1. unbalanced quotation method.
unbalanced quotation method refers to adjusting the quotations of internal sub-items on the premise that it has been basically determined, so as to achieve the goal of not changing the total quotation, but also enabling the enterprise to recover the advance payment and obtain more profits as soon as possible after winning the bid, which can also become the "middle before light" method. However, when applying this skill, in order to ensure that the chance of winning the bid will not be lost, it is necessary to avoid the situation of extremely high and low quotation.
2. Quotation of tentative quantities.
there are three kinds of tentative quantities: the owner has specified the project contents and the tentative total price of the tentative quantities, and stipulated that all bidders must add this tentative amount to the total quotation. However, due to the inaccuracy of the itemized quantities, it is allowed to pay according to the unit price quoted by the bidders and the actually completed quantities in the future. Because the tentative total price is fixed, it has no influence on the total quotation of all bidders, so its unit price can be appropriately increased. The second is to list the items and quantities of tentative quantities, but it does not limit the estimated total price of these quantities. The bidder is required to list the unit price and calculate the total price according to the number of tentative projects. When the settlement is made in the future, it can be paid according to the actually completed quantities and the quoted unit price.
3. Multi-scheme quotation method
Sometimes it is stipulated in the tender documents that a proposal can be made; Or for some tender documents, if it is found that the scope of the project is not clear, the terms are unclear or unfair, or the technical specifications are too harsh, it should be handled according to the multi-scheme quotation method on the basis of fully estimating the risks. That is, quote a price according to the original bidding documents, and then put forward the amount that can be reduced if certain terms are changed. This can reduce the total cost and attract bidders. At this time, the bidder should organize a group of experienced design and construction engineers to carefully study the design scheme of the original bidding documents, and put forward a more reasonable scheme to attract the tenderer and promote their own scheme to win the bid. This new proposal can reduce the total cost or complete the project ahead of schedule. However, it should be noted that the original bidding scheme must be quoted, while the new scheme is quoted for comparison by the tenderer.
4. Sudden price reduction method
Quotation is a confidential job, but opponents often spy on information through various channels and means, so this method can confuse competitors when quoting. That is, first quote according to the general situation or show that you are not interested in the project, and then suddenly reduce the price when the bidding deadline is approaching. When adopting this method, we must consider the range of price reduction in the process of preparing bidding quotation, and make a final decision according to the situation information and analysis before the bidding deadline. The sudden price reduction method often only reduces the total price, but to allocate the reduced part to each list item, unbalanced quotation can be used to achieve higher benefits.
5. Loss-before-profit method
For a large-scale phased construction project, when bidding for the first phase of the project, part of the overheads can be allocated to the second phase of the project, and less profit can be calculated to win the bid. In this way, when bidding for the second phase of the project, it is easier to get the second phase of the project with the experience, temporary facilities and credibility of the establishment of the first phase. However, when the second phase of the project is far away, it cannot be considered in this way.
6. Promising preferential conditions
It is an effective means to attach preferential conditions to the tender offer. When evaluating bids, the tenderer should not only consider the quotation and technical scheme, but also analyze other conditions, such as time limit for a project and payment terms. Therefore, when bidding, the initiative to complete the project in advance, low-interest payment, giving construction equipment, free transfer of new technology or a certain technology patent, free technical cooperation, training personnel on behalf of others, etc. are all auxiliary means to attract tenderers and help them win the bid.
7. Strive for the bid evaluation reward
Sometimes the tender documents stipulate that the bid evaluation of certain technical indicators can provide index values that are superior to the provisions, and appropriate bid evaluation rewards can be given during the bid evaluation. Therefore, the bidder should make the indicators that the tenderee pays more attention to better than the prescribed standards, and get appropriate bid evaluation rewards, which is conducive to winning in the competition. However, it should be noted that technology * can be superior to the bidding regulations, which will lead to a corresponding increase in the bid price. If the bid price is too high, even if the bid evaluation reward is obtained, it will be difficult to offset the increase in the bid price, so the bid evaluation reward will lose its meaning.
therefore, when bidding, we should not only consider our own advantages and disadvantages, but also analyze the characteristics of the bidding project. According to the different characteristics, categories and construction conditions of the project, the quotation strategy is selected. Only by using the strategy well can the bidder correctly analyze the bidding quotation and make a decisive decision. So as to ensure the expected profit in the case of winning the bid at the lowest price.
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