The bidding strategy of engineering bidding is influenced by many factors, including social background, economic situation and environmental factors.
The main process of project bidding quotation:
First, sign up for the auction. After carefully studying the bidding documents, carefully investigate the surrounding environment of the bidding project, including natural conditions, geographical conditions, geological characteristics, climate characteristics, water and electricity supply, traffic conditions, etc. After investigating the surrounding environment of the bidding project, the corresponding bidding strategy is formulated according to its specific situation.
Secondly, make the construction plan. The construction scheme is the key to decide whether to win the bid or not, which affects the tender offer. Various factors need to be considered comprehensively, including construction technology, construction equipment, construction period, personnel arrangement, safety plan, quality inspection, etc.
After the construction plan is formulated, it is the analysis of construction cost, that is to say, the bottom line of bidding quotation is higher than the construction cost, and factors such as material cost, labor and equipment loss cost, exchange rate fluctuation and inflation should be comprehensively considered. Therefore, accurate calculation of project cost is the premise of determining scientific and reasonable tender offer.
Finally, the tender documents are compiled, and the forecast cost comparison control method, individual analysis and overall comprehensive control method, comprehensive quota estimation method and so on are applied.
Quoting skills in engineering bidding;
First, according to the different characteristics of bidding projects, different quotations are adopted.
When bidding for international projects, we should not only consider our own advantages and disadvantages, but also analyze the characteristics of bidding projects. According to the different characteristics, categories and construction conditions of the project, the quotation strategy is selected.
1, the project with higher quotation.
(1) projects with poor construction conditions;
(2) Technology-intensive projects with high professional requirements, in which our company has expertise and high reputation;
(3) Small projects with low total price and projects that are unwilling to do and inconvenient not to bid;
(4) Special projects, such as ports and docks, underground excavation projects, etc. ;
(5) Projects with urgent construction period;
(6) Projects with few competitors;
(7) Items with unsatisfactory payment conditions.
2. Items with lower quotations
(1) Projects with good construction conditions;
(2) projects with simple work and large quantities that ordinary companies can do;
(3) At present, our company is eager to impact a certain market or a certain area, or after the project is over, there is no on-site transfer of machinery and equipment in this area;
(4) There are projects near our company, which can use on-site equipment and services, or can be completed in a short time;
(5) Projects with many competitors and fierce competition;
(6) Non-emergency projects;
(7) Projects with good payment conditions.
Second, the multi-scheme quotation method
For some bidding documents, if it is found that the project scope is unclear, the terms are unclear or unfair, or the technical specifications are too harsh, it can be handled according to the multi-scheme quotation method on the basis of fully estimating the bidding risk. In other words, first quote a price according to the original bidding documents, and then ask: "If you modify some terms, how much can you reduce the price?" , and quote a lower price. This can reduce the total price and attract owners. Or some projects are to be treated as "cost compensation contracts". Quote a total price for the rest.
Third, the sudden price reduction method
Quotation is a highly confidential work, but opponents often spy on the situation through various channels and means, so they can take the method of confusing each other when quoting. That is, first quote according to the general situation or show that you are not interested in the project, and then suddenly reduce the price when the bidding deadline is approaching.
When adopting this method, the extent of price reduction must be considered in the process of compiling the tender offer, and the final decision must be made according to intelligence information and analysis before the tender deadline. In addition, if the total price is reduced after the bid opening due to the sudden price reduction method, then the unbalanced quotation method can be used to adjust the unit price or price in the bill of quantities after signing the contract to obtain better benefits.
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