How to find out who won the public procurement tender? How to win a tender? Instructions for participation in state and commercial tenders Information on tenders won.

Hello dear colleague! IN Lately My support team often receives questions like: “How can I find out the winner of the tender?”, “Where can I find the contacts of the winners of public procurement?” etc. Therefore, in this article we will talk in detail about the winners of tenders and public procurement, namely, where and how to find information about such winners and their contact details. And since this topic is so interesting to many, I suggest that you understand it in detail.

1. Tender winners. Who are they and what information can you find out about them?

tender winner — the supplier (bidder) who offered the Customer Better conditions execution of the contract.

Information about such winners is reflected in the relevant protocols, which, in turn, are posted by the Customers (operators) on the websites and electronic platforms. The exception is tenders held by closed methods, and information about which is a state secret.

If we talk about state (under 44-FZ) and corporate procurement (under 223-FZ), then in the final protocols you can find the following information about the winners:

Name;
Mailing address;

Below is a screenshot from the official website of the EIS.

Here, only the name of the winner is publicly available. But the TIN and the address of the winner can be found in the protocol itself.

There are more than enough sites on the Internet that provide services for sending tender winners. However, along with tables, online databases like https://crmbg.su/ are gaining more and more popularity, where it is possible to set filters, search for additional contacts and combine several convenient functions at once right online. For the most part, such databases contain information about the winners of state (under 44-FZ) and corporate (under 223-FZ) tenders. The collection of such data is automated and occurs with the help of special programs - parsers. Scraping (i.e. collecting) information about the winners of commercial tenders is much more difficult. This is due to the fact that there are quite a lot of such resources, they have a different interface, and the organizer of the commercial purchase is not obliged to publicly disclose information about the winner. Therefore, no one provides information about the winners of commercial tenders at present.

Newsletters of tender winners can be both one-time and regular. Most often, such e-mail mailings are done in the morning at the beginning of the working day. The period of subscription to the newsletter can be issued for 1, 3, 6 and 12 months.

Some services provide their customers with free mailing of tender winners during the trial period (1-3 days) to give them the opportunity to evaluate the relevance of the data and the convenience of working with the database.

Also, these services allow you to fine-tune the database according to such parameters as keywords, industry, region of announcement or delivery, customers, law, etc.

How much does it cost to mail out tender winners?

1 month- from 1500 to 12500 rubles;
3 months- from 3900 to 18500 rubles;
6 months- from 7200 to 24500 rubles;
12 months- from 12600 to 34500 rubles;
One-time mailing - from 300 to 700 rubles.

4. Conclusion

Information about tender winners is useful and necessary. In some cases, this information helps to analyze the market, and in others to find new customers or partners. However, it should be understood that if you just want to analyze the market and your potential competitors, then purchase ready bases you have nothing. All the necessary information is available on the website www.zakupki.gov.ru. Of course, this will require some time from you, but it is absolutely free. If you want to speed up the process of collecting and analyzing such information, then you can use any paid search service with a built-in analytics module, such as a tender plan.

But if you sell financial services (bank guarantees, loans, credits), or are a manufacturer or distributor of goods, then you simply need a ready database of tender winners. Imagine that several thousand purchases are made every day and it is simply unrealistic to monitor the results of the auction manually. And by subscribing to the mailing list, every morning you will receive a letter with a fresh database, with which you can immediately start working (make calls or send commercial offers). Some services offer a half-hour service for sending out fresh databases, i.e. in your hands will be the latest information that your competitors will receive only the next day. In this case, even a few hours of odds are decisive.

That's all for me. If you have any questions, then ask them below in the comments to this article.

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It's no secret to anyone in the digital space that to be successful in this business, you either need to be good at selling or have a few key clients with a steady stream of tasks. Usually this flow is provided by people from the agency itself who have gone over to the side of the customer. We, digital agencies Solary, had such key clients, but in 2013 we managed to lose them because we focused on one customer. That startup failed, and we didn't want to follow suit.

