First, the basic requirements of the tender:
Second, the main contents of the commercial tender:
1. Composition of commercial tender
2. Composition of technical targets
Third, how to design a beautiful tender
1. Overall requirements
2. Summary description
3. Directory structure
4. Taboo in bid preparation:
4. Bidding design example: a network integration project.
Five, several stages of tender preparation
1. Preparation stage
2. Tender preparation stage
3. End stage:
First, the basic requirements of the tender:
Length helps communicate with your bid readers. From this perspective, the tender is a paper aimed at the needs of users, and the logical structure and language must be clear and easy to read. Considering that bid evaluation experts generally have good academic experience, many of them are professors and tutors, the bidding language should be aimed at readers' reading habits.
2. Show your ideas and creativity when you are finished. If you don't have a clear concept of the whole scheme, you can't write a tender. Before bidding, we must clearly understand the overall thinking and the relationship between the parts, and also need necessary brainstorming and pre-evaluation to express it more clearly. Don't expect to muddle along where there is no conclusion or confusion and controversy. Truthfully analyzing and even focusing on important places to describe possible difficulties, solutions and selection processes will often increase the chances of winning.
3. Respond to the tender. Pay great attention to the detailed requirements of the tender request. Generally, Party A will not write a certain requirement casually. In this case, Party A needs or has competitors to persuade Party A to make such a request. Pay special attention to special and unconventional requirements, and there must be a response in the tender. Don't directly refute when responding, but give suggestions, opinions and conclusions with a more euphemistic attitude and clear conclusions.
4. Respond to customer needs. Many customers' needs are not reflected in the bidding documents. At this time, if the explanation is very detailed and targeted, it will be very convincing to the bid evaluation experts.
Second, the main contents of the commercial tender:
Tender is divided into commercial part and technical part, and some tender requirements are divided into commercial tender and technical tender.
1. Composition of commercial tender
(1) Main contents of bidding (according to the format of bid invitation). It should be reminded that bid evaluation experts need to read a lot of words when evaluating bids on site. At this time, they must strictly follow the format of the invitation to bid, and if necessary, they should be partially distinguished in the form of different papers or labels, so that experts can compare them among different service providers.
(2) Bid quotation and product list. If there is a bid quotation in the bid invitation, it shall be filled in according to the standard quotation. If not, it needs careful design. Good quotation helps experts to compare and screen, and also helps service providers to negotiate prices. For example, a more detailed and reasonable quotation is not easy to be greatly reduced in price negotiation. In addition, if the quotation is complex and long, it is necessary to sum up the quotations of all parts and have a clear understanding of the total quotation of all parts. Pay attention to the accounting of quotation, don't make mistakes, don't repeat, don't miss items, especially when using excel to calculate automatically, you must use another method to check.
(3) qualification certificate. Pay close attention to the qualification certificates required by the tender, and be cautious about the user reports, qualifications and cases that may be provided by potential competitors; Provide higher qualifications than the bidding documents as far as possible; In joint bid, the qualifications of two or more parties are required, and the "local service team" is required, and supporting documents are required; For the designed products, necessary certificates and documents shall be provided; Special attention should be paid to the legal consistency requirements for using the qualifications of affiliated companies (such as group companies).
(4) Introduction of the project team. The introduction of the project team should be practical and realistic, and it is not necessary for the company executives to intervene in the project process; For the qualification introduction of people in the team, we should pay attention to the division of roles, the matching of ages and the qualification requirements; It is necessary to highlight the successful experience of team members in similar projects.
(5) Company profile. The company profile should be abbreviated or rewritten to highlight the content closely related to the project.
(6) Brief introduction of the company's after-sales service system and training system. Generally, this article is easy to be confused with the corresponding part in technical expression, so we should pay great attention to which part to put, and if both the business part and the technical part are needed, what is the focus; This is usually included in the grading standard. Therefore, we should carefully describe our company's project management, after-sales service and training system, which should meet the requirements of users' bidding documents and mainstream international and domestic standards.
(7) Brief introduction of equipment. Brief introduction of the equipment: submit the case, purpose and certificate of the equipment.
(8) Typical (successful) application cases in the industry. In successful cases, special attention should be paid to putting similar project experience before comparison.
