it is unprofitable to familiarize numerous performers with it.

Auction

They, just like competitions, can be open or closed. In this case, the contractor is selected on the principle of “ready to perform the required amount of work for a minimum amount.” Moreover, the rate reduction is carried out according to pre-established parameters, which is regulated by law. A special 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 submit your application 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 using electronic auctions. Modern technologies make it possible to make the process of selecting 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, what will stop him from reporting to the police and prosecutor’s office?

Who can take part?

Many people are especially interested in the question regarding individual entrepreneurs. They can take part in government procurement, but there are certain restrictions. Thus, individual entrepreneurs cannot participate in those tenders that involve working exclusively with a legal entity. In all other cases, in order to participate in the process of meeting the needs of the state, you simply need to meet the customer’s requirements and it is highly desirable to have successful experience in the chosen category of entrepreneurship. And what form of organization there will be - an individual entrepreneur or a legal entity - does not matter. It is only important to obtain an electronic digital signature and register on the public procurement site that has been accredited.

Step-by-step instructions for entrepreneurship

Now let's look at how to build your business on government procurement from scratch. A more convenient option is to work with electronic resources. Therefore, attention will be paid to them. This state of affairs is facilitated by easier interaction, the absence 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:

Receive an electronic digital signature. In the modern world, it is becoming increasingly necessary for every entrepreneur and legal entity. Why? The fact is that, according to the legislation of many countries, including the Russian Federation, an electronic signature is equivalent to the standard signature of a director. It was just created specifically for use via the Internet. And in some areas of activity it is even stipulated that without an electronic digital signature you can’t do anything.
Select a site. After the electronic 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 platforms that offer: Unified Information System in the Field of Procurement, OJSC State Procurement, RTS Tender, Sberbank-AST. Of course there are others. Which one to choose among them 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.
Passing accreditation. To register and gain access, you must identify yourself. This procedure is carried out for each portal separately. For accreditation, it is usually enough to fill out a special registration form and attach constituent documents, such as: charter, extract from the state register, power of attorney to participate in tenders (if this is not directly handled by the head of the organization), certificate. After this, the portal administrator must review all documentation within 5 days.

Small steps towards a great future

So, you have access to everything you need. What to do now? The entrepreneur's next steps will be:

Use of collateral. Initially, you will need to place funds in an account that is linked to the site. When an application is submitted, the system will withhold up to 5% of the tender cost. After the auction is completed, the amount will return to its owner, and it can be returned without hindrance. If there is no money, the application will not be submitted.
Drawing up an application. This is an important stage that many people underestimate. The success of the 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, execution, consent to carry out the work, etc. is written that the contractor deems necessary. After receiving all the information, the customer informs the portal operator about his choice. And he is already contacting the performer.

As you can see, the business process of “government procurement” is not as scary as it might seem at first glance. In addition, newcomers to this business can be approached from the position of “the eyes are afraid, but the hands do the work.” And over time, when you have enough experience, these actions will not create difficulties.

Useful rules

So we looked at what government procurement is. Small and medium-sized businesses, if they just want to, can make good money from 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 business plan for government procurement. There is no need 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, until completion. 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 cunning mechanism for selecting the performer that is needed. It is also necessary to be attentive to those customers who set prices several times lower than the market. Most likely, this indicates dishonesty. It wouldn’t hurt to create a blacklist or use something similar made by another person.

Unfortunately, the government procurement business also has such a negative side. In this case, it would also be a good idea to study the reviews. In addition, you can also see how a person writes in the comments. If it is polite, a successful outcome is more likely, if it is rude and boorish, expect problems. Now the participation of small businesses in government procurement, as well as mid-level entrepreneurs, is still new. But if you already have a desire to become an entrepreneur, then it will be much easier to act in this field.

Conclusion

It is necessary to make significant efforts to ensure that the share of small business participation in government procurement constantly grows. After all, although this is not a lot, it is jobs, and, potentially, medium and large businesses in the future. And what state would refuse to grow large companies and enterprises like potatoes in garden beds? Therefore, it is necessary to support and give the opportunity to do business to everyone who wishes. After all, the government procurement mechanism can be called a protectionist tool that helps to intensify the creation of our own powerful and confident economy, which we so need in these difficult times.

The official website of the unified information system in the field of procurement is intended to provide free and free access to complete and reliable information about the contract system in the field of procurement and the procurement of goods, works, services, by certain types of legal entities, as well as for the formation, processing and storage of such information.

