With less effort: the volume of public procurement from the self-employed has reached almost 22 billion rubles in nine months.

In the first nine months of 2025, the volume of purchases made by government customers from the self-employed approached 22 billion rubles, the press service of the SME Corporation reported. This figure was 2.7 times higher than last year's level over the same period. In addition, the number of contracts issued increased by 30% and exceeded 14.2 thousand. Izvestia investigated the reason for the rapid growth in the volume of purchases from the self-employed in 2025 and what indicators are projected next year.

Steady growth

The increase in purchases from the self-employed is largely due to the expansion of this sector, the Ministry of Economy told Izvestia. Currently, there are about 14.3 million citizens working in this status in Russia. A special tax regime has been introduced for them since 2019, and starting in 2020, the self-employed can enjoy benefits for SMEs when participating in public procurement under Law 223-FZ. Since there are no changes in their operating conditions until 2028, the positive trend in procurement is likely to continue.

"In addition, since the establishment of the Institute of the self-employed, we have seen a qualitative development of the segment, which is clearly demonstrated by the procurement portfolio of state-owned companies. Today, the self-employed are increasingly suppliers in areas such as IT services, as well as scientific and technical activities," the department said.

Photo: IZVESTIA/Pavel Bednyakov

Government procurement has become an important channel for the sale of products and services for both small and medium-sized businesses and the self-employed, Alexander Isaevich, CEO of the SME Corporation, told Izvestia. When the government decided to include the self-employed in the procurement quota system under Federal Law 223-FZ, this actually became the starting point for creating a stable and developing sales market.

"This has largely determined the growth trends of the segment," he explained. — At the same time, in terms of competition, the self-employed participate equally in procurement procedures with SMEs, occupying their niche in the provision of services and the supply of goods.

In his opinion, it will be possible to determine the most reliable forecast for the volume of self-employed participation in procurement for the next year after summing up the results of 2025. This is due to the fact that the final months of November and December are traditionally considered the most active in terms of signing contracts based on the results of procurement procedures.

In standby mode: SF proposed to end the experiment with the "self-employed tax" ahead of schedule

The experts explained what this means and until what year the special status will be valid.

Development vectors

Most of the government contracts are still concentrated with large suppliers, especially in the construction industry, Valery Alekseev, an expert in the Popular Front, told Izvestia. Analytics", Head of the Investigation Bureau of the Popular Front. However, previously, the self-employed mostly worked through subcontracting, but now they are increasingly entering the market directly.

"Such a transition not only helps to reduce the cost of contracts, but also increases the personal interest of performers in the quality of the work performed, because the possibility of participating in future purchases and avoiding the status of an unscrupulous contractor directly depends on reputation," he noted.

Photo: IZVESTIA/Eduard Kornienko

The increase in purchases from the self-employed was a natural consequence of lowering the threshold for entering the market and the active development of digital platforms that made participation in public procurement easier and more accessible, Daniil Gonenko, associate professor of Economics and Finance of the Public Sector at the Presidential Academy, confirmed in an interview with Izvestia. More and more government customers are in need of operational and specialized services, where the self-employed are able to offer the necessary flexibility and speed of execution. Further strengthening of this direction is possible only with the formation of stable and long-term demand.

— We are talking not only about small lots, but also about long-term framework agreements with clear KPIs for performance and localization. It is predictable demand that becomes the anchor that determines investment decisions and shapes production programs," the expert noted.

They are busy themselves: Russians' incomes from entrepreneurship have increased by a quarter

Why are citizens increasingly looking for part-time jobs and what self-employment gives them?

According to him, the financial ecosystem plays a key role in the development of entrepreneurship. Credit can be called the fuel of a business, but it performs this function only when it is really available. In conditions of high rates and shortage of working capital, many companies are forced to turn to microfinance organizations.

In order to reduce risks and maintain sustainability, quick payment mechanisms within government orders, convenient one—click factoring, as well as effective warranty and leasing tools are needed - they allow businesses to survive cash gaps and update equipment in a timely manner. Long—term solutions such as project loans and pre-export financing are especially important for growth-oriented enterprises. When financial resources become available and the rules of the game are transparent, entrepreneurs have the opportunity to move from the status of a small business to the level of an average one.

Photo: IZVESTIA/Sergey Lantyukhov

— Competencies are also extremely important. Growth standards should include technology adoption support, quality management training, preparation for participation in large-scale purchases and export. The "supplier for a large customer" program could be an important direction: audit, checklists of improvements, fast pilots at real facilities, the expert is sure.

Transparency remains the most important factor, Daniil Gonenko recalled. The modern economy is based on data: a unified reporting and scoring system, automated control of payment deadlines and open indicators create trust between market participants and reduce costs.

More — further: in the Russian Federation, they decided to postpone the introduction of the SME+ category

Why do we need this mechanism and which companies could it apply to?

According to him, there are certainly risks associated with the concentration of orders and pseudo—self-employment, but they can be effectively managed by monitoring the affiliation of performers, limiting the share of one contractor with a specific customer, and forming an open portfolio of participants.

— The key task is not to pit large businesses against small and self—employed ones. It is necessary to build a complementary ecosystem: large companies take on capital—intensive and infrastructure projects, while representatives of small businesses and the self-employed solve specialized, innovative and flexible tasks," he added.