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How to successfully participate in tenders: 5 rules for entrepreneurs

If you have decided, following the current trend today, to expand the market for products you supply or work performed and services provided through participation in tender procedures, then you need to know some important nuances that will help you act more efficiently and avoid stupid, and sometimes – fatal errors.

First of all, you need to know that state and commercial purchases are regulated by two laws today: according to the law 44-ФЗ, state and municipal customers make purchases at the expense of budgetary funds, according to the law 223-ФЗ, certain types of commercial organizations are paid at the expense of their own funds, unitary enterprises and budgetary institutions.

Law 44-FZ is more transparent, as it establishes a uniform procurement procedure for all customers, equal requirements for participants and a higher level of responsibility for violations committed by customers.

And law 223-ФЗ defines only general conditions and provides customers with the right to conduct the majority of purchases according to their own rules established in the procurement regulation, which often entails excessive requirements for participants.

But, despite the existing difficulties and insufficient transparency of the procurement system, there are certain rules that adhere to which you can minimize negative emotions from participation in government and corporate procurements, as well as avoid unnecessary financial losses.

Rule number 1: Read carefully!

Carefully study all the documents that the customer has posted, first of all the technical specifications and the draft contract, since it is in these documents that all the basic conditions are indicated: price, terms of execution and payment, estimates, guarantees, responsibility. Often, the customer makes mistakes in technical documents that turn out to be fatal for the contractor, as they do not allow him to perform the work stipulated by the contract. And if the participant looked at these errors, then after the conclusion of the contract this can entail significant losses for him.

The real situation:

Rule number 2: Prepare a quality application!

It is the correctness of the application that influences its admission to further consideration for the subject of the participant’s proposals contained in it. Therefore, it is necessary to clearly follow all the instructions of the procurement documentation and not step back from them one step, no matter how strange, ridiculous and illogical they may seem. If there are any serious contradictions and discrepancies (this also happens: one is written in the terms of reference, another in the contract), send the customer requests for clarification of the documentation in accordance with the procedure specified in it.

And in order not to miss such contradictions and prepare an application that the customer with all desire cannot reject, do not forget the first rule!

Rule number 3: Learn the laws!

It depends on whether you can assess the correctness of the customer’s actions and prevent injustice in relation to yourself. For example, you should know in what format and in what terms documentation should be placed, what information should be contained in it, how to participate in a particular procedure, in what order and by what criteria applications should be evaluated, in what terms an agreement should be concluded.

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