The tender department is an effective tool for tender sales, especially in an unstable economic situation. In addition, any company sooner or later faces the need to expand opportunities for marketing its products / services. An effective tool to expand sales channels is the development of the tender direction. Participation in tenders and, in case of victory, the conclusion of contracts with government and commercial suppliers.

The development of the tender direction and the tender department, in particular, during the crisis, when commercial companies significantly reduce their budgets or even refuse to conclude contracts in a number of non-vital areas. Even in times of crisis, the state purchases and will purchase works, goods, services necessary for the normal functioning of the entire country. In addition, the government is a reliable customer that pays the bills.

Tender department: tasks

The main tasks of the tender department, which are worth highlighting, are:
ensuring the company's participation in tenders
participation in the creation and maintenance of the company's image
attraction of new contracts through the system of tenders and attraction of new customers, as well as retention / return of old customers

A prerequisite for effective operation in this direction is the creation of a tender department with qualified specialists motivated by the result. This will be discussed in the article.

Typical organizational structure of the tender department

Let's take a look at the typical structure of the tender department. Immediately I will make a reservation that the structure that we will consider is typical. In large companies, responsibilities can be assigned to an individual specialist, in small companies, the responsibilities of the entire tender department can be redistributed between one or two employees.
Head of the tender department
Deputy Head / Chief Specialist
Manager /
Assistant manager / secretary

The chain of command looks like this:

Allocation of Responsibilities of Tender Officers and Typical Job Descriptions

One of the standard mistakes that are made when creating and developing a tender direction is the redistribution of functions and responsibilities for preparing tenders between specialists who have not previously been involved in this and do not have sufficient knowledge in this area.

For example, in addition to the basic functions, the lawyer is also given the development of directions for tenders. It may not be a lawyer, in some companies the functions of preparing tenders are transferred to the secretary, assistant manager or accountant. This is an ineffective approach, which ultimately affects the results of the work in tenders.

For effective participation in tenders, knowledge in this area is required, as well as experience. The most rational and effective approach is to create a tender department, which at the initial stage may also consist of one specialist. But this specialist must be trained in the field of tenders and have relevant practical experience. The activity of the tender department should be aimed only at achieving one goal - the effective participation of the company in tenders and obtaining new contracts for the company through the bidding system.

The distribution of responsibilities within the tender department, which we will consider with you, are also typical and may differ in a particular organization.

Head of the tender department:
2.1. Monitors tender announcements in various sources.
2.2. Coordinates participation in tenders with the director of the Company or heads of departments, based on the specifics of the activities of the departments.
2.3. Analyzes the participation in the bidding of competitors and provides information to the management of departments, which is necessary for the formation of financial proposals.
2.4. Together with the legal department takes part in drafting requests for clarification of procurement documentation;
2.5. Answers current questions on the preparation of documentation for participation in the auction to representatives of departments and organizers of the tender.
2.6. Plans the activities of the department employees.
2.7. Supervises the preparation of proposals (financial and technical) for tenders, estimates and work schedules by the Company's specialists and determines the timing of the submission of documentation by the Company's specialists, appointed by the heads of divisions, to the tender department;
2.8. Supervises the preparation of packages of documents for tenders by department employees.
2.9. Participates in filling out forms of documents, in accordance with the procurement documentation;
2.10. Prepares a package of documents for strategically important tenders in accordance with the requirements of the procurement documentation.
2.11. Controls the sending of documents for tenders;
2.12. Draws up accounting documentation and provides it to the director of the company.
2.13. In case of winning the auction, it provides the necessary information to conclude an agreement to the Company's employees. Responsibility for changes in calendar plans, technical proposals, etc., necessary for the conclusion of the contract, rests with the specialists of the divisions that won the auction.
2.14. Informs legal department on the need to issue bank guarantees and on the timing of the submission of documents.
2.15. Provides information to the accounting department, which is necessary for the payment of security for applications for participation in tenders and information on the timing of the submission of payment orders to the tender department.
2.16. Tracks changes in the Legislation, the legal framework for the preparation of tender documents, public procurement and acquaints the employees of the department with this information.
2.17. Supervises the activities of subordinates, takes measures to ensure that they comply with the internal labor regulations.
2.18. Submits proposals for the promotion or imposition of penalties on the employees of the department, promotes their qualifications.