(9) All materials that are beneficial to this bid. Some units will submit certification materials related to the project, such as award-winning certificates, patents, intellectual property certificates, horizontal and vertical project undertaking certificates, etc.
2. Composition of technical targets
(1) Description of bidding summary. The explanation is not only the summary of each part, but also the first page explanation of the bidder's own ideas, which should be paid great attention to and is also a very important place to win experts.
(2) Background introduction. The project background should discuss and explain the necessity and consideration of the project from the aspects of industry and basic situation of users, which is a very important place to reflect the pertinence of the tender.
(3) Main design tender. The design of the project is the main part of bidding. Considering that experts may not be very clear about the technology involved in the tender, this part of the logical relationship is very important. It should be discussed logically from the aspects of technology direction, product direction, product selection, performance and price comparison. It is very important to choose a suitable solution for Party A from a neutral standpoint.
(4) Project implementation plan. The project implementation plan should be practical and meet the requirements. This is also a point that is often scored. Try to use professional tools (such as projects) in the implementation plan, and the system structure of project management should be very clear, such as ISO 9000 and CMM. The qualification required by the tender should be consistent with the technical system of project implementation, such as CMM, which requires particularly high qualification, so the project management plan should be planned according to CMM.
(5) Risk control and quality control plan. Risk control measures should be practical, and the quality system should be clear and meet the bidding requirements.
(6) After-sales service plan. The after-sales service plan is often a scoring point, which should meet the requirements of the tender as much as possible; Important service commitments and deadlines should be highlighted in bold or tabular form.
(7) product introduction. Product introductions should be placed in inconspicuous places, such as appendices; The important performance of the product can be advanced or outstanding; If necessary, the manufacturer's product description color pages can be cut into tender binding.
Third, how to design a beautiful tender
1. Overall requirements
(1) Global view-each part of the tender is self-contained and interdependent. The technology is feasible and the narrative is concise and clear. The product list is correct and the catalog structure is clear (representing clear thinking). The full-text narrative is coherent and the style is unified. It caters to readers' psychological habits and is innovative. For example, if a comprehensive solution tender needs many parts, we can draw a logical diagram of each part in another chapter and discuss it briefly to facilitate expert review. The following figure is a logical structure diagram of a tender, which has six parts.
2. Summary description
Description is a general description of a tender, which not only reflects the brief content of each part, but also reflects the overall thinking and ideas of the bidder. Sometimes called the general manager's summary or special explanation, it includes the following contents:
–Bid objective:
–Strategic suggestions:
–Note:
–Advantages of bidding:
–Other things that need to catch the reader's eye.
3. Directory structure
The catalogue is not only automatically generated, but more importantly, it should reflect the overall logical structure. Bid evaluation experts often get their first impression of the tender through the catalogue. A good catalogue should reflect careful thinking and clear content, and experts can also get important features and basic information of bidders' main knowledge and skills from it. Therefore, if the bidder integrates the schemes of several manufacturers, it should re-integrate the adjustment catalogue.
4. Taboo in bid preparation:
(1) Other projects or other customer names appear in the tender. Many tenders use the information of other cases and forget to correct the users. They are easily rejected at the bid evaluation site and are considered not serious and need to be checked by special personnel.
(2) Wrong topology design. Topology diagram and logic diagram are the focus of expert review, and there must be no structural errors, let alone name errors (for example, many bidders write logic diagrams as topology diagrams). Drawings should be clearly marked, preferably by the draftsman and approver.
(4) The bidding documents are inconsistent. Many tenders were completed by different people, and inconsistencies in descriptions must be corrected. It is best to arrange a special person to read the manuscript and arrange a special review meeting before bidding.
(5) The directory structure is chaotic, illogical and fragmented.
(6) There are too many cliches and nonsense, and the language is wordy and meaningless. This situation is easy to appear when extracting information on the network, which should be paid attention to.
(7) improper use of words and sentences. The typo is a trivial matter, but it is easy to arouse the disgust of experts, especially in abstracts, important places and many times.
4. Bidding design example: a network integration project.
The following is a bidding example of a network integration project. This kind of bidding is much better than directly stacking products. Of course, if the project is bigger and more complex, it can be optimized.
