How to hack the government procurement system, win a tender and not go broke doing it. How to win a tender: step-by-step instructions How to win tenders on electronic platforms

Participation in a tender is a very important experience for each participant. It’s clear that you really want to win it, because time, effort, and money were spent. So the question of how to win a tender remains extremely relevant. Even despite perfect compliance with the customer’s requirements, it is not always possible to win. There are cases when the customer obviously knows the winner of his tender, but still holds the competition “for show.”

Rules for participation in the tender

If you are tormented by the question of how to win the auction, then the first step to winning is the correct execution of tender documentation. There are cases when a participant paid a lot of attention to the proposal itself (its development, design), but lost sight of the tender documentation, as a result of which the preliminary selection did not come.

Accompanying a tender with a specialist several times increases the likelihood of getting into it and winning. After all, a specialist can deeply and qualitatively assess the situation and do everything possible to win.

Tender documentation

What does it take to win tenders? First of all, correctly compiled and executed documentation, which allows the customer to partially evaluate you and your ability to work. The conditions for submitting an application and the documentation that must be attached to it are usually agreed upon in advance. The concept of “tender documentation” includes a large number of papers, therefore, if you received an invitation to participate in a tender too late, it is better not to deal with paperwork at all - there is a high risk of wasting time and money.

Documentation varies depending on the industry in which the tender is being held and the requirements of the customer. It is important to provide the tender organizer with documents on time and with maximum accuracy.

Be sure to pay attention to the deadlines for submitting documents - not only the date, but also the time. It is advisable to prepare the documentation 3 days earlier than the agreed date, as it will definitely need to be double-checked.

If you know one of the tender organizers, you can try to show him your proposal before the official presentation. This way you will get a chance to show your zeal or receive practical advice.

Assistance in winning tenders is provided by companies specializing in the preparation of documentation. These companies work with specialists who can provide truly significant assistance and prevent errors during the preparation of documentation.

Basic package of documents required to participate in the auction:

1. Application certified by the owner of the enterprise/company.
2. Application with accompanying company presentation.
3. List of documents provided.
4. Copies of constituent documentation legal entity and the charter.
5. Certificates of state registration.
6. Notarized copies of the research institute.
7. Extract from the Unified State Register of Legal Entities (statute of limitations – no more than 15 days).
8. List of persons who represent the company.
9. A copy of the order assigning duties to the chief accountant.
10. Certificate stating that there are no tax debts.
11. Financial tax statements of the company, certified by a tax inspector, for the three previous reporting periods.

A specialist providing assistance in a tender provides a range of services: from analyzing documents for submitting an application to monitoring the fulfillment of obligations under the contract.

How to win a tender at the stage of submitting documents?

Considering that the preliminary selection of candidates begins with the submission of an application, you should prepare for the fact that the slightest mistake in the preparation of documentation may deprive you of the chance to participate in the competition. Therefore, pay attention to the tips below:

1. Sign documents in blue ink and make sure your signature is legible.
2. Use tables and graphs.
3. Establish a good relationship with your client - call, clarifying certain points that you do not understand, then, after talking on the phone, send a letter thanking them for the information provided and note that you are waiting for the contract to be signed.
4. Customers are usually skeptical, so providing a guarantee is a good idea.
5. Show that you are a professional in your field.
6. Use clear fonts when preparing documentation.
7. In your offer, focus on the low price, quality and conditions of the product or service. It is also necessary to have a good reputation - customers always pay special attention to it.
8. Your capabilities must fully meet the requirements presented by the customer. If you win, but are unable to fulfill the terms of the contract, then there can be no talk of any cooperation.
9. If you have already won once, then do not be so sure that a win awaits you here too - in the competition, each participant has an equal chance of winning.

How to get a tender: a few rules

And remember that participation plays a big role. Even if you didn’t win, you should know that next time everything will definitely work out. To avoid making another mistake, you can seek help from a person who knows how to win tenders, having had similar experience.

Steps to victory

If you decide to participate in auctions, then do it regularly or not at all, otherwise there will be no return, and you will only waste precious time. Constant participation in tenders provides an opportunity to acquire the necessary skills, which will each time help to prepare all documentation and prepare proposals more efficiently and quickly. The first thing to consider is that experience matters. Try to learn how to participate in tenders for so-called “cats” - non-essential orders that do not have such important in your career, but can serve as an excellent school.

Tenders: how can you win?

