1
information war
For information warfare, we can understand it as the acquisition of bidding information, which is the most important part. Only after obtaining relevant information can we better lay out the campaign. With the development of Internet, big data, cloud computing and other high-tech, there are more and more channels for enterprises to obtain information. How to find the most suitable bidding information for their own enterprises from massive information is particularly important. For example, the bidding information of100,000+can be updated daily by using the bidding app, and the situation that competitors "know yourself and know yourself, and win every battle" also has a great influence on the winning rate.
2
Technical warfare
In fact, technical warfare can be divided into two aspects, one is hard power and the other is soft power. Hard power is undoubtedly the apparent strength of an enterprise's equipment, products, funds, technical qualifications, etc., and of course it also includes its past performance and its social impact.
And soft power is the quality of tender preparation. The quality of tender preparation can be divided into internal quality and external quality. Intrinsic quality is reflected in the following aspects:
The first is the responsiveness of bidding. That is, whether the tender is arranged according to the owner's requirements, whether it is filled in the format provided by the owner, whether it provides complete tender guarantee, bank credit certificate, relevant qualification certificate and other information according to the owner's requirements, whether it substantially responds to the relevant contents of the owner's tender documents, and whether the tender documents are correctly signed.
The second is the quality of the construction organization design scheme. That is, whether the construction period, quality and safety indicators meet the requirements of the tender documents and whether there are enough measures to ensure them. Whether the technical scheme is advanced, reliable and operable, whether the written expression of the technical scheme is refined and accurate, whether the organization is hierarchical and logical, whether the resource allocation is scientific and reasonable, and whether the drawing is standardized, clear and accurate.
The third is the quality of quotation preparation. That is, whether the quotation is prepared according to the provisions of the tender documents, whether the quotation is prepared according to the construction organization design, whether the unit price is reasonable and there is no major deviation, whether the required summary table, unit valuation table and quotation preparation instructions are complete and complete, and whether the collection and calculation of the base price are feasible.
The external quality of the tender refers to whether the printing is clear and accurate and whether the binding is beautiful. The external quality of the tender directly affects the image of the bidder.
three
price war
The price factor is very important for winning the contract, which is why some researchers in the past focused on the price to improve the winning rate. Generally speaking, low price and good quality are the general requirements of the owners. However, the scale and competitiveness of the price are restricted by many factors, and different investors have different opinions on the evaluation of the price. Even the same investor, due to different experiences, different goals, different external environmental influences, has different judgments on prices.
For example, when the contractor is selected by public bidding for loan projects of the World Bank and ADB, it is clearly stipulated that the winning bidder shall be selected at the lowest bid evaluation price. Domestic local small and medium-sized projects are funded by local investors or many parties, and the pursuit is the lowest price contract. The investment subject is the domestic bidding project of the government, and the comprehensive evaluation method is adopted, and the price is reasonable. In the international competition of contracting BOT projects, the lowest price is not required, but the price is reasonable.
In addition, some owners do not pay full attention to price. They pursue the goal of the fastest speed and the best possible engineering quality, but as long as the price is reasonable, some owners are mainly responsible for contractors. They have the experience of contractors. They sympathize with contractors and know how much a project can cost. They don't want you to push the price to an unreasonable level. Some owners have had the experience of choosing a low-priced winning bidder, or heard that other projects can't be done because the price is too low. They may also learn a lesson and choose a unit with technology, strength and reasonable price to win the bid.
four
psychological warfare
The psychological warfare we are talking about here is actually an emotional factor. Maslow, an American humanistic psychologist, put forward the theory of "five needs" when studying human needs, one of which is the need of friendship, and friendship is a manifestation of emotional factors. Among many competitors, under the same conditions, even if the owner upholds justice, he will give priority to competitors who are closely related to him, because this does not violate the fair and just market principle. If the relationship between the owner and the contractor is friendly, it will be easier to communicate and better ensure the implementation of the contract.
Although the above strategies and tactics have an impact on the contractor's winning bid rate, they have different degrees of influence, and different projects, different owners, different competitors and different bidding methods will also have different degrees of influence.
To sum up, information warfare, technical warfare, price warfare and psychological warfare are the most conventional ways to formulate strategic layout in bidding activities. Only by giving consideration to these four aspects can we greatly improve the winning rate. Comparatively speaking, information, technology and price are for their own higher scores, while psychological warfare is for giving extra points to competitors.
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