How to get a government order without a competition. State order - state order

With the onset of crisis in the country, the most vulnerable segment of the economy is small business. Despite the ability to adapt to rapidly changing conditions, it is the first to disappear from the market. The only thing that can prevent the liquidation of such enterprises is government orders for small businesses.

Types of bidding

Research shows that the minimum share of government orders should be 10-22% of their total quantity. The attitude of entrepreneurs to this type of government stimulation of small businesses is very ambivalent. Some regard government orders as good way expand the market, others do not want to get involved because large quantity difficult moments.

The term “government procurement” itself means orders from state or municipal structures for industrial and food products, weapons, equipment, services from the enterprises that produce them.

As a rule, such companies are selected on the basis of a competition or so-called tender. In Russia, the term “placement of an order” has become more widespread.

IN at the moment There are five types of public procurement:

• electronic auctions. Conducted within the framework of special electronic platforms by placing lots on them. All documentation is also prepared electronically;
• open competitions. Conducted when the main selection criterion is best price, and then deadlines, quality and other components. Often used when we are talking about a transaction in the amount of 500 thousand rubles;
• requests for quotes. They are carried out according to the previous principle, with the only difference that we are talking about less expensive contracts;
• purchase from one supplier. This type cannot even be called tendering, since the purchase is carried out from a single contractor;
• open auctions. They differ from electronic ones in that orders are printed in the media. IN lately This type of order placement has practically lost its relevance.

These types of purchases are used by the state both to meet its own needs (weapons, medicines) and for the needs of the population (food products).

How are procurements carried out?

All categories of enterprises - public, private, individual - can take part in most types of tenders. The deal is concluded with the company that managed to win as a result of the competition.

It is worth noting that the procedure for holding auctions, signing documents and concluding a transaction is strictly regulated by law. Supervisory authorities – Accounts Chamber and Treasury. In special cases, the FSB gets involved when it comes to weapons.

The procedure looks like this: contractors send an application for participation, which indicates a price acceptable to them, and a special commission, in turn, considers each of them and selects the best option.

There are several ways to conduct procurement:

• open;
• selective (everyone can submit applications, but only those selected by the customer will take part in the competition);
• closed (participants are invited exclusively by the organizers).

The bidding process can take place in two stages. If the tender is intended to be held in one stage, then there is no possibility that the order requirements may change. The two-stage bidding suggests that it may undergo some changes.

Some features of the participation of small companies in tenders

Features of procurement by small businesses are specified in special law RF "On procurement". It states that customers must purchase from small and medium-sized companies in the following quantities:

1. From 01/01/2015 to 31/12/2016 – no less than 18% of the total number of contracts.
2. From 01/01/2017 – no less than 25% of the annual number of orders.

It is assumed that participation in auctions is often completely free. But in some cases there are still some financial and time costs involved. Minimal funds will have to be invested in electronic trading. As a rule, we are talking about a conditional contribution that is not returned regardless of the results of the auction.

Responsibility of the parties

Failure to comply with the terms of the competition is also controlled by the state. For this purpose, a whole system of fines has been developed, both for the customer and for the supplier of services or goods. The basic principles of any type of auction are equality and openness.

The customer must not:

1. Violate the forms and procedures of the competition.
2. Change the deadlines for placing applications.
3. Hide information about the conditions if we are talking about open competitions.
4. Post distorted information about participants.

It is difficult to hide the fact that at the moment there are various types of corruption schemes used in order to obtain a profitable order for a specific enterprise. One option for such a scheme could be winning a bid for a small company, which, in essence, is subsidiary large-scale production.

Other frauds include:

• indicating to other participants obviously impossible amounts of work and/or unrealistic deadlines for completion;
• distorted payment terms that are not acceptable to the supplier;
• preventing strong performers from participating;
• underestimation of the order price;
• attracting fake clients.

Most often, such schemes are used when it comes to particularly large and profitable orders. In small tenders, it is much easier for small companies to win.

Even in world practice, there are known cases of unfair bidding. The world media especially often covers such events from auctions in the USA and Japan.

