Даниил Чувилин - Что такое госзакупки?

Overview (business focus)

• Topic: How government and commercial procurement (tenders) work in Russia — types of procurement, who can participate, the end-to-end operational process, and practical steps to start winning contracts.
• Speaker: Daniil (Danil) Chuvilin — owner of a group of companies including Uniter (tender support). Operator Nikita appears in the video.

Key claims / track record (social proof)

• Over the past 5 years: tenders won totaling >9 billion RUB for his companies.
• Won individual tenders >100 million RUB (mentioned).
• Issued >300 bank guarantees.
• Participated in and won property-sale lots.

Procurement types / regulatory regimes

• 44‑FZ (Federal Law 44)
  • Fully regulated government procurement.
  • Covers procurement plans, timelines, contract conclusion, performance and payment schedules.
  • Little discretion for customers — strict rules and electronic flows.
• 223‑FZ
  • Applies to certain state-controlled or special entities.
  • More flexibility: each customer develops its own procurement regulations (payment terms, platform procedures, etc.).
• Small‑volume purchases
  • Market segment with maximum initial price up to 3 million RUB.
  • Can occur under 44‑FZ or 223‑FZ but has lighter operational procedures and different competitive dynamics.
• Commercial procurement
  • Private companies (LLCs, individual entrepreneurs) act as customers.
  • Any company can be a customer; rules are generally more flexible.

Who can participate / legal & tax notes

• Eligible suppliers: legal entities (any form) and individual entrepreneurs (IE). Individuals can sometimes participate, but:
  • Customers will withhold 13% personal income tax prior to payment if paying an individual.
  • Individuals may be excluded from some procurement types (for example, SME-targeted purchases).
• Bank guarantees are commonly required — speaker’s practice includes issuing >300 guarantees.

Registration & mandatory systems (infrastructure)

• Gosuslugi (public services): register the entity/IE/individual and link identity.
• ESIA (unified ID/authentication): tie your legal entity/IE to your account.
• UIS (Unified Information System / zakupki.gov.ru): central site for publishing 44‑FZ and 223‑FZ tenders, regulatory acts, procurement plans, and the register of unscrupulous suppliers.
• Unified Register of Procurement Participants: registration sends data to federal electronic trading platforms.
• Registration on federal electronic trading platforms is required to submit bids.

Procurement lifecycle / operational playbook (step-by-step)

1. Choose a focus area (industry / product / service). Perform market and competitive analysis before proceeding.
2. Find relevant procurements:
   • Free: UIS (zakupki.gov.ru) using keywords and filters.
   • Paid/aggregator tools: SBIS, Kontur, Seldon, NRP, and others to automate search and alerts.
3. Analyze tender documentation thoroughly:
   • Procurement requirements, eligibility, technical specifications, delivery times, contract and payment terms, mandatory certificates and guarantees.
4. Decide to participate only if capability, risk and margins are acceptable.
5. Prepare required documents and bank guarantees where needed.
6. Submit the bid:
   • Some tenders include a bidding (auction) stage; others use direct evaluation.
   • Timings and stages depend on procurement type (44‑FZ, 223‑FZ, small‑volume).
7. If you win:
   • Review contract in full. Sign using an electronic signature for 44/223 processes.
   • Counterparty (customer) signs and returns the contract.
8. Execute the contract: deliver goods/services and collect required closing documentation.
   • Under 44‑FZ many processes use electronic document flow.
   • Under 223‑FZ some closing documents may be paper-based and sent by mail.
9. Customer signs closing documents → payment is issued (timing depends on contract and procurement regime).

Operational differences to note

• 44‑FZ: rigid procedures, electronic flows, defined payment regulation — more predictable but strict compliance requirements.
• 223‑FZ: greater customer-level flexibility; you must read each customer’s procurement regulations.
• Small‑volume: different competitive field and lower price ceiling (≤ 3M RUB).

Noncompliance with 44‑FZ procedures can cause disqualification; under 223‑FZ you must carefully follow each customer’s rules. Monitor the register of unscrupulous suppliers (IIS) to avoid sanctions.

Practical, actionable recommendations

• Select market/segment intentionally — perform pre-entry analysis of demand, margins, competition, and required certifications.
• Use aggregators to scale tender discovery; start with free UIS searches, add paid tools as volume grows.
• Build capacity to produce compliant documentation quickly (templates, checklists).
• Maintain banking relationships for timely issuance of bank guarantees.
• Ensure ESIA/Gosuslugi registration, electronic signature, and platform registrations are completed before pursuing tenders.
• Carefully review contract terms upon award — payment terms and penalty clauses determine cashflow needs.
• Prefer participation as a legal entity or IE for access to the full tender set and cleaner tax treatment (avoid 13% withholding for individuals).
• Monitor the register of unscrupulous suppliers to avoid being listed and disqualified.

Metrics / KPIs (mentioned or implied)

• Tender wins: count and total RUB value (speaker: >9B RUB in 5 years).
• Individual tender value examples: >100M RUB.
• Number of bank guarantees issued: >300.
• Small‑volume threshold: up to 3M RUB.
• Suggested operational KPIs: number of bids submitted, win rate, average contract value, time-to-payment, number of required bank guarantees, compliance incidents (entries in the unscrupulous supplier register).

Concrete examples / case signals

• Speaker’s business (Uniter) — tender support provider with large win totals and many bank guarantees issued.
• Document-flow differences: 44‑FZ uses electronic submission and closings; 223‑FZ often uses paper for closing documents.

Risk & governance notes

• Strict compliance under 44‑FZ is required — procedural errors can lead to disqualification.
• 223‑FZ requires careful review of customer-specific rules.
• Being listed in the IIS register of unscrupulous suppliers is damaging — monitor compliance and remediate issues quickly.
• Cashflow management is critical: contracts with deferred payment terms often require working capital or bank guarantees.

Sources / presenters

• Daniil (Danil) Chuvilin — owner of a group of companies including Uniter (tender support).
• Nikita — operator (appears in the video).