Who won the auction. What is a tender and how to participate in it

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

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

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

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

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

• Name;
• Mailing address;

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

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

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

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

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

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

How much does it cost to mail out tender winners?

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

4. Conclusion

Information about tender winners is useful and necessary. In some cases, this information helps to analyze the market, and in others to find new customers or partners. However, it should be understood that if you just want to analyze the market and your potential competitors, then you do not need to purchase ready-made databases. All the necessary information available on the website www.zakupki.gov.ru. Of course, this will require some time from you, but it is absolutely free. If you want to speed up the process of collecting and analyzing such information, then you can use any paid search service with a built-in analytics module, such as a tender plan.

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

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

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Participation in tenders brings good dividends to any company. First, it's kind of a potential win. Secondly, this process is a great way for a business entity to make itself known, as well as to find reliable business partners. Therefore, the answer to the question: “How to win a tender?” - is relevant enough for any self-respecting head of the company.

However, it should be borne in mind that participation in the tender involves the fulfillment of a certain number of requirements, which, upon occurrence various stages competition can be a bit tricky. Only trained professionals will be able to resolve them.

The army will always need uniforms High Quality, kindergartens - in milk and dairy products. Therefore, the relevant authorities are forced to hold public tenders. During the process, one of the candidates is selected.

How to win a tender? Provide the most suitable ratio of quality and price. These competitive events are mainly held at the state, international, municipal, regional and city levels.

Participants providing documents for the state. tenders, should be aware of the following basic rules:

Equal rights and obligations for all participants;

The organizer must communicate with the participants only in writing(in particular, this concerns the mechanism for submitting and confirming an application for participation);

About the beginning of tenders, relevant information is published in the media with duplication on the Internet;

A candidate company wishing to participate in this competition submits an application;

To all registered candidates, the organizer must send a package that is approved by the relevant Federal Law;

During the set time, the candidate completes the preparation of his data, indicates the necessary information;

If a participant has any questions about the tender documentation, he can apply in writing to the organizer, who will also answer him in writing;

As a result of consideration, analysis and verification of submitted applications, the winner of the tender is determined, who receives a proposal for cooperation in the form of a contract;

The results of the tender are published in the media, as well as on tender portals on the Internet.

Thus, participants can understand how to win a tender only by submitting a properly executed, complete package of documents within the established time frame.

Unfortunately, not all the legal details of this procedure are clearly spelled out in the relevant regulations. Therefore, only specially trained professionals can tell you how to win a tender. Especially if they have solid experience in this field, and they are armed with the latest digital equipment, which will allow the analysis of the proposal of the candidate company. And based on its results, recommendations are given in order to eliminate all identified shortcomings in accordance with the requirements of the current legislation.

tender is a market procedure familiar to everyone, a kind of competition, based on the results of which a company is determined that fully meets the requirements of the customer. This company must be ready to fulfill the contract not only with the highest quality and speed, but also at an affordable price.

Tendering is aimed at ensuring that the contractor and the customer can find each other as soon as possible. Winning a tender can be extremely difficult. in Europe and North America winning a tender is an extremely valuable corporate sales skill. When it comes to tenders organized government organizations, then almost all the procedures in them are formalized, so it can be extremely difficult to present your own company in the most favorable light possible.

Conditions for winning the tender

1. To begin with, it is necessary to thoroughly study the regulations (rules) for conducting a particular tender. This is an extremely important stage. By participating in a particular tender, a potential contractor agrees to a number of conditions put forward by the customer. If a potential contractor has any questions after studying the rules of participation in the tender, he needs to get answers to them as soon as possible. Otherwise, there may be serious problems as soon as possible.
2. Before submitting an application, which must be properly completed, it is necessary to ensure that all resources are available. Usually, a lot of effort is required to implement a project. Quite often, some companies significantly overestimate their own strength, and therefore are not able to cope with the implementation of the won tender.
3. It is necessary to pay as much attention as possible to such an item as filing an application, otherwise even the smallest errors can be considered as gross shortcomings. This can lead to the fact that the customer refuses even during the selection of applications. It is possible to avoid such an unpleasant development of events only if you double-check all the documents at least several times before submitting an application. In many cases, it is incorrectly executed documentation that causes a refusal. Some participants devote a lot of time to the proposal itself, but overlook the documents. As a result, they do not even pass the preliminary selection. Therefore, it is so important to hire a competent lawyer who will help to draw up all the documents as accurately as possible.

tender documentation

Tender documentation is all the documents required to submit a bid. The set of documents varies depending on the field of activity or sector of the economy. If the tenderer would like to increase his chances of winning, then he needs to prepare all the papers at least 3 days before the end of the tender. Only in this case, he will be able to eliminate various errors.

