Is it possible to make money on electronic trading. Is it possible for an ordinary person to make money on tenders and public procurement? What documents are needed to participate in the tender

Dmitry Glazunov — CEO 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, the clients of one of the largest operators electronic trading, a single electronic trading platform, are more than 300,000 customers and more than 450,000 suppliers, 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:

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.
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.
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:

The company works with customers different levels- from ministries to schools (does not divide clients into status and non-status).
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).
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 a lot of unscrupulous suppliers who “customize” the characteristics of their product 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 higher economical effect compared to traditional solutions. No less complex supply requirements medical equipment. 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.

Tender activities in recent times become in a good way generating additional income not only for the owners of large and small companies, but also for those who do not have their own 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 get busy profitable business at home, a person who plans to make money at tender auctions must have a computer with Internet access and a desire to receive 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, this 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 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

Tendering has become very popular in the last few years. The main customers are government and commercial enterprises, therefore, at such auctions, supplying their products to institutions, you can make good money. This is a good promotion opportunity. small business. Various enterprises are looking for suppliers of goods and contractors, and the winner receives a stable consumer, financial support, work and a good income. Tenders are held very often, but not everyone knows how to make money on tenders, and whether this is possible in principle.

How the system works

The essence of the game is the same: all participants offer their services and goods, while observing the conditions of the customer, in order to win. The organizer of the tender has the opportunity to choose the most profitable contractor, and the participant who won the auction - a regular consumer, the amount of work and the sale of goods, thereby receiving economic benefits.

How to participate

The customer can be individuals and organizations, commercial structures and state enterprises. The state is one of the largest consumers, so most entrepreneurs and small businesses try to take part in such auctions. By law, you can participate in the tender individual entrepreneurs and legal entities.

To start bidding, you need to open an individual entrepreneur or LLC, be a conscientious taxpayer and meet the requirements of the commission. If an application is submitted in in electronic format, you will have to issue an electronic signature in advance, or collect the entire package of required documents and take it to the appropriate office.

For trading on the Internet, you will need to select a suitable site, register on it and obtain accreditation, that is, provide all the information about the company and about paying taxes.

Type of auctions

There are several types of trades:

Open bidding - when information about the tender is publicly available, and anyone who meets the conditions of the tender can take part. All competitors submit applications and the necessary package of documents. When all bids are submitted, the bidding commission selects the most profitable contractor.
Closed auctions. As a rule, only those enterprises that are approved by the customer himself, or are engaged in a narrow specialization, participate in such an auction.
Electronic trading. Contractors from other regions can participate in this, since the submission of applications and the drawing take place electronically.

It is more likely to win state lots, since there are more stringent regulations and, according to the law, the customer should not be interested in who exactly will become the winner. It is this principle that helps many aspiring entrepreneurs to win and earn on tenders without investing in initial stage. So, is it possible to bid without initial capital?

Pros and cons

Tenders are not earnings for beginners, because customers give more preference to enterprises with experience in the service market. In addition, you need:

Have digital signature, depending on the selected trading platforms.
Have or open your own business, register a legal entity.
Spend some time tracking the process and picking better deals.
Register on the sites. Sometimes registration fees are required.
You need to have financial security in the form of 15 percent of the amount offered by the customer. This amount of the contractor's money is reserved before the start of the tender.

For beginners, the above rules are not always feasible. But if you look from the other side, there are pluses in this, thanks to which anyone will learn how to make money on tenders without investment or at minimal cost:

You can choose contests that do not require electronic signature and submit documents in paper format.
It is not necessary to register on public procurement sites.
Not all tenders require the guarantee to be paid prior to the start of the auction. The money is paid after its completion or the fulfillment of the terms of the contract.
Individuals can also participate in the auction, but only if the organizers are local authorities or enterprises. For a wider selection of applications, you need to open an IP.
Registration legal entity doesn't take much time.

Even as a business owner, you can have both physical and legal registration, increasing your chances of winning.

The nuances of earnings on the tender

Representatives of small businesses and private entrepreneurs are wary of the idea of participating in tenders, explaining that everything is seized, bought and it is known in advance who will be the winner. Inexperienced and short-sighted managers may not risk wasting their time bidding. But how to make money on tenders and not lose money if you are engaged in the supply of goods or services?

