The problem of finding markets always remains relevant for small and partially medium-sized businesses. Marketing campaigns, contextual advertising and other modern tools to increase awareness are not always available for companies that invest all free capital in the development and improvement of their distinctive feature – production. But then how to declare yourself? By participating in commercial procurement, of course.

Why exactly commercial, not public one? Participation in commercial procurement is incomparably simpler for the supplier and does not force to face a huge number of requirements and conditions specified in the tender documentation. The Regulations of the Law of Ukraine "On public procurement" impose on state customers the obligation to strictly follow the established rules, which they unwittingly project onto suppliers. At the same time, commercial customers prescribe conditions on their own and, if necessary, it is much easier to negotiate with them about changing or adjusting certain questions. That is why, for the start, the commercial market is the best option.

It is curious that approximately every fifth tender ends in a victory for a bidder. This is quite an attractive indicator, which draws real development prospects to suppliers. Where is the best place to start?

Market analysis

Despite the triviality of the recommendation, one cannot do without this step. If we take for granted that the supplier is firmly confident in the industry where he/she is going to trade, and does not intend to rush in different trade areas, it is absolutely necessary for him/her to explore his/her niche. What his/her main competitors are, how often similar tenders take place, whether he/she has any visible advantages that he/she can focus on. Without such information, the supplier’s actions will look more like groping in the dark than a reasonable trading strategy.

Customer analysis

Knowing the portrait of the consumer is no less important than the competitor’s one. What they need, what they are looking for, what are their basic requirements, etc. Advanced electronic procurement platforms offer convenient subscription tools to suppliers: all new tenders of interest come to your personal account and to email. An elementary initial analysis greatly simplifies further steps in planning participation in procurement.

Expanding capacities

The rule of acceleration works in almost all spheres of human activity. So in procurement: instead of immediately trying to apply for large-scale auctions, it is better to start with small low or medium budget tenders. Thus, it will be much easier to understand the scheme of the auction, to practice and then try to submit proposals to larger tenders.

Legal advice

Despite the fact that in commercial procurement, the customer does not intend to torture suppliers with the need to provide a huge amount of certificates and documents, a certain documentary skill is still needed, especially if the supplier plans to work with public procurement in the future. An excellent option is a full-time or freelance lawyer who can advise on any matter at any time.