How often do you need to participate in tenders

Only regular participation in tenders can provide an opportunity to gain valuable skills and experience. Each time it will be easier to participate in the tender. Experience is the key to success in almost any business. Just a few months later regular participation in tenders, the contractor will learn how to quickly draw up documentation and prepare a better and more interesting proposal for a potential customer. It is best to learn how to take part in tenders on insignificant orders that are not of great interest to the contractor. They will be an excellent "testing ground" for practicing all your skills.

Key rules for winning a tender (on the example of the IT sector)

1. The first stage involves finding employees who are best suited for this role. Some people don't know how to get along with others. The problem is that many managers appoint the best employees responsible for participating in tenders, but it is not certain that the most qualified programmer will be a competent negotiator with potential customer. Sometimes firms specifically hire a qualified specialist for just a couple of days to negotiate with an important client.
2. You should be wary of tenders that are not conducted like everyone else. If a tender proposal can only be submitted in writing, then such a tender cannot be called fair or objective. Most likely, the winner of such a competition is appointed in advance. This is what some unscrupulous private companies and corrupt state enterprise executives do.
3. Main question, which worries every bidder - what information needs to be collected? Find the contact details of those who make the final decision, as well as those who are responsible for conducting the tender. Then you should find out the structure of the competition, as well as the timing of decision-making. It will not be superfluous to study the competitors. Each bidder should know as much as possible about the others. This can be an undeniable advantage that can be used to win. It is also necessary to study the experience of the tender participants of previous years. It is possible that some people are willing to share their own experiences. This information can be used to improve your chances of winning.
4. Participation in government tenders is a separate topic for discussion. Such competitions require a conversation with responsible persons. Most often, ordinary employees of an enterprise are responsible for conducting state tenders. They can share useful information, which will also help win the competition. Particular attention should be paid to decision makers. They can be influenced in many ways. Most often, this requires a private conversation.
5. Some tenders are held in several stages. In this case, it is recommended to lay at least a small percentage for bargaining, however, it is also not worth offering a price below the market one. Regular customers can find out about this. In this case, participation in the tender can lead to the most unpredictable consequences.
6. Many customers want to communicate with a potential performer in person, so it is so important to work out your speech in advance. Of no less importance is appearance. It must be presentable enough.

Third Party Help

The help of qualified specialists who can increase the chances of a successful tender is especially relevant for companies operating in the IT sector. In this area in last years observed extremely high level competition, so winning a tender can be extremely difficult. Such a service as tender support is an excellent option for newly emerging companies. The main purpose of this service is to create all the conditions that are necessary for the client-participant to win the tender. This service will be especially relevant when it comes to a particularly responsible tender. Also, third-party assistance may be required by companies that do not want to take risks or have no experience in participating in tenders. Usually, the most qualified lawyers are involved in tender support. They will be able to protect the company from numerous mistakes that could affect the results of the competition.

How to win a closed tender

Closed tenders are of the greatest interest to companies. Usually they are held after the client company invites the best (in its opinion) participants to participate in advance. The choice of participants may depend on characteristics such as rating, reputation, work experience, and more. It is because of this that many companies try to pay as much as possible more strength and attention to self-promotion in the media. Some state enterprises and private firms often take part in exhibitions of various kinds. All this is done to increase the awareness of your own name and brand. Only eminent companies with authority are invited to participate in closed tenders. Usually the list of participants in a closed tender is not disclosed. This is done in order to prevent collusion of the tender participants among themselves. Only 3-6 companies are invited to participate in such a tender.

How to win an open tender

In this case, the customer is happy with any bidder. It is for this reason that information about such a tender is disseminated through the media, official websites, communities in social networks, newsletters and so on. The same applies to tender documentation. It must contain all important information about the upcoming event. This type of trading allows participants to study their competitors. This is a very valuable experience that can be used for a variety of purposes. In the IT sector, this is extremely important, because many companies are not well aware of the advantages and disadvantages of their competitors.

Specialized tenders

Such tenders are of particular interest to companies that have been selected by the organizers of the auction. The probability of winning in such a tender is higher than in a regular open tender. Usually participation in such tenders is strictly limited by some rules. Most often we are talking about citizens of a particular state.

How to win a government tender

It is important to note that commercial tenders are very different from government tenders in terms of cost. For example, private companies are often extremely careless in the preparation of tender documents. This can lead to the fact that "private traders" add coefficients for the so-called "unforeseen expenses". In some cases, this greatly affects the price. If we are talking about state tenders, then such liberties with them are simply unacceptable.