To become a bidder, you need to get acquainted with what the customer wants, what types of services he needs. Government orders are published on special websites, and if you look through them, you can quickly find the order you are interested in. Even if the cost of the work does not correspond to the market, you can contact the organizers for information on this issue. Many potential applicants, seeing the inappropriate cost, will refuse the competition on their own, and you may have a chance to become a participant and, possibly, even a winner.

Or vice versa, the cost of trading is too tempting. Perhaps such prices for services are set specifically for a particular company. Participating in the struggle for such a tender also makes sense, especially if you know how to bargain, and your products and services meet the requirements of the customer. It will not be superfluous to check the reputation of the customer company to identify fake winners. If the same legal entities became winners in previous auctions, then the probability of making money on tenders is reduced to a minimum, and it is not worth wasting your time on such a tender.

The practice of bidding over the past few years has proven that the commission gives preference to those participants who do their job and deliver goods at an affordable price. However, you should not deliberately underestimate the cost of services. Then how to make money on tenders? The answer is simple - to prove their performance.

Competent approach

The shadow of doubt that auctions are not always fair is always there. But if you think only about this, then you won’t be able to make money at auction and expand your activities. If you are already wondering whether it is realistic to make money on tenders, then it's time to start acting. To eliminate risks and possible errors in bidding, it is recommended to obtain as much information as possible about how the contract system for providing organizations with services works, various goods. Next, we will consider how to make money on tenders in principle.

Some tricks

Patience: Carefully and patiently tracking customer requests can help win. Anything can happen. A technical error, a change in the cost and type of services required by the organizer, as well as other points can play into your hands, while others have already abandoned the competition for this lot.

Frequent bidding: the more often you take part in different competitions, the more likely you are to win and find out if you can make money on tenders in this way. This is a truly valuable experience.

Adequate assessment of opportunities: there were cases when the contractor deliberately underestimated the cost of services in order to win the lot, and then could not fulfill the set conditions even at the price that he himself offered.

A good application: a well-written application for participation is yours business card. You need to clearly formulate your proposal, and most importantly - write it without errors. Sloppy applications are ignored by customers in most cases. Show your serious approach to business and that you are really ready to cooperate.

Help from a specialist

Most likely, if you have never participated in an auction before, then you should consult with your accountant, who will evaluate economic situation enterprises and say whether it is realistic to make money on tenders in this or that case.

Participation and winning the competition can improve financial condition firms. Providing the customer with information and documents confirming the quality of the services provided and the profitability of further cooperation increases the chances of winning. And there are a lot of little things and documentation in which an experienced economist is well versed.

In addition, in order to withdraw your candidacy for full-fledged bidders, it would be useful to stay up to date on the market and have information about how much they earn on tenders, how much your product is in demand. A specialist in this matter will help you competently prepare documents, issue guarantees and even accompany your participation in the auction.

Financial guarantor

One of the requirements tenders is a financial guarantee. The customer requires 10 to 15 percent of the tender amount to be paid into the application in order to be sure of the solvency of the future contractor. In the future, this money will go as a penalty or financial loss in case of non-fulfillment of the terms of the contract. There are three types of guarantees:

Tender guarantor - 5 percent of the lot value. Guarantees to the organizers that the winner will fulfill his obligations after the auction. The amount is paid at the time of signing the contract.
The guarantee under the contract is about 10 percent to cover fines, penalties and other unforeseen situations.
Bank guarantee - up to 30 percent of the amount invested by the customer. It goes to pay advances to the contractor and is paid by the bank.

In almost all auctions, a certain amount of money is required to be deposited, which guarantees the organizers the solvency of the candidate. If the winner refuses to fulfill the contract unilaterally, the fee is not refundable.

bank guarantee

One of the answers to the question of how to make money on tenders and public procurement, without having a lot of money at your disposal, will help you find the answer. This method helps to gain financial wealth from scratch. Banks provide various conditions when issuing such guarantees to firms, but more often this is formalized as a loan. And for the organizers of tender auctions, this is more than a reliable guarantee. Even with the minimum amount of the guarantor, you can make it, and then do your job (in case of victory) at the expense of the advance paid by the customer.

How else to make money on tenders

There are companies that participate in the competition for the lot, but do not have the slightest experience in the service they are competing for. They just lower the cost and wait. If their bid wins, the companies either provide services on their own or sell the won lot to those who can realistically fulfill the set requirements under the contract. You ask: is it possible to make money on tenders in this way? Yes, if you have good experience in similar transactions.

