The bidding system of engineering construction is a major reform of the management system of construction industry and capital construction in China, and it is also an important link to strengthen the management of construction market. Since the implementation of the bidding system, China has initially formed a management framework for the construction market, which is now developing in the direction of unity, openness and orderly competition.
Nowadays, bidding is the basic way of market competition. In the bidding process, people are most concerned about and need to pay attention to the problem, that is, how to quote is the most effective. Around this theme, this paper discusses the research on bidding strategy of engineering construction projects from a brand-new angle.
1, Introduction
1. 1 After China's entry into WTO, major foreign contractors will compete to join China's domestic market. Although it is still a transitional period, in fact, although domestic projects are not open to the outside world, according to international practice, projects financed by international financial institutions and foreign governments are subject to international bidding. Those projects invested by foreign enterprises often invite tenders at home and abroad, which opens a side door for foreign builders to enter the China market. In the face of global competition, domestic construction enterprises should make full use of the advantages of short protection period, base themselves on reality, focus on international rules, study bidding strategies under international rules, establish their own competition mode, and lay the foundation for future international competition.
The main research content of 1.2 is to obtain the project through bidding and determine the total cost of the contracted project, which is the core issue of project bidding. Bidding quotation is not only the main criterion for the owner to select the winning bidder, but also the basis for the owner to sign a contract with the bidding unit. Bidders should choose reasonable quotations when bidding for construction projects. If the quotation is too high, the bidder will lose the opportunity to sign the contract; On the other hand, if the quotation is too low, it will bring the risk of losing money to the winning bidder. Bidders must be familiar with the specifications and operating procedures of local engineering construction projects. Only in this way can bidders participate in and compete in the fierce construction project contracting market. In order to win the bid and ensure their expected income, bidders are required to choose the best bidding strategy.
2. Summary of bidding strategy research
2. 1 The relevant theory of bidding strategy refers to strategy, "strategy" refers to strategy and strategy, and "omission" refers to plan, strategy and strategy. The definition of "strategy" in Modern Chinese Dictionary is: "the course of action and the way of struggle formulated according to the development of the situation." Strategy emphasizes the environmental adaptability reflected in the conception and selection of specific action plans in a series of alternatives to solve problems, which means that although each of these alternatives can only be applied to a specific decision-making environment, there is some overlap and substitution between them. As a whole, these alternatives can be adapted to different decision-making needs through selection. It can be said that the word "strategy" itself implies relativity. The so-called bidding strategy refers to the bidding guiding ideology, systematic work deployment and methods for contractors to participate in bidding competition. Its purpose is to guide the bidders to impress the bidders in the complex multi-objective and multi-level game, outsmart their opponents, win the bid with the most favorable conditions, and maximize their own interests. In the strategic research of construction project bidding, there are many ways and methods for bidders to choose, even including many high-tech achievements. However, in order to get the best results and maximize our own interests, we should choose the most targeted and effective bidding strategy or method corresponding to the bidding documents.
2.2 Enhance the competitiveness of project bidding strategy selection. At the same time, how to enhance the competitiveness of project bidding, undertake more construction tasks and obtain higher profits has become a key issue for the survival and development of engineering construction enterprises.
First of all, study hard and deeply understand the terms listed in the bidding documents. Secondly, know the bidding environment as much as possible before bidding, and carefully prepare the construction plan. Third, improve the accuracy of the calculation of the basic data of bidding quotation. Finally, make the correct bidding strategy and make the appropriate bidding decision.
3. Research and analysis of bidding strategy Bidding decision is the final decision of bidders (including decision makers and senior consultants of bidders) after careful study, even if the bidding results and bidding risks calculated by bidders are analyzed and discussed, the actual quotation is made.
3. 1 Types of bidding strategies In the bidding process, the application of strategies is very important. The following are the main bidding strategies:
3. 1. 1 When bidding for higher profits, we should not only consider the advantages and disadvantages of the enterprise itself, but also analyze the characteristics of the bidding project. According to the different characteristics, categories and construction conditions of the project, the quotation strategy is selected. The so-called quotation strategy of obtaining higher profits is to choose the quotation method with higher profits when quoting. That is to say, the quotation can be higher under the following circumstances: (1) projects with poor construction conditions; Small projects with low total price, projects that are unwilling to do and inconvenient to bid; Special projects, such as ports and docks, underground excavation projects, etc. ; Time-critical projects; Projects with few bidders; Projects with unsatisfactory payment conditions; For technology-intensive projects with high professional requirements, if the company has expertise in this field and has a high reputation, it can choose a high-profit quotation method.