In Russia, in recent years, methods of combating such violators have been significantly tightened. However, there are still too many shortcomings in this area. For example, there is not yet a clear system that would regulate the procedure for placing orders for small companies. In this regard, they are still forced in most cases to rely on their own luck rather than on the laws.

So far they cannot boast of well-functioning work electronic systems holding auctions. In the total mass of all orders, it is quite difficult to single out those intended for small businesses. Moreover, as practice has shown, it is much easier to hide dishonest actions of the customer at a small auction than when it comes to a large tender.

However, even taking into account all of the above, it should be noted that certain steps by the state towards small businessmen are still being made. Even in the conditions of bureaucratic and corruption schemes, obtaining an order for the supply of services or goods has become much easier than several years ago.

State order. Making dreams come true: Video

Companies and individual entrepreneurs that have received the status of small and medium-sized businesses can participate in government procurement under special conditions. Tenders are held for them, in which representatives cannot participate big business. The amount of bid security for small and medium-sized enterprises is lower, and the contract payment period is shorter than for “regular” procurement participants. These and other benefits are discussed in today's article.

Introductory information

The criteria by which an organization or individual entrepreneur is classified as a small or medium-sized enterprise are given in the article Federal Law dated July 24, 2007 No. 209-FZ. For convenience, we have combined these criteria into a table.

Criteria by which a company or individual entrepreneur is classified as a small or medium-sized enterprise

All organizations and entrepreneurs classified in these categories are named in the unified register of small and medium-sized businesses. To confirm that you belong to a small or medium-sized business, a bidder only needs to provide an extract from this register. You can get it for free on the website rmsp.nalog.ru.

The benefits provided for small and medium-sized enterprises depend on the law under which government procurement is carried out. Let us remember that there are two possible options here. The first option is that the purchase is carried out within the framework of the Federal Law “On contract system in the field of procurement of goods, works, services for state and municipal needs" (hereinafter Law No. 44-FZ). The second option is that the purchase is carried out within the framework of the Federal Law “On the Procurement of Goods, Works, and Services” certain types legal entities" (hereinafter referred to as Law No. 223-FZ; for more details, see ""). Let's consider each option separately.

Procurement under Law No. 44-FZ

The benefits provided for small businesses (SMBs) are established by article of Law No. 44-FZ.

What quotas are set for SMP

Law No. 44-FZ obliges government customers to purchase goods and services from small businesses in an amount of at least 15% of the total annual procurement volume. For failure to meet the quota, customers face a fine of 50,000 rubles.

Every year, before April 1, customers must publish in the Unified Information System (UIS) a report on purchases from SMP for the past year. The report reflects only completed purchases in which an advantage for small businesses was declared.

What kind of procurements do small businesses participate in?

SMP can general principles take part in all procurements without exception. It is only necessary that the supplier meets the customer's requirements and has the resources to fulfill the contract.

However, the chances of winning are much higher in tenders that are held specifically for small businesses. There are no representatives of medium and large businesses here, so the competition is not so high.

In order not to miss posting information about the required purchase, you can connect the “Contour.Purchases” service. In this service, the supplier (contractor, performer) can set up request templates for all tenders for “their” goods (works, services). In this case, you can enable a filter that selects tenders for small and medium-sized businesses. After this, the supplier will promptly receive email notifications that a purchase of interest has appeared on a particular site. Such a tool will relieve the supplier of the need to constantly monitor information and allow him to quickly respond to purchases of interest to him.

Customers have the right to purchase from small businesses in six ways: through an open tender (see “”), electronic auction (see “”), request for quotations (see “”), request for proposals (see “”), limited tender participation in a two-stage competition. The initial (maximum) price (NMP) of such purchases cannot be higher than 20,000,000 rubles.

When applying to participate, the supplier must provide a declaration of small business affiliation. Sometimes the declaration form is developed by the customer. But in some purchases there is no declaration form, and then participants can use the form developed by SKB Kontur specialists.

