Tender department. Creation, Management and Development of Tender Sales Departments (in

Tender department - This is the internal division of the company that is engaged in participating in public and commercial procurement. They are like customers and purchasing participants.

Many organizations that constantly participate in procurement create such a unit as the tender department. Employees of this department carry out all the work associated with participation in the auction: from the search for auction until the contract with the customer is concluded. In the event that we are talking about a specialist from the customer, then it consists of several other functions.

Responsibilities of the tender department

We first consider the responsibilities of the manager of the tender department by the Customer Company. First of all, it is worth noting that the structural division itself may include a different number of employees - from one or more, ranging from the head and ending with the assistant manager. Standard Composition includes head, deputy head and manager.

Tip:if the company only thought about creating such a unit, it is better to start with the minimum number of specialists in finding tenders and expand the department as needed.

So, working with public or commercial procurement as a customer, the responsibility of a specialist of the Tender Department will include the following points:

publication in the Unified Information System of the Procurement Plan and the Procurement Plan for the future period, in accordance with the requirements of the law;

placing an order on electronic sites, trading in closed or open forms, as well as without a declaration of the competition. Provide the rationale for procurement in the chosen form if legislation requires;

preparation of tender documentation, transferring it to the ETP and providing decryption at the request of the contractor;

the implementation of relations with all participants of the procedure is the publication of the Protocol for the consideration of applications, the Protocol for conducting other documents for any additional actions;

preparation and storage of all documentation necessary for the organization procurement activities.

This is a general list of employee responsibilities, in each organization he may vary slightly, and the functionality can take on various employees, if the volume of the trades carried out is quite large.

The infographics below presents one of the possible structures of the tender department of the organization.

Tender Specialist

If we are talking about an organization that is a contractor, the responsibilities of the tender employee differ from the above. We describe the main ones:

search for procurement on the profile of the company on various venues and in a single information system;

obtaining CEP and passing accreditation on electronic trading platforms;

preparation of the application and request for clarification of procurement documentation if necessary;

submission of applications and participation in auction on behalf of the company;

analysis of selected tenders for the presence of a corruption component and decision to participate in a particular purchase;

reporting on the basis of the procedure.

Also, the activities of the division depends on a specific company that creates the tender department.

Trading services

An excellent option is to order the search services for a third-party organization, which is engaged in activities in this direction.

Such companies have a number of significant advantages:

extensive experience in the selection of trading allows the most qualitative to make a selection of the necessary parameters;

assistance in this direction is beneficial to the fact that you get a newsletter with suitable purchases constantly and with small intervals time between them. With an independent search, you will spend much more time to select suitable trading;

the tender specialist immediately analyzes on the corruption component of the procurement and informs you about the controversial versions so that you make a decision by possessing a large number of information;

most often, these companies may also assist directly in participation in the auction.

Help professionals in the selection of trading

Rusdender offers a wide range of services, both searching and accompanied by procurement. We carry out the tender selection in two versions:

• specialist help;
• procurement selection program.

In the first case, the search will exercise our employee to specify the parameters you specify and to manually sort and analyze each purchase before you provide a selection to you.

In the second version, we provide you with free access to the program designed by us by the selection of tenders and you independently set the parameters for which you want to get bidding you are interested in. You can read more about such a program and its capabilities in our article about this service.

Cerenately, the choice is always yours - to create your own tender department or contact third-party specialists to get help in finding and accompanied by trading. Therefore, having weiging all the arguments, each manager of the company chooses the most convenient option for the organization.

Ltd ICR"RUSENDDER"

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Today, orders for huge amounts undergo the procedure for auction and auctions. Law No. 233 of the Federal Law, which began in 2007, requires municipalities, executive and legislative authorities, government organizations to choose performers for the necessary work on a competitive basis. The volume of orders for each region is different, but everywhere these amounts are significantly more than, for example, it is possible to expect from earnings on direct deliveries.

Representatives of various sectors of the economy can take part in the auction. Every year, procurement is committed to the needs of schools, hospitals, authorities. Tenders and major federal retail chains are carried out, seeking to minimize the corruption moment in their work.

Interest in tenders exhibit construction and project organizations, Companies working in the service sector, product suppliers, etc.

Places interesting to most companies of various sectors of the economy:

• SETOONLINE.ru
• fabricant.ru.
• Sberbank (sberbank-astt.ru)
• Rosseltorg.

Getting Started: Registration, Design

By and large, this type of service can be rendered even in the "Home Office" mode. There is no acute need to remove a separate office space. However, if it is more convenient for you to work in the office, you can rent a small room with a telephone and Internet access.

If several employees are attracted to the sale, then need additional equipped jobs.

How to find customers for trading services

Running a remote tender department, you take care of the permanent search for customers of your services, because only in this case you can exist and develop.

Your UTP

What is the difference between your offer from what competitors have? What can you offer a potential customer? Why does he need to stop his choice for you? Having answered these questions, you will know exactly the benefits of your product.

Maybe you quickly and cheap make up EDS or agree to prepare the documentation for the percentage of winnings? Key points that will cause a response from potential customers And will be your street.

"Cold calls"

One of the most inexpensive (albeit labor) methods for finding customers, which you should work in life are "cold calls": a direct call on the basis of companies with the proposal of its services.

Building work

You form a list of potential customers - companies that may experience the need for tenders accompanied by support.

Daily make the first calls with access to the person who makes the decision and repeated on the conversation.

Important moment - daily calls. Perseverance and perseverance together with the correctly represented UTP (a unique trading offer) - a key to success in outsourcing.

The most optimal channels of promotion today are contextual advertising in Yandex and Google search engines, targeting advertising in social networks.

An example of an advertisement.

In promotional companies, competitors often sell their services as "winning guarantee", "Let's help to win", etc. It would be reasonable to look at the strategy and tactics of promoting the nearest competitors and on the basis of the analysis to leave their own, the best offer.

Related services to increase profitable

Obtaining electronic digital signature (EDS) from accredited operators. This service can be provided for the percentage that you take from the operator or for a separate amount from the client.

The electronic signature fully replaces the usual manual signature, possessing a similar legal force (provisions, the requirements for registration can be found in the Federal Law No. 63 "On electronic signature»).

The EDP reduces the time for the workflow, simplifies the process of interaction with state structures, organizations, platforms.

Electronic signature Used:

• to participate in procurement on electronic trading platforms (trading, auctions, quotations requests, proposals, contests);
• for documencies;
• for accounting accounting.

Bank guarantees on 223-FZ and 44-FZ for small and medium-sized businesses and tender loans. You will receive your percentage of the loan amount by agreement with the bank.

Tenders

The tender is a struggle of several competing participants for the ability to provide services (work or product) for the customer on the conditions prescribed in the competition.

In Russian legislative acts, the definition of "tender" is not used, instead, it appears the concept of "competition". Competition participants provide to the customer their most favorable sentences in accordance with the rules of the announced tender. Information is open and accessible to all interested.

A participant who has passed the selection and providing the most favorable customer, becomes the winner of the competition. There are tenders for sources of financing: regional, federal, municipal, state, international, etc.

Tenders are needed both large and small, young companies wishing to receive a favorable order, because they give the customer to receive services (or goods) at a reduced value.