Since 2010, we have managed to work with various large clients, such as Rolf, Lada, Invitro, Infotecs, and have learned to deal well with various kinds of documentation: design, technical, competitive. We decided: since we are so good at writing and executing papers, should we try our hand at state and near-state tenders? It turned out that our expertise is really enough, but there are a lot of nuances and various problems in working with specific customers.

I have formulated several rules for those who are ready to suffer in order to earn money on government contracts.

What tenders can the agency participate in

1. Competitions for the development of websites of state institutions.

As a rule, these are sectoral ministries, websites of city halls, regional governments, prefectures, and committees.

2. Competitions for the development / redesign of state and large near-state corporations / companies.

For example, a subsidiary of Russian Railways or Gazprom.

3. Complex integration work.

Competitions in which the customer is looking for contractors to perform integrations, for example, with CRM systems and subsystems. Such things are more often done by integrator companies, but, according to our observations, agencies also often participate in such tenders and sometimes win them. There is a little more money in such contracts, and a little less competitors.

Personal experience - the case of the Corporation for the Development of the Far East

On July 10, 2017, the Far East Development Corporation, guided by the President's instruction to create a "single window" for all potential resident investors in the Far East, published a tender for the modernization of the official website. Modernization meant an absolutely complete redesign of the site, or to be more precise, the development of a new site from scratch.

For us, it was an ordinary tender with a very well-elaborated TOR (often state-owned companies have a TOR consisting of thousands of sheets of pure water). And now we are entering the competition. The starting price was declared at 2,834,125 rubles, we made an assessment, we realized that according to qualification requirements we go to the participants and the project can be profitable for us, even if we reduce the price by almost a million rubles. We took a deep breath and prepared an impressive amount of documents. Naturally, this was not our first tender, we have been participating in public procurement since 2013. But this case is very revealing, in working on it we encountered a large number of typical difficulties.

So, we set the price at 2,070,000 rubles. As a rule, from three to six companies take part in interesting purchases. The time has come for the publication of the protocol with the results. There were only two companies in the protocol: we and an agency from the Far East. We were very surprised, because usually - and this is known to all companies participating in such tenders - at least five companies reach the final. Moreover, these are the same participants, with whom it is very difficult to compete at first (for understanding: we usually send a thick package with an application, and these guys send an application in several boxes).

As a rule, there are five or six strong market players who constantly participate in tenders on their topic. They are well grounded and hard to compete with.

Final - we win, the customer informs us about this by letter, emphasizing that the project is a priority and that fakups are unacceptable here. We begin to study the history of this procurement item and find out that the customer has already made a similar purchase, and one of the strongest integrators won it. It became especially scary when we learned that this giant had not fulfilled its obligations and was blacklisted as suppliers. This reflects extremely badly on karma and on further participation in such tenders.

Well, when the respected president once again emphasized the importance this project at the economic forum, we were not laughing at all.

Homework to be done before applying for the contest

See who was the contractor before you, with what price the contractor won. You can check this through the website zakupki.gov.ru: select advanced search, find your customer, indicate the subject of the tender, select the status “completed” and “cancelled” and see who and how worked or tried to work with the customer on the subject of the tender. Check the database of arbitration cases on the website of the arbitration court, the reason for their occurrence.

Pay attention to how many times this or that tender was published. It often happens that the tender is canceled at the very last stage. If you see that the customer canceled the tender several times in a row, despite several good suggestions on the part of the participants, this may indicate that, in addition to the “necessary” company, the left participants entered the tender with suitable selection criteria. So, if you show up, the situation will repeat itself.

You can view canceled tenders using the same algorithm that I described above, through the procurement website.

How much will it cost to participate in the tender

Why is this preliminary work necessary? Participation in the tender usually costs not a penny. Firstly, this is the work of a document preparation specialist, and secondly, this is the work of a team that evaluates the proposal. Plus, you often have to draw concepts, individual presentations in accordance with the approved form. Your documents will need to be delivered to the customer by courier. All this costs money, and all this must be included in the assessment.

We spend from 15,000 to 80,000 rubles on the presale of one tender. It all depends on the format of the application, the site on which the tender is placed, it matters whether the preparation of a concept, pre-project analytics is required.