What benefits are provided for SMP

Firstly, the amount of the application security cannot exceed two percent of the NMC of the contract (for “ordinary” participants, the security payment is usually equal to five percent).

Secondly, the government customer is obliged to pay for goods or work no later than 15 working days from the date of signing the acceptance certificate (for “ordinary” participants the contract payment period is 30 calendar days).

Procurement under Law No. 223-FZ

When conducting bidding within the framework of Law No. 223-FZ, there are benefits for small and medium-sized businesses (SMiSP). These benefits are enshrined in a decree of the Government of the Russian Federation. The provision of benefits is controlled by JSC Federal Corporation for the Development of Small and Medium Enterprises.

What quotas are set for SMiSP

Government customers with revenue exceeding 2 billion rubles are required to purchase goods and services from small and medium-sized businesses in an amount of at least eighteen percent of total purchases. At the same time, ten percent of purchases must be made strictly among small businesses. We would like to add that only completed purchases are counted.

The state customer must list in its procurement regulations the OKPD2 codes of all goods and services that it will purchase from SMiSP. The customer is also obliged to comply with the following rule:

• if the NMC of the contract does not exceed 50,000,000 rubles, the purchase from this list is carried out strictly from SMiSP;
• if the NMC of the contract is from 50,000,000 to 200,000,000 rubles, the customer is free to decide among whom to make the purchase: among SMEs or among representatives of large businesses.

What procurements do SMiSP participate in?

Small and medium-sized businesses can, on a general basis, take part in all procurements without exception. It is only necessary that the supplier meets the customer's requirements and has the resources to fulfill the contract.

However, the chances of winning are much higher in tenders that are held specifically for small and medium-sized businesses. There are no representatives of large businesses here, so the competition is not so high. Such tenders are held either for SMiSP themselves, or for all participants with the condition of attracting SMiSP for subcontracting.

When applying for participation, the supplier must provide a declaration of affiliation with a small and medium-sized business. The form of such a declaration is given in the annex to Government Decree No. 1352.

What benefits are provided for SMiSP

Firstly, Law No. 223-FZ does not oblige customers to require suppliers to list the security for the application and contract (see “”). But even if there is a similar requirement in the procurement documentation, preferential conditions apply for MSiSP. Thus, the amount of the application security cannot exceed two percent of the NMC of the contract (for “ordinary” participants, the security payment is usually equal to five percent). The amount of contract security cannot exceed five percent of the NMC or must be equal to the amount of the advance (for “regular” participants, the contract security is usually 30 percent of the NMC).

Secondly, the maximum payment period under the contract for SMiSP cannot exceed 30 calendar days (for “ordinary” participants the payment period is not regulated; see “”).

Thirdly, the state customer can approve its own partnership program for small and medium-sized businesses and establish benefits for its participants.

Please note: to work in government procurement systems and to participate in many types of tenders, a special electronic signature is required.

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

General information

Entrepreneurship lives on the production of goods, trade and provision of services. The state needs all this and can become a regular customer. For a business, this situation is an excellent way to expand its sales market and increase turnover. You can often come across the opinion that there is no point in getting involved with the state, because there are kickbacks and other manifestations of corruption all around. But the real situation is quite strikingly different from the mythical image. Yes, from time to time you will have to face significant competition. But if you offer favorable conditions- consider that the contract is already in your pocket. And electronic auctions, where all conditions and needs are indicated, provide enormous assistance in this. Competition depends on the amount of the proposed contract and the scope of activity. And a small encouraging fact: approximately 40% of all electronic auctions are considered unsuccessful. And the reason is funny - there are no participants willing to take part in them. Suspicions (not groundless) may arise about some specific moments, and they really do occur, but not on such a scale. As a rule, such a situation arises precisely because there really was no one who was interested.

Choosing your niche

First you need to familiarize yourself with a large number various documentation. Specialists can help with this for a fee. If there are no free funds, then you will have to figure it out yourself. And this article will help here. In addition to it, you can also pay attention to various special manuals and training courses that are conducted by public organizations(for the most part) and government business support services. To begin with, you can pay attention to not very large, but still very real electronic auctions, where there will be a small number of competitors. After this, you must send an application to participate in it and attach all necessary documents. The tender commission will choose the most advantageous offer(what meets all the requirements and has the lowest price). With a reasonable approach, government procurement for small businesses turns into a profitable source of income.

