First, the competition between comprehensive strength and wisdom.
The bidding for residential engineering construction adds a new competition of comprehensive strength and wisdom to residential construction contractors, and bidding strategies and skills are the basic skills that every competitor should master skillfully. In order to win the favor of real estate developers with the most satisfactory quotation in bidding competition and become the winner among many competitors, it is necessary to study bidding strategies and bidding skills.
There are not many research papers on bidding strategies and techniques published in China, and some people even regard this kind of research and discussion as an opportunity. In fact, the bidding skill is to let the real estate agent accept it under the condition of ensuring the project quality and time limit for a project, so as to make a profit after winning the bid. Nowadays, behind-the-scenes activities in China's construction market (also known as "walk-away relationship") have become increasingly infeasible.
Some contractors do not win the bid by their own strength, but are keen on taking the relationship, which has destroyed the social atmosphere and caused adverse effects and should be put an end to it. The so-called bidding skills, the most fundamental thing is to rely on their own strength and the integrity of enterprises. Skills only play an auxiliary role in bidding.
Bidding strategy runs through the whole bidding competition. It is the basis of winning, the guarantee of achieving business objectives and the premise of obtaining profits.
Second, several bidding methods
According to the different characteristics of the project subject to tender, different quotations should be adopted.
The quotation can be higher in the following cases: (1) projects with poor construction conditions; Technology-intensive projects with high professional requirements: small projects with low total price, projects that are unwilling to do and inconvenient to invest; Time-critical projects; Projects with few bidders; Items with unsatisfactory payment conditions.
The quotation can be lower in the following cases: (1) projects with good construction conditions; Projects that ordinary companies can do with simple work and large quantities of work; At present, our company is eager to enter this field or face the end of the project in this field; There is a project near the company, which can use the equipment and workers of this project; Projects with many bidders and fierce competition; Non-emergency projects; Items with good payment terms.
Unbalanced quotation method.
After the total quotation of the project is basically determined, in order to improve the total quotation without affecting the winning bid, the internal quotation of each sub-project is adjusted in order to obtain more ideal economic benefits in the settlement. Analyze the bill of quantities issued by the tendering unit, and adjust the subtitle quotation from the following aspects:
You can check the subtitles as soon as possible. Such as start-up expenses, foundation engineering, earthwork excavation of pile foundation, etc. , can be properly reported to facilitate capital turnover:
After comparison between accounting and bill of quantities, it is predicted that the future quantities will increase. The unit price can be increased, the engineering quantity can be reduced, and the unit price can be reduced. However, for early projects with errors in engineering quantity calculation, if the actual engineering quantity may be less than the engineering quantity in the bill of quantities, the unit price can generally be reduced;
If the design drawings are not clear, it is estimated that the unit price can be increased for the modified subtitle, and it can be reduced if the content of the engineering quantity is not clear;
Exploratory Buddhism, if it is contracted by itself, the unit price can be higher if it is definitely constructed, and lower if it is not necessarily constructed;
Some tender documents require bidders to analyze the unit price of monthly reports with large quantities. When bidding, the material cost in the analysis table can be low, and the labor cost and machinery cost can be reported high.
Multi-scheme quotation method.
Sometimes the tender documents stipulate that proposals can be made, and such tender documents should be carefully studied. If it is found that the project scope is unclear, the terms are unclear or unfair, and 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 in the original bidding document, and then make suggestions on the amount that can be reduced if a certain clause is changed. This can reduce the total price and attract owners.
To put forward a new scheme, the bidding team should organize experienced experts to seriously study the design and construction scheme of the bidding documents and put forward an ideal scheme to attract the owners and help them win the bid. This new scheme can be used to reduce the total cost, or complete the project ahead of schedule or make the project use reasonable, but it should be noted that the original bidding scheme must be submitted for the owner's comparison.
The content of the proposed scheme should not be too specific, and the technical key of the scheme should be kept to prevent the owner from handing it over to other contractors. The proposed plan should be well thought out. If we rashly put forward some uncertain schemes in order to win the bid, it may cause bad consequences.
No profit calculation, commitment to preferential conditions.
Non-profit bid evaluation: contractors lacking competitive advantage do not consider profits when bidding. This method is generally used in the following situations: after winning the bid, it is possible to subcontract some projects to subcontractors with lower prices; For projects built in stages, first get the first phase of the project at a low price, and then win the second phase; It is difficult for contractor enterprises to survive, and they must first obtain the living conditions.