What is the difference between tender, competition and auction

Each type of competitive struggle market participants has its own characteristics.

Thus, the participant of the auction sees all offers and prices on a specific auction of its competitors and at a certain point can change its proposal. The participant of the tender (like the participant of the competition) neither the other opportunity has no other opportunity.

Types of tenders and their features

Tenders are customary to share for several types of type:

• closed or open tendersconsisting of one or two stages;
• request quotes;
• bidding of a closed type;
• purchase at the only supplier.

Closed tenders

These contests involve participation in tenders of a limited number of previously invited persons. Potential sites are sent invitation to email, having received which, those request tender documentation And draw up documents.

Closed tenders oblige the organizers to notify the authorities about their conduct. They are held when the ordered service / goods are available in the small number of market participants and carry out an open auction makes no sense or there are confidentiality restrictions.

This type of contests allows adjustments, but it is necessary to notify the participants about them. The winner with the most interesting conditions for the customer signs the contract and this is notified by the other companies.

Benefits:

• saving money and time;
• confidentiality.

Open tenders

An open tender is often organized when they conduct public procures. A large number of participants allows the organizer to choose the most advantageous offer and save the budget.

Informing about the auction is made using electronic resources and media. During the term, the tender commission processes incoming applications and verifies the associated documentation.

Specialized Bidding of Closed Type

They are held when the specifics of work or services are quite complicated, implies the presence of restrictions imposed on participants. In particular, it may be a requirement to have a certain admission, qualifications, to meet these requirements.

Tenders consisting of two stages

Characterized complex process Works, increased requirements.

Stage 1. The customer is preparing the initial version of the case-based on which the participating companies send their applications, without specifying additional conditions for the performance of work and their value. After discussion, the technical task is specified.

Stage 2. Participants complement applications by technical details: deadlines, prices, conditions. After that, the winner is chosen, with which the contract is concluded.

Request quotes

This procedure means the choice of a supplier of a certain (identical or similar) products, which can offer the most profitable price. The request for quotations has some features. Thus, the maximum contract price should not exceed half a million rubles, and the annual volume of such purchases - 10% of the total volume of funds planned for procurement. Bidding is held in 12 days, the participants fill the quotation applications in which the cost is indicated.

The quotation application is sent by mail or email writing with electronic digital signature. The organizers reject applications, as a rule, due to the overestimated price or inconsistency of the application.

Purchase at the only supplier

In the case when a monopolist supplier of goods or services, all participants refused or applications were rejected by the customer, the procurement procedure is carried out at the only supplier. This implies a contract signing without a member's trading procedure, which can fulfill the conditions in the task.

Before purchasing in this form, the Customer must substantiate the impossibility of using other methods to determine the Contractor. After that, the report necessarily publishes information about the price of the contract and features of the contractor to eliminate financial fraud.

tender documentation

For its preparation, the Tender Commission is responsible, which will continue to get acquainted with applications from performers. The documentation contains conditions and information about the tender, contract items. The package, as a rule, has 2 parts, one of which contains technical, and the second is commercial information.

The first part publishes the requirements for the object of the tender, technical conditions and norms, general information, Contract items, instructions for performers, information cards, application procedure and conditions of the competition.

The commercial part affects the cost and price formation issues, payment schedule, payment terms, sources of financing, guarantees and insurance.

The object of the tender determines the amount of documentation: the technical task for holding construction and design work will be much larger than, for example, documentation for the purchase of stationery.

Rules of participation in trading

The territorial affiliation for participation in tenders does not matter: the company may be in the Urals, and the customer is in Moscow. The main thing is that the documents meet the requirements of the customer to the participants:

1. The application corresponds to the sample.
2. Application submission means consent to the tender terms.
3. The application must be submitted within the allotted period, in the same time adjustments or feedback can be made.

The package of documents for each competition is formed individually, but in general it must contain:

• certified copy of the certificate of state registration;
• a copy of the notice of the assignment of the INN;
• charter of the organization (copy);
• banking certificate of financial consistency;
• accounting balance for the year;
• help from the FNS on the absence of debts;
• inventory documents certified by an authorized person.

In some case, you will need:

• providing applications;
• evidence of the official representative in the supply of goods;
• certificates, conformity declarations on goods;

Bank guarantee for participation in the tender

For the financial security of the project, there is such a tool as a bank guarantee. It allows the customer to count on receiving an insurance payment if the Contractor violates its obligations under the Agreement.

In the list of insured cases, such violations may be:

• non-fulfillment / poor-quality execution of the contract after the signing of the contract;
• refusal to cooperation after winning the competition;
• after the end of the deadline for submission of applications changes the conditions of its proposal.

This document has its own duration of the contract signing. On average, the size of the bank guarantee is from 1.5 to 5% of the amount of the future transaction, the deadline for registration is no more than 1-3 days and it is provided for the period up to 3 years to provide or without it. Additional payments may include a remuneration for issuing a loan, etc. The maximum amount to 15 000 0000 rubles, but the limit amount of the loan product for each organization will be their depending on the degree of reliability of the company and its financial stability (annual revenue, the timing of economic activity, etc.). In the case of a positive decision, the Bank issues a written banking guarantee, which the tender participant provides the organizer.

Banks provide this service for physical (IP) and legal entities participating in the competition.

Among the credit institutions providing a bank guarantee - Sberbank, VTB 24, Rosselkhobank, Alpha-Bank, Rosbank and others.

4 steps for receiving a bank guarantee for the competition:

Types of bank guarantees

• warranty under the state contract within the framework of laws 44-FZ and 223-FZ;
• warranty for tenders and contests;
• warranty of execution;
• guarantee of the return of advances;
• payment guarantee;
• vAT refund guarantee;
• warranty provided for individual bodies (customs, carriers, etc.).

To register a bank guarantee under the tender to the credit institution are provided with statutory documents, information on participation in the tender.

Tender loan for contract execution

Tender loans for the execution of the state contract are issued by Alpha Bank, Sberbank, Jay Endi Bank, Zenit and more than 1 year. Cashs are used and extended monthly equal tranches within the framework of the established credit line. During this period, the organization pays interest banks and commission (if it is).

Tender loans can be with a renewable credit line, which implies the possibility of participating in the auction during the year and unite.

The advantage of such funding is that the funds remain in the company's turnover, and the performer himself can participate in bidding with millions of budgets.

Terms of tender loans from banks (most common):

• registration for 9 days;
• interest rate from 14 to 21%;
• credit term - up to 3 months.

Sometimes the organizers of the competition require cashary support participants. In this case, if there is no free money in the organization and there is no desire to "pull out" them from the turnover, a bank loan is used. Most banks provide such a service.

As a rule, competitions for multi-million orders always include the requirements for the provision - so the customer checks the reliability of the Contractor. Companies are very serious about compliance with the requirements of the application and the design of warranty letters and other ways to avoid collateral, it is unlikely to lead to.

You should not take a loan for tenders if you are not confident in the financial stability of the enterprise: always we suspend decisions.

How to win a tender

Win a tender or auction is possible even to companies that first try themselves in this matter. However, there is also the reverse side of the medal. Despite the active struggle of law enforcement services with economic crimes, the corruption component is very strong in tenders. An order interesting for many potential contractors, in fact, may not leave them any chance to win, being a product of the early arrangements of the customer and contractor.