Often, after analysis, it turns out that the cost of pre-sale and the cost of completing the subject of the competition almost double the maximum price for the competition.

Government contracts are not such an easy money

Do not be stingy and purchase a system for searching and analyzing purchases. This will save you time and money in the future. There are many such systems. The companies "Kontur", "Seldon", "Tenderplan" have their own solutions. There are few fundamental differences. We have chosen the one with which we are personally more comfortable to work with. The main function of the system is monitoring and aggregation tender sites(commercial and government). The system can be fed search parameters and receive regular reports of suitable tenders.

How much money will it take to start working on a project

After winning a commercial tender, a contract is usually signed and the project work. With government tenders, things are different. The executor's duties, for example, may include enforcement of the contract. The security amount cannot exceed 90% of the contract price offered by the winner in the procurement procedure. Usually it is about 10% of the contract value, but sometimes more. From practice: once we found a tender with a maximum price of 80 million rubles, while the security amounted to 13 million rubles. Of course, we did not participate in that tender.

The term for ensuring the performance of the contract is defined in the draft contract - as a rule, this is the entire period of performance of the contract. That is, you will have to transfer a tangible percentage of the order amount to the customer’s account or use the services of a bank to provide a bank guarantee (if the documentation provides for this).

A whole agency network of brokers has formed on the banking market, who are able to interact with banks and correctly form applications for the provision of these same bank guarantees. Of course, you will have to pay a commission to the bank and the intermediary. For example, under the Far East Development Corporation tender, we had two guarantees, the commission for each was 5% of the price of each stage - all together about 8,000 rubles.

Add to this a full post-payment in stages and a payment deferral of 60 days after signing the act. By the way, this act still needs to be delivered promptly, and the signatories can change at the customer immediately after you have already sent the act by courier somewhere to Vladivostok from Ulyanovsk (you roughly understand what the costs of official correspondence are, without which you can’t go anywhere?).

For one only courier service we spent 9500 rubles

Due to delays in the approval of documents, we had to pay a bank guarantee twice. Note that I do not indicate here the work of a person who writes corresponding official letters for each of our approvals and requests. If this function were entrusted to some piecework outsourcing or fashionable online service legal support, we would have reduced the entire margin on the project to nothing.

Is it really fun? We already treat this as the norm, and we are jarred when newcomers are outraged.

Production

Usually, agencies try to negotiate in such a way as to communicate with one, maximum two people from the customer's side. This will not work with a state tender, there will be much more people on the other side. When we worked on the corporate project, there were 22 people in the customer's project team! 22 decision-makers who directly set tasks for us, the direct executors of the subject of the contract. Can you imagine what strong nerves the project team must have on the side of the agency?

Each of these 22 members of the working group had their own vision of the project, persuasion and references to the TOR did not work on them. It soon turned out that the TOR was not a TOR at all, but some kind of superficial specification that the customer could interpret as he wished. Note that doing some additional agreements or changes in the contract is almost impossible. Revaluation and resale do not work here either.

From our side, two project managers, three designers, three content managers, four front-end developers, three back-end developers, two testers worked on the project. In the process, we had to hire two more content managers to deliver the work on time. A total of 19 people.

Let me give you some numbers to understand. At the presale stage, we estimated the project at 1200 hours. In fact, it came out in the region of 1650-1700 hours. And that's not counting the purchase of additional software and overtime managers leaving work at 8 am to sleep. Meetings ended at 8 am, because we have a project for the Far East. Working group the client sat partly there, partly in Moscow, and our employees - in the Moscow and Ulyanovsk offices.

We made two iterations of the project, although this was not described anywhere. This happens very often. The first iteration of the site was launched a month later, in time for the start of the Eastern Economic Forum. Everything went to successful delivery, but at some point the wind on the client side began to blow in one direction, then in the other. We redid the fully laid-out layouts three or four times. You must always be prepared for these risks. We implemented the project on December 31, 2017. Such a Christmas present.