1. Network planning:
Thinking method of network planning
Starting from the core of the network and spreading to the edge of the network;
Starting with network access, focusing on the network core;
A diversified way of thinking.
The purpose of network planning
It has early guiding significance for network construction;
Make users have a comprehensive understanding of the built network;
It provides a basis for future network implementation and acceptance.
2. Network design concept:
User demand analysis;
Network traffic analysis;
Network classification design;
Network hierarchical design;
Network equipment selection;
Network address planning.
1) demand analysis:
A) the purpose of demand analysis
–Provide a foundation for network planning.
–Make the scheme design personalized and more competitive.
B) basic needs:
User investment and network scale
Understand the type and distribution of business
Analyze the similarities and differences between current technology and user needs.
Analyze existing networks to protect users' investment.
C) sources of demand
-Thinking of decision makers' construction
Historical data and industry data provided by users.
–Detailed description of the user's technicians.
-The requirements of ordinary users for the network
D) collection method
-Minute method
–Contact key people
–User interviews
E) Key points to understand:
L business requirements, capital investment and network scale
L Status of the existing network
L the physical area covered by the network, the number and distribution of information points
L service classification, distribution and network function requirements
L network bandwidth and traffic requirements
L network reliability requirements
L network security requirements
L network management requirements
F) demand analysis summary:
L- technology is not a problem, but mainly depends on input and service.
L- user investment protection
–Cost-effective–Let users get the best return from their investment.
–Compatibility–Protect users' initial investment in the network.
–Scalability–Guaranteed availability for the next 5-8 years.
L- service
Providing excellent services to users may be more meaningful than just providing excellent networks.
L key investment should be placed in a key position.
2) Network traffic analysis:
3) tender structure:
Five, several stages of tender preparation
1. Preparation stage
–Read the tender document carefully.
–Make the tender according to the tender documents, and the contents can be increased, but not decreased.
–Make the bidding preparation schedule and strictly abide by it, and pay attention to reserve time for bidding review and modification. One mistake that most companies are prone to make is that they always work overtime until the last night without following the progress of the project, which is easy to make mistakes; In addition, more companies also made a fatal mistake, collecting information of users or competitors through sales on the last night; Such mistakes are also easy to appear in the late bidding. The best way is to schedule the time and bid adjustment strategy and strictly follow it. At this time, it is very important to hold a project kick-off meeting and reach an understanding.
2. Tender preparation stage
In the tender, the most important things are price, service and everything that can attract users' attention (even if it is not required in the invitation).
–The biggest taboos in the tender are typos, wrong pages, missing prints, inconsistent prices, wrong price capitalization, outdated contents and irrelevant contents (such as the tender header of item A or the name of item B).
3. End stage:
L how to print the tender
–Print key charts. Good charts can easily surpass competitors and attract experts' discussion or attention. Need to make a very large chart sandwiched in the middle of the tender.
–Print the quotation (how to view the quotation easily).
2 How to bind the tender
–Design of the cover. The cover of the tender should be professional and noble, not gaudy, and the necessary company, concept and logo can be properly placed.
–Use labels. Sometimes the tender is very thick, so it is necessary to add label symbols on the side, and it is best to print a brief description for easy reference; You can also use different colors of paper to distinguish different chapters and parts.
–overall feeling. Tender binding should reflect the value of the company. Many companies are willing to hire employees but are unwilling to spend money to design and bind tenders, which is very uneconomical.
3 bid package (or in accordance with the requirements of the invitation to bid)
–Use special bags when bidding;
–The special tender bag shall be marked with the tender number, package number, name of the tender equipment and name of the tenderer;
–The seal of the special bag for bidding indicates: "It shall not be opened before YY: xxxx year x month ZZ day;
–seal "or seal the mouth of the bag with a small piece of paper with the above words written on it, and affix the official seal.
4 original or copy of the tender
–Prepare the corresponding number of originals and copies (one original and multiple copies) according to the requirements of the tender;
–The cover of the tender must be marked with the original or copy;
–The original must use the original seal (non-copy);
–Each page of the original must be signed by the authorized bidder (full name or surname);
–The cover of the copy must be the original chapter of the company (platform).