Tenders "By agreement": customers and contractors

Despite the tightening of punishment for corruption, a number of organizations lead the game on dishonest rules, when the Customer and the Contractor agree on mutually beneficial cooperation in style: "I am an object you, you are a percentage of the total auction amount." Of particular interest here are organs - managers of federal and regional budgets, large companies with state support or a large percentage of whose shares bought by the state. However, such corrupt agreements are subject to criminal punishment.

Young companies that do not have "support" in the relevant authorities win an interesting tender for the construction of road transport, social and other objects are very and very difficult.

If there is an agreement between the customer and the performer, then the requirements in technical documentation Compiled under a specific company in order to minimize the number of possible participants. If several companies go to the selection, their applications are deviated for a number of reasons so that the only necessary company is recognized as the winner.

In this regard, in all the ways with the documentation for tenders, you can offer customer devices:

• appealing the results of an electronic auction;
• settling the interests of the client in court;
• preparation of complaints in the FAS (Federal Antimonopoly Service).

4 factor for victory in contests

Pricing. If the competition is honest, each company may claim victory in it. The main thing is to offer a really interesting price for the customer with the observance of the conditions voiced in the technical launch.

If you plan to offer the lowest price, then soberly calculate the financial capabilities of the enterprise and the existing "airbag". Because, without having calculated costs, the performer can win the tender, but will work with a loss of charge or squeezed. In the latter case, the company can be included in the list of unfair suppliers. Clear execution technical task and low price - the basis of successful participation in the competition.

Correctly filling out the documentation. Each contest, whether it is a purchase of a single supplier, an open or closed tender or a prequalification selection - the lack of errors in the documents - the key to success. The incorrect filling of the paper becomes the reason for removing the procurement participant before the competition.

Most an important rulewhich should adhere to the tende specialist - it is to provide exactly the information and characteristics that customers are requested.

Availability and guarantees. In some contests there are requirements for providing financial support and bank guarantees. As a rule, customers ask for this when there is a large purchase for the performance of a large amount of work (or goods) and it is necessary to confirm the seriousness of the performers' intentions.

Participation in tenders. Experience acquired by participating in contests will not make mistakes in the documents.

Start participation in tenders

Electronic shopping areas (ETP) Created for centralized purchases by various organizations. They are sites on the Internet with specialized software on which organizations place information about the procurement they need, and possible contractors participate in the announced trading.

The electronic platforms operating in the Russian legislative field are divided into several main groups:

• Purchases for purchases on 44-ФЗ (state procurement). These ETP are defined by the Ministry of Economic Development and the Federal Antimonopoly Service, and all trading on 44-ФЗ are carried out only on them. To work on these sites requires the use of a qualified electronic signature.
• EtP for work on 223-ФЗ. They are intended for procurement with enterprises with state-owned capital of more than 50%. The list is not limited and is not determined by anyone. Currently, the need to reduce them are discussed. These platforms are determined by their rules of work independently.
• Playgrounds for use by commercial companies. The solution to produce auction, using an electronic platform, each such a company takes independently, no obligations to them by Russian legislation imposes. Often they use sites intended for trading on 223-ФЗ.
• Playgrounds for the sale of property of bankrupt organizations. Their list is determined by the Ministry of Economic Development.

Electronic trading platforms are characterized by general features:

• All transactions decorated on them are legal.
• There is no personal contact of counterparties. This guarantees anonymity in the execution of competitive procedures.
• Territorial independence. Participate in competitive procedures You can on the Internet from anywhere in the world.

State procurements 44-ФЗ

The procurement procedure for municipal and state needs. Current legislation tightly regulates:

• Procedures should be made only on accredited ETP.
• Bidding should be carried out in strict accordance with previously published graphs.
• The procedure for selecting participants is determined by law, and not by the organizers of trading.
• The Government of the Russian Federation identifies a list of goods, works and services that are allowed to purchase only by conducting an electronic auction.
• The law is prohibited to indicate in the documentation of specific manufacturers and brands of goods, which ensures participation in the auction of a wide range of persons.
• The auction documentation should contain mandatory conditions for ensuring the execution of the application and the contract.

Procurement of legal entities on 223-ФЗ

Tenders in accordance with this law are conducted by legal entities, in the authorized capital of which the share of state participation is more than 50%.

They have a number of features:

• The Bid Organizer independently develops a procurement provision, which determines the mechanism for holding a bidding and concluding contracts for their results.
• The method of conducting procedures The organizer also determines independently.
• The Government of the Russian Federation identifies a list of goods, works and services that should be purchased only in electronic form.

The legal support services tenders are necessary for each company, which sooner or later begins to think about attracting new customers.

Parentity of cooperation with our company

• We carry out competitive exploration
• We analyze and prepare all documentation
• We analyze the Customer for Corrugation
• We are preparing documents on the experience and qualifications of employees, as well as the experience of similar works
• We defeat in the tender with you!

Collaborate with the company "MLB" profitable!

Cost Tender accompaniment in Moscow

Edition EDS.

In order to eliminate the risk of disclosing confidential information with participation in the auction procedures, it is necessary to use electronic digital signature (EDS). It guarantees authenticity and relevance for all electronic trading participants.

3 types of EDS are available:

1. A simple electronic signature confirming that the signed document is directed by the owner of the signature.
2. Reinforced unqualified electronic signature. It guarantees the fact that the document after signing is not changed.
3. Enhanced qualified electronic signature. Combines the signs of both previous options, having the power of official printing and manual signature. It is this option that needs to be used to work on electronic trading platforms.

EDS is issued in special accredited certifying centers. The list of certifying centers, the signatures of which are accepted on a specific electronic platform, can be studied according to the links placed on them.

To get in the Certification Center for EDS, it is necessary to physically:

• personal presence;
• passport or other document confirming personality;
• SNILS.

Legal entities for obtaining EDS should provide the Certification Authority:

• copies of constituent documents;
• certificate of introduction to the EGRUL;
• certificate of registration in tax.

The electronic signature certificate is written on a USB flash drive that must be purchased. The cost of services The certifying center determines itself and usually it ranges from 3,000 to 5,000 rubles.

Accreditation on ETP

In order to participate in the procedures carried out on the electronic platform, it is necessary to go through the accreditation procedure on it:

• Apply on the site.
• ETP staff consider application 5 working days.
• The applicant on email receives notice from the site about the positive or negative result.

Before applying, you must configure the computer to work with the EDS.

When registering on the site will have to specify:

• Type of certificate of EDS.
• Actual I. legal address Companies.
• Payment details of the organization.
• Information about the authorized person.
• Login and password.

The application will require to attach readable scanned copies (at least 100 DPI):

• Constituent documentation with all changes.
• Extracts from an incorporation for a period of no more than 6 months.
• Documents confirming the powers of the registering person.
• Documents confirming the authority of the head.
• Decisions on the possibility of making transactions on the electronic platform.

When sending documents, it is necessary to consider the type of files that are accepted by the electronic platform. Their list is usually indicated in the download window.

Accreditation period is 3 years. In 90 days before his expiration, the organization receives an appropriate email notification.