The result of the work

Summing up, I would like to say to agencies that are going to go to state tenders: guys, do not go to state tenders without weighing everything possible risks. If you decide, here are four simple tips:

1. Workflows inside the agency you are used to, you will need to change dramatically. This must be remembered.

2. Use automated tender monitoring systems and manually search for tenders on the websites of state-owned companies, as sometimes automation does not find everything.

3. Government tenders- lot of strong agencies with good financial leverage, which can afford 100% post-payment. Therefore, save money and upgrade your expertise in the preparation of tender documentation.

4. Participate in price buying more often, where you do not need a lot of qualifying experience with executed government contracts (even if they are low-budget). So you, as a participant, will be able to acquire documented experience in working with government customers and after that you will be able to participate in more serious tenders.

Legislators want to say: dear, change this rotten procurement system, where the customer has the right to everything, and the contractor has no rights to anything. : "Law 44-FZ laid out a six-lane highway to hell."

Cover photo: Ilya Pitalev / RIA Novosti

The service of sending information about the winners of tenders is one of the most popular and demanded services of our portal. The main purpose is to expand the sales market for goods, works or services, as well as to sell banking products public procurement participants.

Who needs a base of winners

Organizations looking for new markets for the supply of goods, performance of works and services.
We already have orders for you. You can directly contact the winner of the tender with your offer. Subcontracting can be a mutually beneficial option for cooperation.
Banks credit organizations, agents and brokers.
Sending out the companies that won the tender is your shortest way to the target client for the implementation of tender loans and bank guarantees.

Industry focus (for example, construction tender winners) or keywords;
The amount of the contract, the amount of security for the contract or government contract;
Region of the procurement or public procurement;
Laws 44-FZ and 223-FZ;
and much more;

For your confidence in the effectiveness of our service, we will provide free test mailing of winners to be able to test it.

Our service will not only help in expanding business contacts, but will also bring you real profit!

Every day, several tens of thousands of tenders are held in Russia, and protocols of completed purchases with information about bidders and winners are published. The results of the state auction contain all relevant information about the purchase (name, notification number, customer, region, contract period), as well as data on who won the tender (name, TIN, address, phone number, email). All this data is systematized and summarized in an excel table with the fields you need.

Daily letters about new winners are sent to your email. For greater efficiency, mailing is carried out in two stages. The first one - in the morning (it can be adjusted to the time of your region) all tender results for the previous day are sent. The second - at noon, fresh results are sent for just completed trading with the ETP. Thus, every day you receive a complete up-to-date database of winners to establish new business relations and partnerships.

The economic growth and popularity of any organization, regardless of the field of activity, depends on the number of its foreign policy relations, the volume and quality of services provided. If the first comes, so to speak, in the process, then the second has to be achieved in all sorts of ways (preferably legal).

The won tender can become a unique chance to "break out into the people", demonstrating the strength of one's capabilities, honesty of intentions, virtuosity of execution. When the procedure for conducting a tender is clearly outside the law, it is better to refuse to participate in it. In a situation where all the roles have already been assigned, the question of how to win a tender becomes clearly rhetorical.

Is it worth it to bid?

The answer is unequivocal - to participate, and at the same time not to listen to "kind" people telling horror stories about the corruption of everything and everyone. Naturally, it’s most likely that you won’t be able to get into the kings the first time, especially if your company is a beginner - you will probably have to plow for the result for more than one month.

In principle, participation in the tender is an option for companies of various sizes. If you are a loner and only dream of millions in bank accounts, then it is better to pay attention to other ways to get rich. Fortunately, now even on the Internet you can make good money, the article "" describes only some of them.

The tender is held on traditional principle buy and sell, where neither the buyer - the customer, nor the seller - the service provider remain in the loser. The first receives the work done for a conditionally minimum price, the second does this work, receiving a stable income.

Focusing on the victory, do not forget that it is after the victory that the flywheel of the colossal process will begin to spin. Will you be able to meet the agreed deadlines, will the subcontractors cope, are the staff staffed with qualified specialists?

What tenders to participate in?

Tenders are open and closed, state and commercial, but not all of them will be able to participate - it is unprofitable or they will not let you in. The closed tender is something like an elite club, the board and members of which adhere to conservative views.