How does it work?

Within the framework of the article, much attention will be paid to electronic trading platforms. Why? The fact is that thanks to them it is very convenient to look for interesting offers. In addition, filing an application in this case does not require spending a lot of time. A open form working on the auction principle allows you to monitor the integrity of the commissions’ work and complain to the appropriate authorities. But still one point should be taken into account. Anyone can take part in tenders commercial organization, but to make the assumption you need to know the rules and algorithm of operation. Therefore, the following will be carefully considered:

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

Operating principle

If you are interested in, say, a government procurement business from zero to 100 thousand rubles or a million (for starters), then you cannot do without this moment. What should we talk about first? About interaction. The state can be considered as a specific commercial structure. And she needs certain services. Since the scale of the work and influence of the state is truly enormous and affects almost all spheres of life, the list required services practically unlimited. Moreover, in third party organizations anyone periodically needs state institute - agriculture, mechanical engineering, space sector, education and others.

But there are strict requirements for tenders. And first, the process of selecting a contractor for the production of goods and provision of services should be as transparent as possible. Once the organization meets the requirements, it can offer its own conditions and its own price. In the case when it is the most profitable, the order is received. It should be noted here that, despite the apparent simplicity, there are often cases when organizations resort to legal tricks that influence the choice of contractor. In order not to become a victim of such circumstances and build successful business in the field of public procurement, it is necessary to carefully study how this system works. IN Russian Federation The legislation approves several types of tenders.

Open and closed competitions

The first option is the most common way of organizing government orders on the territory of the Russian Federation. Its essence lies in the fact that all interested parties are informed about the order through means mass media: printed newspapers, on thematic sites. In general, everything is done to find the optimal contractor. To conduct an open competition, a large amount of material is prepared, and all conditions are documented. Applications are being received throughout the month. After this, an opening procedure is carried out, and the founding commission decides who will carry out the order. This approach, however, requires regular monitoring of relevant sources, which is not very convenient. A special feature of a closed competition is that the customer independently establishes a circle of performers who can cope with the order. This approach is practiced in cases where it is necessary to work with confidential information or the work being performed is very specific. Although it can also be used when it is unprofitable to familiarize numerous performers with it.

Auction

Just like competitions, they can be open or closed. In this case, the contractor is selected on the principle of “ready to perform the required amount of work for a minimum amount.” Moreover, the rate reduction is carried out according to pre-established parameters, which is regulated by law. A special feature of closed auctions is the maximum degree of confidentiality. Thus, the customer is protected from possible collusion. Particular attention should be paid to electronic auctions. They are held virtually trading platforms that have been accredited by the regulatory authority. In this case, you can only submit your application online.

The ever-increasing popularity of the global network leads to the fact that many countries legally oblige their institutions to purchase everything they need using electronic auctions. Modern technologies make the process of selecting a contractor for the needs of the state extremely honest and reduce the risk of criminal conspiracy. In addition, entrepreneurs who take part in auctions can see the selection procedure with their own eyes. And if there is someone offended, what will stop him from reporting to the police and prosecutor’s office?

Who can take part?

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

Step-by-step instructions for entrepreneurship

Now let's look at how to build your business on government procurement from scratch. A more convenient option is to work with electronic resources. Therefore, attention will be paid to them. This state of affairs is facilitated by easier interaction, the absence of difficulty in tracking new tenders in real time, and many other pleasant moments. Therefore, every entrepreneur who plans to develop in this direction should take the following steps:

