A, bidding strategy:
Survival strategy: the purpose of bidding is to overcome the survival crisis, and various interests can be ignored when winning the bid. This strategy is usually suitable for enterprises with poor living environment, such as enterprises that undertake insufficient engineering tasks and face losses. In order to maintain the normal operation of enterprises, it is necessary to adopt a low-price strategy to win the bid.
Competitive strategy: Bidding takes competition as a means, aiming at developing market and low profit, fully estimating the bidding target of competitors on the basis of accurate cost calculation, and winning the bid with competitive quotation. This strategy is suitable for enterprises trying to break into new markets or expand market share.
Profit strategy: this strategy is to give full play to its own advantages and aim at achieving the best profit. When quoting, enterprises will consider their own technological advantages, management advantages, brand advantages and other factors, and formulate relatively high quotations in order to obtain higher profits.
Second, the pricing skills:
Unbalanced quotation method: Unbalanced quotation is a common bidding technique, that is, after determining the total bid price, the bidder appropriately increases the unit price of the sub-item in the sub-item quotation and reduces the unit price of other items to obtain the maximum benefit. The core of this skill is to keep the total price unchanged and realize profit by adjusting the unit price.
Sudden decision-making method: In order to confuse opponents, bidders may intentionally reveal their intention of not being interested in the project, not planning to participate in bidding or preparing for high-priced bidding during the bidding process. However, before the bidding deadline, competitors were caught off guard by suddenly bidding or lowering the bidding price.
Low-price bid winning method: In some special cases, bidders may consider adopting the low-price bid winning method. For example, when the construction task of the enterprise is insufficient or the equipment is idle, in order to maintain the normal operation of the enterprise and reduce losses, the strategy of low quotation can be adopted to win the bid. However, it should be noted that this strategy may harm the long-term interests of enterprises, so it needs to be used with caution.
Joint Guarantee Law: A weak enterprise can find several strong enterprises in joint bid. These powerful enterprises can improve their own competitiveness and help to enhance the overall image and strength of the consortium. When bidding, the consortium can reasonably divide the bidding according to their respective advantages in order to get a greater chance of winning the bid.
Multi-scheme quotation method: In the case that the project scope is not clear, and the terms of some bidding documents are not clear or fair, the bidder can adopt the multi-scheme quotation method on the basis of fully estimating the bidding risk. That is, quote a price according to the original bidding documents, and then propose the amount that can be reduced if some terms are changed. This can reduce the total price and attract bidders.
In a word, bidding strategy and pricing skills are important skills that enterprises need to master in the bidding process. Enterprises should choose appropriate strategies and skills according to their own actual situation and market environment in order to achieve the goal of winning the bid and obtain good economic benefits.