On the forums you can find announcements of help in tenders. To win, you can use the services of such comrades who know their business. For a fee, they can win any deal for you. Even blacklisting and tender penalties do not scare anyone, because a successful deal completely covers any costs.

There are special business support centers that can advise on this issue, assess the capabilities of the company, and even advance government orders on favorable terms.

Goal to win

To participate in tenders and start making money on them, you need to work a little, set goals and achieve them. You need to improve your skills and develop. You can visit thematic conferences or chat with those who specialize in tenders.

Such activities require vital energy because a lot of information is processed in the head. Combining excitement and calmness, you can enjoy success and victories.

Participate or not

So, now that you have learned how to make money from tenders, the decision whether to bid or not is up to you. Such auctions can significantly increase your profits, provide an additional front of work, a stable consumer.

Doubts that the winner has already been chosen in advance and that the auction has been paid for can be hidden in a dark chest. The new legislative rules for conducting tenders have made the selection process among all participants transparent.

Cooperation with municipal and federal authorities within public procurement gives a guarantee that all the conditions of the contract will be fulfilled. It is possible to make money on public procurement, you just need to know the features, pitfalls and be prepared not only for hard work after winning the competition, but also for losing.

It is possible to sell your products or services to budgetary institutions in only one way - ( electronic auction). It is also a good chance to reach out to large corporations, which most often also announce tenders and competitions for the acquisition necessary products(or services).

By participating in electronic auctions, new sales markets will open. So, working in St. Petersburg, for example, with the help of won auctions, you can easily sell your product to an institution located in another region of the Russian Federation. Another big plus of participating in electronic auctions is saving time and money, since communication takes place without intermediaries.

Earnings on public procurement are real, because the state is a large and reliable customer.

There is a widespread opinion that it is impossible to make money in the public procurement system, because “everything is bought and determined long ago” there. It's not new the federal law FZ-44 "On Public Procurement" minimizes the level of corruption.

Important! How to work with public procurement - take part in the auction.

When studying tenders and quotes, it is important to know a few details:

visit the public procurement website at least two to three times a week. This will allow you not to miss a good tender;
if in an announced competition the declared price differs from the market price by several times, it is better to call the organizer and clarify the situation. It is possible that a technical error was made in the application and then you will become a bidder, while most of your competitors will simply refuse to participate in quotations;
if you find that the conditions for participation are very favorable, most likely the documentation was made for a specific organization that should win. If you qualify, don't be afraid to bid like this, you have a good chance of winning if you trade well;

Important! If you are concerned about the question of how to learn how to work with public procurement, first of all, you need to soberly assess your capabilities, since participation in the auction gives not only a good chance to earn money and reach new level, but also imposes great responsibility in the form of strict observance of the terms of the contract.

Next, register on the official website http://www.zakupki.gov.ru, study quotes and apply.
Study in detail the documentation of the announced competition and the terms of the contract. Failure to comply with the conditions will automatically blacklist you.
take the time to check the reputation of the institutions that organize the tender, and also make a list of companies that are not suitable as partners. If you find that the same companies have won in the institution over the past years, you can not even spend money and time on bidding;
specify in the FAS why the result in the competition is exactly that. You have the right to be informed about it even if you did not participate in it;
participation in competitions in most cases requires financial support, which is sometimes difficult to obtain. So get ready.

How to participate in procurement

In order to make money on the sale of its goods and services, the state must take part in public procurement. Otherwise it won't work. It remains to solve another question: public procurement - how to work.

Everything is simple here:

register on the official public procurement portal (see);
go through all the formalities in the form of providing various documentation;
make a digital signature(for convenience and efficiency);
monitor applications;
apply(if it is a quotation), or prepare a package of documents and send it (in the case of a tender or electronic trading).

Important! The public procurement portal equalizes all participants, giving them the same chance of winning.

Undercurrents

Most of the bidders complain about government customers, operating on the fact that:

without rollbacks is impossible;
very strict conditions are prescribed in the contract;
payment under the contract is often delayed;
competition in this industry is very high;
the customer is forcing prices to be reduced to a minimum.

Yes, no one said that it would be easy, there are unscrupulous competitors everywhere, everyone has heard about kickbacks in state structures. But, despite the fact that the customer is the state, there is also competition, its own characteristics and opportunities, as in any other industry. Because this is a business.

