I have made many bids before, and the main points are as follows:

Explain the strength of your company and why it is suitable for bidding;

The more detailed the understanding of the bidding project, the better;

Key point: Use data or convincing strength to prove that your company is the most suitable for this project.

The commercial bid and the technical bid are similar, but the emphasis is different. One is to pay attention to statistical data & expected results, and the other is to pay attention to budget and expected income.

PS: Be easy to understand, come straight to the point, and write in an atmosphere. Preparation of bidding documents

The tender is the most important part of the whole tender. Tenderness, like a script, is the soul of a movie or a drama. The tender must express all the wishes of the users, and there can be no omissions. The tender is also the basis for the bidder to prepare the tender, and the bidder must make a substantive response to the contents of the tender, otherwise it will be judged as invalid tender (treated as invalid tender). Tender is also the most important basis for bid evaluation.

1. Bid classification

(1) can be divided into international bidding documents and domestic bidding documents according to the bidding scope.

International bidding requires two versions, and the English version shall prevail according to international practice. Considering the foreign language level of enterprises in China, it is often stated in the tender that if there is any discrepancy between the Chinese and English versions, the Chinese version shall prevail.

(2) According to the tender target, it can be divided into three categories; Goods, projects and services.

It can be further subdivided according to different specific themes. For example, engineering can be further divided into construction engineering, decoration engineering, water conservancy engineering, road engineering and chemical engineering. The bidding content of each specific project varies greatly. The same is true of bidding documents for goods, such as simple goods such as grain and oil; Complex commodities such as machine tools and computer networks. There are also great differences between tenders.

2. Four principles of tender preparation.

A. the principle of fully reflecting users' needs;

B. scientific and reasonable principles;

C. Fair competition (excluding discriminatory provisions)

(four) the principle of safeguarding the business secrets of enterprises and the interests of the state;

The principle of fully reflecting the needs of users:

The users we will face in bidding have very different understandings of their own projects, projects and commodities. Coupled with the complexity of the project, the tendering agency should organize users, designers and experts to prepare tenders according to the situation of users and the complexity of the project. To fully reflect the needs of users. I have a lesson in this respect. Example (omitted):

Scientific and reasonable principle: technical requirements and commercial conditions must be based on sufficient and practical basis; The technical requirements are determined according to the feasibility report and technical and economic analysis. We should not blindly raise standards, improve equipment accuracy, house decoration standards, etc. Otherwise, it will bring waste of functions and unnecessary expenses.

The money you want ... give an example (omitted).

Fair competition (excluding discriminatory clauses): the principle of bidding is openness, fairness and impartiality. Only by being fair and open can we attract truly interested and competitive bidders to participate in the competition, achieve the purpose of procurement through competition, and truly safeguard the interests of users and the state. As a bidding agency, it is the most important work to prepare and review the tender and examine whether there are discriminatory clauses in the tender. As the government bidding management department, the supervision department and supervision department manage and supervise the bidding work, and the most important task is to examine whether there are discriminatory clauses in the bidding documents.

This is the key link to ensure whether the bidding is fair and just.

Principle of safeguarding the interests of enterprises and government: attention should be paid to protecting the business secrets of users when compiling bidding documents. For example, we want to recruit eight computer production lines for Lenovo (change the drawings to protect the technical secrets of Lenovo's computer manufacturing), and must not harm the national interests and social public interests. For example, noise pollution must meet the standards. In order to safeguard national security, we should attach great importance to this issue when recruiting broadband network projects for the Ministry of Radio, Film and Television.

3. The tender * * * has main contents.

The main contents of the tender can be divided into three parts: procedural terms, technical terms and commercial terms. It contains the following nine main contents:

A. invitation to bid;

B. instructions to bidders;

C. technical requirements and accessories of the project subject to tender;

D. format of tender;

E. bid security documents;

F. Contract conditions (general terms and conditions of the contract);

G. technical standards and specifications;

H. qualification documents of the bidding enterprise;

First, the contract format.

General items and goods include the above parts.

Invitation to bid: compiled by the bidding agency, which briefly introduces the name of the bidding unit, the name and content of the bidding project, the bidding form, the bidding sales, the bidding, the time and place of bid opening, the name, address and telephone number of the contractor, etc. In addition to the above-mentioned time for bidders to prepare for bidding, the bid opening time should try to avoid overseas holidays and Christmas, and domestic bidding should avoid holidays such as the Spring Festival.

Instructions to Bidders: This part is compiled by the tendering agency and is an important part of bidding. Emphasize the basic procedures of this tender. The bidder shall abide by the stipulated and promised obligations. The basic content, number of copies, format, validity and seal of the bidding documents and other bidding requirements. The methods and principles of bid evaluation, the handling of bidding results, the way of awarding and signing contracts, and the bid bond.

The following points must be explained here:

A the number of copies of the tender shall be determined according to the size of the subject matter and the number of experts participating in the bid evaluation, so as to facilitate the bid evaluation. 4-5 parts, 5- 15 parts.

B. Different bid evaluation methods, goods, services and projects. We will discuss the bid evaluation method later.

C the bid is valid for 28-30 working days after the contract is signed.

D. Bid bond is necessary for international bidding, and it is difficult to issue bond certificates for domestic bidding, and the credibility of bond certificates is not good, so try to choose the bid bond system.

Technical requirements and attachments of the tender: the most important content of the tender. The information is mainly provided by the employer and jointly compiled by the employer and the tendering agency.

Taking machine tools as an example, this paper explains the matters needing attention when compiling technical requirements and accessories.