Promised preferential terms The offer has preferential terms. When evaluating bids, the bid evaluator should not only consider the quotation and technology, but also analyze other related contents. The bidder proposes to complete the project ahead of schedule, give away construction equipment and transfer new technology to train the owner's personnel for free, so as to attract the owner and be conducive to winning the bid.
Third, the current bid evaluation methods and existing problems
At present, China still lacks a set of fair, reasonable and advanced science; Accurate bid evaluation method has greater freedom and randomness in the bid evaluation process, and there are many qualitative factors and few quantitative factors in bid evaluation.
At present, the popular percentage evaluation method has a high usage rate. This method is suitable for China's national conditions, that is, fair and open, but unfair; The reason is that this bid evaluation method can reduce real estate agents or other human factors, so it is fair. But the more emphasis is placed on fairness, the more opportunities there are, and it is often unfair. The increase of opportunity factor is unfair to both real estate developers and contractors; First, it can't reflect the subjective intention of the owner, and second, it can't truly reflect the high-level winning bid of the contractor.
Problems to be solved in bid evaluation:
1, bid evaluation procedure
Generally speaking, the expert group gives a score of 30 points to the technical tender. These scores are not high, but they play a very important role, because the method of bid evaluation is to take an interval according to the contents of the tender, and the difference between the heights in the interval is 5 points.
At present, most of the operating procedures are to score the technical bid and the commercial bid at the same time, and the bidder's temporary score ranking is known only after 70 points are calculated first. The owner participates in the bid evaluation team. When the owner introduces the bidders, he will especially introduce the contractors he recommended, giving the expert group a preconceived feeling, which makes it very easy for the bidders he recommended to rank high.
Solution: Change the bid evaluation method of scoring technical bid and business bid at the same time, first evaluate the technical bid, and then evaluate the computable business bid after determining the ranking. The change of procedure reduces human factors and is conducive to fairness and justice.
2. Recommended units
The owner hopes that the contractor recommended by himself will win the bid, mainly because he has a better understanding and trust in the recommending unit. Worried that it is difficult for unfamiliar contractors to coordinate their work after winning the bid, and even produce friction disputes and claims; Worried that the contractor will not abide by the basic professional ethics in the bidding process. Therefore, owners often recommend two companies to bid. The fact is that a contractor borrows the name of another company and is operated by one company to increase the possibility of the recommended company winning the bid, which violates the principle of fair competition.
The solution provided the contractor's suggestions.
3, bid evaluation method
Traditional bid evaluation methods include "two-stage bid evaluation method" and "hundred-point bid evaluation method". At present, efforts are being made to implement the method of "bidding without pre-tender price and evaluating with pre-tender price". In this method, the construction unit or contractor formulates the reference quota, compiles the reference project cost, and publishes it to the tenderer together with the bid evaluation method and the main terms of the contract when issuing the tender documents, so that the tenderer can quote on its own according to its own strength and market conditions. When evaluating bids, the expected project cost (that is, the pre-tender estimate) is calculated by extracting the arithmetic average weight of the quotation and the weighted average project cost downward rate, and the bidder close to the project cost scores high, and the winner is the one with the highest total score of the technical bid and the commercial bid. Compared with other methods, this bid evaluation method reduces human factors and increases opportunity factors, which is a step towards fairness and justice. At the same time, it also shows the importance of bidding skills.
Bid evaluation method is the content that bidders should study seriously. Different bid evaluation methods have different bidding skills. The increase of opportunity factors will bring more opportunities to the successful bidder, and may ignore the comprehensive strength of their own enterprises.
Solution: According to the international bidding practice, the reasonable low-price bid evaluation method is implemented, that is, there is no pre-tender price, and the expert judges start with the lowest bid evaluation, and make a reasonable demonstration of winning the bid step by step. But no matter which evaluation method, bidders must study it carefully.
There are many contents of construction bidding, and the above is only an analysis of some contents. Some bidding skills and calculation skills need further exploration and research, which will change with the change of bid evaluation methods, but what remains unchanged is the persistent pursuit of the research on construction bidding methods.
Four. Suggestions on improving bidding methods
Due to the construction of our country; The implementation of bidding for design projects is still in its infancy, and there are still many places to be improved. At present, we should start from the following aspects:
(1) Establish and improve the bidding legal system.
(2) Improve supervision and management, and strengthen the role and code of conduct of bidding management institutions.
(3) Give full play to the trading function of the tangible construction market, and truly bring engineering contracting, contracting and consulting into the tangible market.
(4) Develop bidding agency to make it in line with international practice.
For more information about project/service/procurement bidding, and to improve the winning rate, please click on the bottom of official website Customer Service for free consultation:/#/? source=bdzd