How Do I Choose the Best Business Proposal Format?

Property management bidding refers to the process by which a property management enterprise organizes the preparation of bids in accordance with the requirements of the bidding documents for property management, and submits the bidding documents and bidding documents to the bidding unit to participate in the bidding for property management in order to develop business. .

Property Management Bidding

1. Requirements stipulated by laws and regulations

According to the requirements of relevant laws and regulations. Participation in property management bidding shall be a legal person enterprise with corresponding property management enterprise qualifications and ability to undertake bidding projects. Property management enterprises that participate in bidding business in the country must obtain a "Business Legal Person Business License" and a "Certificate of Property Management Enterprise Qualification" issued by the government administrative department. For details, please refer to the relevant provisions of the Ministry of Construction Decree No. 125 of the Ministry of Construction of the People's Republic of China on the "Measures for the Qualification Management of Property Management Enterprises".

2. Requirements specified by the tenderer

In bidding for property management, in addition to requiring bidders to have corresponding property management enterprise qualifications in the bidding conditions, the bidders are generally required to have experience and performance in the management of similar projects with bidding properties, and to the bidders in terms of funds, Management and technical strength, the business reputation of the bidder, the conditions of the person in charge of the project and the management team, the property management service content and service standards, the production of bids, technical specifications and contract terms make clear and specific requirements.

Property management bidding shall comply with the principles of authenticity and fair competition.

The so-called authenticity means that the content of the bidding document must be authentic and cannot be falsified. The so-called fair competition is that first, the property management companies participating in the bidding must oppose other property management companies participating in the bidding to engage in unfair competition behavior, and advocate that the property management bidding companies adhere to business ethics; second, the property management companies participating in the bidding must restrain themselves from being unfair. competition.

1. Obtain tender information

According to the characteristics of the bidding method, bidders generally obtain bidding information from two channels: one is to collect public bidding information from public media, and the other is to invite them from the bidder.

2. Project evaluation and risk prevention

After obtaining the bidding information, the bidder should first organize personnel in the fields of operation management, professional technology, and finance to evaluate the project for the bidding property, predict the possibility of successful bidding and the risks existing, plan the bidding activities, and formulate the corresponding bidding Strategies and risk control measures to ensure the success of bidding or to avoid losses to the business.

(1) Project evaluation

Project evaluation is generally divided into two phases, namely the preliminary selection phase, the preparation and implementation phases. The evaluation at the preliminary selection stage is mainly based on the investigation and research data to analyze, predict and evaluate the project, with the purpose of determining whether to participate in the bidding; the evaluation at the preparation and implementation stage is mainly to conduct in-depth investigation and technical, Economic justification, and based on this, determine the best bidding strategy and management plan.

The project evaluation mainly includes the following aspects:

Basic situation of bidding property

When analyzing the basic situation of the bidding property project, the bidder mainly focuses on the specific conditions of the property's construction area and investment scale, the use cycle, architectural design planning, and supporting facilities and equipment from the nature and type of the property. For newly built properties, it is necessary to understand the construction cycle and progress of the property, and analyze the advantages and disadvantages of the existing conditions of the property to the implementation of property management services. For example, in the early intervention and early-stage property management projects, we must pay attention to the existing planning and design and building construction. Whether there are problems that do not meet the requirements of property management in order to propose corresponding solutions or suggestions in the plan; if it is a property that has already been put into use, it should collect specific information during the use of the property, such as the implementation of major and intermediate repair plans over the years, Supporting facilities functional transformation plan, etc .;

For commercial properties, you should understand the use function and scale of commercial properties; for public utility properties, in addition to understanding the basic situation of the property, you should also pay attention to whether existing planning or configured facilities are equipped to prevent and respond to emergencies Conditions, etc.

Property management enterprises can obtain the basic information of the bidding property project through bidding documents, site surveys, pre-bid meetings and other channels, providing accurate basis for the project's organizational structure design, personnel and post settings, and cost calculation.

Positioning of bidding property projects

To analyze the positioning of bidding property projects, we must understand the functional positioning, image positioning, and market positioning of the property from the internal conditions and external environmental manpower of the bidding property project, and investigate the human, economic, political, and legal environment of the property location, including the property. Regulations and policies in the local area, government management, social and cultural traditions and customs, residents' income and consumption level, location of the property, traffic conditions, business conditions, population flow, and service cost standards for similar properties.

