Construction tenders for individuals. Construction tenders

Electronic trading platforms first appeared on the global Internet in the middle of the 20th century, initially they concerned only banking and only then they touched on the sales area. In Russia, the progenitors of ETP in the 90s were simple announcements of demand for web resources, the task of which was to find and unite a customer and a supplier for a further offline transaction.

Today, every self-respecting entrepreneur is not only familiar with such terms as ETP, tender, auction, accreditation and purchase, but considers the process of participation in the auction important for the development of his business. However, it is quite difficult for beginners to find information and understand the nuances of tendering.

In this article, we will talk about the tasks of a construction tender, consider the features of its implementation.

Tender is a competition in the selection according to the stated needs of the customer. A participant becomes a leader, the documentation and terms of the contract fulfillment, as much as possible, correspond to the set requirements. In particular, the conditions of construction selections allow you to choose the most advantageous offers in the field of architectural design, construction and overhaul buildings, etc.

However, for this, the participant must deadlines register and submit correctly executed documents for participation in the construction tender. All types of work and services for the supply of materials specified in this type of bidding must be directly related to construction.

The list of the main types of work indicated during construction tenders

1. Drawing up design and estimate documentation.
2. Supply building materials.
3. Construction and installation work at the facility.

During the tendering process, bids are accepted from individuals and organizations both for the initiation of a competitive selection and for the right to become a contractor.

The tender form is possible in the form of an open or closed auction, a request for a quote or a simple competitive selection.

Features of the conduct and participation

The planned selection is carried out according to the pre-established requirements for the participants, based on the principles of competition, objectivity and efficiency. The winner is the participant with a more favorable offer than competitors, but in mandatory corresponding to the conditions of the competition.

The main nuance of a construction tender, like any other tender, is the possibility of rejection advantageous offer even at the time of filing an application for participation - by the tender committee, with the wording about the incorrect execution of the documentation.

If you ask the question: "How to win a construction tender?", Then the first rule says - correctly draw up the documents for participation.

If you are a beginner entrepreneur, you should not ignore open tenders due to the organizational and technical difficulties that arise. Remember the Russian proverb: "The devil is not so terrible as he is painted!"

Participation in the tender opens up broad prospects for obtaining large orders for the supply of construction materials or the provision of services in this area.

To be or not to be...

If you doubt your abilities when making an application ― contact specialized firms in your region.

Self-preparation of a package of documents and contacting specialists carry a number of risks for a potential supplier of building materials. It is clear enough that in the first case you are only threatened with not being admitted to an open tender with all the "ensuing" consequences. Here it is necessary to weigh the pros and cons, whether you need this contract.

The second option - contacting a specialized company, involves financial expenses that must be taken into account when obtaining the final benefit. It is quite important that the fact that one does not understand enough in the design of the package of tender documents, in fact, money is paid "on faith".

Of course, you are insured against incorrect paperwork, but whether your proposal will be favorably presented by a person who, in fact, has only a general idea of ​​your activities is an open question. Organizations specializing in the preparation of tender documents prepare standard bids-stamps.

"How to win a construction tender" - the second rule

Study the essence and content of tender papers, which will be useful in subsequent tenders, both for filing applications and for monitoring the quality of services provided when contacting a specialized company.

If an organization plans to participate in construction tenders for the supply of materials on an ongoing basis, then it is more efficient and cheaper to train an employee of its company for further work with applications.

What laws govern construction tenders?

The legislative framework Russian Federation regulates the conduct of commercial tenders Federal laws, Orders of the Antimonopoly Service of Russia, Resolutions of the Government of the Russian Federation and Orders of the Ministry economic development RF.

Thus, the list of laws consists of:

• Federal Law No. 223 dated 18.05.11;
• ФЗ №44 dated 05.04.13;
• Federal laws on digital signatures and competition protection.

It is also worth paying special attention to the fact that in 2017 the Federal Law "On the contractual system in the field of procurement of goods, works and services to meet state and municipal needs" comes into force.

To date, there is no single act that would approve the rules for conducting commercial tenders. Therefore, the organizers of construction tenders have the right to independently establish a list of requirements and conditions for holding qualifying competitions.