Tender selection

Request for quotations and a contest of 44-ФЗ

In the text of the contract you can change:

• Contractor details, if they have changed during trading time.
• Deviations from the text of the auction documentation and the application of the winner.
• Grammar errors, typos and other inaccuracies.

Correction significant conditions contract is not allowed.

Contribution of the contract in the event of disagreements:

• The winner of the auction explores the text of the contract proposed by him.
• The winner draws up a disagreement protocol with software trading platform. Each objection to the controversial contract must be legally justified.

• Signed with EDS Protocol is sent to the Bidder.
• For 3 working days, the customer examines the submitted protocol and either contributes to the contract or returns the initial version with the reasonable refusal.
• The winner for 3 working days should make a decision - to agree with the proposed option, or to form a new protocol of disagreements. It can submit a few protocols, but only for 13 calendar days.
• With a consent, the winner signs the protocol and sends it to the Customer with the application of documents on ensuring the execution of the contract.
• For 3 working days, the customer signs a contract for its part and publishes it. After that, the contract is considered concluded.

Financial support

In order for the auction organizer to be confident that the winner of the auction will fulfill the contract, 44-FZ provides 2 types of warranty:

1. Providing applications. It serves as insurance in case of a winner's failure from the conclusion of the contract.
2. Ensuring the execution of the contract. It is necessary to ensure that the winner will fulfill the contract.

Provide each of these guarantees can be 2 ways.

This book will tell about the functioning of a whole B2G business segment (business for the state). How to efficiently sell your products, works, services to state structures and institutions, how to organize a tender direction of sales and manage it. And also what strategy to choose companies to maximize the tender sales market. This book presents a copyright view of tender sales based on practical experience in participation in public procurement.

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Led Book Foreign Fragment Creation, Management and Development of Tender Sales Departments (V. Ishutin) Granted by our book partner - LITRES.

Chapter 1. Start! Where to start in tender sales

1.1. The role of public procurement in supporting business processes

If the country's economy develops fairly stable in all indicators, this suggests that the management of it is carried out as efficiently as possible, and a full-fledged economic system used. The qualitative structure of the state management should be extremely transparent and honest and in no way remind the time when the state degraded in the literal sense of the word, and the economy disastrically fell.

It is worth noting that state structures are trying by all means to make the economic system more perfect, using only the most modern solutions and those laws that can act as decisive in difficult times to improve the quality standard of living and contribute to the creation of a special image of the country at the global level. You should not also forget about the business climate, which develops directly within the state, since recently its improvement is clearly traced in most aspects of entrepreneurial activity.

As one of the main means of economic innovation today, government procures that are able to provide certain advantages to organizations of suppliers are performed. In fact, they can be called a kind of locomotive for the economy and business in the Russian Federation as a whole. Gosbazaz provides the main economic sectors the opportunity to enter a fundamentally new level and to stabilize, improving management methods. It should not be forgotten about the subjects of small businesses, which can consider work with state procurements as a great start for the future development of their business.

The state savings are known to be long-term in nature, and therefore it is capable of providing a certain success for the future of the whole country, since all means can be attached to other economic sectors and fully work, and not to disappear in the pockets of officials, as it often happened earlier.

Innovations in the field of public procurement can be called one of the most optimal paths capable of ensuring the economic stability of the country and boldly expose it as a full-fledged competitor not only in the inner, but also in the world market. The introduction of adjustments to the Government Process Process allows the Government to improve not only the business model, but also processes occurring in the current market. The state, in turn, provides significant financial support, which may be very important for the general maintenance of the economy at the right level, even if in practice it is very often occurring in parallel with the tangible disadvantage and limited financial funds of the state.

A vivid example is the innovation of laws in the field of procurement implemented for state needs. This is the Federal Law of 04/05/2013 No. 44-FZ "On contract system In the sphere of procurement, goods, services for state and municipal needs "(hereinafter - the Law 44-FZ), which excluded the underdevelopment of the previous Federal Law of July 21, 2005 No. 94-FZ" On the placement of orders for the supply of goods, performance of work, the provision of services For state and municipal needs, "taking into account not only the financial part of the contract, but also the quality of the services of the Contractor, and also established the rules of the game for certain types of legal entities with state participation - Federal Law of July 18, 2011 No. 223-FZ" On the procurement of goods, works Services with certain types of legal entities "(hereinafter - the Law 223-FZ).

Stability in the main industrial sectors is inextricably linked with the unshakable state of the current economic policy of the state. The constant investment of the state in the development of infrastructure allows you to steadily develop building bussinessThe result of which is usually the provision of more jobs and the possibility of real implementation of plans in the construction of state importance objects.

It is worth noting another advantage of state promenes: the obligation of the state mainly take into account the interests of the economic industries that are strategically important. Basically, the conclusion of a contract with the state is a kind of guarantor of further development for many sectors of the economy.

To get a state procurement, it is necessary to conclude a contract or contract with the customer. In order to implement this right according to the law 44-FZ, the transaction must be on the basis of specially conducted procedures, only after that a contract or contract will be concluded with the procurement participant. Any purchase that the state holds provides the possibility of any participant to take an active part in the fair competition for the right to conclude a contract, which is an advantage in the present procurement system.

The current procedure of public procurement provides all customers the opportunity to implement allocated funding as possible as possible as possible.

For the development of a business process, it is necessary to take into account and execute all the terms of the contract in accordance with applicable law. There are a lot of real examples when small businesses Practically keep afloat precisely thanks to the states. It is also possible to bring situations in which state projects act as one of the most stable spheres of profit, in some cases even organizations that do not have any connections in the public sector can get a very large order for several million rubles.

The law 44-FZ acts as peculiar insurance for participants, which are protected in this way from any misunderstandings in the process of imprisonment of state contracts, while determining all possible conditions for termination of the contract. The law of 223-FZ is more flexible in comparison with the law 44-ФЗ, but in both cases additional protection acts as a register of unscrupulous suppliers.

Public procurement currently produced today differ from those that were held earlier. Their main differences can be called full-fledged optimization, which has become possible through procurement on the Internet. At the moment, enterprises that take an active part in public procurement already have their own tenders who will find the necessary information on the trenders conducted without any problems.

Everyone perfectly understood how difficult it is to create a truly ideal system, especially at the state level. At the moment, government procurement, despite the presence of some shortcomings, managed to establish themselves as one of the best ways to ensure the needs of the country.

1.2. Advantages and disadvantages of tender sales

What good can be said about sales carried out through tenders?

First of all, participation in tenders can be called the only option for the sale of products to state and municipal institutions, companies with states and some major private companies that work only through tenders.

You can not engage in sales of this type at all, but in this case the company may lose a huge number of potential customers, since many organizations that once begin to engage in this type of activity, it is these customers who become permanent and bring a large share of stable profits. In accordance with the legislation of Russia, such orders can be obtained only through participation in tenders, no other methods simply exist.

It should also be noted that the costs of the content of tender specialists in practice are several times lower than the payment of the traditional sales department. At the beginning of the path of participation in tenders, it will be enough to "start" only one specialist in this field, and considering how long the software is being developed, it can even be trained by existing employees who will spend about two hours every day.

In some cases, tenders are practically the only way to get truly "fat" orders and the same profits. And many large companies have become such only because one day decided to make their participation in government procurement regular.