How to win a closed tender is an unrealistic question for most average companies. Because the participants in such events are deliberately specified - as a rule, these are trusts, consortiums that have monopolized certain sectors of the market.

To participate in the auction, participants (usually there are about 5 of them) receive a special invitation, which is sent by the organizer. Closed tenders are often aimed at awarding contracts for work in secret areas related, for example, to the country's defense capability or in high technology areas.

An open tender is another matter; any company can enter here, regardless of the "wallet thickness" and age. The auction becomes known from the funds mass media and specialized websites. The number of participants is not limited - the more there are, the more serious the competition.

Given the choice between public and commercial tender, the former is more unhindered in many respects, as it operates within the federal law dated April 5, 2013 No. 44-FZ. For example, according to the law, the procurement procedure, requirements for participants, evaluation of applications are strictly regulated and unchanged.

In commercial tenders, all wishes and requirements are set by the customer. And although the procedure for this event takes place within the framework of Law No. 135-FZ, the freedom, let's say, of creativity of the participants is noticeably limited. Under such conditions, it is impossible to find out who won the tender - this is information for a narrow circle.

Determining rule how to win a tender for services

The main condition for admission and participation in any tender is documentation, the preparation of which must be carried out with filigree accuracy. The number of papers is huge, and if you add the lack of generally accepted templates to this, design errors become the norm. That is why about 90% of potential bidders never become them.

Features of some documents depend on different conditions of tenders - whether it is the construction of an object, or training seminars or delivery baby food. Any problems with documentation are solved law firms, providing services for tender support, i.e., the correct execution of documents.

Outsourcing companies operating under the motto "I'll help you win a tender" are really worth your attention, because in addition to bureaucratic red tape, they also take the trouble to defend the interests of the client in the Federal Antimonopoly Service. The key point is the return of the funds spent to the client in case of non-admission (this item should be written in the contract).

Correctly drawn up documentation for the tender is good, but in order for your proposal to be interested, you need to “light up” in the good sense of the word. The essence of the "campaign" is not just to delve into the essence of the customer's request, so that the customer finds out about it:

Make business contact. Do not be afraid to look ignorant in the eyes of the client, asking for clarification of streamlined phrases in the brief, concretizing information of secondary importance that is not reflected on the pages. Let the customer see that his project is interesting.
Analyze the offer, familiarize yourself with his requirements / desires in order to ask reasonable questions how to win a tender for services without understanding the essence of these services. Please note that the client can ask tricky question to understand the degree of your "immersion" in the topic. Highlight the key issue that determines the need for a tender. Show how you understand this problem and how to solve it using the example of similar practical solutions, theoretical developments, and practical research. The results of the proposals must be confirmed by experts, have guarantees.
Competence. So, theoretically, you are in the subject, you can speak beautifully and to the point, but this may not seem enough to the customer, and he arranges an exam on practical application your knowledge - to independently draw up an estimate. It is necessary to calculate the costs of production, subcontractors, depreciation, make an overall assessment of the work and "you will be recognized by your fruits." Such tasks almost certainly help win the tender.

Maximum reality of the offer

A good step would be to submit your proposal for consideration not only in writing- for clarity, it would be nice to draw something in the sense of graphs, diagrams. By successfully squeezing competitor data in, you can present yourself in the best light without belittling the merits of the above (you get a bonus for political correctness).

Valuable Tips:

Find out about the number of invited persons. Copies of documents should be enough for everyone (a couple of extra copies should still be in reserve);
Your team must not outnumber the opposing side;
There should be a "co-pilot" nearby in case of a hitch - he will continue the performance;
Rehearse your speech in advance so that, in addition to the main idea, you have time to tell valuable details.

Try to combine all available ways of presenting ideas - paper, posters, slides, laptop. We all perceive information in different ways, it is better for someone to read from a sheet, and for someone to look at the screen.

The presence of a portfolio is very much appreciated, and if you don’t have your own, which is in the subject on this moment, feel free to refer to similar projects and give links to them. Highlight the common and different between the example and your project, believe me, the customer will appreciate the straightforwardness.