Rule number three! Study legislative framework... It is useful to familiarize yourself not only with the listed Federal laws, but also with methodological guide on registration of tender papers during contract bidding: MDS No. 80-4.2000, developed by the State Construction Committee of the Russian Federation. Remember that these are guidelines only, not mandatory prescriptions.

Summary

So, let's summarize everything that has been said on the topic: "How to participate and win in a construction tender."

1. Correct execution of tender documents, good foundation for future work.
2. Study the essence and content of all required documents.
3. Knowledge of the laws should be your strength.

And also it is worth noting a few more points.

1. Systematic participation in electronic auctions is an experience that should be used.
2. Assess correctly financial opportunities your company should not "compete" with large suppliers for a lucrative contract.
3. Before getting accredited, study the authority of the Electronic Trading Platform and ask about the statistics of tenders held.
4. Remember that in 2017 a selection of operators will be carried out, limiting customers and performers in the choice of trading platforms. Bill No. 821534-6 contains information on amending FZ-223 and states that the Government of the Russian Federation will establish the procedure and conditions for the selection of ETP operators, which will make it possible to determine their list for the further work of legal entities.

Far-sighted entrepreneurs understand the importance of participation in open tenders, which in the near future can become the main source of obtaining high-yield contracts and therefore now strive to learn as much as possible and gain experience by participating in tenders on state and commercial electronic trading platforms. Be foresighted!

To work construction topics but should not be confused with renovation tenders. Distinctive feature construction tenders is the availability of an SRO admission to the organization. The organization must have experience in construction (commissioned buildings for an amount of at least 25% of the initial maximum amount construction tender).

In the notice when you submit an application for an electronic auction, you will be asked to fill out Form 2. Together with Form 2, you will need to prepare an offer containing everything you need to perform contract work. The offer consists of two parts: technical and commercial.

In the technical part of the notification, they describe the construction object and provide a general plan, information about the engineering networks, architectural and construction characteristics of the object.

In the commercial part of the application, pricing is described, for example, in the form of an estimate calculated according to GOST, the deadlines and conditions for the construction tender work are indicated. The application is considered by a tender committee consisting of specialists from the construction industry.

If, as part of the work, you also need to prepare a project (execute design work), then often electronic trading are held in the form of an open competition. In this case, the evaluation of the tender proposal takes into account the work experience, business (construction) reputation, the availability of completed construction projects.

Based on this, two conclusions can be drawn. First conclusion: not every company can participate in construction tenders. The second conclusion is that not every tender specialist can prepare an application for a company, so you should contact professionals for high-quality preparation of a tender application.

Considering such a volume of tenders, there is an uncountable number of Internet portals for construction tenders.

Most of the portals duplicate each other, so the easiest way to search for government tenders is through the official government procurement website.

If you also want to participate in commercial ones, then you should use the program to search for tenders or order a tender monitoring service.

Pitfalls of construction tenders

One common type of collusion in construction tenders is deliberate underreporting starting price contract.

The customer, in collusion with a specific contractor, puts up a tender for an electronic auction, the cost of which is unprofitable when performing the contract work specified in the notice.

However, in the process of work, the customer, using the clause on a possible change in price in case of force majeure circumstances or increasing the amount of work, changes the price after signing the state contract. The price may increase due to the discovery of facts that are not reflected in the project documentation. For example, for land works it turns out that where the road should go, a cable has been laid, which needs to be moved, and this is an additional cost.

There is no such thing in the field of commercial construction, but tenders without an initial price are more common. It is worth wary of the clauses on warranties and compensation in case of static defects.

If such a clause exists in the contract, then the risks of the general contractor in monetary form must be included in the amount of the contract, otherwise the general contractor may find itself in a huge disadvantage after completing such a state contract.

In addition to estimators and specialists in construction industry the company must have competent lawyers who must, in the event of unprofessional actions of the customer, correct the final contract.

It should not be confused warranty obligations construction works with mistakes made in the design. In this case, the responsibility is borne by the organization that performed the design work.

If the designer is also involved in the collusion, then after signing the state contract, he allows the use of other materials in the construction at a lower price than originally planned. The contractor, performing work, saves on materials, thereby producing kickbacks to both: the customer and the designer.