1. To begin, select employees who can participate in preparation for the competition independently, without distracting the manager.
2. When tender proposals can only be accepted in writing, without the possibility of a face-to-face conversation, be careful - the tender may not be fair.
3. What information should you collect? Find out the contact information of those decision makers and those responsible for the tender. Find out the structure of the current competition, the timing of decisions, as well as the pros and cons of participants. The requirements for tender documentation, important dates of the tender organizers (you can congratulate one of the organizers on their wedding anniversary or the birthday of a child), take into account the previous experience of tender participants.
4. How to win a government tender? Such bidding requires a conversation with the decision maker - ordinary employees who can answer the questions posed to them should not interest you, because they play no role in determining the winner.
5. If this tender involves several stages, you can set aside a small percentage for bargaining.
6. You should not offer a price lower than your usual price - your customers may find out about this.
7. Be sure to prepare for “live” participation in the tender - work on your speech, make yourself presentable.

Those who are interested in how to win tenders (that is, secrets of success, tricks, strategies) need to work hard to achieve success, which invariably comes with experience and with creating your own secrets.

Tender support

Tender support is a service aimed at ensuring the process of an enterprise’s participation in a tender. Main goal tender support - to create all the conditions (at the legal level) for the client-participant to win the competition.

Tender support is especially important if you:

• you do not have much experience or have not taken part in state competitions at all;
• you don’t want to take risks and act at random;
• You don’t want to misfire at a responsible tender.

Support of tenders by qualified lawyers will protect you from disastrous shortcomings that could negatively affect the results of the competition.

Glad to see you again, friends. Sergey Ivanisov is in touch with a new topic of making money. Tell me, how many of you believe in the honesty of tenders that are supposedly fairly won by certain companies that ended up being owned by the brothers or in-laws of a high-ranking bigwig? That's it... And the vast majority don't believe it either.

Do you know why? Because at first, young and experienced companies, headed not by someone’s relatives, but simply by successful entrepreneurs, too sincerely believed in the possibility of receiving profitable orders through fair competitive selection. And then the question arose for many: how to make money on tenders and government procurement, if everything has already been taken care of and paid for?

Yes, some bidders shared their impressions that the winning company approached the second-place bidder with an offer to cede its winnings and, accordingly, future scope of work for a certain amount. Moreover, the tender organizers swore that bidders cannot know the names and contacts of competitors, since all information is confidential and is not published on the website.

How, then, can we explain the awareness of the winner who decided to trade his victory? And how can you measure the level of honesty of the organizers? The picture turned out to be unenviable, but not everything is so bad in our tender kingdom. Do you want me to prove that making money on tenders is still possible?

1. Who are the participants?

Only very inexperienced or very short-sighted business leaders, or very lazy managers who are not at all concerned about their career growth. For the rest, all suppliers of goods, services or works, and not only residents of the Russian Federation, can participate in the auction.

To participate in the auction, it is enough to have formal compliance with the requirements of the tender commission (for example, quickly organize an LLC, having learned about the lots that are interesting to you), submit an electronic application and the necessary package of documents.

Some companies take part in tenders, competing for services in which they do not have the slightest experience; they simply set a minimum price and wait for the result. If they win, they either re-profile and provide services themselves, or resell their winning rights to another company. But not in the same way as described above, but they advertise on thematic forums, in communities, on websites.

There are companies, let’s call them in the style of Ostap Bender “For the procurement of horns and hooves,” which participate in tenders not in order to develop the won project into a stable business, but only because they know how to make money from tenders.

If you have ever seen announcements on forums like: “We will win the tender for you,” this is what they are. The comrades simply know how to win auctions and, for a certain fee, will easily and gladly win for any real company.

In order to somewhat restrain refuseniks, tender commissions introduce penalties and blacklists, but this does not frighten anyone, since you can earn so much from your own clients, who are not very experienced in tender trading, that the earnings will cover all the fines.

2. How to learn to win tenders yourself

If you constantly have doubts about the honesty of the auction organizers, then just wait until the state of mistrust passes, no, but what else can I recommend? Yes, not everything is as clean with auctions as we would like, but to refuse the opportunity to make money on government procurement and at the same time to participate in the process of shadowization of medium and small businesses, and at the same time still use the process for the benefit of your business - for this you need to be either very a self-confident or very uninitiative person.

In order to successfully develop your business or participate in tenders for other companies for money, you need to acquire at least basic knowledge about the contract system for providing government agencies and municipal organizations with services and goods. If you have knowledge, then you can eliminate risks and mistakes.

2.1. Please be patient and calm to track your application.

Through inattention or for some other reason, the customer makes a mistake. For example, the most common is the discrepancy between the total cost of a product and the market price. An entrepreneur engaged in the supply of a specific product sees on the website an application for the supply of 1000 units for 2000 rubles, and on the market it costs 4 rubles individually. Such conditions - working at a loss - do not suit the entrepreneur, and he does not consider it necessary to waste his time on meaningless competition.

At the same moment, another supplier, suspecting a mistake, asks the applicant to explain the price and he finally notices the discrepancy and corrects 1000 units of goods by 500. But by this time, 85% of applicants have already abandoned the application.

Is this so bad for those remaining at the auction? Not at all! The less competition, the higher the chance of winning. But to do this you need to follow the application to the end.

