What should be done in drug bidding?

? A: Clear institutions At present, many enterprises have set up special bidding institutions to be responsible for the tracking of bidding and the statistics and analysis of data, but there are still many enterprises that have not set up corresponding institutions or institutions in name only. Some bidding departments are only responsible for providing information and do not fully grasp the bidding prices of drugs in various places. The purpose of establishing a bidding agency is to change the compensation after bidding into pre-control, so as to adopt contingency strategies according to the changes of bidding situation in various places. The tendering agency shall clarify its responsibilities. Specific responsibilities include: mastering the contents and related requirements of bidding documents in detail; Prepare qualification examination materials according to the requirements of bidding documents; Participate in pre-bid training and consultation, and carefully interpret relevant clauses; Carefully study the bidding rules and find out the differences from the past; Seriously understand the credit status of competitors; Seriously analyze the influence of bidding prices in other regions on the local area; Track information, keep abreast of the process and check it in detail; Maintain and visit expert committees and government agencies; Do a good job in market analysis and research, formulate bidding strategies, and establish a bidding failure handling mechanism. Bidding in every place has its own characteristics and has a certain time period. It is necessary to grasp the local bidding information in time and accurately, and do everything possible to supplement the catalogue of bidding varieties, otherwise you will miss the sales qualification of 1~2 years, which is the premise of doing a good job in bidding. As a pharmaceutical enterprise, in order to understand the bidding trends around the country, we should not only know the bidding information and related procedures in time and accurately, but also pay attention to the introduction of relevant national policies to ensure that the company's behavior meets the overall requirements of the national medical system reform and the development of the pharmaceutical industry. So how to collect bidding information? The author believes that enterprises should use different channels to collect information, including regional offices, agents, websites and peers, and websites and peers are important ways to obtain information. In the management of bidding information, you need to set up a person, time, website and content. Assign a special person to be responsible for information collection and analysis, and put forward the concerns and coping strategies of enterprises in bidding; The institutionalized management of bidding dynamics and information requires different channels to analyze bidding information and dynamics regularly, so as to avoid the phenomenon of paying attention when needed and ignoring when not needed, avoid the omission of important information, and easily lead to the passivity of bidding work. Any study of bidding documents has its own rules, and so does bidding work. The rules of bidding work are bidding documents, and enterprises should study them carefully in order to take the initiative in bidding. Emphasis is placed on matters directly related to the success or failure of bidding, such as bid evaluation criteria, determination of target, price requirements, quotation provisions, etc. According to the author's understanding, bid evaluation criteria are generally divided into enterprise qualification and product quality, bid quotation, bidder's reputation and service, etc. In terms of enterprise qualification and product quality, enterprises are required to fully display the image, brand awareness and recognition of the production enterprise, and provide as many documents as possible to prove the clinical efficacy and safety of the bidding products. In the current market competition, whether to provide the above information is very important. In drug bidding, the rules are different in different places, and the definition of the subject matter in bidding is also different. As an enterprise, we must understand the basic principles of bid evaluation classification, the division methods of different quality grades, and whether bid evaluation is conducted according to different dosage forms and specifications. In other words, only by understanding these definitions of the target in the tender can enterprises comprehensively judge the possible competitors, understand the situation of competitors and decide the quotation strategy. This is also a good way to choose bidders. Enterprises with products do not have to bid directly by themselves, but can also entrust pharmaceutical companies to operate. However, how can enterprises find pharmaceutical companies suitable for product characteristics? We can make a survey from the following aspects: First, look at the business reputation and brand awareness of pharmaceutical companies. If there is a problem with the business reputation of pharmaceutical companies, they must not cooperate with them, otherwise it may bring irreparable losses to the enterprises. Pay attention to the payment cycle and bidding cost of pharmaceutical companies. Although the bidding documents generally stipulate the normal payment period and bidding fee, it may not be fulfilled in actual operation, because many pharmaceutical companies now have their own "rules of the game". If these rules of pharmaceutical companies do not meet the situation of enterprises, in principle, they will not cooperate with them to avoid capital operation problems and extra expenses. The second is to investigate the distribution ability and management service level of pharmaceutical companies. In principle, pharmaceutical companies with strong distribution ability and high management and service level should be selected as far as possible to distribute to the main target hospitals, so as to avoid unnecessary losses caused by the problem of massive re-distribution after winning the bid. The third is to investigate the strength of the bidding team of pharmaceutical companies and whether the management is standardized. If the bidding team of pharmaceutical companies is not strong, their future work will be very passive. On the contrary, if the pharmaceutical companies have strong public relations ability, they can obtain the relevant information released by the bidding agency in time to avoid the unqualified bidding materials caused by the pharmaceutical companies or the leakage of bidding quotations caused by the irregular management of the pharmaceutical companies. The fourth is to investigate whether pharmaceutical companies have distributed similar varieties. It should be noted that if pharmaceutical companies are already selling similar competing products, it is best for them not to cooperate with such companies. The fifth is to investigate whether pharmaceutical companies have clinical teams. For agents without clinical sales team, pharmaceutical companies with clinical teams can be selected as bidders, or they can be developed into lower-level distributors. This avoids the problem of redistribution. When choosing partners, don't choose companies that earn resale fees, bid at ultra-low prices, and rely on natural sales. Reasonable quotation is one of the key factors for successful bidding. Of course, the lower the quotation, the better. We should try our best to bid the price closest to the pre-tender estimate. When determining the product quotation, enterprises should comprehensively consider various factors to make the product quotation as advantageous as possible. After summarizing the bidding work of some enterprises, the author thinks that the product quotation should be considered from the following aspects: the factors of competitors, such as the number of competitors, the time when products enter the bidding place, the marketing strategy of products, the market share of products, the market cycle in which products are located, etc. The cost of products in local marketing links, such as commercial discount rate, taxes, distribution fees, distribution fees, promotion fees, etc. ; Special provisions on quotation in the tender, such as whether there are any restrictions or provisions that cannot be higher than the highest tender quotation specified in previous years or in the tender. ; Referring to the prices of major competitors and combining with the corresponding bidding trends, budget the local past bid-winning prices and the bid-winning results in similar areas; Choose the appropriate quotation time, and try to quote before the specified quotation deadline when bidding, so as to reduce the chance of quotation being leaked. Of course, when making a quotation, it should be combined with the requirements of the local bidding organization department. Enterprises that follow the whole process can't get things done at once in bidding, but should follow the whole process of bidding and find problems from the public notice of bid opening in time. If anyone maliciously bid more than one bid, he should explain it to the tendering agency in time, collect and analyze the quotations of competitors in time, and take corresponding countermeasures. In the current bidding mode, quantitative evaluation and qualitative evaluation are commonly used. Quantitative bid evaluation is based on the information provided by the tender, which is relatively rigid and generally has no more human factors. When entering the qualitative bid evaluation and becoming a candidate for winning the bid, the bid evaluation experts are based on the drug habits of the tenderer, the brand awareness of the production enterprise, the cost performance of the products, etc., and the evaluation results are very artificial. Therefore, we must get the list of evaluation experts at the first time and strengthen the brand in time. Government public relations Government public relations is something that modern enterprises must do, and pharmaceutical enterprises should also bid well. Enterprises should incorporate public relations management into bidding management, communicate with the government in a timely and effective manner, strive for the government to hear the voice of enterprises, intervene in advance before government rules are formulated, and assist government departments to establish the same market rules. This is the best choice for enterprise development and can best reflect the bidding operation level of an enterprise. In this process, enterprises do not bother the government, but reflect the problems existing in bidding in time so that the government can take relevant measures in time. So, both sides can win.