Optimal actions when participating in construction tenders

The design of optimal actions for participation in construction tenders by both the customer and the general contractor should lead to satisfactory construction results for both parties. The desire of one of the parties to earn as much as possible will ultimately be reflected in the construction project.

When submitting a construction tender, the organizer must clearly articulate the purpose of the construction and the requirements. To work out price offers, the customer must provide the maximum possible amount of design documentation, organize unhindered passage to the territory of the proposed construction. If the technical part of the documentation includes a developed sheet with measurements, then tenderers have a good basis for a quality proposal.

The price can be found out by submitting a request through the electronic trading platform or simply by calling the customer. The application should be prepared according to options depending on the offered price (ideal, good, minimum). The management of the company determines which application should be submitted for the construction tender.

A decrease in the electronic auction by more than 25% must be justified by the relevant documents or leads to an increase in the security of the contract by 1.5 times. After winning an electronic auction, you should not rush to sign a contract. It is necessary to re-analyze the contract and, if possible, eliminate any inaccuracies by contacting the customer directly.

You can invite a third-party specialist not affiliated with any of the parties to make adjustments. This will ensure the formation of an equal treaty.

Construction Firm Strategies

Various strategies are possible when participating in construction tenders. It depends on many factors on the basis of which decisions are made. Not the last factor is the "personality" of the customer, who decides on the choice of a particular strategy.

In general, the strategy of a construction company is related to making a profit based on the results of a construction tender. Only in some, exceptional cases, profit does not play a major role, for example, when, due to the low price for a given order, in the future it is possible to get a more profitable and larger other order, or when the reputation of the construction company will grow due to the construction work of this customer.

It happens that it is necessary to complete a tender for a construction company for the constant workload of the company. This allows you to keep the existing employees of the company at work, to avoid their reduction or dismissal.

How and where to find construction tenders

The first step to concluding a lucrative contract is to find the required tender.

A well-organized tender search helps the supplier to get an idea of ​​the competitors' deals. The construction industry is one of the most actively developing in Russia. 25% of government purchases are construction tenders. Where can you find profitable construction tenders and how to properly implement this task?

Where to find construction tenders

Today the largest number tenders are published on the Internet. There are specialized electronic platforms where government and commercial organizations... There are 6 federal sites for placing government orders and many commercial ones.

Construction tenders can be found directly on the official websites of state, municipal or commercial structures. When choosing such a strategy, you need to browse a lot of thematic sites every day.

There are special sites (portals) for construction tenders. Proposals presented at the Unified Construction Tender Site ECTP, created jointly with the Chamber of Commerce and Industry of Russia and The National Association builders.

A large number of commercial offers can be found on the construction portal (stroyportal.ru).

How to search for construction tenders?

The abundance of information gives rise to the main difficulties in finding the most profitable tenders.

Narrow your search to tenders announced only in your area. Local contractors and subcontractors have the greatest chances of winning construction tenders, especially for construction work in small towns.

You will incur lower costs due to proximity to the object, minimize logistics costs and can contact these organizations directly for information and learn about planned purchases.

In order to cover all sites on which tenders for construction are placed, as well as to find tenders that satisfy the requests as much as possible, it is possible to use special programs on the search for tenders.

Such systems save time searching for the right tenders. The next task for the organization is to assess the attractiveness of the tenders found.

Holding tenders is the main component of the competition between companies operating in the construction services market. Thanks to the bidding process, any company can participate in a transparent auction process and get not only a reliable customer, but also an excellent reputation. Participation in the tender requires careful preparation: the contestants must not only collect the necessary documents, but develop a whole program that will make it easy to solve the question of how to win a tender for repairs.

Examining documents

The chance of winning the tender primarily depends on how the competitor prepared for the future event. Preparation means the preparation of tender documents for the organizer of the auction and careful acquaintance with the rules of participation. Before the start of the tender, the customer sends an invitation (brief) to all participants. In it, the competitor will find basic information:

• timing of the tender;
• parameters by which the selection of the winner will be made;
• conditions applicable to all bidders;
• the form of drawing up the application-proposal;
• information about the customer and his company;
• the task that the winner must cope with, the expected result from future cooperation.

How to win a repair tender?

