A, bidding strategy analysis
Bidding strategy refers to the contractor's systematic work arrangement and ways and means to participate in bidding competition. Before participating in the project bidding, an enterprise should organize relevant bidders to analyze the bidding strategy according to the situation of the project subject to tender and the enterprise's own strength, including the analysis of the enterprise's current operating status and its own strength, the analysis of opponents and the analysis of opportunities and interests.
In the bidding process, how to use the strategy and skills of "using long and controlling short, using good and controlling bad" is related to whether the bid can be won or not and the benefit after winning the bid. Under normal circumstances, the bidding strategy is as follows:
1, high-priced profit strategy
This is a strategy that aims at greater profits in the bidding process. The use of this strategy is usually based on the following situations:
1) projects with poor construction conditions;
2) For technology-intensive projects with high professional requirements, our company has professional knowledge and high reputation in this respect;
3) small projects with low total price, and projects that are unwilling to do and inconvenient not to bid;
4) Special projects, such as ports and docks, underground excavation, etc.
5) Projects with urgent construction period;
6) Projects with few bidders;
7) Items with unsatisfactory payment conditions.
2. Low price and small profit strategy
Refers to the strategy of small profits but quick turnover in the quotation process. The use of this strategy is usually based on the following situations:
1) projects with good construction conditions, simple work and large quantities that ordinary companies can do;
2) At present, our company is eager to enter a certain market or region, or after the project is over, there is no on-site transfer of machinery and equipment in this region;
3) There is a project near our company, which can use the equipment and services of the project, or a project that can be completed in a short time;
4) Projects with many bidders and fierce competition;
5) Non-emergency projects;
6) Projects with good payment conditions;
3, unprofitable strategy.
If necessary, the contractor who lacks competitive advantage has to win the bid without considering the profit at all. This strategy is usually adopted in the following situations:
1) After winning the bid, most of the project may be subcontracted to some subcontractors with lower prices;
2) For phased construction projects, get the first phase project at a low price, and then strive for opportunities to create competitive advantages in the second phase project and earn profits in the subsequent implementation;
3) For a long time, the contractor has no projects under construction, and it will be difficult to survive if he fails to bid again. Therefore, although this project is unprofitable, as long as there is a certain management fee to maintain the daily operation of the company, we can find ways to tide over the temporary difficulties so as to make a comeback in the future.
Second, the application of bidding skills
The bidding method is selected according to the bidding strategy, and a successful bidding strategy must use the corresponding bidding method to achieve the ideal effect. Whether the bidding skills can be used scientifically and reasonably to make them play their due role in the bidding work is related to whether the bid can be won in the end, which is the key to the whole bidding work. Specific bidding skills that bidders are usually familiar with include:
1, unbalanced quotation method
This method refers to adjusting the quotation of internal projects after the total quotation of the project is basically determined, so that the total quotation will not be improved, and the winning bid will not be affected, and at the same time, more ideal economic benefits will be obtained in the settlement. Generally speaking, unbalanced quotation can be considered from the following aspects:
1) For projects that can be settled as soon as possible, such as foundation engineering, earthwork excavation and pile foundation. , the unit price can be appropriately increased;
2) It is expected that the unit price of projects with increased quantities in the future will be appropriately increased, so that more money can be earned in the final settlement; The unit price of the project may be reduced by reducing the engineering quantity, and the loss is not great when the project is settled;
3) If the design drawings are not clear, it is estimated that the revised quantities will increase and the unit price can be increased; If the content of the project is not clearly explained, some unit prices can be appropriately reduced, and then the price will be increased after clarification;
4) exploratory projects, such projects should be analyzed in detail, and the unit price that must be done can be higher, and the unit price that is not necessarily done should be lower; If the project is to be subcontracted to other contractors, it is not advisable to quote a high price, so as not to raise the total quotation.
2, daywork unit price quotation
Generally, it can be slightly higher than the wage unit price in the project, because the daily work is not within the scope of the total contract price, and it will be reimbursed if it happens. However, if it is clear in the tender documents that the unit price of daywork should be included in the total quotation, it is necessary to analyze whether to quote a high price to avoid raising the total quotation.
3. Sudden attack method
Due to fierce bidding competition, in order to confuse the other party, you can still follow the crowd in the whole bidding process, and even deliberately disclose some false information, such as announcing that you are not interested in the project, not planning to participate in bidding (or preparing to bid at a high price), showing the illusion of unprofitable withdrawal, and so on. A few hours before the deadline for bidding, we suddenly went to bid, lowered the bid price, and caught our opponent off guard and lost.
4. Consortium method
Usually, the consortium method is adopted, that is, two or three companies with similar or similar main businesses will bid independently, which will lead to excessive quotation and lose their competitive advantage due to lack of experience, poor performance or excessive workload. In the form of bundling, joint bid complements each other's advantages, pursues advantages and avoids disadvantages, enjoys benefits and takes risks, which relatively improves its competitiveness and chances of winning the bid. This method is currently used in many large-scale projects in China.
5. Multi-scheme quotation method
For some quotation documents, when the project specifications or contract terms are unclear, the terms are unclear or unfair, or the technical specifications are too harsh, the contractor will bear greater risks. In order to reduce the risk, it is necessary to increase the unit price of the project and increase the "unforeseen expenses", but this will increase the possibility of being eliminated because of excessive quotation. The multi-scheme quotation method is to deal with this dilemma. The specific method is to submit two prices in the tender, that is, one price is in accordance with the original tender documents, and then put forward: "If some terms in the technical specifications or tender documents change, how much can this bidder's offer be reduced …", thus giving a lower price to attract the owners.
6. Add the suggested quotation method.
Sometimes it is stipulated in the tender documents that suggestions can be made, that is, the original design scheme can be modified and the bidder's scheme can be put forward. At this time, the bidder should seize the opportunity to organize a group of experienced design and construction engineers, carefully study the design and construction scheme of the original bidding documents, and put forward a more reasonable scheme to attract the owners and urge their own scheme to win the bid. This new scheme can reduce the total cost or shorten the construction period, or make the engineering application more reasonable. However, we must note that the original bidding scheme must also be quoted. It is suggested that the scheme should not be too specific, and the technical key of the scheme should be kept well to prevent the owner from handing it over to other contractors. At the same time, it should be emphasized that the proposed scheme must be mature and operable.
Three. conclusion
Bidding for engineering construction is a universal, scientific and reasonable way of engineering contracting at home and abroad. Bidding competition is the comprehensive quality competition among enterprises. Its success or failure depends not only on the bidder's technology, equipment and financial strength, but also on the correctness and predictability of bidding strategies and methods. At the same time, it is also very skillful. Only by carefully summing up the experience and lessons in this respect, in-depth analysis and continuous exploration can we win the bid in the future.
In addition, the contractor should also pay close attention to and study the changes and development of the bidding market. With the vigorous implementation of bill of quantities bidding, bill of quantities will be widely used in future bidding activities. Based on this development trend, the contractor should focus on studying the general engineering quantity calculation rules at home and abroad, strengthen the research on the market, and determine the reasonable itemized unit price and charging standard that meets the market requirements. Combined with the implementation of unit price contract, according to the characteristics of actual project settlement, appropriate bidding strategies and skills are adopted to improve the winning rate of enterprises and ensure reasonable high profit and competitive position in the contracting market.