Well, now we will analyze the typical duties of a tender specialist.

Tender specialist:
2.1. Participates in the monitoring of tender announcements in various sources
2.2. Answers current questions on the preparation of documentation for participation in the auction to representatives of departments and organizers of the tender.
2.3. Prepares a package of documents in accordance with the requirements of the tender documents:
 prepares proposals (financial and technical) provided by specialists of departments in accordance with documentation standards;
 requests financial data and documents on the Company from the accounting department;
 requests (depending on the requirements of the procurement documentation) information from various government agencies as part of the preparation of tender documents in its area of ​​responsibility;
 on behalf of the head of the department fills out the forms of documents in accordance with the procurement documentation;
 on behalf of the head of the department, collects documents (constituent documents, licenses, diplomas, certificates of specialists, copies of contracts, acts, etc.)
 scans, photocopies the documents required for the preparation of an application for a tender.
 organizes notarization of documents required for the preparation of a package of documents for the tender
2.4. The tender specialist forms a package of documents included in the tender in the manner determined by the procurement organizer and in accordance with the documentation requirements.
2.5. Organizes the sending of documents for tenders and controls their receipt by the Customers;
2.6. In case of production necessity, it performs courier functions.
2.7. Structures information about tenders in electronic and paper form.
2.8. On behalf of the head of the department, prepares letters, inquiries, and other documents.
2.9. Prepares responses to letters and inquiries in his area of ​​expertise
2.10. Carries out orders of the head of the department in the field of his competence.

Tender department and process management

The head (head) of the tender department manages the process by planning, monitoring, controlling, analyzing and accepting management decisions... In different companies, the tender work and the management process can be organized in different ways. But we will consider the standard option, when the functions of the leadership of the tender department are carried out by the head of the tender department.

The head of the tender department plans the progress of the process according to the number of approved tenders using the following information:
information about announced tenders,
the requirements of the procurement organizer set out in the procurement documentation,
information on the results of participation in the auction

The head of the tender department records the planning results in the internal documents of the department. In practice, you can plan the preparation of tenders using Excel. That is, to maintain a table with information on the customer, the subject of the purchase, the initial (maximum) price, the participant's price, the deadline for accepting documents, the timing of summing up and other information that may be useful in the work. This table can be used for reporting to management.

As an alternative to this option, reporting can be carried out in specialized services and programs.

Tender department and its technology of work

Let's take a look at the very process of the tender department in the supplier's company and the scheme of interaction within the company.

Tender work begins with obtaining information about the ongoing tenders in accordance with the data on the need for the provision of services received from the company's management. That is, the tender specialist or the head of the tender department first finds an auction taking into account the selection criteria: price, region, subject of the auction or other information that comes from the company's management.

The process ends under the following conditions:
obtaining information about the results of trades
communicating information to stakeholders within the company.

Information about the results is published in the Unified Information System, or if it is a commercial tender, then the information can be obtained orally from the customer or from the customer's website. Further, the information received is transmitted to the specialized department through the CRM system, or by e-mail or orally. In case of winning, information is additionally transmitted about the date of placement of trading results, the amount of the contract security and the terms of the contract. Further, the responsible specialist for the conclusion of the contract deals with the execution of the bank guarantee and the conclusion of the contract. In practice, the functions of concluding contracts are often assigned to a company lawyer or a specialist in tender department... If a specialist of the tender department is involved in the conclusion of contracts, the process ends at the time of the conclusion of an agreement with the customer.