The procedure for posting information on the Official Website of the EIS and its content is regulated by Federal Law dated 04/05/2013 No. 44-FZ “On the contract system in the field of procurement of goods, works, services to meet state and municipal needs” and Federal Law dated 07/18/2011 No. 223- Federal Law “On the procurement of goods, works, services by certain types of legal entities”, as well as relevant by-laws.

The Unified Register of Small and Medium Enterprises is posted on the official website of the Federal Tax Service (FTS of Russia).

The register includes information about legal entities and individual entrepreneurs that meet the conditions for classification as SMEs, contained in state registers of legal entities and individual entrepreneurs, and tax accounting data.

SMEs, upon application, have the right to include in the register information about their products, their experience in participating in procurement, and their participation in partnership programs with major customers.

Information about whether a business entity belongs to the category of SMEs is updated annually on August 10. Some information (about newly created legal entities, newly registered individual entrepreneurs, about the exclusion of information about legal entities, individual entrepreneurs who have ceased operations, about changes in data that individualizes the entrepreneur, about data that the SME entity additionally enters into the register) is updated monthly.

The information and analytical system SME Business Navigator was created by the SME Corporation in order to provide marketing and information support to entrepreneurs. It includes marketing tools aimed at reducing market risks when opening and expanding a business by revealing available market niches and systematically calculating sales potential and financial and economic indicators.

In the SME Business Navigator, 90 of the most common types of localized business, mainly services, have been selected in such areas as catering, retail trade, personal services, maintenance services, etc. For each of them, a list of standard business formats has been defined and business plans have been developed with marketing strategies, investment and operating costs, financial and economic results and return on investment. In total, about 300 sample business plans have been developed.

The basic function of the SME Business Navigator is also to provide one-stop access to information about all types of federal, regional and municipal support for entrepreneurs, financial and credit products.

With SME Business Navigator you can

Select a business
Calculate a rough business plan
Find where to get a loan and get a guarantee
Find out about measures to support small and medium-sized businesses
Find business premises for rent
Be aware of the procurement plans of the largest customers

Information and communication service for SMEs "TASS-Business"

The Russian Information Agency TASS, in partnership with SME Corporation JSC, has launched a number of free services for SMEs using the new modern online business communications platform TASS-Business.

SMEs have access to services for rapid comprehensive verification of counterparties using more than 15 parameters; convenient search for procurement announcements; posting current contacts and advertisements about your company; analytical support.

For large companies, TASS-Business offers services that facilitate the search and interaction with potential suppliers, which will help make the procurement activities of such companies, including those with government participation, more efficient.

To participate in trading on electronic trading platforms, you must use an electronic digital signature (ED). Customers and suppliers exchange electronic documents that confirm a certain responsibility of the parties for actions performed in the system. The legal significance of these documents is ensured by an electronic signature (ES). With its help, electronic documents receive the same legal force as traditional paper documents signed by hand. The legitimacy of the use of electronic signatures is regulated by the Federal Law of the Russian Federation of April 6, 2011 N 63-FZ “On Electronic Signatures”.

EP allows:

1.1.Types of tenders.

1.2 What documents are required to participate in the tender.

1.3 Rules for participation in tenders.

2. The difference between government procurement and tender.

Is it possible for an individual entrepreneur to participate in tenders?

What is a tender

Tender - translated from English tender - bargaining, competition. In Russian legislation, according to entrepreneurs involved, in principle there is no such concept, but everyone has long been accustomed to this name for purchasing certain goods. That is, a “tender” is an event that is held with the aim of attracting more suppliers of a particular product and selecting a more suitable contractor to complete the assigned tasks.

Today, there are trading platforms on which customers place their orders, and performers, accordingly, place their lucrative offers. You can easily find a list of trading platforms where any organization, company or enterprise can participate in tenders:

There are also platforms where public auctions are carried out. Which one to choose depends on the type of your activity. We also bring to your attention a list of the TOP 20 tender sites in the Russian Federation that use enhanced qualified electronic signatures:

http://fedresurs.ru
http://eais.rkn.gov.ru
http://fips.ru
http://gisee.ru
http://akot-info.rosmintrud.ru

Types of tenders

A construction tender is work related to the construction of buildings and structures, but not to their major or current repairs. First of all, the performer needs to know this. The organization must have extensive experience in the construction of buildings and capital, and can also take. There are some rules on how to participate in a construction tender so as not to fall for a dishonest customer.

property liability;
IP cannot be sold. Your increased rating due to participation in tenders will not affect the alienation of the enterprise in any way.

That is, before taking part in the tender as a supplier, you should soberly assess your capabilities in all directions, and also look at our website.

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