Key words: preliminary preparation, bidding strategy, quotation skills, experience and lessons of bidding software, strong alliance, winning bid rate, project income.
First, do a good job in the preliminary preparation and screening of bids, and don't vote as soon as you see the bids.
There are many elements in the pre-tender work, including nature, scale, location conditions, management, design, supervision, bidders and sources of funds. When bidding, enterprises must choose projects with accurate and comprehensive information, and the projects they are good at are considered comprehensively. If necessary, they should make overall decisions, and make reasonable screening in combination with the development strategy of the enterprise itself and the project owner or location, so as to avoid unnecessary risks and losses to the enterprise due to wrong options.
An excellent enterprise leader should know the advantages and practical operation level of his own enterprise like the back of his hand; Through careful analysis of various conditions of the project, discard the false and keep the true, weigh the advantages and disadvantages, and formulate a reasonable bidding strategy, so as to grasp the main contradictions, avoid and resolve the business risks of the project, not invest in uncertain projects, and not spend unnecessary energy and money on unnecessary work that even damages the interests or image of enterprises.
Second, master the bidding strategy and quotation skills in the early stage of the project, strive to create various conditions, and use as little investment as possible in exchange for as much project return as possible.
For contractors, economic benefits are always the first. The main theme of enterprises is to form profits. Reasonable bidding strategy and quotation skills can pave the way for making money in future project implementation from the beginning. However, the tender offer is not only highly technical, but also depends on the practical experience and on-site decision-making of standard compilers. We should be flexible, pay attention to discretion, and be good at raising prices and lowering prices reasonably. In this regard, the following points must be noted:
1. Avoid the disconnection between the quotation personnel and the project implementer, strive to maintain the continuity of economic responsibility, make a quotation with potential and opportunity be implemented, and ensure the final profit of the project.
2. Grasp the unbalanced quotation reasonably, strive for "collecting money early" and "collecting more money" after winning the bid.
At present, the main bidding project in the market is unit price contract, which emphasizes the separation of quantity and price, that is, the separation of quantity and unit price, and the quantity and price remain unchanged during use. When bidding, the unit price quoted by the contractor and the reference quantity provided by the owner's bill of quantities are used as the basis for evaluating each quotation and calculating the total bid price. Therefore, the total bid price of similar projects will often lead to the difference in actual profits of contractors due to the different unit prices of each project in the quotation.
An experienced bidder will often raise the unit price of the first item in the quotation, such as admission fee, camp facilities, earthwork, foundation, structure, etc., while lowering the unit price of the second item, that is, "collecting money early". This will not only ensure that the total bid price will not be affected, but also enable the project to recover funds as soon as possible, thus forming a benign turnover of project funds. At the same time, it also has the significance of claiming compensation and preventing risks: if the contractor is always in this "surplus" state, once the other party defaults or uncontrollable factors appear, the initiative is in the hands of the contractor, and he can send a letter to the supervisor or the owner at any time to propose to stop the performance and terminate the contract. Anyway, the money is already in his pocket. Earn much more than spend, which is what people often say. If you want to make money, you must be "cash-strapped". Of course, this unbalanced quotation should have a suitable scale, and it is generally reasonable to increase 10%~30%.
Another technique of unbalanced quotation is called "overcharge". In general, the quantity provided in the tender documents will be different from the actual quantity. If the contractor analyzes and judges that the actual engineering quantity of a project will increase during the quotation process, it should increase the unit price accordingly. The more the engineering quantity increases, the greater the adjustment range of the unit price of the project; At the same time, the unit price of the project judged as reducing the engineering quantity should be reduced accordingly to ensure better economic benefits after the project is implemented. Here, it is very important to analyze and judge whether it is correct, which depends on the full investigation of the project, the rich and accurate information and the accumulation of experience, and it is also inseparable from the level and courage of the final decision maker. Of course, in the operation and operation of the project, the project manager can also use this strategy to create conditions for finding reasonable projects with better quotations.
3. Grasp the three income-generating pillars of project settlement, namely, claim, project change and price adjustment formula, adjust the quotation strategy artistically, and strive for the ultimate maximum profit of the project.
This requires bidders to carefully study the contents of the tender, analyze the characteristics and surrounding conditions of the project, make full use of their rich experience in project operation, scientifically and reasonably infer the possible claims and changes in the process of project operation, as well as the consumption of main materials and the development trend of prices, and then analyze and compare the income combinations in different situations, so as to choose an optimal quotation strategy to participate in the bidding, which not only ensures the project to win the bid, but also does not affect its final income.
Here, my personal opinion is not in favor of the popular bidding concept of "winning the bid against the bid price and making money by claiming", because the domestic market is not perfect and there are not many projects that fully apply FIDIC terms. Even for the project to which FIDIC clause applies, it is difficult to get excess claims, which will also adversely affect the contractor's future bidding. Litigation and arbitration, often like a marathon, is a very headache and may not win the case in the end. In the process of project operation, it is actually easy, safe and convenient to make money by changing. There is no dispute. Often a word and a concept can earn hundreds of thousands or even millions. This is actually a clever way to turn the confrontation between the owner and the contractor around the claim into a cooperative attempt between the two sides. Why not?
Three, give full play to the role of computer (system) and software, fast, accurate and high quality bidding.
The application level of computer (system) and bidding software directly reflects the overall quality of the contractor. A high-level bidder should analyze and summarize the relevant information into a computer model that is easy to manage and operate. In addition to using ready-made software, he can also design the processing flow of specific business into a computer program, thus improving the response speed and bidding quality in the bidding process and winning the bid smoothly.
Fourth, conscientiously sum up their previous bidding experience and education, and realize the continuous leap of bidding level according to the law of Deming cycle (PDCA cycle).
Every bidding process is the best opportunity for enterprises to show themselves, know and learn from their opponents. Only those enterprises that are good at learning lessons and constantly summarizing and improving will have the last laugh, so we must cherish this rare opportunity to grasp the future.
If an enterprise can follow Deming cycle law in every bidding process, that is, plan (P)- run (D)- check (C)- handle (A), do a good job in all stages of bidding, analyze and compare the advantages and disadvantages of its own and competitors' operations, summarize and improve in time, and realize the continuous leap of bidding level.
Five, cooperate with the dominant enterprises to achieve complementary advantages and fundamentally enhance the competitiveness of bidding.
With the increasingly close integration of global economy, there are many crises in the competition mode and concept of going it alone. In the bidding of high-tech and capital-intensive projects, adopting the strategy of strong alliance with advantageous enterprises and forming joint ventures (cooperation) to realize complementary advantages will undoubtedly maximize the winning rate and obtain the best project income.
The highly competitive market provides a fair environment for all enterprises, in which opportunities and challenges coexist; For the decision-makers and all participants in the enterprise, every bid is no less than a commercial "battle". How to adapt to the market and grasp the market pulse is an eternal topic. We sincerely hope that more and more construction enterprises can successfully take a key step in bidding in the international and domestic commercial arena and get better and better.
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