Demand of the owner

The demand for property management services from the owners of the tendered property projects includes the content of the owner's needs and the affordability of property management consumption. The bidding documents for property management that are designed to be more standardized have clear and specific requirements for the demand for property management services. Property management enterprises should carefully analyze the relevant content of the bidding documents. For non-single owner bidding projects, property management companies should also use market research methods to understand the cultural level, living needs, expectations of property management services and property management services of the bidding property owners (including potential customers of pre-sale or current-sale properties). Requirements in order to provide a basis for making decisions about service priorities and management measures in property management programs.

Basic information of construction units, property owners (including owners), and property users

The basic situation of the construction unit, the property owner (including the owner) and the user of the property includes its background information and whether it has the sincere cooperation and the strength to perform the contract. For newly-built properties, detailed investigation and understanding of the capital strength, technical strength, and commercial reputation of the construction unit will be made, and the bidding will be analyzed and judged through investigations on the quality of the properties undertaken by the construction unit in the past, as well as the cooperation with the property management company. The reliability of the property construction unit; it is a bidding project that re-selects a property management enterprise. It should investigate the reasons for dismissing the original management party, and whether there is a legal dispute between the property owner and the original construction unit or management party; for the bidding that has been put into use for a certain number of years For a property, it is necessary to understand in detail the use of the property, the background of the property owner, the financial strength and reputation, and whether there is any significant hidden danger in the property; it is a bidding project that requires bidders to participate in the property cooperative operation, and a specific investment feasibility analysis should be made separately.

Tender conditions and bidding process

An in-depth analysis of the conditions required by the tenderer is required to predict the possibility of winning the bid. Analyze and judge the abnormal requirements and situations that occur in the bidding documents and bidding process, adjust the bidding strategy, and prevent the bidder or competitors from using illegal means to manipulate bidding activities, causing the enterprise to suffer unnecessary losses. If there are tender documents, there will be some obvious bias due to the interests of the tenderers. When reading the bid, the property management company should pay special attention to the special requirements in the bidding announcement in order to make a correct judgment. It should also make a judgment as to whether it meets the provisions of the "Property Management Regulations" on the special clauses of the contract added by the bidder, thereby assessing the Possible risks of special terms.

competitors

The analysis and evaluation of competitors include understanding the size, quantity and comprehensive strength of the competitors; the degree of social impact of the competitors taking over the property; whether there is a background connection between the competitors and the bidders, and whether there are related transactions between the two parties before the property bidding; competition Whether the opponent has an absolute advantage over the bidding project; the bidding strategy that competitors may adopt.

Analysis of the company's own conditions

The analysis of the company's own conditions includes: the nature of the bidding project, whether the area and scale are in line with the company's development plan; whether the project type is consistent with the target customer identified by the company; the conventional forecast of profitability; whether the clever risk control is within the range that the company can bear The ability of the bidder's existing human, financial and material resources to meet the project requirements.

Property management companies can determine the selection of bidding projects and the specific implementation of bidding activities only through reasonable analysis and correct evaluation of the project, and in combination with their own advantages.

(2) Prevention and control of bidding risks

The main risks of property management bidding come from the bidder and the bidding property, bidder, and competitors.

The risks from the tenderer and the bidding property are: the tenderer proposes special conditions that are obviously unfair,

The bidder did not provide information that may directly affect the bidding results. The construction unit may encounter difficulties in funding and other issues, which may prevent the project from proceeding normally. The early intervention period is prolonged due to the delayed delivery of the property. The bidder and other bidders have related transactions. Wait.

Risks from bidders mainly include: failure to implement the necessary feasibility analysis, evaluation, and demonstration of the project, resulting in errors in bidding decisions and bidding strategies; blindly making service commitments; and errors in price calculations leading to unsuccessful bids or loss-making operations after winning bids The project leader made a mistake in the on-site defense; an unforeseen or foreseeable error occurred during the qualification review without corresponding preventive remedial measures; the disclosure of bidding information (such as property management plans, quotations, etc.); the bidders took improper means to participate In the competition, the bidee or bid evaluation committee cancels the bidding qualification; the bidding documents are not prepared or the bidding documents are not delivered as required to cause the bid to be abolished.