The necessary conditions for the continuation of the business process of the tender department is the timely coordination of participation in the tender with the management, which includes initial selection, secondary selection and final selection of the tender. At the stage of initial selection, the manager selects tenders taking into account the criteria of price, region, subject of purchase. At the secondary selection, the selected purchases are analyzed by the head of the tender department and the heads of the specialized departments for the feasibility of participation. The criteria for evaluating the application are analyzed, the expediency of participation is determined, taking into account the costs of travel and taking into account the possible reduction in the price of competitors.

At the final stage, specialists of the specialized department analyze technical requirements procurement, deadlines. The head of the tender department analyzes the past purchases of the customer for similar purchases, analyzes the prices of competitors and calculates a forecast for a possible reduction in price. Taking these factors into account, the management of the specialized department and, if necessary, the management of the company makes a final decision on the advisability of participating in the auction.

Tender department: main stages and principles of work

From the point of view of structural structure, tender work is a system of sequential actions aimed at meeting the predetermined requirements and needs of the Company, including limitations in terms of time, cost, resources, taking into account the nature and specifics of work on a specific service.

The main stages of the process

• Monitoring of tender announcements in various sources.
• Coordination with the heads of the Company, heads of departments of participation in the auction in accordance with the policy of the Company and the specifics of the activities of the divisions.
• Planning the preparation of documentation for participation in the auction in accordance with the deadlines for submission of documents.
• Formation of a package of documentation in accordance with the requirements and in the manner determined by the organizers of the auction.
• Checking the documentation for compliance with the requirements.
• Correction of documentation, if necessary.
• Checking for corrections prior to submitting documentation.
• Preparing the package for shipment and sending the documentation.
• Control of sending the documentation to the organizers of the auction.
• Monitoring the results of participation in the auction.
• Bringing information about the results of bidding to stakeholders within the company.

Basic principles of performing tender works:
Consistency- the work is organized and carried out in accordance with the internal standards of the Company's documentation and taking into account the entire set of documentation requirements.
Sequence - planning and execution of work occurs in a strict sequence in which subsequent tasks use the results of previous ones.
Relevance- works must comply with current trends and requirements set out in the procurement documentation and legislative acts.
Effectiveness- any point of work is aimed at achieving a specific result, which, in turn, is an obligatory component of the final result.
Confidentiality- all materials received within the company as part of the work, all intermediate and final results in any presentation format are the property of the company and their distribution or further use in any form is not allowed without special permission.

Note: In cases where you have a suspicion about the integrity of the organizer of the tender, for example, when there is reason to believe that confidential information with your quotation may be disclosed to other tenderers, we recommend that you ensure the delivery of bids at the last moment. At the last moment, this is the submission of an application a few hours before the deadline for accepting applications, or submit an application directly at the opening of envelopes.

Sources of information used in the provision of the service

• initial information received from the organizers of tenders (announcement on the website, notice of changes in the conditions of the tender; documentation for participation in the tender, procurement plan, minutes of consideration and evaluation)
• initial information received from the Customer (depending on the conditions of the procurement documentation: methodology, methodology, concept, technical proposal, list of specialists, information about experience, calendar plan, financial proposal)
• own information base (samples of Company documents, forms)

Tender work and documentation of results

Documentation of the preparation of the bidder's documentation and its results is carried out using document templates established sample(report format). In the company, a form, for example, prepared in Excel, can be adopted as a reporting document. Also, information about prepared tenders, the results of the work of the tender department can be recorded in CRM system or other specialized programs or services, for example, in the Tenderplan service.

Payment and motivation system

The most popular payment systems in the field of tenders are as follows:
1) payment for the result
2) fixed payment

In the first case, the company motivates the employees of the tender department to obtain a result, i.e. obtaining new contracts for the company. In the second case, there is virtually no such motivation.

Possible variations of the Pay-for-Result system:
1. Salary + percentage of won tenders
2. Salary + fixed bonus based on performance
3. Percentage of won tenders
4. Payment for each admitted application.
The most common remuneration option for tenders in the state is the first and second, for remote specialists, options 3 and 4. Variations are also possible, for example, when the freelancer prepares only the first part of the bid for the auction and, if the bid for the first part is admitted, he receives a fixed payment. The second part of the application is prepared by the customer's specialists who receive a salary and a percentage of the won tenders or a salary and a fixed bonus.
The undoubted plus of this remuneration system is the motivation for final result... The interest and the result with such a remuneration system is higher than with a fixed payment. Provided, of course, that the salary is not scanty, but the market.

