Under the condition of market economy, it is inevitable for contractors to obtain projects through bidding. However, as a contractor, it is not necessary to bid every time, so there is a problem of bidding decision. There are many factors that contractors need to consider in bidding decision-making, which require extensive and in-depth investigation, systematic accumulation of information and comprehensive and scientific analysis to ensure the correctness of bidding decision-making.
The meaning of bidding decision
Decision-making refers to the process that people set goals for certain behaviors and make and choose action plans. Bidding decision-making is a process in which contractors select, determine bidding objectives and formulate bidding action plans. Bidding decision mainly includes three aspects: first, whether to bid for the project; Second, if you bid, what kind of bid is it; Third, how to use long to make short in bidding, so as to win better.
Whether the bidding decision is correct or not is related to whether the bid can be won and the benefit after winning the bid, to the reputation and development prospect of the construction enterprise and the immediate economic interests of the employees, and even to the reputation and economic development of the country. Therefore, the decision-making team of the enterprise must fully realize the significance of bidding decision-making, and put this work on the important agenda of the enterprise for key consideration.
Bidding type
Bids that must be abandoned:
Projects beyond the main and part-time capacity of this construction enterprise;
The scale and technical requirements of the project exceed the technical level of the construction enterprise;
The production task of the construction enterprise is full, but the profit level of the bidding project is low or the risk is high;
The technical level, reputation and construction level of this construction enterprise are obviously inferior to those of its competitors.
According to the classification of bidding enthusiasm, if a contractor wants to decide whether to participate in the bidding of a project, he should first consider the current business situation and long-term business objectives, then clarify the purpose of participating in the bidding, and then analyze the external influencing factors of the bid-winning opportunity and the internal factors of the bidding opportunity. Here, we can divide the bidding into the following three types.
The purpose of survival bidding is to overcome the survival crisis, and all kinds of interests can be ignored when winning the bid. The change of social, political and economic environment and the contractor's own mismanagement may cause the contractor's survival crisis. This crisis is first manifested in political reasons. With the decrease of new projects, all contractors will face a crisis of survival.
Secondly, the government adjusted the direction of infrastructure investment and reduced some projects that contractors are good at. This crisis often hurts professional engineering contractors with a single business scope.
Third, if contractors are poorly managed, there will be fewer and fewer tenders. At this time, the contractor should focus on survival, adopt the attitude of winning the bid even if it loses money, and only seek temporary survival to tide over the difficulties and seek opportunities to make a comeback.
Competitive bidding is to take competition as a means, to develop the market and make a small profit, to fully estimate the bidding target of competitors on the basis of accurate cost calculation, and to achieve the goal of winning the bid by competitive bidding. If the contractor's business situation is sluggish, and he has not accepted many tenders recently, and is threatened by competitors, he tries to enter new fields and explore new types of engineering construction. The project subject to tender has low risk, simple construction technology, large engineering quantity and good social benefits, and there are other projects under construction in the company nearby, so he should lower his bid and strive for winning the bid.
Profit-oriented bidding quotation gives full play to its own advantages, aims at achieving the best profit, is not enthusiastic about projects with unattractive benefits, and is full of confidence in projects with large profits. If the contractor has opened up the situation in this respect, with saturated construction capacity, high reputation, few competitors, technical advantages, strong brand-name effect on the owner, and the bidding target is mainly to expand the influence, or the engineering construction conditions are poor, difficult, the capital payment conditions are not good, and the quality requirements of the construction period are harsh, a higher bidding price should be adopted.
Principles to be followed in bidding decision-making
The contractor should choose the bidding project, especially when there are many bidding projects, which bid to vote for, which bid not to vote for and what bid to vote for are related to the possibility of winning the bid and the economic benefits of the enterprise. Therefore, bidding decision-making is very important, usually the main leaders of enterprises hold this position. We should comprehensively weigh the gains and losses, advantages and disadvantages from the overall strategic situation and make correct decisions. Bidding decision-making is actually a business decision-making problem of enterprises. Therefore, the following principles must be followed when making bidding decisions.
Feasibility. Whether the selected tender object is feasible, we should first proceed from the actual situation of the enterprise, seek truth from facts and do what we can. On the premise of ensuring the balanced production and continuous construction of this enterprise, we will prevent the phenomenon of "slow work and fine work" and "grabbing work and fine work". It is necessary to consider whether the project subject to tender is suitable, whether it has a certain profit, whether it can guarantee the construction period and meet the quality requirements from the aspects of the construction strength, mechanical equipment, technical ability and construction experience of the enterprise.