When calculating the cost of work, set the real cost - good job always worth the money. The customer understands this, and a deliberately low price can confirm him in the thought that you simply cannot imagine the amount of work with all the risks that follow from this.

Confirm theoretical calculations rough plan work by decades, quarters - what work will be carried out in certain period time. On a psychological level, planned work seems more feasible and inspires more confidence in the customer.

Psychological subtleties that help win the tender

When developing an economic strategy, we must not forget that we will have to work with people. And even if at first they are faceless and inaccessible, the right tactics and techniques will help make them animated, ready for cooperation:

Each person will be pleased if they call him by his first name and patronymic, and not by a faceless gentleman. A respectful mention of the client's name in official documents on a subconscious level will bring you closer, give the impression that you are already doing a common thing.
A lot of efforts aimed at how to win a tender for services can be reduced to zero by banal illiteracy (typos do not count). (Being smarter than the customer in this sense will only play into your hands). Mistakes are offensive - they show disrespect for the interlocutor, do not inspire confidence and demonstrate, God forbid, your lack of professionalism.
Be original. Advice for beginners - always be ready! To become familiar, constantly participating in tenders, or to offer something - new, unique, bordering on madness, but it works! Feel free to suggest ideas that are different (tried and tested, as mentioned above). If you get an audience with the head of the customer company and hold a demonstration, for example, of the operation of the device, an unusual situation may arise that will give you an idea of how to win the tender.
Get to know your partner. An unoriginal, but interesting technique would be to collect information about the mighty of the world this - their hobbies, habits, etc. If earlier cooks, a nanny, a butler were used for these purposes, then modern media, yellow press, a friend of a friend can also enlighten on this matter. By making it clear that you have common ground outside of the office routine, you can achieve a certain location.
Be honest. It will be easier to win a tender if the list includes a clause on a guarantee of a refund to the customer in the absence of a predictable result. It's amazing how much easier it becomes to work with people who are sure they won't lose their money.
Self-PR. The client will be interested in the corporate profile of your company - state your policy, values, unique abilities, qualifications of employees. Make a list of companies for which you had to work, and a list of completed work - this will confirm your potential. For the client to trust your business qualities, include testimonials from previous clients. The assessment of disinterested persons often corresponds to reality and is carefully listened to.

What should not be done if you are thinking how to win a tender?

When communicating with the customer, his representatives, you must follow generally accepted rules, avoiding actions that can create a negative reputation / inflict material damage companies. What tricks are not recommended to use in pursuit of winnings:

Present. This does not mean restrained signs of attention to a certain date / calendar holiday, but a banal bribe or bribery. modern dacha bribes may differ from the banal procedure from hand to hand, and go through an intermediary or go to an electronic wallet. But the trouble (for the bribe giver) is that people who cannot directly influence the outcome of the tender are bribed. Consequently, not everyone will agree to accept money - "dismantling" in the event of a loss is, to put it mildly, an unpleasant thing.
Familiarity. A business dinner in a bathhouse, a cocktail in a striptease bar, sincere gatherings in a restaurant after midnight in no way contribute to the establishment of mutual understanding. In general, communication style is very important, if you are not sure how to behave, check out the types of possible interlocutors in the article "".
The pursuit. It is contraindicated in any form: by phone, in correspondence / by e-mail, “random” meetings at various events, in in social networks through mutual friends. First, get familiar (and you want to be a one-of-a-kind client?). Secondly, the decision is made not by one person, but by the commission, therefore, your efforts will be in vain if you are not going to "spud" all the members of the commission.
Blackmail. Kidnapping, hostage-taking - radical methods "a la 90s" have sunk into oblivion. But, you see, there are few people who would not have a skeleton hidden in the closet - a sure way to intimidate an intractable client. Here are just a titanic effort to disclose hard-hitting secrets are not cheap, and the security services diligently protect the reputation of the employer. The blackmailer is provided with professional disqualification and the inability to participate in tenders in the future.
Tricky economy. There are situations when the winning company, having started work, begins to cheat for some reason. Most often this applies to components whose cost, respectively, and quality, do not correspond to the estimate, they also save on quality and volume of supplies. For such cases, there are reference checks. As a result, the agreement will be declared invalid, the contract will be terminated, the performer will be blacklisted.
Reduced contract value. Some sellers, wishing to win the tender in any way, significantly underestimate the cost of the estimate and win. But since the terms of the contract were signed long ago, and in fact the work is much more expensive, then you will have to cover the difference out of your own pocket. So it turns out that not only the miser pays twice, but also the cunning one.