3. 1.2 Low price strategy Low price strategy is a strategy and means that construction enterprises have to adopt when bidding under certain conditions and environments. The low price strategy mentioned here is a relative concept. "High" and "low" have an objective degree. Low-price competition below this level actually undermines vicious competition in the market. However, if the bidder can win the bid as expected, it will be harmful to the bidding. Therefore, it is of course inevitable and necessary for some bidders to adopt the strategy of winning the bid at a low price. At the same time, this kind of low-price bidding is also a method used by bidders in bidding strategy, and sometimes it does not maliciously undermine fair competition in the market.
3. 1.3 unbalanced quotation method unbalanced quotation method refers to that after the total quotation of a project is basically determined, by adjusting the quotations of internal projects, the total quotation can be improved without affecting the winning bid, and ideal economic benefits can be obtained at the time of settlement. Generally speaking, unbalanced quotation method can be considered under the following circumstances:
1) If the quantity calculated on the tender drawings is greater than that on the bill of quantities in the tender documents, the quoted unit price can be increased; On the contrary, the quoted unit price should be reduced to facilitate the adjustment of other unit prices.
2) In the future construction process, the approved optimized design or design change proposed by the owner, design unit or construction unit may lead to an increase in engineering quantity, which may increase the quoted unit price; On the other hand, it will reduce its quotation unit price.
3) According to the topographic and geomorphological data of site survey and the measurement principle of bidding documents, if the geology changes in the actual construction process (soil becomes rock, and the earthwork changes in the process of foundation pit excavation above and below the water surface, foundation treatment, replacement of rocks and pile foundation, etc. ), if the on-site visa is estimated to increase the engineering quantity, the unit price of the quotation can be increased.
4) In the process of basic engineering, concealed engineering or construction, after efforts, the number of projects may be greater than the number of bill of quantities in the bidding documents, and the quoted unit price can be increased. For the items listed in the bill of quantities, but not allowed to be paid according to the measurement principle in the bidding documents, the quoted unit price can be reduced.
5) In the bill of quantities of the tender documents, although there are projects, there are no quantities. If you may encounter them in actual construction, you can increase the quotation. Even if you don't encounter them later, you can appropriately increase the quotation, because there is no project quantity that does not affect the total quotation.
6) For the pavement and safety facilities in the bill of quantities in the tender documents, the items whose quantities are limited by the length of the bid section can be appropriately reduced.
7) For highly specialized projects, considering the possibility of unified construction or subcontracting by the owner in the future, the quotation can be reduced.
In addition to the bidding strategies and methods mentioned above, there are many related bidding methods. In fact, the problems faced by bidding decision-making are complicated, because the actual cost and performance quality of bidders after winning the bid are uncertain. If these uncertain indicators are integrated into the bid price, the bid price is also uncertain and inaccurate. Therefore, in order to determine the bid price of construction projects accurately and confidently, it is often necessary to comprehensively use and weigh different strategies and skills to improve the probability of winning the bid.
3. 1.4 quotation decision model In terms of bidding decision, Chinese scholars have made a lot of efforts in this direction in order to determine the accuracy of bidding more accurately. For example, Xiao Weipin once gave a bidding decision-making model, which relies on the ratio between the estimated bid value and the pre-tender price of the bidding enterprise to establish the bidding utility value, and applies the decision-making criterion of "seeking the smallest" to find the best bid ratio of the bidding enterprise as a competitive strategy. When applying this bidding decision-making model, it is necessary to master all the historical data and current status of all competitors participating in bidding activities, and think that the current status is the key to winning or losing. The quotation decision model is reasonable in theoretical research. 1989 ~ 199 1 year, the Department of Civil Engineering of Tsinghua University developed the international practical mathematical bidding expert system ESBOP. In terms of data management, the system can manage the documents such as building material price, sub-project labor, material consumption quota of large machinery, machine shift fee of large machinery, charging coefficient, management fee, bill of quantities and so on. When determining the quotation, the system allows users to automatically draw up calculation rules and store them in the knowledge base, and can supplement, modify and delete the existing knowledge base files. In the calculation process, it has certain accuracy.
Abroad, AnaheimTechnologies of Canada has successfully developed a set of business expert system to determine the optimal bidding price under multi-risk factors. In addition, there are some expert systems. The basic structure of these expert systems is a rule-based expert system represented by MYCIN system. The system includes knowledge base, inference engine, comprehensive database, man-machine interface, interpreter and knowledge acquisition, which is the result of popular expert system in recent years.
