Bidding strategy is an integral part of the bidder's business decision, which guides the whole bidding process. The factors affecting the bidding strategy are very complicated, and the bidding strategy is closely related to the economic benefits of bidders, so it must be timely, rapid and decisive. When bidding, we should not only consider our own advantages and disadvantages, but also consider the intensity of competition, analyze the overall characteristics of the bidding project, and determine the bidding strategy according to the project category and construction conditions. From the whole bidding process, the bidding strategy is mainly manifested in the following three aspects.

1, survival strategy

In order to win the bid with the goal of overcoming the survival crisis, various influencing factors can be ignored. However, due to the change of social, political and economic environment and the poor management of the bidders themselves, the survival crisis of the bidders may be caused. This crisis is first manifested in the economic situation of enterprises and the reduction of bidding projects. Secondly, the government adjusted the direction of infrastructure investment and reduced some projects that bidders are good at. This kind of crisis often damages professional engineering bidders with single business scope. Third, if bidders are poorly managed, there will be a crisis of less and less bidding. At this time, the bidder should focus on survival and win the bid with an attitude of not making profits or even losing money. As long as we can get through the difficulties temporarily, there is hope of making a comeback. 2. Competitive strategy

Bidding quotation is based on competition, aiming at developing the market and making small profits. On the basis of accurate cost calculation, the bidding target of competitors is fully estimated, and the purpose of winning the bid is achieved by competitive quotation. Bidders should adopt competitive bidding strategy in the following situations. The business situation is sluggish, and few tenders have been received recently; Competitors are threatening *; Trying to enter a new field; Open up new types of engineering construction; Projects with low risk, simple construction technology, large engineering quantity and good social benefits; There are other projects under construction in our company nearby. This strategy is adopted by most enterprises, also known as meager profit strategy.

3. Profit strategy

This strategy is to give full play to its own advantages in bidding, with the goal of achieving the best profit, not enthusiastic about projects with small benefits, but full of confidence in projects with large profits. The profitable quotation strategy can be adopted in the following situations, such as the bidder has opened up the situation in the local area, the construction capacity is saturated, the credibility is high, and there are few competitors, which has technical advantages and strong brand effect on the tenderer, and the bidder's goal is mainly to expand the influence, or the construction conditions are poor, the difficulty is great, the capital payment conditions are not good, the quality requirements of the construction period are high, and the project is accompanied by a joint venture.

After getting a preliminary quotation according to a certain strategy, we should analyze this quotation in many aspects. The purpose of the analysis is to explore the rationality, competitiveness, profitability and risk of this quotation. Generally speaking, the calculation method of bidders' bidding quotation is similar, and the basic price information of cost engineers is similar. Therefore, in theory, each bidder's bid quotation should be not far from the tenderer's pre-tender estimate. Why are there many differences in actual bidding? Except for obvious calculation errors, misunderstanding of the contents of the bidding documents, and intentionally giving up competition and offering high prices, the main reasons for the difference in bidding quotations are roughly as follows:

1, the pursuit of profit is different.

Some bidders are eager to win the bid in order to survive, and have to reduce the profit rate or even make no profit; Some bidders have better opportunities and are not eager to win the bid in order to pursue higher profits.

2. Each has its own advantages.

Some bidders have idle machines and materials; Some bidders have abundant funds; Some bidders have many excellent managers.

3. The selected construction scheme is different.

For large and medium-sized projects and some special projects, the choice of construction scheme has great influence on the cost. Scientific and reasonable construction scheme, including reasonable arrangement of project schedule, correct selection of mechanization degree and optimization of project management, can obviously reduce the construction cost, thus reducing the quotation.

4. Differences in management fees.

There are great differences in management fees between group enterprises and small and medium-sized enterprises, old enterprises and new enterprises, and enterprises where the project is located and foreign enterprises. This difference is more obvious when the individual expenses of bidders are displayed in the list pricing mode.

These differences are important factors that reflect the reasons for low quotation after the implementation of bill of quantities valuation, but the word "reasonable" must be used for low quotation under bill of quantities valuation. The lower the better, the lower the personal cost of the bidder, and the smaller the loss caused by winning the bid at a low price. The bidder must determine the lowest cost price on the premise of ensuring the quality and time limit, ensuring the expected profit and considering certain risks. Although low price is important, it is not the only factor in quotation. In addition to low quotation, bidders can also use strategies or bidding skills to beat their opponents. You can make reasonable suggestions, reduce the investment of the tenderer or give the tenderer some preferential conditions, which can make up for the lack of high price.

Bidders often use the following bidding skills in the bidding process.

1, using unbalanced quotation method.