Now we will consider options for a fixed payment:
1. Fixed salary
2. Fixed payment for each prepared application
In the first variant, various variations are also possible, for example, when payment for overtime is added to the salary. In cases where the volume of prepared tenders is large and there are many processing, then the amount of payment for processing can also be significant.

Tender support pros and cons

Companies and entrepreneurs who are just entering the government order market make one common mistake. The entire tender direction of the company is completely outsourced to a company that provides support in the field of tenders. The main and main mistake is that no company other than yours and no specialist other than your employee will be so strongly interested in the result.

First minus attracting an outsourcing company for tenders is:
- weak interest in the result of the employee who will prepare an application for you. Even if you pay a decent fee to an outsourcing company, it will rather not affect the payment of a specific employee who will prepare your application.
Second minus it is not always a high level of literacy in your subject matter, of those outsourcing company employees who will prepare an application.
Third minus it is weak control over the activities of the staff preparing the tender bids. You may not always know and understand exactly whether an employee of an outsourcing company is working on your tender and at what stage the project is.

As a result, having paid decent money for the work, you can get a situation in which there is no interest in the result of the work, not a high professionalism of the performer in your topic and lack of control.

Therefore, it is highly discouraged to give completely all directions for outsourcing tenders. It is possible and necessary to attract outsourcing companies to support tenders and freelancers, but you only need to delegate some part of the tasks and control the process of preparing applications.

That is, we need a tender specialist in the company who would be motivated to achieve results in tenders, perform some of the functions personally, and delegate some of the functions. For example, the preparation of the first parts for auctions can be delegated to a tender escort company or a freelancer. The main thing is that specialists have sufficient practical experience in your topic.

It is highly discouraged to delegate the functions of searching for tenders, since in order to select really promising and interesting purchases on your topic, you need to deeply understand this topic and be able to analyze and calculate the prospects for participation. A specialist who does not understand your subject will not be able to do it efficiently.

The main advantage of hiring a freelancer or a tender support company is the reduction in time for routine operations. The time saved can be used more efficiently for better results. For example, spend more time on analytics. It is also possible to increase the number of processed and prepared tenders.

Assessment of the general economic feasibility of participating in certain tenders. Based on the results obtained, it is required to prepare materials intended for making a decision regarding participation in trade processes; Important tender documentation is requested, its basic requirements are carefully studied. If necessary, you can request explanations, as well as take into account all changes in the main tender documentation; Prompt preparation of the necessary papers; It is important to interact with managers, as well as leading heads of departments on the general specifics and the formation of the cost of products; Analysis of the technical part of the received applications for full compliance with the current legislation in force; Registration of competitive applications is in progress; It is required to conduct correspondence and negotiations with those who are organizing competitions; Several projects should be run at the same time; All necessary information regarding terms of delivery, guarantees and certificates must be provided in a timely manner.

Specialist of the tender department job description

Pages, general provisions, author, increasing serotonin levels, author. With all its pages 3 Mb Device, summary page 15 2, during the absence of the Tender Specialist, his duties are performed by person 2 For violations, the Tender Specialist is responsible.

ISO Size 6 Procurement Specialist reports directly to the head of the structural unit.

What does a tender specialist do?

If there were no favorable offers, the procedure is canceled. Then the order for the return of the collateral (vadium) to the performers is sent to the accounting department.

Actions and procedures are documented, during the whole process, protocols with applications are drawn up. The tendering specialist also keeps track of orders submitted by the company and monitors costs. Sometimes in his job duties will also include the processing of information regarding the completion of tasks, as well as cooperation with portals involved in the official publication of competitions.