Negative Tender Sale

First of all, do not forget that in our country a certain percentage falls on custom tenders. Make sure that not every tender in Russia is registered, in practice, by taking part in several bidding and winning one of them without any agreements.

In this case, it will be worth considering such a pattern: the larger the order, the greater the likelihood that it may be custom. In order not to spend its precious time to participate in public procurement of this kind, it is important to pre-very carefully and seriously examine what requirements the Customer places in the documentation, which time technical requirements to products.

It is also necessary to note the fact that a certain proportion of tenders is carried out under work, which have already been fulfilled, and such situations, unfortunately, are often found, also falling under the number of customized public procurement. Naturally, it is impossible to say that such tender purchases are 100%, as to implement this method In practice it is quite difficult. Again, in order not to become a member of such purchases, it is recommended to pre-carefully examine all the documentation, which will allow you to identify such tenders in the initial stages to identify such tenders, which are purely formally, and make the right decision on participation or non-participation in them.

Do not forget that participation in tender sales is based on certain spending, which, however, are quite accomplices even for small organizations and private entrepreneurs, and the contracts received will allow us to enjoy the funds spent on the preparation and directly trading. Tenders are advised to select with special care, trying to pay attention and take part in only those that the company can actually fulfill. In addition, it is important to focus on those bidding, which are conducted in electronic form, since this option will allow several times to reduce the possible costs of participation in tender procedures.

1.3. Tender sales. Where to begin?

So, if you read this book, then most likely you are interested in the development of tender sales, the creation of your department, which will focus on tender sales, or allocating from the already existing sales department, where the clients will be various state, municipal or commercial organizations With state participation, and employees of this department will actively interact with customers and participate in tenders.

What pushed us to writing a book? Having extensive experience with customers, and suppliers, we show how, in our opinion, the tender sales should look rid of customers from the problems and increase the profit of suppliers. We also wanted to bring the theoretical base for a whole segment of sales, called B2G in the literature ("Business-to-Government" - business for the state), while making as few links to legislative Base And not trying to write the first book on tender sales by a simple human language, after which the number of complaints in the antimonopoly service will grow, if not an order of magnitude, then a significant number, and the register of unscrupulous providers will be replenished with new companies. Additionally explain why links to regulatory base will be minimized. The reason is simple: procurement legislation is a living organism that grows and develops, the provisions of articles are changing, others come to replace one regulatory acts. The main thing is to understand the basic principles of procurement, which, possibly, formulated otherwise in the laws, but still we will formulate them like this: the effectiveness of budget spending, transparency, and regulation.

You can allocate the following methods of participation of the company in public procurement:

1st way - independently create a tender direction

There is one subtlety that only dedicated to and share with ordinary mortals they are in no hurry. In order to create an effectively working Tender Sales Department, which will bring its company to a stable income, spent a huge amount of time, revise many applicants, someone from them, and someone, giving a chance to future fruitful activities, leave for probation . In the process of building an effectively operating tender sales department, most likely with some applicable employees will have to say goodbye, not even because they will sabotage the actions of the head of the department. The main thing is not at all. The most important point is that after a qualitatively working tender department of sales, revision and reorganization will be subjected to the whole process of relations between employees and departments among themselves, and, of course, not everyone likes, and someone at all to this will not be ready. Will not cost and without making the necessary changes to official duties Employees and directly organization of the enterprise - thus, almost the entire technological process will be recycled, which will have to spend a lot of strength, time and finance.

2nd way to conclude an agreement with a comprehensive service company

The fastest way to start tender sales. The services of these companies should be used until the work of the tender sales direction will be configured, as well as keep a similar structure about the reserve in case of freelance situations in its own tender direction for the exorbitant deployment of the current structure of tender sales.

Let's still return to tender sales. As mentioned earlier, the state purchases everything - from the needle to satellites - and is the largest consumer of products, at least no private company exercises such a volume of purchased products. It is also due to an increasingly growing share of state structures in society. In this connection, if the organization plans to entrenched in the market of goods, works, services, it must additionally analyze the possibility of selling the state. The benefit of the functionality of the unified information system http://zakupki.gov.ru allows you to check the niche of your organization with simple search queries.

For example, the organization is engaged in sales chainsaw. We drive this word in the search query, and the site gives more than 850 entries on the purchase of chainsaws throughout the country. A good result, however, considering that the site archive is in open access.

However, before the purchase enters a single information system, it takes a lot of work, which is often not visible to the supplier employees. Although in this case the procedure for the formation of the initial (maximum) contract price and the features of the preparation of technical specifications would be useful for many sales managers. From the practice of consulting we can say that 90% of sales managers consider the scope of tender sales monstrously corrupt, but we are more inclined to what it is due to the lack of understanding, and let's even say more, the desire to understand the tender sales. Akin to the pagan fear of thunder, lightning, hurricanes.

It is especially surprised by the fact that some specialists without a branch of conscience argue that this is a custom-made tender and should not participate in it, you can only spend time. Unfortunately, it speaks only one thing: these mountain tender "boys", tender "girls", tender "brokers" and others. Absolutely do not know the specifics of the customer's work, love to go into demagogy about tender sales. Some such specialists even discover the companies to accompany procurement activities, finding customers. It can be said absolutely authoritative: one way or another each tender for someone is adjusted. After all, it is impossible to navigate the fictional product in the preparation of the procurement documentation (although there is an exception - this is a research and development work - R & D research and development, where the result of the tender may be negative), as a rule, about 80% of procurement Pass under standard goods, work, services (hereinafter - labor). Usually, those or other labor are selected based on the life experience of the specialist itself, the customer or the necessary solutions are on the Internet, as well as possible Suppliers. Reading these lines, some will want to object, yes, of course, the customer's specialists will learn the Internet, there are to look for suppliers - believe our experience, it happens. And the better the site supplier the site, the greater the likelihood that it will be offered to clarify the properties of the product or the features of performance. Although it does not mean at all that it is this company that will be this work. Several otherwise, the customers working under the law 223-ФЗ, where the defining role plays a procurement provision, this provision provides for a large number of procurement cases at a single supplier (direct contract). At the moment, a number of bills have been submitted to the State Duma in the development of the Law of 223-FZ, limiting the procurement methods, the number of trading platforms, as well as gradually leading the Law 223-FZ to the standards of the 44-FZ law. In this case, this will affect positively on tender sales, since even more procurement will be carried out through a tender, contributing to the development of competition in the B2G segment.

And again, there may be objections to our address that there will be unreliable organizations, without work experience, may be necessary, and we have been working with a reliable for many years and would not like to lose it. We have already spoken about this earlier when they told about colleagues who train experts suppliers to participate in all the procurement without parsing, and then, if something is wrong, to fill the controlling authorities with complaints to the customer, while forgetting to report that, for example, anyone the supplier can be not bad to punish, because in accordance with the legislation, each contract (contract) concluded through the tender must have ensuring execution, so the fines imposed by the customer for the supplier can be held from this provision, and if the amount of the provision is not enough, then out of the amount Payment by contract. So, dear suppliers and customers, before getting up in a pose, think about the consequences.