Besides:

if you think that you lost the tender or auction because the competitor kicked back (or is a relative/front man), contact the FAS. If you are right, the results of the competition will be canceled and you will again have a chance to win;
As in any contract with a counterparty, the state contract contains all the conditions that must be observed. Peculiarities can only be that the state controls the spending of budgetary funds very tightly, and therefore the conditions of prepayment, delivery times, and so on. may also differ slightly from the contract with commercial structure. Do not forget, government money is taxes collected from you as well;
the minimum prices for the most part give a small profit, but in return you get a tremendous experience of cooperation with the state apparatus, increase the turnover in your company, reach a new level. Each contest won gives, albeit a very small, advantage to winning the next contest. Reputation means a lot.

Of course, as in any business area, it is possible to make money on public procurement, but there are some disadvantages:

non-payment under the contract when all conditions are met. There is only one thing left - to go to court. These are nerves, money, missed opportunities - but you will still get your money. In addition, local authorities have been struggling with similar problems lately;
work, as they say, "for food." For small companies, winning the competition makes it possible to increase turnover, stay afloat, which can be a salvation. For large companies is an opportunity to reach a new level. Nevertheless, earnings on public procurement are real, albeit small in some cases.

What do we get as a result

Not always everything is bought in public procurement. Often you really need a quality product (or service) at an affordable price. The state order sector is stable and large.

Participation in competitions and quotations enables businesses to:

expand the sales market;
enter new territories;
have a constant flow of orders.

It is not easy to make money on public procurement, you should not hope for an accidental victory, you must carefully prepare for it. The preparation and the bidding procedure itself require a well-thought-out approach from the participants, it is also important to understand that one must take part in the bidding constantly, having a long-term strategy for participation and development.

Earnings on public procurement requires time, effort and investment. Then it will become more than real to win and earn money.

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:

No. 44-FZ of 04/05/2013 - "Law on contract system in the field of procurement of goods, works, services to ensure public and municipal needs».
No. 223-FZ of July 18, 2011 - “On the procurement of goods, works, services certain types 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:

bodies executive power;
companies, corporations, natural monopolies (for example, Gazprom);
autonomous, unitary enterprises; budget institutions;
enterprises providing water, gas, heat supply;
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 required to use competitive ways selection of performers (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 to suppliers of goods, service providers:

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

The entire procurement process, from drawing up plans to identifying suppliers and signing a contract, is carried out in a single 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 EIS works exclusively as technical system, performing functions such as:

formation, processing and storage of data on the state order;
providing access to suppliers to submit applications;
ensuring the exchange 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:

purchase notice;
documentation, explanations;
draft agreement.

The term for making changes is 15 days, and when, at the conclusion of the contract and in the course of its execution, they change essential conditions: 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:

stationery - 5200;
spare parts for cars - 3;
medical supplies - 43;
repair - 800,000;
audit services - 243;
refilling cartridges - 192;
furniture - 74,000;
repair copy equipment — 703;
IT services - 793;
household goods - 2700;
detergents — 3600;
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 permit for a certain type of activity.

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

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).
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:

Internet address of the electronic site;
the deadline for accepting applications;
the date of the auction;
the amount and form of participation provision;
restrictions on participants (SMP, subcontracting);
conditions for admission of foreign goods.

There are currently 5 electronic platforms: CJSC Sberbank-AST (www.sberbank-ast.ru), JSC Unified Electronic trading floor"(www.roseltorg.ru), State Unitary Enterprise "Government Order Agency" (www.zakazrf.ru), CJSC "Electronic trading systems" (www.etp-micex.ru), LLC "RTS-tender". Below are three diagrams that clearly show 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):

a standard form statement;
extract from YUGRUL or USRIPP;
copy of the participant's passport ( individual);
copies of decisions, orders for the person receiving accreditation on behalf of the company;
constituent documents of a legal entity (copies);
TIN, address Email;
a document confirming the authority of the head;
decision on the right to commit big deals(If you want to).

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

short information. The Kuzbass Center for Treatment and Rehabilitation has been operating since 1992. Compliant in all respects SMEs, the number of employees is 39 people. Main direction: production technical means for disabled children: supports, tables, chairs, as well as orthopedic products and devices for the development of fine motor skills.

Since much of this equipment is purchased through the Fund social insurance(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. 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 proposal) 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 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 to 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 are 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? There are real chances 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 business has legal benefits. 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 finding government orders, it is more practical to master the skills of working with the EIS and electronic platforms himself.

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