1. Receive an electronic digital signature. IN modern world it is becoming more and more necessary for every entrepreneur and legal entity. Why? The fact is that, according to the legislation of many countries, including the Russian Federation, an electronic signature is equivalent to the standard signature of a director. It was just created specifically for use via the Internet. And in some areas of activity it is even stipulated that without an electronic digital signature you can’t do anything.
2. Select a site. After the electronic digital signature is ready, you should decide where it is most convenient for the contractor to look for orders. In Russia you can use the following platforms that offer: United information system in the field of procurement, OJSC "Goszakupki", RTS-tender, Sberbank-AST. Of course there are others. Which one to choose among them all depends solely on who wants to serve the state. The main thing is that the site is accredited. Everything else is a matter of taste.
3. Passing accreditation. To register and gain access, you must identify yourself. This procedure is carried out for each portal separately. For accreditation, it is usually enough to fill out a special registration form and attach constituent documents, such as a charter, an extract from the state register, a power of attorney to participate in tenders (if this is not directly handled by the head of the organization), a certificate. After this, the portal administrator must review all documentation within 5 days.

Small steps towards a great future

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

1. Use of collateral. Initially, you will need to place funds in an account that is linked to the site. When an application is submitted, the system will withhold up to 5% of the tender cost. After the auction is completed, the amount will return to its owner, and it can be returned without hindrance. If there is no money, the application will not be submitted.
2. Drawing up an application. This is an important stage that many people underestimate. The success of the potential contractor depends on how correctly the text of the application is written. It consists of two parts: informational and anonymous. The first contains all the necessary information and documentation. In the second it is written detailed description goods, services, production process, delivery, execution, consent to carry out work, etc., as the contractor deems necessary. After receiving all the information, the customer informs the portal operator about his choice. And he is already contacting the performer.

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

Useful rules

So we looked at what government procurement is. Small and medium business, if you just want to, you can make good money from them. But if you keep a few simple rules, then you can significantly increase the success of your activities. What are they? Initially, you need to put together a business plan for government procurement. There is no need to show it to anyone in the future, but it is still useful to have a clearly defined and outlined system of interaction, decisions, and preparation. In addition, it is necessary to track the order, which is of interest, until completion. It is possible that the customer will change the conditions, and you need to be prepared to familiarize yourself with the new requirements. This is a rather cunning mechanism for selecting the performer that is needed. It is also necessary to be attentive to those customers who set prices several times lower than the market. Most likely, this indicates dishonesty. It wouldn’t hurt to create a blacklist or use something similar made by another person.

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

Conclusion

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

Tender – this word is painfully familiar to many. State-owned companies, auctions, bids, corruption immediately come to mind... Everyone has a lot of excuses not to participate in the tender. Many companies believe that everything is divided in advance, but in the technical specifications ( terms of reference) conditions are specifically stated that are suitable only for “their” customers. However, myths about tenders are greatly exaggerated. And if you understand this “kitchen” thoroughly, you can build a successful and promising business at tenders.

What is a tender?

This is the procedure that the customer carries out to search best supplier. He invites everyone to participate and announces a so-called competition. The winner is the one who offers the product with best characteristics(price, quality, parameters, etc.). The company that beats the rest of the competitors gets the right to sell its goods or services.

Despite the rather complicated process, you should not refuse to participate in tenders. After all, this is the only way to sell a large batch of products to state-owned companies and large private individuals. For example, a batch of gowns for a clinic or several dozen computer desks for a school. Such goods are purchased only through auctions. It turns out that many companies voluntarily refuse a huge number of clients.

How to use tenders for small businesses?

The plan for implementing this business idea is quite simple. You thoroughly study the process of participation in tenders, learn all the pitfalls, get acquainted with legislative framework, after which you offer intermediation services to companies that do not risk participating in auctions on their own.

Both sides benefit. The company will not have to employ an independent unit (a specialist in participation in tenders), and you will have the opportunity to earn a fee for providing such a service.

To open such a business, you only need a computer with Internet access and your desire to earn money. You can run this business right at home, and hold meetings with clients on their territory.

The implementation of the idea comes down to two stages:

1. Search for existing tenders
2. Participation in the tender on behalf of the company.

So, you regularly look at all the sites where electronic tenders are held, and then invite companies to participate in a particular purchase.