Let's return to tenders. If he is adjusted to your organization, it can add some competitive advantage. In terms of the fact that you have learned the situation and possible methods and the execution model of the contract, at least your company, is more time for this than that of a simple member (if the purchase is carried out through an auction in electronic form, then the study of the technical task will be a maximum of 7 to 15 days, and when requesting quotes and less). The customer begins to prepare the procurement documentation for at least two months before the work, and the technical task and justification of the price may have a temporary gap for years before the start of the realization of the intended.

And a small background declaration of tenders. Each dyyeah Year In November-December, all customers prepare procurement schedules (or procurement plans) for the next year. In accordance with the current legislation, each initial (maximum) contract price (contract), included in the schedule, is subject to justification according to the methodology established by law 44-FZ (for certain types of legal entities working under the Law 223-FZ, the order of justification may be Registered in the procurement position). Well, if these tenders are somewhat, then you can safely develop a technical task, we can easily justify everything. And imagine, if these purchases hundreds, they are all diverse, and sometimes life experience is not enough to understand what ultimately need, and the Internet is so clogged with information garbage and advertising of this topic, which can be confused even more. Each customer will be glad to any help - therefore, when the supplier offers its decisions in justifying the price of the contract and writing a technical assignment, 99% of customers without a revelation of conscience agree. It is at this time that the foundation of future tender victories is laid, but let's talk about it later. And if everything suits in this interaction, the supplier, of course, is trying to draw up a technical task of those goods or services that it has. And every time the customer, referring to this supplier, invariably gets the same set of goods / services / work.

Let's look at this situation on the side of the sales (later we will tell why they were so called) that do not understand the specifics of the work of state structures, but armed with various programs that allegedly analyze participation in tenders and, with the words of manufacturers of these programs, can The share of confidence is to say, it is worth participating in this tender or not. So, what gives the program. For example, LLC "X" won tenders from the customer "A" 10 times, it means that everything is bought there, there is corruption, there is no need to climb and spend your time? Of course, this is the root of incorrect persuasion, and even more so funny to look at the organizations that are taught by such Sackyovikov and "shatter" by their programs. The functionality of a unified information system allows you to find information about purchases (information about tenders) for free. The last time, studying the literature on tender sales, collided with such a justification for the need to acquire such a program: the author strongly argues that one specialist can engage with the tender sales with this program, replacing a whole tender department. One person, of course, can do and even win. Here are a situation: a specialist, armed with such a program, is coming to work, includes a computer, and the program issues 80 tenders on the subject of the company, everything is fine, everything is beautiful, but do you need these 80 tenders, but you never have time to read the day, and All the more analyzed, the program will give another 60 tenders tomorrow. And it is also necessary to make a request, to clarify the availability and price of goods from suppliers. The only exception is the services. In this tender, it is enough to express consent, and the organization becomes a member of the tender.

But back to the tender sales. The situation mentioned above speaks only one thing: the supplier works with the customer, works tightly. After all, it's no secret that the victory in the tender may not only be on the trading platform, but also to her. For example, numerous cases are known when manufacturers of pharmaceutical preparations have been encouraged by doctors to discharge the necessary medicines from the list offered by the supplier and made an application to the procurement department to purchase the necessary drug from a particular supplier.

When the purchase from the customer got on the trading platform, it is already impossible to change anything: for many suppliers, this purchase has already been played.

Therefore, our methodology for the development of tender sales by the state is based on the combination of tender specialists and workers engaged in active sales, united in one tender sales department, offering quality service to state customers.

Doing throughout his conscious professional activity public procurement, inventing and implementing new, innovative techniques that allow you to comply with the activities of the procurement department to automatism, you realize that all positive and more or less tangible changes occur only after time and, as a rule, are a turning point, require a lot of strength and internal Energy. In the future, these ideas are properly evaluated and successfully implemented by other organizations. Thus, they strengthen their own positions in the market and over time reach unprecedented success, becoming frightening competitors for many.

Modern life is arranged in such a way that only innovations in production sphere Can not be the key to the successful development of the company. It is much more important as the tender specialists work, while practically does not matter what kind of product or service they offer.

The tender department of sales, which actively works on the result, can be much more advantageous in the fight against competitors, rather than the presence of a certain product. This only in theory It may seem that the model of tender sales is easy to impossible, in practice everything turns out to be much more complicated, and therefore it is important to use certain lessons, tools and proven practices in the work, thanks to suppliers will be able to actively implement tender sales.

Tip: If you want to do tender sales, but have not yet decided that selling, analyze the services that you can provide customers from the point of view of tender document management, these are the easiest sales.

1.4. Sales and sales

After analyzing numerous sales literature, trainings and seminars, you come to the conclusion that the construction of sales departments is reduced or to a multi-stage recruitment (with different tests above it), or to learn sales schedules (scripts), or the introduction of a CRM system, followed This system. These are systems that organize active salesBut the specificity of tender sales is often different due to the difference in sales technology.

Take, for example, the company of Middle Hand with a turnover of 5-7 million rubles a month, in which the sales department has already been created (according to any of the available techniques), where meetings with customers occur, hundreds of calls are produced, dozens of paper kilograms are issued in the form of commercial Proposals and booklets, boils rapid activities. Current means Enough to pay for current activities and wages Personnel. But the manager has a persistent feeling that sales in the department could occur more intensively, and it's time to increase the revenue. At one point, the Tender Manager appears in the department.

Attracting customers - one of the most important issues for any commercial enterprise. Many companies apply incredible efforts to develop sales and engage in their sales of new customers. Let's see who is the client of your company? At the moment in the world about 65-70% of sales accounts for the sale of organizations and only about 30% - end consumer. That is why organizations usually bring main income. From corporate sales It is worth highlighting a fairly large segment of business sales for the state, the scope of concluded contracts of which, according to 2015, is estimated at 541,2052.56 million rubles, of which the federal contract contracts are 38.55% (2086,229.93 million rubles), level Subject - 43.35% (2346170.73 million rubles), municipal Level - 18.10% (979651.90 million rubles). We think interesting numbers. And if your company has not yet been working with procurement for the state or works not enough effectively, then this is a huge omission that needs to correctly correct by creating a tender sales or discharge in the company to start a tender specialist. For many companies, the appearance of a tender specialist is a troublesome business, someone simply considers it a slacker who sits all day on the Internet, while they run on customers. First of all, what should explore the tender specialist, this is the specifics of labor company, and also what it does, its structure, how is the implementation and who is responsible for. (This is very important! One of our acquaintances took to work with tender specialists in the group of companies that deal with all - from the sale of cars before construction, and it was the owner of the business. He passed numerous interviews, even testing for knowledge of procurement legislation. But I worked in the company for only two months. When he left the company, there was a full chaos there, in two months he participated in 5 purchases, which, of course, he lost. The owner of the business was very disappointed in the tender sales. And in two months of the tender specialist so And they did not introduce the employee who was responsible for the construction. In the organization, everyone was engaged in everyone.)

It is also important to understand that ultimately requires a tender specialist - independent participation in tender sales or registration of participation in tenders who entrust sales managers.

Here we approach the main question, served by the title for this section: so still selling or sales?

First of all, let's decide on the terms that we will continue to use and which have already been mentioned earlier.