2.2. Participation in suspiciously profitable trades

It is no coincidence that I emphasize the overly suspicious profitability of the application: many of them were created specifically for “their” company and the conditions there are appropriate. What the applicant would not even dare to promise to other companies, the applicant is ready to fulfill for “his own” with joy and exactly according to the conditions.

Don't ignore such requests. Using an example, I’ll give you an idea of ​​what they roughly look like: the posted project contains an amount of 10,000 rubles, while the price of the product, taking into account the margin, cannot exceed 2,000. Such a price tag confuses “not our” bidders, the first thing they think is: “This, probably just a visually similar product with much superior characteristics.”

Think what you want, but be sure to check the technical specifications. If they match, then feel free to apply. If you win, you will use all the “chocolate” conditions provided by the applicant - during the tender process and after their completion, no one has the right to change them.

2.3. Your own blacklist

If you are a frequent visitor to tender resources, you cannot help but notice which organizations behave dishonestly and give applications to the same people or companies. Study such patterns as for several years in a row two entities win a tender from a company: a certain individual entrepreneur O.P. Petrov and Peresvet LLC (name and title are fictitious, possible similarities are accidental), whose legal addresses coincide.

Such monogamous firms should definitely be in your emergency situation - you won’t win from them.

2.4. Courage and integrity

The principle “Let them do what they want” in this case is inappropriate and harmful. If you notice obvious violations (incorrect date, specific model and manufacturer), do not pass by and point them out to the applicant - he is obliged to respond. Otherwise - penalties of up to 100,000 rubles.

If the above method did not help...

You can only be a snitch in childhood, when the stakes in games are not so serious... And complaining about violators to the FAS (what an appropriate abbreviation, mind you) is a way to protect your rights. If you observe a violation of the law, complain to this agency - the Federal Antimonopoly Service - in most cases, violators are punished, and others are discouraged. Only activity with

You can, of course, continue to think that everything has long been divided, and how to make money on tenders without investments Tweet

Last update: 10/05/2019 This article is a text version of a webinar that Alexander Ivanov conducted at Vladimir Tarasov’s online school on September 9, 2017, as part of introducing listeners to his. I liked how the author was able to briefly and accurately describe the current situation in the modern market (both b2b and b2c) and his mathematical approach to assessing the probability of winning a tender. The following is the webinar material.

What is a tender

A.I.: Before we talk about the principles themselves, we need to explain what tenders are. Tendering is any process in which a client approaches several suppliers or contractors with the same request or specification, receives a proposal and selects the best one. At the same time, whether the tender is formalized does not matter. Large companies conduct extremely formalized tenders, which include pre-qualification questionnaires, introductory meetings with contractors, consultations on audio and video recordings, a meeting of the tender commission, etc. But a tender can also be called a situation when a client simply sends a dozen requests via email, receives offers and chooses the best one. Now, you can put an equal sign between: tender = any sales technique = any corporate sale. Nowadays, not a single purchase is carried out without comparing a direct competitor. Most tender methods are based on works that were written by American or European sales specialists 30-40 years ago. I asked myself: “Have sales methods lost their effectiveness? Maybe their psychology has changed? Of course not. The only thing that has changed during this time is the market. He has changed dramatically. At that time the market was:

• Filled with very different goods and services.
• The competition was low.
• Customers were not so knowledgeable.

Now, everything is completely different - goods and services have become the same. Now, in almost any area, you can replace one manufacturer with another and get identical characteristics. Everything became the same. If you do it now new service- in 1-2 months, others will do the same. Moreover, in the Internet age, customer awareness has increased greatly. Now the competition is very high. Clients know exactly what they want, for what budget it should be done, in what terms and under what conditions. All they need is to find those who will agree to these conditions. Nowadays, clients choose a contractor or supplier from a dozen similar companies that:

• Same scale.
• They offer the same product.

Recently, at a seminar by the most famous B2B sales trainer in Russia, I heard the following recommendation - to avoid tenders at all costs. I formulated the sales equation. Or, one might say, the equation of participation in tenders. It says that there are only 5 factors that influence the outcome of the tender. There are only them and nothing else exists, I assure you. No matter how I searched, I couldn’t find anything else. Whether I won or lost in tenders, the answer was always found in whether I was able to achieve all these factors or not. I have 5 factors and the percentage importance of each of them. Because of this, I can very easily determine, at each moment of the tender, my chances. There are only two global reasons for the low efficiency of participation in tenders. Let's take a closer look at them.

You are trying to sell to someone who will never buy from you, under any circumstances.

