In the process of bidding decision-making, it is helpful to improve the decision-making level by using appropriate quantitative decision-making analysis methods. Such as decision tree analysis, probability analysis, probability analysis, etc. In order to win the bid, the decision-maker should comprehensively consider the accuracy of quotation calculation, whether the expected profit is appropriate, the quotation risk and the affordability of the unit, the local quotation level, and the analysis of competitors' advantages and disadvantages before deciding the final quotation amount.
First, the basis of decision-making can mainly refer to the following points
(a) the main information of the quotation decision should be the calculation and analysis index of the enterprise's own bid evaluation personnel. As for the so-called "reserve price" obtained by other means or the "price information" of the opponent, it can only be used as a reference. Enterprises participating in the bidding cannot win the bid for the sake of winning the bid, and the bid-winning price must be at least basically reasonable and cannot lead to losses.
(2) Decision-making should analyze all kinds of factors that affect the quotation together with the bid evaluation personnel, in addition to reviewing and revising various schemes, pre-tender estimate and cost sharing coefficient put forward during the bid evaluation. More importantly, decision makers should fully consider the expected profits and the ability to take risks. Make decisions within the acceptable minimum expected profit and acceptable maximum risk. For winning the bid at a low price, quotation is an important factor, but it is not the only factor.
Bidding strategy refers to the contractor's guiding ideology, systematic work arrangement and ways and means to participate in bidding competition. If bidders want to win the bid, not only get the project, but also profit from the project, they need to study the bidding strategy to guide the whole bidding process.
Second, in general, the bidding strategy is as follows:
(1) Win by faith. It depends on long-term good social reputation, technical and management advantages, excellent engineering quality and service measures, reasonable price and construction period to win the bid.
(2) Win by speed. By taking effective measures to shorten the construction period, the rationality and feasibility of the schedule are ensured, so that the project can be put into production early and benefit early, attracting owners.
(3) Win with sincerity. Low price has always been an important factor in project bidding, of course, this is on the premise of quality and quantity. From the bidder's point of view, it can also expand the task source, thus reducing the amortization ratio of fixed costs in each project and making the project cost lower than that of competitors.
(4) Take the strategy of retreating for progress. When it is found that the tender documents are ambiguous or reasonable, and engineering changes or claims may be made on this basis, the bid can be won at a low price, and then claims can be sought.
(5) Adopt a long-term development strategy. The purpose of the enterprise is not to make a profit in this project, but to open up new markets or master some promising engineering technologies. And participate in the competition with little or no profit.
Usually, bidding skills are simply understood as the methods and skills used in quotation, and bidding quotation is a very complex system engineering, and its specific work is divided into several stages, each stage faces different or even very different situations, and each stage also has its own emphasis on the practical problems to be solved. We can't use the same standard to treat different stages of bidding, and of course we can't use the same skill to solve specific problems in each stage. Therefore, the content of bidding skills must involve every specific stage of the bidding process. According to the different situations and work objectives of each stage, determine the appropriate solutions and skills. Whether the bidding skills can be used scientifically and reasonably to make them play their due role in the bidding work is related to whether the bid can be won in the end, which is the key to the whole bidding work.
Three, usually the bidder is willing to and familiar with the use of specific bidding skills include
(A) flexible quotation method
Flexible quotation method refers to adopting different quotations according to the different characteristics of bidding projects. When bidding, we should not only consider our own advantages and disadvantages, but also analyze the characteristics of the project. According to different characteristics, categories and construction conditions, the quotation strategy is selected. In case of technology-intensive projects with poor construction conditions and high professional requirements, this unit has expertise; Small projects with low total price, projects that are unwilling to do and inconvenient not to bid; Special engineering; Time-critical projects; Projects with few bidders; The cost of projects with unsatisfactory payment terms may be relatively high. On the other hand, projects with good construction conditions; Projects with simple work and large quantities that can be constructed by general units; When the enterprise develops the market in the new area or faces the end of the project, and the machinery and equipment have no site transfer; Enterprises have projects under construction in this area, and the bidding projects can make use of the existing equipment and labor resources of other projects, or projects that can be completed in a short time; Projects with many bidders and fierce competition; Non-emergency projects; For items with good payment terms, the quotation needs to be slightly lower.
Unbalanced quotation
The unbalanced quotation method is relative to the usual balanced quotation (normal quotation), which means that after the total price is basically determined, the quotation of internal subprojects is adjusted in order not to increase the total price, not to affect the winning bid, and also to obtain ideal economic benefits during settlement. Items that can increase the unit price include: items that can be settled and collected as soon as possible; Projects whose number is expected to increase in the future; Items that must be done in the tentative project, etc. Unbalanced quotation method must be based on careful check and analysis of engineering quantity, especially for projects with low unit price, if the project implementation increases, it will cause great losses to enterprises; Too many obvious unbalanced quotation methods will also cause the owners' resentment.
(3) Sporadic employment
Generally, the unit price of daywork can be slightly higher than the wage unit price in the project, because daywork is not within the scope of the total contract price and will be reimbursed when it occurs. However, if the tender documents have assumed the "nominal quantity of work" of daywork, it is necessary to analyze whether to quote a high price to avoid raising the total quotation.
(4) Sudden attack method
Due to fierce bidding competition, in order to confuse the other party, the whole bidding process can still be carried out according to the general situation, and even some false information is deliberately revealed, such as announcing that you are not interested in the project, not planning to participate in bidding (or preparing to bid at a high price), showing the illusion that business is unprofitable, etc. A few hours before the bidding deadline, he suddenly went to bid and lowered the bidding price (or raised the price), thus making his opponent unprepared and defeated.
(5) Low-price bid winning method.
The method of winning the bid at a low price is sometimes called "desperate method". To adopt this method, we must have very strong strength or the backing of the state or a big consortium, that is, in order to occupy a certain market or strive for future advantages, we would rather make less or no money at present, or we can adopt the method of losing first and winning later, first quote the low price, and then use the claim to turn losses into profits. Using this method, we must first confirm that the owner determines the winning bidder according to the lowest price, and at the same time require the contractor to have strong claim management ability.
(6) Joint guarantee law and restraint law
Joint insurance law refers to that several powerful contractors unite to control the price tag in the case of many competitors. It is guaranteed that one company will win the bid first, and then the second and third companies will win the bid in the same way in the second and third tenders. This method of joint guarantee is rarely used in actual bidding work. Commonly used bundling method, that is, two or three companies with similar or similar main businesses will bid too high and lose their competitive advantage because of lack of experience, poor performance or excessive workload when bidding alone. In the form of bundling, joint bid complements each other's advantages, pursues advantages and avoids disadvantages, enjoys benefits and takes risks, which relatively improves its competitiveness and chances of winning the bid. This method is currently used in many large-scale projects in China.
(7) Multi-scheme quotation method
For some quotation documents, when the project specifications or contract terms are unclear, the terms are unclear or unfair, or the technical specifications are too harsh, the contractor will bear greater risks. In order to reduce the risk, it is necessary to increase the unit price of the project and increase the "unforeseen expenses", but this will increase the possibility of being eliminated because of excessive quotation. The multi-scheme quotation method is to deal with this dilemma. The specific method is to submit two prices in the tender, that is, one price is in accordance with the original tender documents, and then put forward: "If some terms in the technical specifications or tender documents change, how much can this bidder's offer be reduced …", thus giving a lower price to attract the owners.
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