Of course, different projects have different requirements for the preparation of tenders, but we don't involve differences here, only the same points. Technical requirements and accessories of equipment mainly include: equipment specifications, technical parameters, quality and performance indicators, control methods and automation degree, process flow, inspection and acceptance methods and standards, as well as specific requirements for raw materials, spare parts, tools and packaging, as well as requirements for safety, environmental protection, energy saving and labor protection. Accessories usually include typical parts processing drawings, etc.

Taking the machine tool as an example, the technical requirements and the preparation of accessories are explained.

The tender can be roughly divided into 1 1. Briefly explain the contents of item 1 1.

A. Bidding number: it is convenient for project management and is numbered by the bidding company.

B equipment name: pay attention to accuracy and conform to international and industry norms.

C quantity: the unit is clear to prevent misunderstanding and the quantity is accurate.

D delivery date: a reasonable manufacturing period is required to avoid excluding potential bidders due to unreasonable construction period. General machine tools need 3-6 months, and large machine tools need 8- 10 months or more.

E. Equipment use and technical requirements:

This part mainly includes four aspects:

The first aspect is the basic requirements for machine tools. The basic requirements mainly describe the purpose of the equipment and the processing object of the equipment. If drawings are needed, they are attached as attachments. In order to maintain the business secrets of enterprises, processing drawings can be designed according to the requirements of processing technology and accuracy. This part is the focus and core of the technical part. The production outline, materials, weight, overall dimensions and various functional requirements of the equipment must be described in detail. The basic requirements should also describe the processing beat, the working time and energy consumption of the production unit. The basic requirements should also explain the requirements for noise, three wastes, environmental protection and labor protection.

The second aspect is the technical requirements and main parameters. According to the needs of the workpiece, the main parameters are put forward within a certain range, and the data should cover the corresponding models of each factory as much as possible. Such as: Maximum radius of gyration ≥? Power of a spindle ≤KW

The third aspect is the mechanical structure. The principle that each bidding factory should describe the structure and materials of machine tools in detail is put forward in order to compare the stability, life and accuracy of machine tools.

The fourth aspect is electrical and control. This part often encounters power problems. There is a gap between China's power supply and European and American countries, and the quality of power supply varies greatly in China. The reasonable power supply conditions are put forward. Requirements for electrical components and motors, such as AC servo motors. Control system: FANUC system, Siemens system, NUM system and special systems of major machine tool plants are widely used in the world. The Bidder shall specify the loose range of control system selection. The function of the control system, that is, the function of the software, should be prompted reasonably according to the needs to prevent price problems when signing the contract. The machine tool with higher control level is prompted as follows.

F. Accessories and spare parts: This part of the preliminary work is often overlooked, but accessories and spare parts are sometimes of high value, such as tool calibrators and spare chucks. Accessories and spare parts within the warranty period shall be included in the total price. For spare parts beyond the warranty period, the supplier is advised to provide a list of recommended spare parts and quote separately for selection.

G. Technical documents: indicate the type, number of copies and language of the required technical documents. All kinds of certificates are needed, and all kinds of precision inspection certificates and performance test records are needed.

H. Training and technical services

A) installation and commissioning requirements

B) personnel training requirements

1. Acceptance methods and standards: adopt international general standards, or foreign standards and European standards recognized by China. Other standards that meet the requirements should not be excluded.

J quotation and guaranteed price method: tender must require itemized quotation to facilitate bid evaluation and contract signing. The general quotation methods are FOB and CIF, and the risk transfer in both methods is the ship of the offshore port. The place of delivery is the time and place of risk transfer.

K packaging and transportation requirements are very important, which is related to whether the goods can reach the users on time and undamaged.

Tender format: This part is compiled by the tender company, and the tender format is the standard requirement of tender documents. Including the bid letter signed by the authorized representative of the bidder, explaining the specific contents of the bid and the total quotation, and promising to abide by the bidding procedures and various responsibilities and obligations, and confirming that the bidding period is binding within the stipulated bid validity period. It also includes the format of technical scheme outline and bidding price list. At present, we strive to submit the performance table to the bidders when the tender is sold, so that the tenderer can compare all the bidders' documents with the same caliber.

Bid security documents: necessary documents for effective bidding. Security documents generally take three forms: check, bid bond and bank guarantee. If the project amount is small, check and bid bond can be used, generally 2%. The validity period of the bid bond shall be longer than the validity period of the bid, and shall be connected with the performance bond. The bid guarantee is issued by the bank and is based on the bank's reputation. Enterprise reputation and bank reputation are the necessary conditions for enterprises to enter the international market. If the bidder abandons the bid or refuses to sign the contract within the validity period of the bid, the tendering company has the right to confiscate the deposit to make up for the losses suffered in the bidding process.

Contract conditions: this is also an important part of the tender. We'll discuss the contract later. This part is the legal basis of the economic relationship between the two sides, so it is very important for both bidders. International bidding shall conform to international practices and domestic laws. Due to the special requirements of the project, it is necessary to provide supplementary contract terms, such as payment method, after-sales service, quality assurance, main insurance costs and other special requirements, which are listed in the technical part of the tender. However, these terms cannot be too harsh, and it is not allowed (in fact, it is impossible) to pass all the risks on to the winning bidder.

Design specification: Some equipment requirements, such as communication system, power transmission equipment, etc., are important documents to ensure the quality of equipment and should be included in the appendix of the tender. Technical specifications should provide detailed protection for construction technology, engineering quality and inspection standards, which is also the premise to avoid disputes. The technical description includes: general outline, general situation of the project, requirements for materials, equipment, construction technology and phased project quality, and if necessary, write down the calculation rules of each division and quantity.

Qualification documents of the bidding enterprise: this part of the requirements shall be put forward by the tendering agency. It is required to provide the qualification documents such as the license of the enterprise to produce this product, such as ISO900 1 and ISO9002 certificate. Performance is also needed.