To become a worthy competitor among the rest of the auction participants, the competing company must clearly understand how the tender is carried out and how the winner is selected. Those who are determined to win are obliged to try to meet all the customer's requirements specified in the tender documentation. Often, customers set the same conditions for the contestants:

• high speed renovation works;
• excellent quality of the builders' work;
• complete safety;
• availability of modern equipment required for repair work.

At the same time, you need to think over the cost of the future order in advance. This amount must not exceed the price set by the customer prior to bidding.

An important point in deciding how to win tenders for repairs is the preparation of documents for the competition, which must fully comply with the requirements of the organizer of the tender and the norms of Russian legislation. In cases where the competitor made mistakes in filling out the documentation or when drawing up an application for participation, the request will be rejected. The executing company will not receive permission to participate in the auction.

It so happens that the customer does not name the amount that he has at his disposal for the repair work, and therefore, the contestants should make an estimate on their own. It includes:

• material prices,
• possible costs,
• the cost of the work in general.

A correctly drawn up estimate becomes the main factor that influences the victory in the auction. Often, the proposed prices are considered by the organizing committee of the auction in the first place. Already on their basis, the winner of the competition can be determined.

If the customer is large enterprise, then the tender for repairs is carried out in several stages.

1. At the first stage of the bidding, all insignificant companies-competitors and inappropriate offers are eliminated.
2. At the second stage, the participants who have passed the selection meet with the customer personally and try to convince him that it is their organization that will perfectly cope with the tasks set. Based on the results of such a "face-to-face round", the winners are determined, so the contestants should prepare well for it.

“The result of the work performed under the construction contract is the constructed or reconstructed capital construction object, in respect of which the conclusion of the supervisory authority on compliance with the requirements has been received technical regulations and project documentation ".

Article 110.2 44-FZ

Features of construction tenders

Construction tenders have several differences from regular procurement.

For example, in such a contract, it is necessary to prescribe a condition on the stage-by-stage payment for the work performed by the contractor, based on the volume of such work and the price of the contract. That is, the work is paid not all at once after completion, but according to the terms and amounts established by the schedule.

If the purchase of construction work is carried out from a single supplier, the customer is obliged to involve special organizations in the examination of the work performed.

An exception- when the object of the procurement is project documentation or the results of engineering surveys.

To qualify for the role of a service provider and win a construction tender, a firm must meet certain requirements:

If the price of the concluded contract is more than 3 million rubles, then the procurement participant must have membership in the SRO in the field of construction. An extract from the register of SRO members must be issued no earlier than one month before the deadline for accepting applications.

The contractor organization must have construction experience. This must be confirmed by the number of commissioned and commissioned objects.

Statistics

Construction and renovation tenders are usually open electronic auction therefore different organizations can participate. According to statistics for 2017, the percentage of admissions to trading held under 44-FZ is 95-98%. For trades under 223-FZ, the figure is lower - only about 70%.

The average price drop in such tenders is 16% for purchases up to 3 million rubles under 44-FZ and 2% for purchases with an initial price of 100 million rubles.

Unfortunately, building complex- a leader in cartel agreements. Anticompetitive agreements are widespread in the field of public procurement and procurement of companies with state participation.

How to participate in construction tenders

For the customer

It is worth compiling in detail technical task to perform work. The more the customer specifies the data - attach project documentation and will provide a sheet with ready-made measurements of the territory, detailed map and information about communications located on the territory of future construction and installation works - the easier it will be for a potential contractor to draw up his technical proposal.

For the supplier

The contractor should study the provided documentation in detail. If necessary, request clarification to it. After that, it is necessary to prepare the first and second parts of the application for participation in the construction tender. The first part will include the so-called “Form 2”: specific indicators materials and goods to be used in construction.

Assistance in participating in construction tenders

1. Prepare yourself
   Get an EDS, get accredited at the sites. For example, we have a comprehensive service for preparing a participant for procurement: from accreditation to professional training.
2. Gain experience
   You should not try to participate in large purchases without experience. The customer simply will not let you go there. Start by subcontracting.
3. Get SRO Membership
   In accordance with part 2 of article 52 of the Civil Code of the Russian Federation, work under construction contracts must be performed by legal entities or individual entrepreneurs who are members of self-regulatory organizations in the field of construction. An extract from the register of SRO members must contain information on whether the participant has the right to perform work that is the subject of procurement under contracts concluded using competitive methods of concluding contracts. And information about the level of responsibility of a member of the SRO, which should not be less than the NMCK.
4. Prepare proof of experience
   For example, only participants with documented experience are allowed to construction work on technologically complex objects. According to the Government Decree of February 4, 2015 N 99, the rule applies if the contract price is more than 150 million rubles, and if the contract is concluded at the regional level - 50 million rubles.