§ Rules for answering requests for quotations, proposals § Methods of working with funds mass media; § Main technological and design characteristics and consumer properties of the products sold; § Basics of pricing and pricing policy; § Terms of delivery, storage and transportation of products; § methods of organizing accounting and reporting on the implementation of sales plans and product sales; § The procedure for providing organizational, administrative and other documents for participation in competitions; § Internal labor regulations; § Labor protection rules and regulations;

Job description of a specialist in organizing and conducting tenders (tenders)

1.1. The trading specialist belongs to the category of specialists and is directly subordinate to ______________________________________________. (name of the direct position 1.2.

A person who has a higher professional education and has completed training under the program is appointed to the position of a trading specialist.

"Organization and holding of tenders (tenders) for the purchase of products for state needs"

, without presenting requirements for work experience.

Job description specialist of the tender department

A person with a higher economic education and work experience of at least 1 year is appointed to the position of a specialist in the tender department.

Specialist of the tender department

You can see the salary for this position here "

Job description of a specialist in tenders (rus

- the procedure for providing organizational, administrative and other documents for participation in competitions; - internal labor regulations; - rules and regulations of labor protection; Monitors specialized sites, trading platforms for the announcement of state and commercial open tenders, tenders, electronic auctions. Evaluates the economic feasibility of participating in the auction, based on the results, prepares information and materials for making a decision on participation in the auction.

Requests the necessary tender documentation, examines its requirements.

Tender department: tasks, structure of duties of the head of the tender department, tender specialist

participation in the creation and maintenance of the company's image; attracting new contracts through a system of tenders and attracting new clients, as well as retaining / returning old clients. A prerequisite for effective activity in this direction is the creation of a tender department with qualified specialists motivated by the result.

This will be discussed in the article. Let's take a look at the typical structure of the tender department.

“Who is a tender specialist? "In the course of the article I will try to answer the following questions" What should a tender manager know? "; “What kind of education should a tender specialist have?”; “Competitor” - a native of his own company or a hired employee ”, in my opinion, these are the most important questions that are asked by companies that start tender activities. Accordingly, step by step, let's answer all the questions of interest to everyone. We start with the most fundamental: "Who is a tender specialist?" In my opinion, this is an employee of the company who is engaged in the search, preparatory work for the organization tenders and directly conducting them. Specialization specialist in competitive bidding has specialization, he can also be called “specialist in tenders”, “tender manager”, “specialist in bidding”, in fact, this specialty has a lot of names.

This profession has appeared quite recently. The need for it appeared with the introduction of the federal law of the Russian Federation No. 94-FZ in 2005, as well as 44-FZ, which replaced it in 2013. These laws made the public procurement process more regulated, in fact, radically changing it.
Such innovations in the field of legislation provide for the holding of open auctions and tenders in electronic form, which, in turn, pushes companies to the need to introduce new position- "specialist in electronic trading".
Thus, the success of holding tenders in a company today depends on the performance of this employee, who simply must meet the necessary professional and personal criteria, or, more simply, to be “the mind, honor and conscience” of the sphere of tender sales of his institution. I want to draw your attention to the fact that now there are a lot of courses that promise to make you a specialist in tenders, I want to note right away that it is not possible to do this within the framework of one seminar. This area is very capacious, in Law 44-FZ alone there are 114 provisions, 50 decrees of the Government of the Russian Federation and great amount by-laws, orders, explanations. As for 223-FZ, here is a completely different story, you need to know the law itself, 135-FZ " the federal law on the protection of competition ", the Civil Code, which includes more than 1000 articles, it is also good to have an idea of ​​such a document as" THE CODE OF THE RUSSIAN FEDERATION ON ADMINISTRATIVE OFFENSES "(Code of Administrative Offenses of the Russian Federation). I hope now you understand that the tender manager should at least know these regulations, well, as a maximum, have a law degree. True, I want to note that knowledge of these regulations does not give a 100% guarantee of their correct use, since we all understand and know the "rawness" of our decrees and acts, which in turn makes it possible to "twist" these norms as we please. Here, of course, the experience of your trading specialist will help.