I'd be key besides " specifications» of your proposal called how you are holding up, whether you were able to interest the audience. You can read more about simple but effective techniques in the article "".

How to become a winner in a not entirely fair way?

The struggle for the right to own a tender (usually a state one) is sometimes held in violation of the rules, it is almost impossible for an inexperienced beginner to consider this. We recommend to your attention the most used tricks, if you notice something like this, do not play, because you are unlikely to win:

Price drop. The lower the cost of the proposal, the more likely it is to be selected, especially public procurement where the emphasis is on budget savings. Artificial knocking down of the price lies at the heart of dumping - a kind of game of insiders. It goes something like this - among the competing companies there are 2, one of which is dumping, offering the most low price, and the second is an accomplice, keeps the price slightly lower than the others. As a result, the participant who offered the lowest price wins, but is eliminated from the game, because it is at this moment that alleged violations are found in the documents. The winner is the company that offered a price slightly lower than the rest. There is a conspiracy based on the principle "today I will help you win the tender, and tomorrow you will help me."

Guarantee. A paradoxical situation has developed on the market, when fraud with tenders is possible and occurs precisely in the public sector. Yes, lawyers will forgive us, but with the goal of saving budgetary funds, the state unwittingly creates precedents. A classic example is that a government customer often includes the provision of a guarantor in the tender conditions as an additional guarantee of the contractor's viability. On the one hand, a solid guarantor will cover unplanned budgetary expenses. But on the other hand, such a form of guardianship is possible only between fairly close people, often relatives, therefore, there is a conspiracy.
Fake request. Scam is based on legal right budget organizations to carry out requests for quotations with a contract value of up to 5 thousand rubles. The organizer of the tender arranges a fake request, i.e. formally the procedure goes well, but is invalidated according to cunningly concocted documents. The results of quotations are transferred to "their" company, which at the second stage of the competition offers the lowest price (the difference can be only a couple of tens of rubles).
Filter. Once again, the state tender is in the spotlight. Certain works submitted in the form of sponsorship are already in full swing when the competition is announced. The main condition may be to carry out the same work for an unrealistically short time at a price well below market value. The struggle in this case is meaningless, since it is unrealistic to win in such conditions.
Mistakes or mistakes with meaning. Since information about future auctions is conveyed by the media / web sites, it is not a secret with seven seals. "His" performer learns about the tender, in which he is destined for victory, by special errors in words. For example, supplies of components for a PC are planned, in connection with which an announcement is given "deliveries for a PC", but the Russian "s" is written in Latin. Outwardly, there is absolutely nothing to complain about, but by entering the “wrong” ad in the search bar, the performer will find out the necessary information.

How to find out who won the tender and why is it needed?

The open tender does not classify the data of the winner, they are reflected on the website of the organizer of the tender, the customer or use the novelty - the tender database of winners. The question - how to find out who won the tender - is usually relevant for narrowly focused organizations specializing in tender lending and bank guarantees.

For other tender participants, such data is interesting for analytical work: to study the final protocols, previous similar transactions of the winner of the current tender and the customer. Details of the winners are usually not disclosed. The notice of the prize is first sent personally to the management of the executing company, which individually informs the interested parties about it.

I must say right away that in any case it will not work to replay the results, but the plaintiff can file a complaint about violations of the auction in arbitration court at the place of the tender or FAS. Only corrupt officials can answer for illegal acts. As practice shows, the number of appeals against tenders in the Russian Federation can be counted on the fingers.