As for making money on tenders, it is important to set a price category that will be beneficial to sellers. Many companies subscribe to Internet sites where the latest information about tenders appears. Such a subscription costs from 8 to 20 thousand rubles. The intermediary is ready to cooperate for 600 rubles per month. This amount may seem too small to you, but there will be more than one client. And this price only includes search suitable tenders. If you also take a fee for participating in bidding on behalf of the company, then the prices will be much higher.

Intermediaries with experience, as a rule, simultaneously work with 40-50 companies. It is easy to calculate that anyone with a competent approach will receive a very good profit.

If you want as many companies as possible to cooperate with you, it is important to create a suitable image. And a competent advertising campaign will also help with this.

First of all, you will need your own website with high-quality content and design. You can offer your services not only on the website, but also in business magazines and on the Internet.

Stages of cooperation

So, the approximate steps of your mediation activities in implementing the tender plan will look like this:

1. Search for tenders.

Selection of current tenders for our clients based on various criteria: product characteristics, price ranges, location, etc.

1. Receipt electronic signature and accreditation.

For your client, you receive an electronic signature, without which it is impossible to participate in tenders. You also undergo accreditation on trading platforms.

1. Preparing an application.

Submit an application, request proposals, quotes, etc. Provide advice to clients at all stages of bidding. You perform the main actions, all that is required from the client is information support about its activities and products.

1. Participation in the tender.

Bidding takes place online. The decision on the price offer is made by the client. Moreover, he can be anywhere during the tender. You go through all the stages yourself and act on behalf of the company.

1. Conclusion of a contract.

If you successfully participate in the tender, you draw up procurement documentation for the company.

An intermediary is the main actor when participating in a tender.

Personal experience

Several years ago, my wife and I decided to open a business to participate in tenders on behalf of various companies. We didn’t need an office, we looked for clients ourselves, that is, we didn’t spend any money on advertising. The wife did accounting and communicated with manufacturers and suppliers of goods. By the way, direct contacts gave us an excellent customer base with low prices and minimum delivery times. For the first year we worked on prepayment, then, when they found out about us, we began to receive trade credit.

I was involved in communicating with clients, traveling to suppliers. Overhead costs were minimal. We agreed in advance to work from the supplier’s warehouse or make 2-3 shipments. This allowed me not to buy truck and do not rent a warehouse. If necessary, hired delivery drivers. The financial part amounted to 600,000 rubles borrowed funds. Taxation is a simplified system.

At first there were concerns that this business was too complicated. But everything turned out to be much simpler. I copied the competition announcements and technical specifications, after which I sent a request to the suppliers if they had such products and at what price. And it immediately becomes clear whether there is any point in participating in the competition.

At first we worked through trade.su. We paid for the subscription. It cost 100 thousand rubles a year, but they also received consultations, as well as assistance in preparing documents for participation. The website displayed information about the customer: who previously played in his tenders, who won, under what conditions, whether the terms of the contract were met.

Were different situations with dishonest participants. For example, a delivery is worth 300,000 rubles, and the participant wins with a difference of 50 rubles. It immediately becomes clear that this is far from an accident. In general, tenders are a huge field for various dishonest actions on the part of the customer. Even if you submit an application with a good offer, this does not provide any guarantees. One day before the deadline for accepting applications, the secretary or other specialist who collects competitive proposals can inform the company with which the contractual relationship is being established what price should be included in their application. But all these frauds can be noticed if you constantly analyze and collect information.

In fact, everything is not as scary as it seems. And my experience says that it is best to cooperate with healthcare institutions. Such organizations are really interested in price, but without sacrificing quality.

If you have any questions about this species business or have your own experience in this area, we are waiting for your comments. Your opinion is important to us!

In conditions financial crisis public procurement are one of the few saving opportunities for private business. This opportunity not only to stay afloat, but also to get help for active development. Some experts express the opinion that with the introduction of Federal Law-44, government orders for small businesses have become practically inaccessible.

How the system works

Declaring support for small businesses, the Government of the Russian Federation could not help but consolidate legal basis such support in state legislative acts.