Duties of a Tender Specialist.
On the shoulders of the person responsible for the research and conduct of tenders and auctions, a lot of responsible tasks fall on which the success and income of the company in the field of state or municipal procurement depends.
What does a tender specialist do? His responsibilities include the following operations:
... tracking trends in specialized tender sites on the Internet and identifying proposals existing on them for holding open tenders or auctions;
... search for auctions or tenders that correspond to the specifics of the company's profile, and determine the appropriateness of participation in them;
... preparation of the tender and all related operations;
... assistance in registration and submission of applications for participation in tenders, as well as their preparation;
... advice on collecting the required documentation;
... registration on websites specialized for conducting tender purchases, according to which further accreditation is carried out on electronic platforms;
... up-to-date analysis of documentation on STATE PURCHASES and control over the holding of the tender;
... at all its stages;
... negotiations in written, oral or electronic form with the organization that conducts the competitive bidding.
We have provided a list of the main functions that a tender manager must perform in accordance with his job description. But this is far from a complete list of responsibilities, within the framework of one article it is very difficult to transfer the entire range of responsibilities, nevertheless, the main ones, of course, we will touch upon. As you can see, he must carry out full-fledged tender support, analysis of the economic situation during the course of tenders or auctions, as well as the maximum possible control over it.
Required qualifications.
In the field of education Russian Federation at the moment there is no narrow professional specialization of the tender manager. That is why companies recruit specialists for this position who, as a rule, have higher education in a financial profile and are highly qualified in this area, although I want to remind you that in mandatory in the tender department, either there must be a lawyer with knowledge from the field of GOSTORGOV, or, well, this, of course, ideally, the tender manager must have the appropriate education.

The competencies that a tender manager should have include the following:
... Analytical mind. This specialist assesses tender competitions, determines the degree of their effectiveness for the company, therefore he must be able to predict, research, calculate and adequately assess the advantages and disadvantages of the economic operation being performed.
... Legal awareness. This employee is also required to have a solid knowledge of the laws that relate not only to state or municipal procurement and commercial transactions that accompany them, but also to jurisprudence in general.
... Computer use. It is not only about being "savvy" in the basics of working on a computer, but also about the ability to use special programs in their activities for monitoring and conducting competitive bidding.
... Knowledge in the field of office work. Among the duties of a tender specialist is the preparation and examination of the auction documentation, which explains the need to master all the intricacies of its conduct in the field of tenders. The main thing that the tender specialist should remember is that the success of the entire company in them may depend on his one mistake in business papers on tender purchases.
Let's conclude: the tender manager should be professional worker with fundamental knowledge, skills and abilities in many areas and areas, as well as have experience in economic sphere, in particular in the field of public procurement tenders.
A set of necessary personal qualities
A set of personality traits that guarantee its implementation at a high level is also important for the fruitful and high-quality work of a tender specialist. Among the necessary qualities should be present such as:
... the ability to quickly and effectively establish contact in communication with people;
. honesty ;
... diligence and diligence in work;
... scrupulousness and accuracy of actions;
... exactingness to oneself;
... resistance to stress and hard work;
... mobility in making decisions.
The ability to teach oneself with better side in the event that it will be necessary to personally present the company at competitive bidding in front of their participants, as well as to unleash difficult situations and conflicts. I would like to draw your attention to the quality of "honesty", you must understand that this is a very corrupt area that requires your employee to be "clean" in this area. An important quality for a tender specialist is “resistance to stress and hard work”. As an example, I will give a situation when your specialist in GOSTORMS plays 5-6 auctions at a time on several computers, while each auction can take 2-3 hours. Believe me, the situation is not for the faint of heart.

Is the tender specialist an employee from your own company or an employee?

You decide!