3. 1.5 Case-based reasoning technology is a new and important reasoning technology. The basic idea of case-based reasoning technology is that when solving a problem, the system looks for similar cases from the case base, makes appropriate amendments to similar cases to meet the requirements of the current problem, and stores this solution in the case base. If you encounter the same problem in the future, the system will not repeat the above process, but directly get a completely matched solution, which is based on the learning ability of the case-based reasoning system itself. After years of research, case-based reasoning technology has made great achievements and been widely used in many fields. As we all know, experts can become an authority in a certain field, not because they have superhuman wisdom and novel ideas, but because they have a lot of professional knowledge and experience, especially those enlightening knowledge they have explored and accumulated from practice. This kind of knowledge is often vague, illogical and even subconscious, but it is they that constitute a very important source of knowledge for human beings to understand and solve problems. The basic idea of case-based reasoning is put forward on this basis. The emergence of case-based reasoning technology is based on two principles of nature: one principle is that the world is regular, that is, the same problem has the same solution, so the previous solution of similar problems is a useful and good start for new problems; Another principle is that similar problems will happen again, so the future problems may be similar to the current problems.
Case-based reasoning technology is the latest development of artificial intelligence, which accords with the process of experts solving new problems quickly and accurately, so the idea of reasoning from related cases in the past is very attractive. From the choice of doctors by patients, it can be seen that the role of case experience and analytical ability in solving problems, as well as the ability to accurately check, analyze and manipulate the past problem-solving ability, are very important in many fields. In the face of complex decision-making problems, decision makers first adopt intuitive thinking mode, that is, mapping realistic problems to solving similar problems in the past and trying to find solutions to new problems by adjusting the solutions to old problems. Computers don't forget. If we let them remember the right things, we can enjoy the past successful experience of ourselves or others, which is an advantage of case-based reasoning technology. Case-based problem solving method is very suitable for empirical decision-making environment without strong theoretical model, incomplete domain knowledge, difficult to define or inconsistent. From the adaptive point of view of decision-making tasks, the structure of tasks is always changing, and the corresponding knowledge adjustment can not fully reflect the deep causal mechanism, which is the key to effectively solve problems based on case-based reasoning.
3. 1.6 Other bidding strategies In addition to the above strategies, the common bidding skills are:
1, win by faith. Relying on long-term good social reputation, technical and management advantages, excellent engineering quality and service measures, sound quality assurance system, reasonable price and construction period and other factors, the bid was won.
2. Win with modesty. On the premise of ensuring the construction quality, construction period and project cost, it is attractive for the owner to reduce the quotation. From the bidder's point of view, adopting this strategy may also have long-term considerations. By reducing the price and expanding the source of the project, the proportion of fixed expenses in each project can be reduced, which can not only reduce the project cost, but also create conditions for reducing the contract price of the new bidding project.
3. Win quickly. By taking effective measures to shorten the construction period, we can ensure the rationality and feasibility of the progress plan and the high quality of the project, so that the bidding project can be put into production early and benefit early, thus attracting the owners and reducing the project cost accordingly.
4. Adopt the strategy of low quotation and high claim. If the contract price is not determined in the tender documents, if it is possible to make a claim based on the fuzziness in the tender documents, you can win the bid at the lowest price first, and then look for a claim opportunity. Adopting this strategy requires the relevant business technicians of construction enterprises to have quite mature experience in claim affairs.
5. Adopt the strategy of long-term development. Its purpose is not to profit from the current bidding project, but to focus on development and strive for future advantages. For example, in order to open up new markets, a project is of great significance to the future development of enterprises, so it is better to participate in the competition at a low price in the current bidding project.
4. Bidding strategy
The unreasonable application of bidding strategy will cause great losses to the construction industry and even the society. Its main form is to win the bid at a low price, but objectively speaking, the low price can indeed win the bid, but the harm caused is enormous. There are indeed many successful examples of winning the bid at a low price in bidding strategy. Low-price bidding strategy is also an important means for construction enterprises to survive in today's cruel market competition, but it is not the only means. So it doesn't mean that only the lowest price can make the bidder win the bid. Is winning the bid an ideal goal for bidders? We know that the bidder is not a charity, and the ultimate goal of the bidder is profit. Therefore, in fact, the disorderly low-price competition caused by this low-price bidding sometimes brings immeasurable losses to all construction enterprises, that is, bidding units, even the construction industry and even society. Nowadays, many construction enterprises have repeatedly suffered setbacks and failures in low-price competition, largely because of disorderly and vicious low-price competition.
summary
Whether the quotation strategy is properly used not only affects whether the construction industry can win the bid, but also affects whether the enterprise can survive and develop in the fierce competition. Any method or approach in bidding strategy is not perfect, and it is the decision-maker who makes the bidding strategy perfect because of the concrete analysis of specific projects and the selection of appropriate methods. Therefore, only by constantly summing up the experience and lessons in the process of bidding and quotation can we continuously improve our bidding and quotation level. When we choose the bidding strategy, we should make a concrete analysis of specific engineering construction projects, so as to formulate the most effective bidding strategy. Ensure winning the bid and achieve good economic benefits.
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