Sales - implementation of goods and services in passive form. Chief Principle Sales: There is a queue - documents are issued - money is closed, and everyone is satisfied. In this context, sales will mean the form of implementation of labor, information about which is placed in the unified information system Zakupki.gov.ru either on trading platforms, and all the activities of the tender specialist in this case consists exclusively from the actions established by procurement documents.

Sales- This is an active action system aimed at creating the need from the client and the subsequent satisfaction of this need. In our case, the tender specialist carries out active interaction with customers, helping to create and implement procurement (tender) procedures, by developing a technical task or provision of a typical technical task, to develop a contract of contract, prepare the justification of the initial (maximum) contract price, etc., In this case, the tender specialist assumes a number of functions of the sales manager (or project manager - if you consider every purchase as a project).

Customer- organization or institution, which is a buyer of goods, works, services in accordance with the law 44-FZ and 223-FZ law.

The most accurate information about customers can be obtained on the official website to accommodate information about state (municipal) institutions http://bus.gov.ru, as well as in a unified information system in the sphere of procurement http://zakupki.gov.ru. You can also use another source of information, the main thing is that it is reliable.

The tender is a form of selection on a competitive basis, as a result of which the supplier of goods or services is selected in accordance with the conditions announced within the tender. The result of such a tender is the choice of the winner, which is one of the participants, is the supplier who made proposals with the conditions most beneficial for the customer. Many begin to be confused, believing that electronic auctionsCompetitions and quotations requests are different things. In fact, all this is the same thing, the same tenders, since this concept Includes any competitive procedures that are held by the Customer in order to choose the best supplier for it. For this, certain "competitions" are organized to which everyone's wishes are invited, compete with each other in various parameters, whether it is the price, quality, work period, etc. The result of the tender is the announcement by the winner's customer, which will be paid for money for the goods supplied by it. Work performed or services rendered.

Already in the concepts of sales and sales, you can see the differences in which this approach is chosen for the sale of goods / works / services. This is most likely due to organizational moments directly within the organization itself, the management structure and the nature of sales.

1.5. Role of the Tender Sales Department in the Company's Life

Among the company's executives, the view is common that the tender specialist does not actually have any effect on government procurement, cannot provide victory and most often acts exclusively as a statist and recorder. The decisive criterion is only the price. As the main priority in public procurement, the company's reputation and its financial stability, as well as the availability of inexpensive supply channels, etc., it turns out that all anyone else's "kuit" will win in tenders, but only not those specialists who carry Responsibility for the tender direction.

In our book, we did not want to make a reference to the law, taking into account the fact that the book will lose its relevance when changing legislation, but we think it will be appropriate to bring some examples to show the importance of a specialist of the tender sales department and for example, to prove that the company's knowledge of the company's knowledge From "A" to "I" - this is not all that a specialist should know.

This error leads to the fact that in many enterprises for salary at 20-30 thousand rubles, tender specialists operate responsible for millions and any step contrary to legislation can lead to serious trouble.

In the past few years from those who take part in tenders, complaints often receive complaints that the state procurement procedure is not only complex enough, but also has some shortcomings. In fact, the most serious problems in this area arise exactly due to the fact that officials responsible for participating in tenders do not have sufficient qualifications and experience in this direction, often regarding their work is quite negligent. Such workers are experienced by corruption.

It turns out that negligence and insufficient competence are the main problems that are subject to financial risks of tender procurement participants, and therefore act as the causes of irrational waste of state budget funds.

An organizing attitude to their duties of the tender specialist may cost an organization in which it works, millions of contracts. The main "Beach" is a lack of specialists in this field of activity, which is particularly visible in areas located quite far from the central cities of the country. In such settlements and today, the problem of computer and legal literacy is officialswho are directly responsible for conducting public procurement.

Naturally, attempts to solve these problems are undertaken at the state level, which allows you to slightly increase the number of qualified professionals in this industry. The only drawback is that there is much time to solve this issue - months, and sometimes years of work.

1.6. Efficiency of tender sales

Permanent calculations of everything and the whole - here is one of the main secrets of successful sales. It makes almost any entrepreneur who managed to achieve a worthy level in his business. The same principle can also be used in matters related to tenders - without regular and accurate calculations in this matter, not to do.

There are certain criteria, considering which one can determine how effective there will be tender activity, which is based on two main indicators, the first of which is the number of trading in which the company has taken direct participation, and the second is the so-called tender sales conversion.

What is an indicator of the volume of participation in the tender? This is exactly the tender indicator, which is usually trying to increase by all forces, as the greater the amount of participation, the greater the percentage of tenders, which, naturally, increase the net profit of any organization.

Even in cases where the company begins to participate in the auction point, scrupulously selecting the most suitable single tenders, sooner or later, those responsible for this, the specialists will still come to the conclusion that participation in tenders should be quantitatively.

How can you increase the number of tenders for the next participation in them? First of all, it is worth learn to find such tenders. Such a search is recommended to be carried out everywhere where it is possible, but, first of all, of course, contact the website of the unified information system www.zakupki.gov.ru, the main advantage of which is that all data is absolutely reliable and are provided completely free. Also, this kind of information can be easily found on the websites of the customers themselves, who often notify about this stakeholders and on trading platforms.

It turns out that in order to increase profits, it is important, first of all, to increase the company's participation in tenders, which will significantly increase the number of contracts in the future.

Also, you should not forget about the second indicator, that is, about the conversion, which is the number of tenders who managed to win, taking into account the volume of those trading in which she participated. In fact, the conversion - the percentage won by bidding the ratio of those in which the company participated.

How can I increase the conversion of tender sales? One of the most common options is the preliminary analysis of tenders, in which the company is expected to participate. The analysis is carried out before the application is submitted, and it, in turn, is sent only when responsible representatives of the Organization have already decided that this contract may be beneficial for them.

Conduct the necessary analysis can also be completely free of charge, using for this purpose all the same www.zakupki.gov.ru resource. Considering the presented information on this site, you can evaluate it yourself and think about whether or not to apply to a particular customer or not.

In other words, it is correctly a performed analysis that often allows you to take a truly true decision on participation or non-participation in trading, otherwise, sending applications for all tenders in a row, you can only spend your precious time and nerves.

In addition, a carefully performed analysis allows you to quantify the level of conversion, as the company initially does not participate in dubious tenders or those in which she knows nothing "shines".

If the work on the preliminary preparation of the organization to participate in tenders conducted correctly, and the conversion can expect relatively high: 25-30% - the result of an impressive and many people manage to achieve it, effectively setting the analysis system. In fact, when this ratio is simply the company won one of the three tenders that can be called a very good result.

Curious participation is justified only at the initial stages of tender sales or when the company's resources are limited, since this approach contradicts one of the basic principles of tender sales - the totators in tenders.

Although not everything is so rosy, as can be represented at first glance, and therefore should always be prepared for the fact that the majority of tenders in which the company will take part, still it will be lost. This is also considered an absolute norm, since the conversion exists in any sales, simply in the tender it is quite originally, since the principle is that the company should initially "buy" a contract with the client, and only after that it will carry certain expenses. Therefore, we can say that the conversion of 30% is also normal.

Tune into volumes and appropriate conversion is recommended initially. It would be naively to believe that the company can take part in a pair of tenders for a month and win them both.

