How to win a tender? Instructions for participating in government and commercial tenders. How can you win a tender and what is needed for this? How to find out all the won tenders of the supplier

The task:

In a small town, N leads his entrepreneurial activity IP Kirpichev. He has a brick factory and several dozen private clients. And in city ​​N-N recently passed a municipal tender for the construction kindergarten, which was won by Good Construction Company LLC.

How many times will the turnover and profit of IP Kirpichev increase if he concludes an agreement with “Good construction company”For the supply of bricks?

If you are interested in the answer to this question, this article is for you. From it you will learn: how to expand your customer base with the winners of commercial and government procurement, promptly receive tender protocols and how to automate this process using email newsletters, increasing sales on an ongoing basis.

Every day thousands of organizations across the country win electronic trading for the supply of goods and services. Whether you are a manufacturer, distributor, contractor, or financial services provider, bid winners are your hottest customer base. They definitely have a large order, a budget and an actual need for your products and services, which will help them to realize the won tender. All you need to do is contact them and make an attractive commercial offer.

To whom and for what is the mailing of databases of tender winners necessary?

1. For those who offer financial services. Bidders need tender credits and loans to secure the application, the winner of the public procurement must provide a bank guarantee, and then he will also need a loan already for the execution of the application - any bank will be happy to be close to the right time with the right sentence.
2. Analytical agencies use the database of tender winners as a basis for market research, trends and patterns. However, any company can use this information to analyze competitors and the balance of power in its segment.
3. Manufacturers, distributors and contractors not independently involved in commercial and public procurement... Similarly to Mr. Kirpichev, many organizations do not want to get involved with tenders themselves - it is too difficult, responsibly, there is not enough volume - there are many reasons. But becoming a partner of an organization that won a tender is a completely different matter. To do this, you need a database of tender winners, and you can call them and offer your products or subcontracting for part of the order. Thus, it is realistic not only to increase the number of loyal customers in your region, but also to enter the markets of neighboring ones. Winners of construction tenders are especially helpful in this regard. This is a large-scale work involving a large number partners, therefore, for each auction or tender won in this area, a huge number of related contracts are concluded: for the supply building materials, equipment, subcontracts for estimate and project work, hiring specialists of various profiles.

How to find out who won the tender?

The law on contract system guarantees free access to information on public procurement. Therefore, the data of auction winners announced by federal and municipal organizations (according to 44-FZ), as well as companies with a state share (according to 223-FZ), are publicly published in the EIS no later than 20 days after the auction. If they were closed, then the companies that won tenders are disclosed only to participants, on an individual basis.

So, on the procurement pages in the EIS, you can find out who the winners of tenders are, for free:

Fig. 1 Procurement page in the EIS

In the attached summing-up protocols there is a TIN of the participants:

Fig. 2 Summing up protocol

It is not difficult to find the address, phone numbers or email organizations in open sources, business directories. All this can be done manually and free of charge if the task is to analyze the success of your competitors one-time or find contacts of suppliers for several purchases. In this case, it is also interesting to know which tenders the company won. It is in the EIS: open the tab “Register of contracts concluded by customers”, advanced search. At the very bottom, expand the Supplier Information item. In the “Supplier” field, enter the name or TIN of the company, and the system will display a list of all purchases won by it.

If you need a fresh database all the time, then manually monitoring the results of thousands of trades is simply unrealistic. For these purposes, we propose to subscribe to the daily mailing of a ready-made database of tender winners.

How does the newsletter work?

The collection of information is fully automated: a special parser program collects the contacts of the winners of commercial, state and corporate tenders, filters them according to your criteria, forms a ready-made database in MS Excel tables and sends them in a convenient daily mailing format:

Fig. 3 Winners base in MS Excel table

Leave your application on the Tender Winners page, indicate in it keywords to search, the price and region of purchase you are interested in, and tomorrow you will receive a free trial mailing. Subscribe and every morning your sales team will start with a brisk phone call to hot leads on a fresh database.

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

Who Needs a Winner Base

• Organizations looking for new markets for the supply of goods, performance of works and services.
  There are already orders for you. You can directly contact the winner of the tender with your proposal. A subcontract agreement can be a mutually beneficial cooperation option.
• Banks, credit institutions, agents and brokers.
  The mailing list of companies that won the tender is your shortest path to the target client for the implementation of tender loans and bank guarantees.

