Summary of "Как выиграть тендер Все секреты профессионалов за 30 минут"
Overview
Practical, actionable playbook for winning government tenders (public procurement). Focused on step-by-step processes, negotiation and operational templates, risk checks, and a financial model to calculate margins and taxes. Target audience: entrepreneurs and tender practitioners starting or scaling a tender business.
Key goals:
- Turn tender technical specifications into supplier leads and written offers.
- Accurately cost and margin tenders, including taxes and logistics.
- Detect predetermined/corrupt tenders and avoid wasting resources.
- Close compliant supply contracts and manage delivery logistics.
Tender processing playbook (step-by-step)
- Copy the tender’s technical specification (TS) verbatim to capture exact technical, quantity, delivery and location requirements.
- Use source-tracing (see Supplier identification / text.ru trick) to find manufacturers/suppliers that match the TS.
- Send a written Request-for-Commercial-Proposal (RFP) to identified suppliers; follow up by phone.
- Collect logistics quotes, request written cost offers and sign a logistics contract if proceeding.
- Populate a marginality / cost model and compute final submission price and margin.
- Complete supplier due diligence (contracts, bank details, online checks, references).
- Detect and avoid predetermined/corrupt tenders using red‑flag heuristics (see Detecting predetermined tenders).
Supplier identification / market intel trick
- Paste the tender’s technical specification into a plagiarism/uniqueness checker (example: text.ru).
- Non‑unique matches often reveal source web pages containing the same product description and supplier/manufacturer information.
- Use matched sites to obtain contact details and manufacturer origin quickly.
- Example: CM11 thermometer TS matched sidex.ru, revealing supplier/manufacturer details.
Request-for-Commercial-Proposal (RFP) template / communications playbook
Suggested contents:
- Header and company details; outgoing number.
- Precise product description with all technical parameters (copy from TS).
- Request price with VAT = 0 where export/zero‑VAT pricing applies.
- Incoterms / delivery terms: EXW (pick up at factory) suggested; specify delivery time and payment terms.
- Ask for discounts and the best possible commercial terms.
- Polite closing with director’s name and phone number.
- Set a deadline for responses (example: within 3 working days).
Communications workflow:
- Email the RFP; follow up with a phone call.
- Insist on a written offer that includes bank details and legal entity information.
Financial / marginality playbook (spreadsheet model)
Inputs (examples):
- Exchange rates (RUB/KZT, USD/KZT, CNY/KZT)
- Unit price, quantity
- Delivery cost, installation cost (if applicable)
- Additional expenses (certificates, loaders, bank fees)
- Customs duty %, import VAT, other taxes
Outputs (auto-calculated):
- Total cost in local currency
- Cost price including all taxes/fees
- VAT payable
- Computed profit (absolute and %)
- Suggested tender submission price
Notes:
- Designed for non-accountants: auto-calculates taxes and margins once inputs are entered.
- Include all foreseeable extra costs (certificates, loaders, installation) to avoid margin erosion.
Supplier due diligence checklist
- Obtain a written supply contract before significant payment.
- Request a commercial offer including bank details and full company details.
- Search Google / public records on the supplier; ask peers for references.
- Verify manufacturing capability against required delivery times.
- Confirm legal / tax status and bank details match company records.
Detecting predetermined tenders (heuristics / red flags)
Watch for:
- Suppliers delay or refuse to provide prices and hide delivery times.
- Manufacturer’s offered lead time exceeds the tender’s required delivery time (example: factory says 30 days but tender requires 15).
- Very limited number of factories able to make the product and consistent delays / non-responsiveness from those factories.
- Large tender size (often over ~100 million tenge) — higher chance of being predetermined.
If multiple red flags are present, avoid bidding.
Operational and negotiation tactics
- Ask suppliers for VAT 0 pricing when the goods qualify as exports / zero‑VAT items.
- Use EXW (factory pickup) to control and manage logistics costs; you arrange shipping into the destination country.
- Aggressively ask for discounts but document them in the written commercial offer.
- Obtain written logistics quotes based on product weight and origin; sign a logistics contract before committing.
- Include and document all foreseeable extras (certificates, loaders, installation, customs, bank fees) in the marginality model.
Risks, compliance and ethics cautions
- Some tenders may be pre-sharpened or corrupt — learn to detect them and withdraw rather than waste resources.
- Ensure legal compliance on VAT, customs duties and procurement rules; consult customs or legal advisors when in doubt.
- Prioritize written offers and formal contracts; avoid cash‑only or undocumented deals.
Key metrics, KPIs and targets
- Market size (Kazakhstan government procurement): approx. 1.06 trillion tenge allocated via public procurement in 2020 — supports the market opportunity.
- Operational timeline targets:
- Request supplier commercial proposal within ~3 working days.
- Use delivery-time mismatches (e.g., 15 vs 30 days) as a red flag.
- Financial KPIs in the marginality model:
- Cost of goods + delivery + installation + additional expenses = total cost.
- Customs duty % and import VAT calculated automatically.
- VAT payable and other taxes.
- Gross margin / profit % (used to set the tender submission price).
Case studies and examples
- Example product used throughout: CM11 thermometer (air/soil thermometer).
- Process: copy TS → paste in text.ru → find supplier website (e.g., sidex.ru) → extract contact info → email RFP → phone follow-up → receive written offer and bank details → obtain logistics quote → fill marginality table → set tender price.
- Reported student case outcomes (real reported wins):
- 21,000,000 tenge
- 3,056,000 tenge
- 2,500,000 tenge
- 1,500,000 tenge
- 800,000 tenge
- 500,000 tenge
Actionable recommendations (concise checklist)
- Never be negligent — don’t use web-listed prices without a written commercial proposal.
- Copy the TS exactly and search for it (use text.ru) to find manufacturers quickly.
- Send a formal RFP (use the template), request VAT 0 pricing when applicable, set EXW terms where appropriate.
- Call suppliers after emailing; insist on a written offer with bank details and a deadline (e.g., 3 working days).
- Obtain logistics quotes and sign a logistics contract based on weight/origin.
- Populate the marginality spreadsheet with exchange rates, unit prices and all extra costs; use it to set your tender price.
- Conduct supplier due diligence and sign a supply agreement before prepayment.
- Prefer diversification over single large bids (example: 10 tenders of 10M each vs 1 tender of 100M).
- Avoid tenders showing predetermined signals.
- Be diligent, patient and process-oriented — discipline wins in tender markets.
Presenter / source
- Chingiz Kurmangaliyev — founder, educational company “Tender on the Stock Exchange.”
- Example company name used in templates: Aveyron Systems.
Category
Business
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