Experienced specialist	+	-	Own employee	+	-
	Knows everything and knows how	Expensive		Not expensive	Fatal error is possible
	Fatal error is almost out of the question	Motivation only for a salary		Motivation is not only for the salary	Until he knows the subtleties and secrets
	Knows the subtleties and secrets	Not loyal to the company		Committed to the company	Doesn't know all the spheres of state trading without exception.
	Knows all, without exception, the scope of state trading	Doesn't know specifics		Knows the specifics
		Can't take other work		You can take other work

Key role.
As you can see, a tender specialist does not just ensure effective participation in tenders for a particular organization. In the field of tendering, such an employee is a key figure for the company, because it is on him that the institution's quick achievement of its tasks and success in general depend. In practice, the reward for such a decent and hard work is usually reflected in a large amount. wages tender manager. Although I will notice not always and not everywhere, many managers, either not understanding or not wanting to understand, are looking for employees for a meager salary for this position, while I want to notice any incorrect step that can lead to losses of hundreds of thousands of rubles. Is it possible to save on specialists from this area? Of course it is impossible, for you a tender specialist may turn out to be “the hen that lays the golden eggs”, or maybe “an anchor pulling into the abyss” and lead your company to huge financial losses.

That's all for today. Thank you for your attention. Good luck in the GOSTORGY.

Do you want to win GOSTORGI? Do you want to see your company in the tender winners? Contact us and you will learn how to earn much more in GOSTORGA and become a qualified tender specialist! You can study without leaving your home, according to all laws governing STATE PURCHASES. The high qualifications of the teacher and the friendly atmosphere will make the training simple and very effective. The training process uses the latest software that allows you to see perfectly, hear perfectly, make adjustments to presentations. The teacher is using the latest versions teaching materials Ministries economic development and FAS Russia. Our courses have the highest material density ratio in relation to other training centers. As a professional, you will leave everyone behind you !

The tendering specialist deals with professional procurement in the interests of the company, and also participates in the search, organization and conduct of tenders.

Tender manager is a relatively young specialty that has become popular due to the emergence and development of electronic auctions. It is difficult for a company to fully participate in a tender without an experienced manager. Therefore, such a specialist is a useful and necessary employee who influences the development of the company. The job he does is very demanding and challenging, it requires skills, extensive knowledge and solid experience in sales. The failure of the tender is not only lost profits, but also a strong blow to the company's image.

Functional responsibilities of the tender manager:

Monitoring of sites, trading platforms, conducting state and commercial tenders;

Search and selection of a tender in accordance with the specifics of the company's activities;

Registration on trading platforms;

Analysis of the economic benefits of participation in the tender;

Information support;

Diplomatic correspondence, negotiations with organizers of tenders, clarification of documentation;

Information support and participation in the preparation of a package of documents (for the technical part);

Cooperation with departments on the specifics and pricing of products that are offered;

Analysis of applications for their compliance with the current legislation (FZ-94, FZ-223) and subsequent registration;

Informing about the terms of delivery, guarantees, necessary certificates, licenses for participation in tenders;

Work on electronic trading platforms;

Control over the passage of trades for each stage (including on-line): consideration of applications from participants, summing up the results, signing contracts;

Reporting on the results of the tender.

Finding the right trading specialist is hard enough. But many large companies need such employees. To find a suitable place of work, it is enough to drive in the search engine "tender manager vacancies".

To become a specialist in tenders, you can take specialized courses, after which a person is already ready.

The tendering specialist meets from both the customer and the supplier. On the part of the customer, there must necessarily be a contract manager or a whole contract service with a manager, and not necessarily a separate department, it can be employees of various departments assembled into one team who perform the duties of an employee of the contract service. Also, the customer may have a head of the commission, a member of the commission (competitive, purchasing, auction, quotation).

If we consider the situation from the point of view of a participant (supplier), then in this case, a lot is determined by the fact of who in the company is engaged in sales, including through participation in tenders: an employee of the commercial department, an employee of the sales department, any employee of the company.

What is the difference between customer specialists and supplier tendering specialists? For customers, the law stipulates that persons involved in procurement must have a certain level of education (). The customer includes in the commission those who have passed professional retraining or advanced training in the field of procurement, as well as persons with special knowledge related to the procurement object ().