If you do not know how to solve this problem, then your sales efficiency will be approximately 2%. That is, you will win every 50th tender. In business, holding on to everyone you come across is like death. There are types of clients who can hardly be called buyers at all:

1. A competitor who may not have the same resources as you. Therefore, it is easier for him to take this request and send it to you on his own behalf. You fill it out, spend a lot of time, and then “break” the headings, correct it and send it on your behalf. You will never sell to this person.
2. A client who has nothing to do with your industry at all. For example, you may be contacted by:
   bank employees who check the validity of the loan amount that someone has requested, financial consultants who draw up business plans for someone, personal assistants to executives, journalists, students.
3. People who conduct formal tenders. This is the most difficult category. A formal tender is a tender that the contractor has already chosen, but the tender must be held, at least formally.
4. Those who are looking for a contractor at the lowest price. At the same time, they hide it in every possible way. You will know that he is looking for the minimum price when: a lot of time has passed, your offer is shown to a competitor, the competitor's offers are shown to you and each item is discussed. That is, you have already spent a lot of time, and you are beginning to understand that the client wants to, as we say, “squeeze you dry.”

All these people will not buy from you. And don't try to sell them anything. They need to be weeded out.

You don’t know how to sell to someone who is ready to buy and can afford you

Communication with the decision maker is not the only factor that influences the outcome of the tender. Moreover, often this factor is not the most important. Using mathematics, I determined that with a leader, only 20% of the influence on the result is achieved. The fact is that, most often, a manager makes a decision based on the information that his subordinate provides him. Therefore, with the help of this, you can influence the decisions of completely inaccessible managers. Do you really think that a major businessman himself: creates tender tables, compares technical proposals and meets with contractors? Of course not - his team does it. And he communicates with his team much more often than with the contractor. The iron rule is that you must lay a strong foundation at the bottom, and only then complete the sale at the top. And not vice versa. And, of course, in every tender, you are required to attend a meeting with the manager. At the same time, you need to understand that managers are a special category of people. They cannot be penetrated by any means: tricks, manipulations, tricks and other psychological rubbish. When meeting with a manager, you need to follow only two rules:

1. Have brilliant and original ideas.
2. Low price- 25% of your victory. At the same time, it is a mistake to explain that yours is more expensive because others work worse than you. This method has not worked at all for many years. When I met and said that it was impossible to do it properly for a price that was lower than mine, they showed me the competitors’ price. I saw that the price was lower than what they gave me best companies my market. Now, all customers are convinced that everyone provides good services.

In our business we use several basic methods and 5 traps. What we call traps is this method when the client, willy-nilly, tells you what his budget is. The last factor that we will highlight today is probably no one will argue that the modern market for large tenders and big business is a market of word of mouth and recommendations. Word of mouth is very important now. But, unfortunately, this is not the most important factor. The trouble is that now, every customer has a lot of companies with which they have already worked, with whom there is success story and normal personal relationships. Recommended as a catapult on an aircraft carrier - it accelerates the plane in the first 5 seconds, and the fate of the flight, combat and landing will depend on the pilot. Recommendations are useful only in the first period of time, and then everything will depend on how you conduct your tender. If you rely only on recommendations, you will lose 9 tenders out of 10. It is better not to have recommendations at all than to have them, but at the same time be a bad contractor or supplier. Tenders and B2B sales are not some kind of burden or obligation that you have to fulfill in order to have something to live for. This is not a duty. This activity can be interesting and enjoyable, provided that you know how it works and what laws it obeys. My team and I feel a certain excitement when participating in a tender. And this work cannot be done without creativity.