Unbalanced quotation method refers to the bidding quotation of a project. After the total price is basically determined, how to adjust the quotation of internal projects will not increase the total price, and will not affect the winning bid, but also obtain more ideal economic benefits in settlement. Common unbalanced quotation methods are:

1) Projects that can recover funds as soon as possible, such as preliminary measures, foundation works, earthwork, etc. , you can quote a higher price to facilitate capital turnover, and the quotation for later projects, such as equipment installation and decoration projects, can be appropriately reduced;

2) After engineering quantity accounting, it is expected that the unit price of projects with increased engineering quantity in the future will be appropriately increased, so that more money can be made in the final settlement, while the unit price of projects with possible reduced engineering quantity will be reduced, with little loss in the project settlement. But these two situations should be considered as a whole, that is, for the prophase projects with incorrect quantities in the list, if the quantities cannot be completed and may be reduced, the unit price cannot be raised blindly, and it should be determined after specific analysis.

3) If the design drawings are not clear, it is expected that the revised quantities will increase, and the unit price can be increased; if the project contents are not clear, the unit price can be reduced;

4) When negotiating and bidding, the bidder generally has to lower the bid price. At this time, we must first lower the small unit price of those projects, so that even if the unit price is lowered a lot, the total bid price will not drop a lot, but the feeling for the tenderer is that the unit price on the bill of quantities has dropped sharply, and the bidder is quite sincere in making profits;

5) In other project fees, the unit price of man-days and machine-teams should be quoted, and the unit price can be higher, so that the tenderer can get more profits when using labor or machinery in the future. Then the quantities of other projects should be analyzed in detail, and there is a limit to whether the quotation is high or not, otherwise the total quotation will be raised.

Although unbalanced quotation can reduce some risks for bidders, the quotation must be based on carefully checking the engineering quantity risks in the bill of quantities, especially for projects with reduced unit price. If the engineering quantity increases, it will cause great losses to bidders, and at the same time, it must be controlled within a reasonable range, generally within 10%, so as not to cause opposition from the tenderee, or even lead to unreasonable quotation of individual list items. If you don't pay attention to this point, sometimes the tenderer will pick out the overpriced projects for the bidder to analyze the unit price, and depress the price around too much content in the unit price analysis, so that the bidder will lose more than the gain.

2. Multi-scheme quotation method

Sometimes it is stipulated in the tender documents that proposals can be made; Or for some bidding documents, if it is found that the project scope is unclear, 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 propose the amount that can be reduced if some 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 finish the project ahead of schedule. However, it should be noted that the original bidding scheme must be quoted, while the new scheme is quoted by the bidder for comparison.

3. Sudden price reduction method

Quotation is a confidential work, 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 compiling bidding quotation, and make a final decision according to the situation information and analysis before the bidding deadline. Sudden price reduction is often just to reduce the total price, and to allocate the reduced part to each list item, unbalanced quotation can be used to achieve higher income.

4. Loss before profit method

For large-scale phased construction projects, when bidding for the first phase of the project, part of the indirect costs can be allocated to the second phase of the project, and less profits can be calculated to win the bid. In this way, when bidding for the second phase project, it is easier to get the second phase project by virtue of the experience, temporary facilities and reputation established by the first phase project. But when the second phase of the project is far away, it can't be considered like this.

5. Commitment to preferential terms

It is an effective means to attach preferential conditions to tender offer. When evaluating bids, bidders 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, we should take the initiative to complete the project ahead of schedule, pay low interest, give away construction equipment, transfer new technology or a technical patent for free, cooperate with others for free, and train personnel on behalf of others. They are all auxiliary means to attract bidders and help them win the bid.

6, strive for the bid evaluation reward

Sometimes the tender documents stipulate that the bid evaluation of certain technical indicators can provide better index values than the specified ones, and appropriate bid evaluation rewards can be given during 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 provisions, 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 of the bid price, and the bid evaluation reward will lose its meaning.

After the implementation of the bill of quantities, bidders must show their core advantages different from other competitors when bidding, and how to get the maximum profit under the condition of lower quotation is the focus of every bidder's attention. First of all, when bidding for a project, bidders should mainly work hard on advanced and reasonable technical schemes and lower bidding prices. At the same time, the bidder makes a correct decision between profit and risk, but there are other strategies and bidding skills that play an auxiliary role in bidding. Bidders should use these strategies and skills to avoid and prevent risks as much as possible. Secondly, experienced bidders pay special attention to the tenderer's bill of quantities, and the description and content of each project list will be analyzed and studied in detail. In the process of analysis and research, even if the tenderer's bill of quantities is confirmed to have wrong items, missing items, certain changes and hidden risks in the construction process, it will not actively change or lower the conditions, but will use the tenderer's mistakes to make unbalanced quotation and other skills to leave a foreshadowing for the claim after winning the bid, so as to obtain the maximum profit after winning the bid.

Therefore, only by using good strategies can bidders correctly analyze the bidding quotation and make decisive decisions. So as to ensure the expected profit under the condition of winning the bid at the lowest price.