Conclusion

These recommendations, tips and warnings are real and have already been tested by your predecessors. Obviously, the starting point of success is correct documentation. But no less important is the psychological component, which will help establish a business understanding with a future client who can become your long-term partner.

Participation in the tender is a very important experience for each participant. Of course, I really want to win it, because time, effort, money were spent. So the question of how to win the tender remains extremely relevant. Even despite the perfect match with the requirements of the customer, you can not always win. There are cases when the customer knows the winner of his tender, but still holds a tender - "for the sake of appearances."

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

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

Tender documentation

What does it take to win a tender? First of all, correctly drawn up and executed documentation, enabling the customer to partially evaluate you and your ability to work. The conditions for filing an application and the documentation that must be attached to it are usually agreed in advance. The concept of "tender documentation" includes big number papers, therefore, if you received an invitation to participate in the tender too late, it is better not to deal with paperwork at all - there is a great risk of wasting time and money.

The documentation varies depending on the sector of the economy in which the tender is held and on the requirements of the customer. It is important to provide documents to the tender organizer 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 before the agreed date, as it without fail will need to be rechecked.

If you are familiar with one of the organizers of the tender, then you can try to show him your proposal before the official submission. This way you get a chance to show your zeal or get good advice.

They are provided by companies specializing in the preparation of documentation. These companies work with specialists who can provide really significant assistance and avoid mistakes during the preparation of documentation.

The basic package of documents required for participation in the auction:

Application certified by the owner of the enterprise/company.
Application with attached company presentation.
Description of the submitted documents.
Copies of constituent documents legal entity and statute.
Certificates of state registration.
Notarized copies of research institutes.
Extract from the Unified State Register of Legal Entities (limitation period - no more than 15 days).
List of persons who represent the company.
A copy of the order on the assignment of duties to the chief accountant.
Help about what tax arrears missing.
Financial tax reporting firm, certified by the tax inspector, for the previous three reporting periods.

The specialist who assists in the tender is engaged in a range of services: from the analysis of documents for submitting an application to monitoring the fulfillment of obligations under the contract.

How to win the tender at the stage of submission of documents?

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

Sign documents in blue ink and make sure your signature is legible.
Use tables and charts.
Install 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 you for the information provided and notice that you are waiting for the signing of the contract.
Usually customers are skeptical, so providing a guarantee will not be superfluous.
Show that you are a professional in your field.
Use legible fonts when preparing documentation.
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.
Your capabilities must fully comply with the requirements of the customer. If you won, but is unable to fulfill the terms of the contract, then there can be no question of any cooperation.
If you have already won once, then do not be so sure that the prize is waiting for you here too - in the contest, 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. In order not to make another mistake, you can seek help from a person who knows how to win tenders, as he had similar experience.

Steps to victory

If you decide to participate in auctions, then do it regularly or do not do it at all, otherwise there will be no return, and you will just waste precious time. Constant participation in tenders makes it possible to acquire the necessary skills, which each time will help to better and faster draw up all the documentation, prepare an offer. The first thing to consider is that experience matters. Try to learn how to participate in tenders on the so-called "cats" - non-essential orders that are not so important in your career, but can serve as an excellent school.

Tenders: how can you win?

To begin with, select employees who will be able to participate in the preparation for the competition on their own, without distracting the manager.
When bids can only be accepted in writing, without the possibility of a personal conversation, be careful - this tender may not be called fair.
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 the participants. Attention needs to be paid to the requirements for tender documentation, important dates of the tender organizers (you can congratulate one of the organizers on a wedding anniversary or birthday of a child), consider the previous experience of tenderers.
How to win in a government tender? Such auctions require a conversation with the decision maker - ordinary employees who can answer the questions posed by him should not interest you, because they do not play a role in determining the winner.
If this tender provides for several stages, you can lay a small percentage for bargaining.
Do not offer a price lower than your usual cost - your customers can find out about it.
Be sure to prepare for a "live" participation in the tender - work out your speech, give yourself a presentable look.

For those who are interested in how to win tender bidding(i.e. success secrets, tricks, strategies) you need to work hard to achieve success, which invariably comes with experience and with the creation of your own secrets.

Tender support

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