Answers to listener questions

I want to know the only advertising that works in B2B? A.I.: At one time, I used all possible types of advertising. Back then I considered myself a genius. It seemed to me that no matter what advertisement I gave, I could easily knock it off. But, that time has passed. Now, practically nothing works. In a large B2B business, online advertising does not bring large clients. If this happens, it doesn’t happen all the time and you can’t build a business on it. For many years we have been using the most conservative method of advertising. Have you noticed that when you receive an invitation to an event: in a beautiful envelope, on good paper and with a personal message, it has an incomparably more powerful effect than when receiving an electronic invitation or SMS? And we use this principle. How to deal with kickbacks when participating in tenders? A.I.: Kickbacks, in some strange way, only make your life worse. This will never make you richer, but will create a huge number of problems for you. Work honestly, it will bring more pleasure and money. Good clients who work without kickbacks are the sweetest clients and pay the most. How to find out your competitors' budget? What are the main methods? A.I.: I'll tell you about the traps we use. Now I am developing a program for the construction market, which I hope will fundamentally change it. In order to write this program, I decided to find a contractor. One of the proposals did not suit me. I received the second one later, and it was several times cheaper. I received the first offer for 10 million rubles and thought that the price was adequate, but it didn’t suit me. The second one was for 1 million rubles, and I thought that it couldn’t be done for sure for a million. Then these people came to me and it turned out that they were excellent professionals and a million was a normal price. And here’s a trap for you - when you say an absolutely inadequate amount and the client, willy-nilly, comments on it. Therefore, when nothing works, one of the traps is to tell the client an inadequate amount and he will tell you what the price of your competitors is. What are the main signs of a customer that clearly indicate that they are not going to choose you, but are only using you for a specific purpose? A.I.: The criterion is this: a client or tender committee who already knows that the winner has been chosen will not show sufficient interest in you. You are trying to do a huge job and see how the customer reacts to it. If he blocks it, then this is a criterion that a formal tender is being held. It is important whether your client is interested in your proposals and whether he has a desire to learn about new technologies. If there is a tender for the supply of an ordinary product, which: is offered by several companies, the customer does not lobby anyone’s interests, is held on an electronic platform by an independent organizer, online by lowering the price - how can you stand out and increase your chances of winning? A.I.: If the tender has reached the stage where a direct comparison is made, then there is no chance. When working with tenders, we try in every possible way not to allow direct comparison. The only way to reduce your costs. What are these 5 criteria that ensure victory in the tender that you talked about at the beginning of the webinar? A.I.: What I didn’t talk about is having an ally and a settled competitor. That is, a competitor from whom you were able to divert the client’s attention. There is another factor, even when you have done everything right, we estimate it at 15% - Murphy's law that everything will go wrong. How to distinguish incoming customers from those who do not need it or from those who are pushing the price? A.I.: As for competitors... Look, their goal is to get you to give a certain price without any questions asked. That is, they filled out commercial offer or simply determined the price. And the fewer questions you ask, the better for them. What should you pay attention to when creating your image in order to participate in tenders? What company parameters are the most significant? A.I.: Your participation in the tender must demonstrate competitive advantage. If they see that you are a professional, doing everything as needed and at a certain speed, then participation in the tender itself will lift you up. Nowadays, it is difficult for clients to choose only on formal grounds. What parameters should be used to select employees to work with tenders? What should you pay attention to when applying for a job? A.I.: I take on the team only those people who “light up” from challenges. An employee of the tender department must be: courageous - he will have to do many strong things; sociable. I never hire people into my department who find it easier to write a letter than to call. What are the main methods for determining a fair tender? What are the characteristics of a fair tender? A.I.: Any tender committee has two tasks:

1. Find a contractor who won't let you down.
2. To be confident that, as a result of the execution of this contract, the task of his business will be solved correctly and in an optimal way. You need to forget that the client knows exactly: what he should buy, how it should be done and assume that the conditions are unchanged - this does not happen. The client will be very interested in any of your proposals that can increase the effectiveness of the final result:
   • Reduce cost.
   • Increase energy saving.
   • Take up less space.
   • Speed ​​up delivery.