What should be paid attention to increase the chances of winning the tender

• Official papers about the company. Usually all documents about the performer are checked in the most thorough way. The security service is engaged in this (if we are talking about a large customer). Therefore, it is so important to provide only verified and valid information. If fraud is discovered at the verification stage, then there will be no question of any victory.
• Having experience. No one likes to attract companies that do not have rich experience for serious work. You can get work experience even with small projects.
• Having references from other clients. This will be especially important if these are well-known and reputable clients. Their opinion is expensive, so a positive review from such a client will come in handy. This will be another convincing argument in favor of the company.
• Availability of qualified specialists and appropriate resources. It would be strange if a company takes on the development of a computer game, in whose staff there is not a single designer or programmer.
• Portfolio of similar projects. This is an extremely important advantage that should not be underestimated.
• No debts. Any debt is always a disadvantage that repels cooperation.
• Stable financial situation. If there is a regular delay in the team wages, it will be natural if employees do not work efficiently enough.

The most important step is the presentation.

Most often, after the application has been recognized by the organizers of the competition as worthy of attention, the company is invited to a personal meeting with the customer. The presentation stage can be called the key one. You need to prepare slides, text and much more in advance. The presentation should never be too long or dry. There is an opinion that winning a tender is impossible without “connections”. Actually it is not. Most often, customers pay attention to the cost of services, the reputation of the company and work experience. It is enough to spend a little time and effort to prepare in advance for the tender. Then the chances of winning will be much higher. Good luck!

The winning bidder is a bidder who was recognized as the winner by the customer within the framework of the provision of the procurement documentation under 44-FZ or 223-FZ. Who can benefit from information about them? Firstly, for service providers of B2B businesses, such data will help to find potential buyers of their services. Second, banks, bankers to buy their financial products. Thirdly, to suppliers and contractors who cannot participate in such purchases on their own. Also, such databases may be of interest to various analytical and marketing agencies for the preparation of specialized reports and references.

Bid winner data is very useful, especially for a B2B business. It helps to track the activity of the client, his volume of work in the market public services, find the right client for yourself. It gives you the opportunity to analyze the market and calculate your potential competitors.

Search in the EIS

All customers conducting purchases under 44-FZ and 223-FZ are required to post data on the winner in the Unified information system. So, in the final protocol you can find the following data:

• Name;
• mailing address;

Also, each customer maintains a register of contracts, in which information about suppliers is provided much more widely:

• Name;
• mailing address;
• OGRN (OGRNIP), TIN, KPP, OKPO;
• contact number;
• Email ( Email);
• FULL NAME. manager (a person authorized to sign the contract) or individual entrepreneur.

How to search for the data of the winner of the procedure under 44-FZ

Step 1. In the UIS, go to the "Information on contracts and agreements" section.

Step 2. Select "Register of contracts concluded by customers".

Step 3. If you want to find the details of the winner of a specific purchase, simply enter its individual code (IKZ) in the search field.

For a more complex search, it is required to collect a dossier on all winning bids of a particular customer for a period. Then go to the search for the specified parameters by clicking on "Advanced search".

Step 4. Now for each result you need to do the following. Go to the Contract Card section.

Step 5. At the very bottom of the next page, find the details of the suppliers.

How to search for supplier data according to 223-FZ

Step 1. In the UIS, in the section "Information on contracts and agreements", select the item "Register of contracts concluded as a result of procurement".

Step 2. A specific lot can be found by the contract number. Or go to "Advanced Search" to form a complex query.

Step 3. Click on "Details" to go to the details of the purchase.

Step 4. In the next window, go to the Supplier Information section.

Since December 2017, it has become optional to enter data on the winner of the purchase under 223-FZ. Therefore, these data may not be in the EIS.

How to search using special services

There are resources in Runet that give access to information about legal entities and individuals, including their victories in tender sales. Here you can get the following data:

• find out official data about the company or entrepreneur;
• track material facts that affect the financial risks of selected counterparties;
• receive information about the planned liquidation, reorganization of the company, including through migration to another region;
• learn about the debts and pledged property of the counterparty, its participation in litigation, procurement, contracts, registered trademarks and much more;
• identify affiliation (relationships) between organizations and individuals;
• estimate financial position companies;
• protect yourself from transactions with fictitious companies (one-day firms).

This data will be enough to get in touch with the client and decide on further cooperation.

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

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

Is it worth it to bid?

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

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

The tender is carried out according to the traditional buy-sell principle, where neither the buyer - the customer, nor the seller - the service provider are left behind. The first one receives the work done for probation minimum price, the second does this work, receiving a stable income.

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

What tenders to participate in?

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

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

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

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

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

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

Determining rule how to win a tender for services

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

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

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

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

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

Maximum reality of the offer

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

Valuable Tips:

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

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

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

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

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

Psychological subtleties that help win the tender

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

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

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

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

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

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

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

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

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

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

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

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

For other bidders, such data is interesting for analytical work: to study the final protocols, previous similar transactions of the winner of the current tender and the customer. Details of the winners are usually not disclosed. The news of the win is first sent personally to the management of the executing company, which, in individually notify interested parties.

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

Conclusion

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