   If the NMCK exceeds 10 million rubles, you must provide at least one contract for the performance of construction work in the last 3 years before the date of filing an application for participation in the procurement: Letter of the Ministry of Finance of Russia dated 09/10/2017 N 24-02-07 / 58642. Such a contract must be executed by the procurement participant in full. The amount of such a contract must be at least 20% of the initial contract price.

   The documents confirming the compliance of the procurement participant with the specified additional requirement are:
   - a copy of the executed contract;
   - a copy of the acts of work performed;
   - a copy of the permit to enter the capital construction facility into operation.

Find a purchase and apply
Construction tenders, like other purchases, can be found on the official public procurement website or in special search engines.

Take care of contract enforcement
The customer establishes in the notice the requirement to secure the performance of the contract. Pay attention to part 2 of article 37 in 44-FZ. They write in it: “When at the NMCK = 15 million rubles. and less, the procurement participant “falls” by more than 25%, he must provide a security for the performance of the contract in an amount exceeding 1.5 times the amount of the security for the contract, OR information confirming the good faith of such a participant ”.

be careful
Even when you won the tender, once again carefully study all the documentation before signing the contract. Discuss and, if necessary, rewrite everything with the customer controversial points so that no problems arise during the work.

Ltd IWC"RusTender"
The material is the property of the site. Any use of the article without specifying the source - the site is prohibited in accordance with article 1259 of the Civil Code of the Russian Federation

Over the past few years, many state-owned enterprises have moved to a tender procurement system, in which they need to select the most suitable supplier that can offer goods and services at a low cost. Construction is one of the most demanded spheres, so the attention of many suppliers is directed there. Most of them do not know how to win a construction tender, but they want to.

When choosing construction contractor state structure usually chooses the most worthy proposal, objectively considering all received. Recently, construction tenders have ceased to be the prerogative of only state-owned enterprises. Even small private offices and individual entrepreneurs can organize tenders and identify the best contractors with their help.

As a result, everyone who is directly involved in tendering needs to have a clear idea of ​​how exactly the construction and repair auction procedure is carried out. Also, tendering specialists will need to be aware of the basic requirements that are presented by customers to incoming applications.

How to win a construction tender?

There are several recommendations, adhering to which, the contractor will be able to keep the victory in the construction competition, leaving all competitors behind. The most important requirement that the customer can present to the bid of a potential supplier is that it meets the needs of the auction organizer. The supplier's application must meet the following requirements:

• high quality of the supplied material;
• timely speed of work performance;
• technical characteristics of the supplied goods;
• compliance with safety requirements in the supply of goods and services;
• high functional characteristics of goods and services;
• the cost of the project, not exceeding the price set by the customer when announcing the start of the tender.

In order for the application to be really suitable and the customer wanted to consider it more closely, it is necessary to go through these points several times. It is imperative to check the resulting application for compliance with legal regulations governing the conduct of auctions and tenders. But sometimes it happens that the customer does not indicate the value of the contract, and thus puts the suppliers in a position of uncertainty.

Estimate

In this case, the tenderer must draw up a detailed estimate for this tender. This is necessary in order for the supplier to understand whether it makes sense to take part in such a competition, or whether this event will be too costly for him.

In the estimate for the construction work or the supply of building materials, it is necessary to note the volumes in which the services will be provided. Also, this document indicates the cost of performing the work by the contractor, which will have to be paid by the customer, according to the concluded contract. The organizer of the competition will have to compare several received applications for prices and volumes of work, choose the optimal one and agree on the questions with the winner.

Tours or stages

Sometimes it happens that tenders are held in several rounds. First, the managers of the contracting organization filter out those applications that do not pass according to the estimate, choosing the most optimal cost options. Then, face-to-face interviews are conducted with the participants in the next stage: at this stage everything will depend on how convincing the representative of the supplier company will be.