If you have ever participated in tenders conducted personally by a business owner, you will see that they grab hold of any idea. How to determine the price that the client expects in an environmentally friendly manner? A.I.: The main way to find out the price is to communicate with your ally. An ally is a person who saw in you the company that will allow him more in an efficient way solve the problem. He will be able to comment on your question about whether your offer is competitive or not. Our rule is that we never send our proposal by email without first talking to the ally. You can muster up the courage to ask a direct question. Leaders are strong and determined people. But at the same time, they can be naive. In the sense that they do not communicate with contractors every day and do not give them the thumbs up. So when you ask them a direct question, chances are the decision maker will comment on the question. Winning a tender is easy. How to make the most of it? A.I.: This is probably the most global question. You can learn how to win tenders. The most important problem of any business is to increase its efficiency. The fact is that now, customers, well, one might say, have become insolent. They significantly increase the requirements for quality, price and order completeness. There are currently no high-margin B2B businesses. Only by increasing the organization and smooth running of your business can you earn money. How to convince a client of the best quality of the product offered? A.I.: Do you know how the customer, when placing an order, determines your professionalism and qualifications? The most important factor is the speed of your responses and your actions. This is the only criterion that influences the client, from a mechanical point of view of the tender. You can simply see how the client reacts when you receive a request and respond within a few minutes. At the same time, this answer must be: complete, accurate, tailored to the client. You will be surprised - he will call you back. Because it’s huge news for him that someone is working fast. This will give you a huge competitive advantage. We have won countless tenders simply due to the speed with which we prepare proposals. Are there ways in your methodology to manage negative recommendations? A.I.: You will encounter black PR, not often, but without it, I’m afraid you won’t get anywhere. Don't go on the defensive and don't stop communicating. Try to give the client much more positive feedback about yourself than the negative that the competitor gave. It doesn't always work, but it works. The main thing is not to be silent. Don't go on the defensive and don't attack others. The flow of your positivity should be greater than your negativity. In our country, the government purchaser gathered all the clients and announced that he would take everyone’s commercial offer and enter into an agreement with those who would provide the cheapest prices. What to do in such cases? A.I.: My experience is that those clients who demand the lowest price from you are the worst clients. If a company cannot afford to hire a contractor at a reasonable price, this means that their business is in chaos. If people cannot make money, then their business is disorganized. You will be influenced not only by his pennies, but also by the mess that is going on in his company. Not only will you be working for free, you'll be redoing a lot of things for your own money. As for the state... If these tenders are not interesting to you and the margin is not enough for you to exist and develop, it is better to abandon these clients and move on to commercial tenders. The volume of government procurement is much less than commercial procurement, no matter what anyone says. What are the main factors that allow you to win a tender when choosing an organization providing services? What are the main differences from tenders for product selection? A.I.: I think that it is easier to sell services because the services contain a huge number of optimizations that you can show to the client during the tender process. You can provide many beautiful ideas. I recommend making a catalog of bright and beautiful ideas that can hook the client. In services, this catalog is significantly wider than the supply of goods. You will lead to the fact that there will not be such a frontal price comparison. How to speed up the closing of a deal? A.I.: Participation in a tender can be a rather lengthy procedure. Everything always comes down to 5 main factors, and whether you know how to collect them or not. The speed of closing your deal depends on this. What is the difference between participating in tenders in Russia and in Europe? A.I.: Foreign customers, at first, wanted to use purely mathematical choices. But they realized that this does not work in Russia. Since I often saw how competitors, when participating in tenders, showed themselves on paper to be much better than they actually are. Now, it works great for European companies. Because they realized that in the process of participating in a tender, as in 99% of all business, everything changes. Which option is preferable when organizing sales from scratch: serious training for salespeople in the software being sold or training with the support of dedicated consultants from other departments? A.I.: Now, the seller personally or just the sales department will not be able to win many tenders or B2B sales. They don't have enough knowledge. Therefore, now there must be a connection - the sales department and your technical department. In addition, there will be a lot of technical work during the tender process. You must train the chief tender specialist. This should be either the head of the company or the head of the sales department. This is the one who has the mentality of a leader and who will become the ideologist (strategist) of participation in tenders. The main problem in the tender process is strategy. You cannot raise ordinary managers to such a high level. Which sales channels work most effectively in B2B sales? A.I.: In order for clients to start contacting you, they need to provide some very fast and free introductory service. Most best way- do it on the Internet. How can we make sure that when a client visits our website, they receive a valuable, free, and highly valuable service that no one else does? We have developed a large program, which is posted on the website, which calculates the cost of construction of any object. Moreover, this is a program with quite detailed information. And I know that a lot of my competitors use this program. But, most importantly, I know that our site is visited by: developers, investors and large builders who use this program. The only burden I require from them is that they leave their phones and mail there. If you have many channels, build a chart for each of them. You will see that perhaps by doing something, this graph becomes similar to your income graph. What key problem does your course solve? A.I.: I've worked with many different types of salespeople: outgoing, pushy, tech-savvy, and clueless. Everyone had one global problem- no understanding of steps. They had no beaten path on how to go about signing the contract. Our technology provides this strategy. We have global steps. P.S. Other valuable materials on this topic >> , .

P.S. Register at Vladimir Tarasov's business school to:

• gain access to free materials on social technologies;
• receive notifications about new webinars and offline lectures;
• become a citizen of a virtual state based on the technologies of the Tallinn School of Managers;

In this section we will try to show in detail and reveal all the issues that may arise when participating in tenders. This article will be of interest primarily to those who are just starting to think about participation in tenders. We will try to figure out together what steps need to be taken at the very beginning. And is it worth trying to participate in tenders at all?

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If you are a supplier and participate in tenders, then sooner or later you will need remove protection frompdf file. In this article, we will look at the reasons that force customers to install protection and, accordingly, ways to remove protection frompdf file to save your time and speed up the proposal preparation process.

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After you have decided that your company needs to take part in the auction, you must select the sites where you plan to participate in the auction. Types of electronic platforms. Conventionally, ETP can be divided into...

+1 Participation in competitions: Application for the competition, documents for...

Greetings, dear readers.

We continue the series of practical articles in the “Tender Management” section. And today we will understand the competitive cuisine, we will try to find out everything about participation in competitions. Let's look at what an application for a competition is, we'll look in detail at what specific documents need to be attached to the competition, in addition, I will share with you my work and experience in preparing the application.

+1 Protocol for consideration of applications for participation in the competition, in...

The application review protocol is a comprehensive document that allows the supplier to find out how the participant’s application was assessed. Let's consider the main points and features, as well as the differences between documents such as the protocol for considering applications for participation in a competition, in a request for quotations, in an auction. In the article, we will also consider in detail the cases in which a protocol for considering a single application is drawn up, and we will also consider an example of a sample protocol.

+1 Russian auction house: sixth platform for...

In addition to the five federal platforms, another electronic platform “Russian Auction House” has been added, on which customers can now place electronic auctions. In the article you can find out more about this electronic platform.

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So, you have decided to become a participant in commercial tenders or government procurement. What is needed for this?

