Israel India | Business Guide | 2017

Tenders > Infrastructure > 0 93 ‏ H ow best does a company prepare for tenders?There is no scientific approach to tenders,except one based on the hard learning curve and collaboration with the right partners in the process. However, here are some tips for companies that want to take part in governmental tenders: •‏ India presents itself as a very largemarket for Government Procurement - getting projects through the Tendering Process. By present estimates, the Government Procurement market is valued at US$ 300 billion annually, and growing. ‏ ‏ • One of the primary reasons of success is to locate and find a suitable strategic partner in India – an Indian company that is familiar with the procedures and the steps to be taken. But this is easier said than done,as a number of foreign players have come a cropper by not doing proper due diligence. ‏ ‏ • A combination of a first-rate legal services organization and an effective business house will get you on your way.A good combination of these two partners will enable the foreign company understand better the requirements of the tender,the processing of meeting with the conditions of the tender and in being able to bid in the proper format. ‏ ‏ • B2B firms offer online services giving information on relevant tenders and advising on the tendering process. However, each Ministry in the Government – whether at the Federal level (at the Center) or at the State level – has detailed websites on all major projects that it wants industry to bid for. ‏ ‏ • Preparing for Pre-Tendering Qualifications is vital to the process. Who is qualified and who is not, and what needs to be done by way of qualification through preparation of the right documentation by a Chartered Accountancy firm that should preferably be an India-based one. ‏ ‏ • There are certain incentives offered to small and medium-sized industries. One of them is that 20% of all procurement on an annual basis is to be obtained from small and medium-sized industries. ‏ ‏ • Until recently,the procedure for bidding for Defense and Security Tenders was tedious and cumbersome.However,procedures have now been streamlined and made attractive to foreign bidders on a more transparent level,creating a level playing field.Also,roles of agents and agencies have been made more stringent leading to a fairer and more equitable tendering process. ‏ ‏ • Bank guarantees and pre-bid fees are very much part of the tendering process,mainly because the Government bodies issuing the tenders have to incur considerable expense in setting up fair and balanced qualifications that would safeguard the interests of the tendering authorities while making it fair for the bidding parties as well. Often, they engage the services of experts to set up the pre-requisites and conditions prior to bidding. ‏ ‏ • Foreign bidders would be well-advised to seek the assistance of major business and trade organizations like Confederation of Indian Industry (CII),the Federation of Indian Chambers of Commerce & Industry (FICCI) and Associated Chambers of Commerce & Industry (ASSOCHAM) in learningmore about the tendering process.These bodies have a variety of companies and professionals who could assist in the process. They also have special units for SMEs. ‏ ‏ • To ensure transparency in the tendering process,the Government has set up an online portal called the Central Public Procurement Portal (CPP Portal).Tenders and information about contracts awarded are regularly published on this website. Some of the proactive States engaged in the e-tendering process include Gujarat,Maharashtra,Madhya Pradesh, Andhra Pradesh and Chattisgarh. Dealing with the Public Tendering Process in India ‏ Steps have been taken to streamline procedures and implement e-Tendering Abraham Yehuda photo by: © Olivier Le Moal, Dreamstime.com