Very often, organizers require participants to provide at least approximate design projects for the objects with which they are going to work. Having chosen the most interesting design project of a construction object, the organizers of the tender may not continue the selection, but immediately announce the name of the contractor with whom they are ready to work.

The important thing is not to win but to take part

Some enterprises that are able to win tenders simply do not take part in them, because they do not believe in their own strength. This attitude is fundamentally wrong. Experienced bidders believe that the most important thing in the early stages is to apply for tenders as often as possible.

If a company has just started its way in the construction industry, it needs to frequently apply for tenders. At first, it will not win, but participation in auctions will allow you to gain irreplaceable experience, and customers will be able to remember the enterprise. In the future, when deciding who won the construction tender, the organizer of the auction will certainly remember the newcomer.

It is very important that the bids submitted by your company are competently, reasonably and differ in prices that would suit the customer. Then the organizers will pay attention to your company and sooner or later they will still give it a chance to show itself in the best light. Then everything will depend on the effort you put in.

Secrets of modern tenders

Those who have been working with tenders for a long time are well aware of the existence of several options for winning these auctions. Regardless of who exactly holds the tender - a private enterprise or a government structure - winning the auction can be completely different:

• Winning the tender using existing agreements with high-influence tender organizers.
• The winnings obtained through high-quality preparation of documents, tracking the tender and defending their own interests and rights to receive an advantage in the supply of goods and services.

At first glance, the option when a potential supplier has agreements with the organizers of the tender is much more convenient. You just need to find a person who lobbies the interests of the enterprise, conclude an oral agreement with him on mutually beneficial terms and victory is in your pocket. Until recently, such preparation for the tender could have helped the supplier to win, but the situation has changed radically. State institutions and private owners, organizing tenders, today are trying to do everything so that the tender is held openly, and all its participants are in equal conditions.

If you are looking for an answer to the question of how to win a construction tender, remember that the winner is not the participant who is able to offer the most low price for the supply of goods and services. The winner of the competition is the one who develops a competent strategy of his behavior during the tender, and adheres to it.

A potential supplier should think not only about the profit that he can get, but also about what profitable terms he can offer to his customer. In other words, you need to think for the future, because if the organizer of the tender is satisfied with your work, then in the next reporting period he may not open an auction, but may contact you immediately.

Frequent mistakes of bidders

The representatives of the enterprises participating in the auction believe that it is enough just to prepare the necessary documentation, send it to the customer and wait, hoping for luck. This approach is absolutely unacceptable, even if all the documentation was prepared with high quality and completely satisfies the customer.

If you look at the companies that have won construction tenders in their portfolio, you can see that the company's managers did not sit idle by submitting an application. Employees of the organization are well aware that it is on their actions that its reputation depends, as well as the possibility of receiving an order and, consequently, profit.

One should not think that participation in a tender for construction is a passive process. It is necessary not only to prepare all the documents with high quality, but also to convince the potential customer that it is your organization that has a number of advantages and is able to provide him with quality services. The more active your position, the more the company has a chance of winning, provided that all the documentation has been drawn up correctly.

Should I take up a tender at all?

To win the tender and further cooperation with the customer, the supplier must evaluate not only its own capabilities, but also the actions of the organizers of the competition. In the event that the latter periodically violate the existing legislation or impose too high requirements on the participants, it will be much easier to refuse such a competition without losing their time and energy.

If you nevertheless decided to take part in the competition, you should start preparing the documentation. Many tenderers believe that to create required documents you just need to offer what the customer needs, but this is not the case. In order not to look stupid, be aware that the ordering company's tendering manager must clarify the information about the supplier:

• get characteristics from those with whom he previously collaborated;
• trace the history of the development of the organization;
• find out if the supplier has previously worked with large enterprises;
• whether the supplier has public or private awards;
• how much modern technologies used by the enterprise in its work;
• what competitive advantages the supplier has;
• whether the trade mark under which the company operates is popular;
• who are the main customers of the organization;
• whether the products (services) supplied by the company are of high quality.

Thus, the participating enterprise must prove its serious intentions and confirm that it will fulfill its obligations 100%. The customer must be sure that he will receive quality goods and services on time without any overlays. Of course, all products must be manufactured according to the available state standards- only in this case it can be accepted by the customer.