The competition in the construction market is all-round, and the means of competition are various. Judging from the current situation and the characteristics of the construction market, quality competition, service competition, integrity competition and price competition are the core and key to the competitiveness of enterprises.
Among them, the price competition in the construction market is mainly reflected in the project quotation. The quotation for construction projects requires reasonable prices. The quotation is high and there is no hope of winning the bid; The low quotation is likely to reflect that the enterprise has no level and quality guarantee, and it is impossible to win the bid.
How to quote to win the bid?
After determining the bidding strategy, quotation is a core issue, and the basis of quotation is the project bidding price, also known as the project bidding price. Our usual tender offer and pre-tender estimate are calculated on the basis of the current national unified budget quota, so the tender price and pre-tender estimate are at the same level, which is easy to misunderstand the tender: it seems that the tender is a matter for budget personnel, and the hope is pinned on them, and the tender competition becomes a competition at the budget level. To change this situation, we must first reform the current calculation method of project bidding quotation and further improve the bidding method. Project price is a comprehensive reflection of enterprise project evaluation, profit and internal factors. Namely: project price = project valuation, project profit, enterprise internal factors and bidding information factors.
Engineering valuation
Using the estimation in cost project management, according to the actual situation of the enterprise and the present situation of the bidding project, the budget price is studied and compared, and the evaluation is made after technical analysis. The connotation it reflects should be the cost required to complete all the engineering quantities of the project, so pricing is the reserve price. Engineering evaluation = all kinds of consumption management fees for completing this quantity.
1. Various consumption quota corrections:
The key of valuation calculation is to reflect the advantages of enterprises through valuation. Due to the different levels of materials and machinery consumed by various enterprises to complete various projects, it is impossible to calculate with a unified budget quota. To revise the current quota, it is necessary to collect a large amount of data for economic and technical testing and calculation. Taking the price of materials as an example, the expenses of purchasing channels, transportation channels, processing measures and storage of materials will vary greatly due to the different management levels of each enterprise, and the actual labor costs of each enterprise are also different.
2. Management fee:
Due to the differences in organization setting, management level, work efficiency and personnel quality among enterprises, the management fees of each enterprise are different, so it is necessary to determine their own management fees according to the scale, structure, difficulty and other factors of the bidding project.
Valuation provides decision-making basis for decision makers. In the case that the total project price is basically unchanged, it is skillful to determine which unit price is high and which unit price is low. In international project bidding, the "unbalanced unit price method" is often used to set the unit price higher for projects that can get cash, projects that are expected to increase the engineering quantity, projects that only fill in the unit price without filling in the engineering quantity, and projects that employ people sporadically; On the contrary, the unit price can be set lower.
Engineering profit
Project profit is the planned profit determined by the enterprise on the basis of project evaluation. Every bidding project should have some flexibility. It is necessary to comprehensively consider the location of the project, bidding competitors, whether there are follow-up projects and other factors to determine the profit of the bidding project, which is called high bid and low bid. Among them, the lowest bid is the lowest bid price for unprofitable projects, which is only used for capital preservation. Accurately evaluating the cost and reasonably determining the profit will reflect the bidding and management level of an enterprise, and it is also a means of winning the bid.
Bidding information factor in enterprise internal factors
Bidders in bidding enterprises should pay special attention to internal factors and bidding information factors, because internal factors and bidding information factors are flexible and changeable. Only by grasping the internal factors of the enterprise and the factors of bidding information can we win the bid most hopefully. There are many factors that have great influence on the price tag within the enterprise. The main factors are:
1. Current construction tasks of the enterprise;
2. Proficiency in the determined construction technology and technology;
3. The distance between the construction site and the residence;
4. The source and supply of reserve materials;
5. Model, specification and quantity of construction machinery and equipment.
There is also a lot of bidding information that has a great influence on the bidding price, including: the number, strength, reputation and quotation of competitors; The tenderer's subjective intention, for example, whether the tenderer emphasizes that the tender price, construction period or quality requirements are particularly high.
operative technology
Based on years of practice, the author believes that the following specific quotation skills are effective.
1. unbalanced quotation method
This method can achieve the goal of winning the bid without increasing the total quotation. It usually adjusts the proportion of each part of the total quotation after the total quotation of the project is basically determined. When this quotation method is adopted, the quotation strategy should be selected according to the different characteristics of the project. Unbalanced quotation method should be adopted in the following three aspects:
(1) For projects with good payment terms or early settlement, the quotation can be reduced appropriately. The former is a government project or a bank project, while the latter is a project start-up, site leveling and earthwork excavation.
(2) For projects that are expected to increase the engineering quantity or whose design drawings are not clear, the unit price can be appropriately increased in order to obtain more profits at the final settlement. The unit price of the project with unclear project content or expected reduction in engineering quantity can be appropriately reduced, and the loss during project settlement will also be reduced.
(3) Any project, also called tentative project or optional project, should be analyzed in detail. Because this kind of project will be decided by the owner after it starts, and which contractor will implement it. If there is only one contractor for the project, the unit price of the project that must be done can be higher, and the project that does not have to be done can be lower. If the project is subcontracted, the tentative project may also be constructed by other contractors, so it should be carefully considered and should not be quoted at a high price to avoid losses.
2. Retreat for progress quotation method
When the construction unit finds that the contents of the tender documents are not clear, and claims may be made based on them, it can take a backward step, first submit the lowest price to win the bid, and then find an opportunity to claim. This will not only increase the chances of winning the bid, but also make a reasonable profit.
3. Multi-scheme quotation method
This method refers to some tender documents, if the project scope is not clear, the terms are not clear, unfair, or the technical specifications are too harsh, on the basis of fully estimating the tender risk, according to the multi-scheme quotation method. That is to say, the original bidding document quoted a price, and then proposed how much the price could be reduced if a certain factor changed according to a certain situation, so that a lower price could be quoted. This can reduce the total price and attract owners.
4. Increase the proposed scheme
Sometimes it is stipulated in the tender documents that some suggestions can be made to the original scheme. Bidders should seize the opportunity to organize a group of experienced designers and constructors, carefully study the design and construction scheme of the original bidding documents, and put forward a more reasonable scheme, or reduce the total cost or shorten the construction period, so as to attract owners and urge their own schemes to win the bid. If obvious irrationality is found by studying the drawings, suggestions for improving the design and measures that can really reduce the cost can be put forward. Quote according to the original plan, and then quote according to the suggested plan. However, it should be noted that the proposed scheme should not be too in-depth and specific, and the technical key of the scheme should be retained. At the same time, it should be emphasized that the proposed scheme must be mature, feasible and operable.
5. Sudden price reduction method
In bidding, competitors often take the method of confusing their opponents when quoting. That is to say, first quote according to the general situation or quote a higher price to show that you are not interested in the project, and then suddenly reduce the price when the bid is closed immediately. 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 the intelligence information when the tender deadline is approaching.
To sum up, the key to project bidding is to seize the key point of quotation. Of course, bidding is a kind of competition and a contest of comprehensive strength of enterprises, in which the engineering quality, social reputation and management style of enterprises also play a considerable role. Only by summing up the relevant experience of bidding in time, studying its characteristics and laws seriously, sizing up the situation and opening up new ideas, we will certainly win the favorable conditions for winning the bid.
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