In this case, the volumes of which you need to try to "squeeze" a good percentage of conversion are played.

What other methods can be used to increase this indicator? First of all, experts recommend to reduce costs. It is quite clear if the tax burden and contract costs will be minimized, for example, as a result of the sale of equivalent goods, the conversion will increase somewhat, since in this case the company can put a more advantageous offer at the auction, rather than its competitors, The costs of which are not so optimized.

In addition, expenses will not be included in the cost! For the maintenance of the front office, which is used to receive customers - to sell their goods the company can anywhere, even at home by his director. And since there will be no such expenses, it is also not taken into account in the contract.

Training and motivation of managers, Tim-Buildings, trips - all this is canceled, as well as the cost of these articles.

With the possibility of selling goods equivalent to the one who wishes to receive the customer, but with another trademark, which is cheaper, the company can realize it and also to save it in this way.

End of a familiarization fragment.

Hello, dear (Aya) colleague! In today's article, we will talk about the tender department. This is an internal division of an organization that is engaged in participating in public and commercial procurement. Tender departments are like customers and suppliers (procurement participants). However, their functions, goals and objectives are completely different. We will focus in this article on the consideration of this department only within the organization of the Supplier. If you seriously think about creating your tender department, this article will help you understand why you should start and in what direction to move.

Do you need a tender department?

And so, you or your organization decided to participate in tenders. And then there is a reasonable question: who will be engaged in this? Will this particularly taken by a specialist or several specialists? Or you resort to third-party help, namely to the tender consulting? Immediately I want to warn you from one very rough mistake, which many organizations do - you do not need to create a large tender department from the very beginning. At the initial stage, this can only be one person, and then, as the volume of work increases, you can attract one more or more employees. No longer means better.

If you are planning only from time to time to participate in tenders, and do not want to make this direction the main source of orders, then one specialist will be more than enough. However, if you have a large organization and you want to receive orders from participating in the auction on an ongoing basis, it is worth thinking about the full-fledged department, which will be engaged in all stages of participation in the auction: from finding information, to the immediate conclusion of contracts. In addition, such a department will have to interact tightly and with other units in your organization.

For the rapid start, or when you do not have a desire to inflate your staff, you can use the outsourcing of the tender department. In this case, you will not have to create new jobs, engage in arrangement (purchase additional computer equipment, software, furniture, etc.), as well as pay regular salary, taxes, etc.

Some managers also "sin" by the fact that they charge work with tenders of some of their employees in the form of an additional burden for a symbolic surcharge. Most often - secretary, accountant or lawyer. But I can upset you. This approach does not work. In this case, the work will be performed for the "check mark" and will not bring you the desired results.

And so, about the need to create a tender division, we talked to, now let's look at what functions it should perform.

Functions of the tender department

Below are the main functions of the department, which involves participating in the auction:

1. Preparation of the necessary documents and receiving an electronic signature;
2. Accreditation (reacmbeance) on state and / or commercial electronic platforms;
3. Configure the necessary software to participate in electronic auctions;
4. Finding information about state and / or commercial tendersaccording to the specifics of the organization's activities;
5. Study and analysis of documentation, technical assignment;
6. Analysis of the competitive environment and monitoring the results of previous procurement;
7. Coordination with the highest leadership of the nuances of participation in a particular purchase, as well as the decision-making;
8. Preparation of documents, filling out forms and submission of applications;
9. Obtaining the necessary references and extracts, as well as their notarization;
10. Knowledge of the legislation regulating the procurement procedures;
11. Interaction with banks and credit institutions for obtaining loans and bank guarantees;
12. Interaction with suppliers (if the organization is an intermediary);
13. Direct participation in the auction (personal or remote);
14. Preparation of the necessary requests for clarification of documentation and the conditions for conducting procurement, as well as interaction with customers;
15. Tracking changes in verification notes, as well as the results of such purchases;
16. Preparation of the necessary complaints and claims to protect the interests of the organization;
17. Conclusion of contracts.

As you can see, this is a rather bulky list of works. Therefore, if you "core" all this work on the staff of the employee who has other job duties, will completely fail this direction. And the simple "girl" secretary is also unable to fully engage in this. Repeatedly verified on personal experience.

The main indicator of the quality of the tender department is the number of applications to participate in procurement procedures and the amount of contracts of contracts on the basis of their conduct.

Tender Structure

Once again, I repeat that the structure and size of the tender department can be different. It all depends on the scope of the organization and volumes of work related to the preparation and participation in tenders. Below I brought one of the possible options for such a department as an example.

Head of Department. He is a link between the department and other units of the Organization, coordinates and controls the work of the entire department, coordinates the technical and financial issues of participation in auction with the management of the organization.

Specialist in monitoring and analytics. It is searching for information on the bidding, conducts an analysis of completed procedures and a competitive environment, tracks changes in information on the site.

Lawyer. Responsible for the correctness of the organization's documents, checks the tender documentation for errors and violations of the requirements of legislation, prepares required documents (Including for the receipt of EDS), orders certificates and extracts, is engaged in the preparation of complaints and lawsuits, represents the interests of the organization in the FAS and Court.

Specialist in trading. Engaged in accreditation (reappreditation) on electronic sites, adjusts workplace To participate in electronic trading, prepares applications (including form 2), takes part in the auction. Also, such a specialist prepares requests for clarification of documentation and interacts with customers.

Courier. Delivery of applications on paper at the customer's address. In practice, paper applications are sent to the Customer with one of the employees of the organization or using courier service (for example, DHL, DPD, PONY EXSPRESS, etc.).

What is included in the list of services for the creation of the tender department?

Currently, the Internet is full of proposals for creating a turnkey tender department. This is not tender service or outsourcing, namely help in creating a department in your organization. Prices for such services depends on the specifics of the organization itself, as well as on the number of employees in it. The price range for the creation of the department varies within 30-100 thousand rubles. Dates of creation - from 2 weeks and to 3 months.

So what is still included in the list of services for creating a department? It:

1. Preparation of the structure of the department and determination of the required number of specialists in it;
2. Analysis staff schedule Organizations for the possibility of attracting existing specialists to work with tenders;
3. Development of the Regulation on the Department and full-time instructions for each employee;
4. Development of the Rules of Document Management and the Interaction of the Department with other structural divisions of the Organization;
5. Help in choosing the necessary software to work with tenders and advice on its use;
6. Training of specialists of the department;
7. Running and "running in" the work of the department.
8. Information support and free consultations during the prescribed period.

And so, what of the foregoing can be concluded?

Firstlyif you need fast result With minimal financial costs, then use tender outsourcing. Now this is a fully accessible service for many organizations and IP.

SecondlyIf you plan to create your tender department, then start with 1-2 people. Do not immediately recruit the big state. Accept the new person is always easier than to dismiss it.

ThirdlyIf you create your tender department from scratch, then do not wait for a great return right away. It is necessary to begin to analyze all business processes within the organization, to determine the functions of the department, prepare a regulation on the department, paint official instructions, identify goals and objectives. It is also necessary to regularly educate these employees, raise their qualifications, motivation and interest in the final result.

Fourth, Do not "hang" work with tenders to the secretary, accountant, lawyer, or another employee for an additional fee. The result will in this case will be zero.

That's all today. See you in new articles.