Let's consider two options. The first option is to participate in procurement without preliminary financial investments, or in other words, for free. The second option involves some cash costs.

0 How to prepare a declaration of conformity for a participant...

Hello, Colleagues. In touch, Andrey Pleshkov is the founder of the Tenderoviki.ru project, and today, with the help of this article, we will understand the features of drawing up a declaration of conformity when preparing an application for a tender. First, let's understand what is meant by a declaration of conformity. A declaration is a confirmation, a statement of compliance with certain requirements. That is, you draw up a document in which you write that you meet the requirements and list them. In the documentation, the customer can establish the form of such a declaration must be filled out and included as part of the application for participation in the tender.

0 Tender Specialist (Tender Manager):...

Hello, dear readers. The topic of today's article is related to such a specialty as a tender specialist. There are various variations of the names of such a position, for example, tender manager, tender manager, auction manager, competition manager, but the essence remains the same. The main activity is preparing applications for various tender procedures on the part of the supplier. This specialty became popular and in demand relatively recently, after 94-FZ “On placing orders for the supply of goods, performance of work, and provision of services for state and municipal needs” came into force in 2005. This law created certain conditions under which tenders began to be used everywhere in procurement for government needs. In 2013, 8 years later, 94-FZ was replaced by 44-FZ “On the contract system in the field of procurement of goods, works, services to meet state and municipal needs.”

08.09.2014 18:59

Good afternoon, dear colleagues. We continue the series of articles devoted to GOST ORDERS, including the Federal Contract System. I would like to note that we receive a lot of negative comments on this topic; the attitude towards GOVERNMENT PROCUREMENT in society is clearly contradictory. My opinion on this issue is purely subjective: “This position is due to lack of knowledge and understanding of the Law on GOSTORGA, its essence, concepts and tasks.” Another problem is the lack of information about innovations and changes in this area. The mistake many potential suppliers make is the same approach to sales, both in the commercial and government spheres. But this is a completely “different monastery”, with its own rules and regulations, and you need to remember this. This, in fact, is my goal, to try to talk about this area in an accessible language, to clarify unclear or contradictory points, so to speak, to present information simply, talking about COMPLEX things. Topic of the article: " TOP 15 mistakes of newcomers in GOVERNMENT ORDERS or how to win the trading procedure and not be left without pants?