Secondly, we should consider whether we can give full play to the enterprise's characteristics, technical advantages and equipment advantages, pay attention to strengths and avoid weaknesses, choose projects suitable for giving full play to our own advantages, give full play to our advantages for the purpose of improving profits and creating credibility, and avoid projects that we are not good at and lack experience.
Thirdly, according to the technical and economic information of competitors and the trend of market bidding, analyze and predict whether there is a grasp and opportunity to win the bid. For projects that have no hope of winning the bid, it is not appropriate to participate in the bidding, let alone accompany the bid, so as not to damage the reputation of the enterprise and thus affect the chances of winning the bid in the future. If you know you can't compete with your opponent, quit the game and reduce your losses.
Reliability. Need to know whether the bidding project has been officially approved and included in the national or local construction plan, whether the source of funds is reliable, whether the supply of main materials and equipment is guaranteed, the stage of completion of design documents, and whether the design depth meets the requirements.
In addition, it is necessary to know the credit status of the owner and the severity of the contract terms, and whether there are major risks. It is necessary to avoid those bidding projects with small profits and high risks as soon as possible, as well as projects that enterprises have no conditions to undertake, otherwise it will cause undue consequences. Especially for foreign bidding projects, we should pay more attention to this problem.
Profitability. Profit is one of the goals pursued by the contractor. Ensuring the contractor's profit can not only ensure the steady growth of the national fiscal revenue with the economic development, but also enable the contractor to continuously improve the technology and equipment and expand reproduction; At the same time, it is conducive to improving the income of employees and improving living and welfare facilities, thus fully mobilizing the enthusiasm and initiative of employees. Therefore, it is an important decision for the contractor to determine the appropriate profit rate. When choosing profit rate, we should analyze the competitive situation, grasp the local general profit level at that time, comprehensively consider the short-term and long-term goals of the enterprise, and pay attention to the relationship between short-term profit and long-term profit. In domestic bidding, the choice of profit rate should be increased or decreased according to the specific situation. For competitive bidding projects, in order to win the bid, the profit rate adopted will be lower than the planned profit rate, but in the future construction process, focusing on internal innovation and tapping potential, the actual profit rate will not necessarily be lower than the planned profit rate.
Caution. Participating in every bid requires a lot of manpower and material resources and a certain price. If you can win the bid, it will be profitable. Especially in the case of insufficient infrastructure tasks, the competition is fierce, and the contractor desperately pushes down the price for survival, with little profit. The contractor shall carefully select the bidding object and never undertake the construction task at a loss unless absolutely necessary.
Flexibility. In some special cases, adopt flexible strategies and tactics. For example, in order to open up the situation and gain a foothold in a certain field, we can adopt the principle of small profits but quick turnover and high quality to win. Because the quotation is low and the workmanship is good, winning the reputation will inevitably bring a chain effect. Contract the current project to create opportunities and conditions for winning the bid for the future project bidding.
When selecting a bidding project, the following factors should also be considered: the operating level of enterprise workers and technicians, the possibility of enterprises investing in machinery and equipment needed for this project, the ability of construction design, the familiarity with similar engineering technology and management experience, the possibility of defeating opponents, the impact on this enterprise after winning the bid, and the possibility of liquidity turnover.
To make a correct bidding decision, we must first collect a lot of information from all aspects and know ourselves and ourselves. We should consider giving up the "trilateral" project with great difficulty, high risk and insufficient funds, otherwise the enterprise will fall into the predicament of prolonged construction period and increased cost, and its benefits and reputation will be damaged.
For projects that decide to bid, we should fully estimate the strength and advantages of competitors and the advantages and disadvantages of the bidding environment. The stronger the competitor's strength, the fiercer the competition and the greater the influence on winning the bid. Competitors' tasks are not full, and the competition will be more intense.
In short, there are many factors to consider whether to bid, and extensive and in-depth research, systematic accumulation of information and comprehensive scientific analysis are needed to ensure the correctness of bidding decisions.
For more information about project/service/procurement bidding, and to improve the winning rate, please click on the bottom of official website Customer Service for free consultation:/#/? source=bdzd