In the field of public procurement, such support is reflected in the provisions of the Law on the Contract System, which oblige government customers to give 15% of the monetary volume of all orders to small businesses. The implementation of these indicators is monitored through the mechanism of posting relevant reports on the government procurement website.

As such, government agencies do not bear responsibility for failure to comply with this norm, but, according to official regulatory authorities, low efficiency indicators for attracting small businesses to government orders negatively affect the assessment of the performance of managers of government agencies.

Thus, when planning its procurement activities for the next year, the state customer still allocates the required percentage of government orders to small businesses, and the main task of small businesses is to receive this order.

Where to start

Entrepreneurs who have already gone through all stages of participation in procurement tenders and have a certain number of defeats and victories along the way are advised to start with training. In every municipal formation(city, district or regional center, etc.) there are consulting and information structures for working with government orders.

A small business representative who wants to expand the market for their products by receiving orders from government or municipal structures has two options to start working in the field of public procurement:

1. Hire a certified specialist who will participate in tenders in the interests of the businessman.
2. Learn on your own or train one of your employees in the rules of working with electronic tenders.

The main advantage of the first path is the opportunity to immediately start with your offers on the exchange. There are two main disadvantages:

• high cost of services of a certified specialist;
• lack of prospects for independent participation in tenders (you cannot count on a specialist to train one of the employees).

If we talk about the second way, then it has only one drawback: a novice businessman will need some period (possibly long) to master the necessary intricacies of participating in procurement tenders.

A temporary delay in receiving real orders is a serious negative point. But, if an entrepreneur decides to take such a deferment, the knowledge and skills that he will acquire by understanding the science of working with government orders will open up a new long-term perspective for him to develop his own business.

Where and what to study

Today, there are several opportunities for small businesses to gain basic knowledge in the field of participation in procurement tenders:

• government courses at small business support centers (two- or three-day seminars provide a general overview of government procurement and prepare the student for more specialized knowledge);
• paid courses taught by lecturers who are professional bidders from both suppliers and customers;
• paid and free webinars.

Each of these forms of training has its own disadvantages and advantages. Therefore, during the training period it is recommended to use all sources of information to obtain necessary tools, which will make it possible to start making money on government procurement as quickly and efficiently as possible.

If we talk about what an entrepreneur can learn by undergoing training, then this is first of all:

• the procedure for preparing documents to obtain an electronic signature and mastering the rules for using electronic digital signature in your daily activities;
• procedure for accreditation on electronic procurement resources;
• search for promising tenders;
• nuances of studying the customer’s technical documentation;
• preparation of proposals for participation in tenders;
• execution of contracts;
• challenging customer decisions in the Federal Antimonopoly Service.

Each item of the presented program is considered taking into account those features that are inherent in representatives of small and medium-sized businesses.

Specifics of participation of small businesses

The main features of procurement by small businesses lie in the area of ​​financial and documentary support for participation in public procurement.

If large enterprise can afford to buy software, make deposits for participation in the auction and perform work or sell products in advance, then for small companies all these financial risks could turn into a complete disaster.

By the way, this is one of the main reasons why representatives of small and medium-sized businesses are in no hurry to get involved with the public procurement system.

What financial expenses will an entrepreneur have to bear if he decides to receive a government order:

1. From 10 to 15 thousand rubles must be spent on purchasing an EDS (electronic digital signature) and software for it.
2. Equip according to modern standards workplace PC operator.
3. To participate in electronic auctions the supplier must provide cash security, the amount of which is determined by the customer (from 0.5% to 5% of the contract amount), participation in the competition is ensured bank guarantee. If the participating supplier does not win the auction, the contribution must be returned to him within 5 working days from the date of announcement of the auction winner.
4. The customer makes payments for work performed or goods supplied only after the supplier has fully complied with the terms of the contract. In fact, entrepreneurs fulfill the contract for their own money, expecting that the state or municipal customer will return this money.

During the training process, small business representatives receive information on how to assess the level of benefits from participating in tender procurement, how to identify problem customers and how to defend their rights if they have been violated.