Winners only or all bidders (losers, rejected);
• Industry focus (eg construction tender winners) or keywords;
• The amount of the contract, the amount of security for the contract or government contract;
• The region of the procurement or government procurement;
• Laws 44-FZ and 223-FZ;
• and much more;

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

Our service will not only help you expand your business contacts, but will also bring you real profits!

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

Every day, letters about new winners are sent to you by email. For greater efficiency, mailing is done in two stages. The first one - in the morning (setting for the time of your region is possible) all results of tenders for the previous day are sent. The second - at noon, the latest results for the just completed trading on the ETP are sent. Thus, on a daily basis you receive a complete current base of winners to establish new business relationships and partnerships.

Tender is a familiar market procedure, a kind of competition, based on the results of which a company is determined that fully meets the requirements of the customer. This company should be ready to fulfill the contract not only as efficiently and quickly as possible, but also at a reasonable price.

The tenders are aimed at ensuring that the contractor and the customer can find each other as soon as possible. It can be extremely difficult to win a tender. In Europe and North America, winning a tender is an extremely valuable corporate sales skill. When it comes to tenders organized by 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. First, you need to thoroughly study the regulations (rules) of a particular tender. This is an extremely crucial stage. By participating in a particular tender, a potential contractor agrees with a number of conditions put forward by the customer. If a potential contractor still has any questions after studying the rules of participation in the tender, he needs to get answers to them as soon as possible. Otherwise, serious problems may arise in the very near future.
2. Before submitting an application that must be properly completed, you must ensure that you have all the resources. Usually it takes a lot of effort to implement a project. Quite often, some companies significantly overestimate their own strengths, so they are not able to cope with the implementation of a won tender.
3. It is necessary to pay as much attention as possible to such an item as the registration of the application, otherwise even the smallest mistakes can be considered as gross flaws. This can lead to the fact that the customer will refuse 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. It is the incorrectly executed documentation that in many cases becomes the reason for the refusal. Some participants devote a lot of time directly to the proposal itself, but they lose sight of the documents. As a result, they do not even pass pre-selection. Therefore, it is so important to hire a competent lawyer who will help you draw up all the documents as accurately as possible.

tender documentation

Tender documents are all documents required to submit an application. The set of documents differs depending on the field of activity or industry. 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 will he be able to eliminate various errors.

How often you need to take part 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. After a few months of regular participation in tenders, the contractor will learn how to draw up documentation faster and prepare a better and more interesting proposal for a potential customer. It is best to learn how to take part in tenders for orders of little importance, which are not of great interest to the contractor. They will be an excellent "training ground" for practicing all their skills.