Risks from competitors mainly include: adopting unfair competition methods such as lower-cost competition, fraud, and bribery; having the relevant background or the absolute advantage of comprehensive competition; stealing the bidding information and trade secrets of others.

Specific measures for the prevention and control of the above risks include: participating in bidding activities strictly in accordance with the requirements of relevant laws and regulations; conducting scientific and reasonable analysis and evaluation of the project, and planning, organizing and implementing bidding activities; improving the company's own management; selecting credibility Good bidders and complete properties with obvious profit advantages; fully consider the company's affordability, formulate a feasible property management plan, select experienced project leaders; treat the additional terms of the contract and the special requirements of the bidder carefully.

Organization planning

After obtaining the bidding information, the real estate management company shall organize relevant personnel to form a bidding team to plan and implement the bidding activities. Its main tasks are project analysis and evaluation, bid preparation, bidding strategy formulation, participation in site survey, bid opening, bid evaluation, and on-site defense. Signing negotiations.

(1) Select the backbone of the enterprise to form a bidding team according to the situation of the bidding property project. The selection and allocation of members of the bidding team, especially the selection of the person in charge of the project, is the basis for ensuring the quality and efficiency of bidding activities.

(2) To conduct in-depth and detailed investigations on the basic situation of the bidder, the bidding property and competitors, to correctly evaluate, predict and reduce the risk of bidding.

(3) Compile bids correctly. The preparation of bids should be based on the requirements of the bidding documents. Based on a thorough understanding of the content of the bidding documents and a detailed and in-depth market survey, the overall idea of the management project (including the focus of the property management work, service characteristics, management objectives, management methods and implementation measures) Etc.) to formulate a property management plan.

(4) Calculate the management service cost and formulate a reasonable quotation on the premise of scientific analysis and accurate calculation.

(5) Flexible use of public relations and multi-channel access to relevant information to ensure the rationality of quotations.

(6) Select the property that best reflects the advantages of the enterprise as the object of the tenderer's inspection.

(7) Strengthen the communication with the tenderer, understand the needs of the tenderer, grasp the changes in the bidding process in time, and take corresponding measures.

(8) Carefully arrange on-site defense activities during the qualification pre-selection and bid evaluation process of the bidder.

2. Site survey of the project

In the process of surveying the site, the bidder will also provide oral answers to the questions raised by the bidding company's representative, but such oral answers have no legal effect. Only when the bidder raises the question in written form and the bidder gives a written reply, To be legally binding. The bidder shall conduct a detailed survey of the on-site property, and check whether there is an external risk condition for the on-site property and bidding quotation. This includes the following:

(1) Progress of property construction and installation (new building), current use of the property and degree of obsolescence (old property); supporting facilities and equipment of the property and their distribution; surrounding road traffic and parking conditions; landscaping and environmental labeling Situation; distribution of internal public use areas and passages; houses for property management, etc.

(2) The situation of major owners, including customer positioning, main service requirements and special services required, and affordability of property service fees. These situations can be investigated by the bidders' own personnel and time.

(3) Climate conditions, economic environment, human environment, consumer demand and market changes of the property's location, as well as policies and regulations related to property management.

3. Preparation of bid documents

In addition to responding to the bidding documents in accordance with the required format, the most important content of the property management bidding document is to introduce the main points of property management and the content, service form and cost of property management services.

(1) Basic requirements for the preparation of bid documents.

As the basic basis for bid evaluation, the bidding documents must have a uniform basis for the preparation of bids, in order to facilitate the smooth evaluation of bids.

Use the national unified industry standard measurement unit to avoid confusion in the calibration and performance.

Use a unified currency. The currency specified in the domestic property management bid shall be "RMB", and the currency used in the international bid shall be implemented in accordance with the provisions of the bidding documents.

Use industry standards and norms promulgated by the state. If some owners require special services due to specific needs, they should also follow the uniform service industry standards and specifications officially approved by the state. If the bidding documents require the use of foreign service standards and specifications, the standard specifications used shall be translated into Chinese and specified in the bidding documents.

