Transcription
Winning a tender does not mean earning. I have already released a whole series of videos about the main mistakes of beginners. And in this video, I want to summarize a little. Perhaps this video will repeat those videos, but I think it's important to talk about it, because no matter how much I talk, people still come who make those mistakes. And the first mistake I want to talk about is choosing the first tender that comes along without analysis. It's understandable that at the stage when you are a beginner, it is very difficult to implement these complex analysis methodologies, to analyze customers, suppliers, but nevertheless, at least analyze the calculation of the initial maximum contract price, your calculation, analyze the current market situation. This is important to do, because hypothesis testing consists not only in participating in 10 million tenders and not winning anything, but in understanding how things are in this market, right? That is, we are testing a hypothesis, after all, in order to have an idea in general about whether we can derive any benefit for ourselves in the current market conditions. You can approach this in different ways, yes, go different paths. A simple mechanical path, when we hire a person who just stupidly, stupidly, stupidly goes through tenders, submits many in different ways, does not analyze much, and in general, he gets a result, yes, because a negative result, if the tender is not won, is also a result. Here. But nevertheless, this path can be shortened if approached reasonably. The second mistake that I often encounter is an incorrect assessment of one's resources. This is when a person, an entrepreneur, a beginner has not understood the specifics of working with tenders, has not understood, in particular, the specifics of cash flow in tenders, does not understand what security is, what anti-dumping measures are, does not understand the payment procedure for contracts, especially if he unexpectedly wins from the first time, where he has, I don't know, 12 deliveries a month for a year, once a month, and also according to customer requests, some specific set, and there is simply not enough money for this, or situations when a non-beginner falls into a cash gap because he has won many tenders simultaneously. This is the mistake about an incorrect assessment of one's own resources. The next mistake is dumping for the sake of victory. There are situations when an expert, a trainer, I don't know how to call it correctly, says, like: "Well, you just win in order to participate, yes, just win, so that you can somehow fulfill it later." If the goal is just to win, okay, that will work. If you agree with this goal, that's okay, that will work. But most often, the goal is not just to win, but also to earn. I can recommend just participating, yes, there, if, for example, I see that a person has some big hang-up with participation, then we can go this way, that we just participate, submit an application, participate in the auction, and then withdraw the application. But you need to clearly control that at this stage you should not win, yes, if you want to earn, of course. [applause] Here. And there are situations when we need to participate, win, and also fulfill. Let it be a loss. That is also possible, but it is important to keep the goal in mind. And it is important to understand that simply dumping for the sake of victory is not some kind of business model and will not create any business for you. The next mistake is, uh, inattentive attitude to the technical specification, or rather, even to the documentation. I would still generalize a bit more, to the entire set of documents that are present in our tender, because this also includes the draft contract. And it happens that the technical specification was studied, studied incorrectly, they didn't look at some GOST, decided that I unexpectedly have improved equipment that is in stock, would be better than what the customer wants. And they submitted an application with this idea, yes, that they would supply improved equipment, but it didn't work. In general, it is important here to understand the essence of the technical specification, the rules of work of state customers, and to understand that ideally, there should be full compliance between the technical specification and the supply. Here. Well, and accordingly, not to unexpectedly violate any small details, which are present in a large number in the technical specification. The next mistake is the absence of a strategy. I understand, this is very abstract. Such, such, yes, it happens, but in fact, it is super important, yes? That is, if, for example, you participate just by chance everywhere and you don't analyze, it can happen that a strategy appears after you have participated a lot. That is, you enter a tender, you still don't understand what to do with it. That is, you see that it is interesting, but you remember that you don't have a strategy now and you need one. That is, you don't understand the business model now, what will happen there at all. This is a normal entrepreneurial story when we just break into something and then we'll figure it out as we go. A super classic for Russian business. Well, maybe for international too, but I work a lot with Russian business, so this is a super classic. There is nothing wrong with that. It is important to understand that over time, you need to approach this retrospectively, yes, and evaluate your previous experience and start collecting information from the start. And then you will be able to scale this whole story normally or at least systematize it. So, I think it's also important to think strategically from the start about where you will lead this whole story. Here. To summarize, we have five mistakes. In fact, there are, of course, significantly more. These are just some things that immediately come to mind. I hope you don't fall into them. And I invite you to my course on the 44th Federal Law, where we analyzed how the federal law works, how applications are submitted. If you found it interesting, give likes, subscribe to the channel. Thank you all. Bye everyone.