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

1. The first stage involves finding the employees who are most suitable for this role. Some people don't know how to find mutual language with others. The problem is that many managers appoint the best employees to be responsible for participating in tenders, but it is not a fact that the most qualified programmer will turn out to be a competent negotiator with a potential customer. Sometimes firms specifically hire a qualified professional for just a couple of days to negotiate with an important client.
2. One should be wary of tenders that are conducted differently. If a tender offer can only be submitted in writing, then such a tender cannot be called fair or objective. Most likely, the winner of such a competition has been appointed in advance. This is what some unscrupulous private companies and corrupt executives of state-owned enterprises do.
3. Main question, which worries every tenderer - what information needs to be collected? The contact details of those who make the final decision, as well as those who are responsible for the tender, should be found. Then you should find out the structure of the competition, as well as the timing of decisions. It will not be superfluous to study your competitors. Each tenderer should know as much as possible about the others. This can be an undeniable advantage that you can use to win. It is also necessary to study the experience of the participants in the tender 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 conversation. Such contests require a conversation with the responsible persons. Most often, ordinary employees of an enterprise are responsible for holding state tenders. They can share useful information that will also help you win the competition. Particular attention should be paid to decision makers. They can be influenced in different ways. Most often, this requires a private conversation.
5. Some tenders are carried out in several stages. In this case, it is recommended to lay at least a small percentage for bargaining, but it is also not worth offering a price lower than the market price. They can find out about it regular customers... 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. Equally important 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 working in the IT sector. In this area in last years observed extremely high level competition, so it can be extremely difficult to win a tender. A service such as tender support is an excellent option for newly emerging companies. The main goal of this service is to create all the conditions that are necessary for the winning of the client-participant in the tender. This service will be especially relevant when it comes to a particularly responsible tender. Also, third-party assistance may be required for companies that do not want to take risks or do not have experience in participating in tenders. Usually the most qualified lawyers are involved in supporting tenders. They will be able to protect the company from numerous mistakes that can 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 in advance the best (in its opinion) participants. The choice of participants can depend on characteristics such as rating, reputation, work experience and more. It is because of this that many companies try to devote as much effort and attention as possible to self-promotion in the media. mass media... Some state-owned 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 tenderers 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 sites, communities in social networks, newsletters and so on. The same applies to the tender documentation. It should contain all the important information about the upcoming event. This type of bidding allows participants to study their competitors. This is a very valuable experience that can be used for a wide 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 tenders. The probability of winning such a tender is higher than in a regular open tender. Usually participation in such tenders is strictly limited by any rules. Most often we are talking about citizens of a certain 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 about the preparation of tender documents. This can lead to the fact that "private traders" add coefficients for the so-called "contingencies". In some cases, this has a significant impact on the price. If we are talking about state tenders, then such liberties with them are simply unacceptable.

What to look for to increase your chances of winning a tender

• Official papers about the company. Usually, all documents about the performer are checked in the most thorough way. This is the responsibility of the security service (if we are talking about a large customer). Therefore, it is so important to provide only verified and valid information. If deception is revealed at the verification stage, then there will be no talk of any victory.
• Experience. Nobody likes to involve companies that do not have rich experience for serious work. You can get work experience even with small projects.
• Availability of recommendations from other clients. This will be especially important if they are known and reputable clients. Their opinion is expensive, so positive feedback from such a client will come in handy. This will be another compelling argument in favor of the company.
• Availability of qualified professionals and related resources. It will be strange if a company that does not employ a single designer or programmer will undertake the development of a computer game.
• Portfolio of similar projects. This is a critical benefit that should not be underestimated.
• No debts. Any debt is always a disadvantage that repels from cooperation.
• Stable financial situation. If there is a regular delay in the team wages, then it will be natural if employees do not work efficiently enough.

The most important stage 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 key. You need to prepare your slides, text, and more in advance. The presentation should never be too long or "dry". There is an opinion that winning the tender is impossible without "connections". In fact, this is not the case. Most often, customers pay attention to the cost of services, the company's reputation 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!

You've come a long way from finding the right tender and bidding, and finally it's time to find out if your efforts have been successful. How to find out who won the public procurement tender?

Receive necessary information about the results of the competition can be different. They are all seriously different from each other, and you can get data on who won the public procurement tender in any way you like. So:

1. The very first step is to refer to the Official Public Procurement Portal, which is located at www .zakupki .gov .ru. All public information about the contract system can be found here. Thanks to the convenient search system, you can quite easily get information about the winning bidders. We offer you to search for the required auction by the registry number. Then, in the “documents” section, find the minutes of the auction. In addition, Federal Law 44 obliges the state to post information about the auctions in several sources at once - on the portal of the Federal Treasury in the Register of State Orders (www.reestrgk.roskazna.ru) and on the Rosstat website.

2. The second most simple and popular way to find out who won the tender is to turn to special services that collect information about the lucky ones in a single database. Despite the novelty of the service, everyone who is interested in procurement liked it - after all, such services allow you to receive information promptly, in a convenient form (you can often receive newsletters regularly directly to your e-mail). Synapse, Findtenders, bit .tender, Trade Inspect - this is not the whole list of companies providing such services. Some of them even provide access to their database for free - if only the supplier uses their services.

3. In this case, you don't have to do anything at all to find out who won the public procurement tender. This is a personal mailing list. The fact is, according to the protocol, after the selection of the winning company, it is informed that the tenders for it were successful. This option is most popular in cases where the trades were non-public (Federal Law 44 provides for the possibility of holding closed trades).