Use accurate expressions. The text and drawings of the bids are the language by which bidders express their intentions and must be able to accurately express the bidding plan of the bidding company. The bidding documents shall be presented in a concise, clear, grammatical, clear, concise and concise manner to minimize the misunderstanding and possible disputes of the bidding unit. Drawings and forms must be written in a consistent manner, in a uniform style, and in accordance with the requirements of tender documents. It is best to bind the drawing forms into a book by indexing, and keep it consistent with the text in the bidding documents.

Ensure the authenticity of the data. The content of the bidding documents shall comply with all the terms, conditions and regulations of the bidding documents without major deviations and reservations. The bidder shall provide the bidding documents as required by the bidding documents and guarantee the authenticity of all the information provided.

(2) Issues to be noticed in the preparation of bid documents.

Make sure there are no omissions or vacancies. Each blank in the bidding documents needs to be filled in. If there are vacancies, it is considered to abandon the opinion; if important data is not filled in, it may be treated as a waste bid.

Do not modify the content arbitrarily. All documents submitted by the bidder shall be signed by the bidder's representative or entrusted agent; if there is an error in the filling and the amendment has to be made, the person in charge of the bidder shall sign the amendment.

Specification of filling method. Except for the necessary corrections made by the bidder, no additional lines, smearing or rewriting marks are allowed in the bidding documents.

Do not change the bidding format. If the bidder believes that the format specified in the original bidding document cannot express the intention of bidding, it may attach a supplementary explanation, but shall not arbitrarily modify the format specified in the original bidding document.

The calculated figures must be accurate. The bidding company must carefully check the unit price, totals, step-by-step totals, total bid price and its capitalized figures.

The price is reasonable. The bidder shall make a reasonable quotation for the bidding project.

The packaging is neat and beautiful. Tender documents shall ensure clear writing, neat text, uniform paper, and beautiful and elegant decoration.

Take measures to protect the confidentiality of bidding documents.

4. Strategies and techniques for bidding

Bidding is a very technical and highly skilled job. During the bidding process, it is necessary to constantly adjust the strategy to make the quote closer to the bottom of the bid. The strategies for bidding are:

(1) Accurately calculate the operation and management costs of the project operation, determine the break-even point and profit space of the project operation, and on this basis, predict the bottom of the bid and the range of the competitors' quotations.

(2) Pay close attention to and correctly analyze competitors' quotes.

(3) Supplement some preferential conditions that bidders can afford as an addition to the quotation.

In the bidding process, the bidding techniques adopted by bidders are mainly:

Multi-plan quotation. In the way of inviting bids or negotiating bids, because the bidding documents are not clear or there are multiple plans for the project itself, the bidder proposes a more economically and technically feasible plan for the original plan of the project, that is, two or more The quotation is finally negotiated with the tenderer.

Capital guaranteed price. That is to quote at cost, which is suitable for large-scale projects with good prospects or tender projects organized by the owners 'committee and commissioned by the owners' committee.

5. On-site defense skills

(1) Respondents with rich experience, stable personality and familiarity with the project situation should be selected. Before the bid opening, the respondent should conduct simulation exercises to correctly grasp the main points of the bidding documents, the key content of the bidding documents, the familiarity with the project, etc., and prepare the main points of defense for key issues, difficult issues, and general issues.

(2) Before the bid opening, the respondent should maintain a good mental state.

(3) When the bid is formally opened, it is generally required to give a brief introduction to the main content and characteristics of the bid within a specified time. The respondent should focus on the issues that are generally concerned by the bidder and the judges. With distinctive features, it reflects the confidence and strength of the bidding enterprise, and infects and moves the bidders and judges. Be decisive and clear when playing at the scene, and avoid rushing to answer or be vague.

6. Techniques for signing negotiations

(1) When signing and negotiating, it is necessary to accurately grasp the true intention of the other party, accurately judge the sincerity and ability of the other party to perform the contract, and clearly stipulate the conditions necessary for entering the property and implementing conventional property management.

(2) Carefully consider any commitments in terms of property management goals, upfront investment costs, and reward and punishment conditions. Such as commitments on criminal cases in the jurisdiction, loss of personal and property safety of the owner (or user of the property), etc.

(3) Anticipate various risks that may occur after taking over the property, and include them in the corresponding contract terms to avoid it.