In order to win, for example, an auction, you need to clearly know the legislation in this area, namely all the features FCC(Federal contract system). Main normative act, which regulates the activities of this area, is Federal law RF 44-FZ “ON THE CONTRACT SYSTEM IN THE FIELD OF PURCHASING GOODS, WORKS, SERVICES TO PROVIDE STATE AND MUNICIPAL NEEDS” dated 04/05/2013.
I would like to note that theory alone will not be enough here, so I want to reveal the TOP 15 main mistakes that beginners make when participating in procurement procedures such as an electronic auction, an open tender, and a request for quotations. Some of the mistakes listed below were also made by me in my career. By the way, new procedures have appeared in the FCC format, such as a competition with limited participation, a two-stage competition, a closed auction, a closed competition, a request for proposals and some others. Accordingly, the list of major errors will grow, and we will definitely look at them together.
1. A fairly common mistake made by a participant in placing an order is preparing an “empty consent”. That is, the auction or tender documentation generated by the customer contains a requirement to perform a certain amount of work, criteria for the materials used and requirements for them. The participant in the first part of his application does not indicate trademarks and specific indicators of materials, but simply expresses his agreement with the requirements of the documentation. The result is disastrous - such an applicant and his auction or competitive application are rejected.
2. Insufficient specification of those offered for delivery technical characteristics goods. Let's give an example. An auction is being held. In the application, the customer indicated the need to use two-layer paper wallpaper with a thickness of 0.5 - 1 mm when carrying out the work, and the auction participant’s application contains only generalized indicators. Simply indicating the brand will not be enough; it is necessary to indicate in the application the thickness of the wallpaper, for example, 0.6 mm, that it will be two-layer and made of paper. That is, everything must be exactly as in the documentation for the trading procedure. The result is rejection of the proposal. When we were not yet experienced enough and participated in auctions, we were sometimes rejected due to the fact that the characteristics of the offered product were not accurately stated. I will definitely devote one of the articles to the topic “ Preparation of an auction application"and there we will look at the whole range of similar mistakes that suppliers make.
3. The following mistake is a consequence of inattentive reading of the requirements for applicants. This is a list of documents that are provided in the " second part of the application"if we are talking about an auction. For example, an open competition or auction is being held, and it is necessary to install a telephone exchange. The documentation states that a participant in an open competition must meet the requirements imposed by law on performers of this type of work. That is, we are talking about a license from the FSB. And if you win the auction and there is no license, the winner will lose the contract. You must understand that the bidder's application must meet all the requirements set by the Customer.
4. Recently, cases have become more frequent when applicants provide false bank guarantees. What could be the consequences? The customer can suspend the STATE ORDER and the execution of the contract (supply of goods or performance of work), or terminate the contract in court with payment only for the completed part (which means extra legal costs and additional expenses). I will also attribute here the mistake that guarantor banks began to make, namely, not entering the bank guarantee into the register of bank guarantees and, as a result, the Customer’s refusal to enter into a contract, the winner losing the application security, entering information about the winner into the register of unscrupulous suppliers, loss of reputation and impossibility participation in GOSTORGA for 2 years.
5. According to the law, when participating in a procedure such as electronic auctions, the participant provides two sections of his proposal, and in the first section the participant MANDATORY, WITHOUT EXCEPTIONS, for goods, indicate the manufacturer or place of origin of the goods. Some applicants forget to do this or confuse the manufacturer's name with the trademark. Such a proposal must clearly be rejected. Be careful!
6. There is such a procedure in PUBLIC PROCUREMENTS as a request for quotation - this is a method of selecting a supplier in which information about the purchased goods is communicated to an unlimited circle, that is, an application request for quotation is placed in a single information system and the winner is the one who offered the minimum price. Without knowing the law, participants may indicate an inflated price in the offer, hoping for a subsequent price reduction. But this does not happen, since this procedure is not a tender and does not provide for step-by-step price reductions.
7. Notice of quotation must be placed by the customer no less than 4 working days before the deadline for submission of proposals. Practice shows that most often the quotation is up to 250 thousand, and it is this quotation that is posted for a period of at least 4 days, “hangs” on the GOSPURCHASE website for 4 days and not a day more. No one notifies potential participants about the procurement, so you need to regularly monitor new purchases so as not to miss an interesting procedure.
8. Failure to submit a complete package of documents, especially in relation to an open competition. A very common mistake is not providing a “declaration of conformity”.
9. Errors in the submitted documents. It is necessary to clearly know what the “declaration of conformity of the participant” includes. There are two types - a declaration of the applicant’s compliance with the requirements of the law and a declaration of the participant’s belonging to small businesses (SMB).
10. Providing certificates, expired licenses.
11. Participants are often unaware that they have the right to request clarification of auction and tender documentation. That is, if there are inaccuracies in the technical specifications, any applicant has the right to submit a request, and the electronic trading platform will forward it to the customer. In my opinion, a “request for clarification” is one of the most effective mechanisms for the collapse of corruption documentation. Working further, in case of victory, with an adapted Technical Specification or a well-developed contract, is much easier than after signing, negotiating its terms and trying to change them.
12. We once took part in an auction and signed a contract immediately after being announced as the winner. But we didn’t know that there was also a period for appeal. That is, after the announcement of the winner before the conclusion of the contract, there is a deadline for filing a complaint and must be respected.
13. If the complaint to the FAS is recognized as justified, then the guilty person may even face criminal liability.
14. After the participant is declared the winner, within the prescribed period he must send the customer a draft contract signed on his part. If such a project is not directed by the participant, then he may be recognized as having evaded the fulfillment of the contract. And this threatens to be included in the register of unscrupulous suppliers and exclusion from further participation in procurement. Federal contract system, a strictly regulated Federal Law, which spells out every step of the participants, be it the Customer or the supplier, deadlines, regulations, actions in a particular case, and much more. The regulations of the Russian Federation supplement the law 44-FZ and a lot of information should be taken from there. Accordingly, you need to strictly adhere to all the deadlines specified in this area and all explanations like “I forgot, I didn’t have time, I couldn’t” will not even be considered.

15. Companies that want to seriously engage in government contracts must have on their staff such an employee as a qualified tender specialist who will deal with them. Many people think that these are just additional costs. But, as practice shows, having a highly qualified specialist on staff who regularly undergoes training in tenders completely covers the costs (salary, etc.). By the way, one of my webinars: “ Effective participation in public procurement ", is just considering this question, in more detail, and each manager receives an answer to the question: “What should a tender specialist be like?”

Thus, if you want not only to participate in government procurement, but also to win it, then I recommend that you follow our practice. That is, thoroughly study the legislation and comprehend this “art” in practice.
I wish you success! And see you again.

Do you want to win GOSTORGI? Do you want to see your company among the winners of the tender? Contact us and you will learn to earn much more at GOSTORGA and become a qualified tender specialist! You can study without leaving your home, in accordance with all laws regulating PUBLIC PROCUREMENT. Highly qualified teachers and a welcoming atmosphere will make learning simple and very effective. The training process uses the latest software, allowing you to see perfectly, hear perfectly, and make adjustments to presentations. The teacher uses the latest versions of teaching materials from the Ministry economic development and FAS Russia. Our courses have the highest density of material delivery in relation to other training centers. As a professional, you will leave everyone behind you !