Two professional standards are applied to customers, as well as a number of other documents:

• "About the approval Model provision(regulations) on contract service "
• "About direction guidelines... "(for training centers that deal with professional training and retraining).

The legal framework is the basis for the knowledge of tendering specialists. The fundamental law is "On the contractual system in the procurement of goods, works, services to meet state and municipal needs." Even if an organization falls under, but for some reason cannot work on it, then it falls under 44-FZ. Therefore, all tendering specialists of any customer should know.

In addition, it is important to know those parts of the Civil Code that relate to contracts, agreements. Since any illegal actions of the customer can be challenged and proven, it is important to understand the Code of Administrative Offenses. If tenders concern construction works, then certain articles of the Urban Planning Code should also not be ignored. Knowledge and Labor Code... A certain role is played by Federal Law No. 135-FZ of July 26, 2006 "On Protection of Competition", since during procurement disputes often arise over possible violations, and in these cases, knowledge of the law is especially important.

Tender Specialist Resources

The following resources provide procurement information:

• Official website of the UIS.

United Information system includes a huge amount of information on procurement: plans, schedules, information on procurement, a register of contracts, a register of unscrupulous suppliers, a register of complaints, inspections and their results. In addition, on the site you can familiarize yourself with standard contracts, regulations and other necessary documents.

• Electronic trading platforms(there are now 6 such sites). Suppliers need to understand the regulations of such sites and even the interfaces, since each site has its own characteristics. In this sense, it is easier for the customer - he has the right to choose the site where it is more convenient for him to work.

How is this source useful? Thanks to the information function, you can get acquainted with the list of companies operating on the site and obtain information on specific participants. In addition, you can search for buyers and consumers of works and services of interest, as well as study the needs and offers of works and services from organizations presented on the resource.
The site also acts as a powerful analytical tool, allowing you to compare the performance of companies, select counterparties taking into account various criteria.

• Search system . First of all, it is designed for suppliers. They are looking for information about procurement - that is the supplier's job. Such sites allow not only searching, but also carrying out analytical work: what complaints were about the customer, how he pays, etc.

The following resources provide information about customers / participants:

• Registers: USRLE / EGRIP; The register of unscrupulous suppliers (you can check whether a specific company is listed in it); Register of complaints (you can study the behavior of the customer or supplier: how often they complain about the customer and how much the supplier likes to complain).

Customer information is an important part of the work, as you can see which competitors enter the market. Registries.

• Service for quick check of counterparties.

• Official sites of executive authorities, ministries and departments.
• Help systems: Consultant, Guarantor,.
• Communities and social networks.

What skills should a tender specialist have?

Professional standards have been developed for customers, which they must apply to their employees. These are the following documents:

• "On the approval of the professional standard" Procurement specialist "
• "On the approval of the professional standard" Expert in the field of procurement "

The contracting authority must prepare its employee in such a way that he fulfills his job functions in accordance with the standards. The supplier does not have such a duty, although a contract employee or sales employee, working with the same resources and contracts, still has to understand a number of issues. The supplier's specialist is not obliged to deal with planning, rationing, reporting, but he must read the relevant documents in order to understand how purchases from a particular customer are rationed, how the customer forms a schedule. Searching, analyzing, evaluating documentation, adhering to regulations - these skills are needed by the supplier's specialist.

A tender specialist can improve his professional level and qualifications, first of all, at the workplace, gaining experience. However, he can get and additional education in training center(in person or remotely).

To obtain additional professional education, you must necessarily have a higher or secondary vocational education (that is, there must be a document confirming its availability). Or you need to be a student currently studying.

Stanislav Gruzin, Deputy Director of the Department of Training and Legal Expertise of OTC.RU and an expert in the field of procurement in accordance with 223-FZ, 44-FZ, advises, after studying two fundamental laws, to start participating in small tenders under 44-FZ. Why? Watch in the video:

Oleg Birulya, an expert on tenders and a specialist in the field of public procurement, believes that the work of a tender specialist combines a complex of knowledge in the field of jurisprudence, technology and management. He talks about this in more detail in the video clip of the webinar "":