What Are Proposal Forms?

[tóu bio]

Bidding is a technical term for bidding and refers to the behavior of bidders (sellers) to submit bids to bidders within a specified period of time in accordance with the conditions specified in the bid invitation notice or bidding list at the invitation of the bidder. At present, most national government agencies and public utilities purchase equipment, materials and daily necessities through bidding. Bidding is often used when conducting resource exploration, developing mineral deposits, or inviting businessmen to undertake construction projects. ^[1]

1. The cover and bidding documents are required. Fill in the bidding documents as required. If there are no special requirements, it will reflect the name of the bidder, project name, project number, preparation date, etc. (custom filling).

2. Catalog section

3. The text. The body of the bid is composed of the beginning and the main body.

At the beginning, state the basis and leading thinking of bidding.

The main body should express the bidding business ideas and policies, business objectives, business measures, requirements, external conditions, etc. in a specific, complete, and comprehensive manner, and strive to demonstrate rigorous, clear levels, concise words, and reflect the company's comprehensive strength.

To compile bidding documents in strict accordance with the format requirements of the bidding documents, it is mainly based on the bidding announcement of the bidding documents, the pre-attachment notes to the bidder, the content of the bidding documents, the format of the bidding documents, and the scoring requirements.

4. After the electronic version of the bid is determined to be correct, print it, glue it, and sign, seal and seal it as required.

The writing of bids requires seeking truth from facts, being specific, clear, accurate and on time.

Project bids are usually divided into

Issues that bidders should pay attention to when submitting bids

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The success or failure of bidding competition depends on the economic strength and technical level of the competitors, but also on the correctness of the competition strategy and the proper use of bidding techniques. Normally, the other conditions are the same, and the one with the lowest offer often wins. However, this is not absolute. Some quotations are not high, but they still fail to gain the trust of the bidding unit. The reason is that the bidding unit cannot provide reasonable suggestions in favor of the bidding unit. Therefore, it failed to win the bid. Therefore, in the bidding and tendering activities, the guiding ideology, quotation strategy, and bidding skills in bidding and quotation must be studied.

The so-called bidding quotation strategy refers to the bidding targets, competition countermeasures, and quoting techniques determined by the bidding unit based on its own strength and conditions under legal competition conditions. That is, the decision-making thinking and actions that determine the behavior of bid quotation include the three elements of bid quotation target, countermeasure, and skill. For bidders, after mastering the competitors' information and relevant information, they generally decide whether to participate in bidding based on a comprehensive analysis of the bidding strategy factors; decide what bidding goals are determined after participating in bidding. What measures should be taken in the competition to defeat the competitors and achieve the purpose of winning the bid. This kind of research and analysis is the specific process of formulating a bidding quotation strategy.

Target selection

The bid quotation target is the bidding unit's specific bidding management method; using its own operating conditions and advantages, it strives to achieve the benefit objective through competitive means. This kind of interest target is the concrete embodiment of the bidding unit's business guiding ideology, and it is also the core element of the bidding quotation strategy and the basis for selecting competitive strategies and quotation techniques. The research of bidding quotation strategy should start from analyzing the bidding quotation target, studying the relevant competition countermeasures, using the quotation techniques appropriately, and forming a complete set of bidding quotation strategies to achieve the purpose of winning the bid.

First, the selection target of bid quotation

Due to the different operating capacity and conditions of bidding units, for different purposes, different bidding targets can be selected for the same bidding project.

(A) survival type. The bidding quotation is aimed at overcoming the survival crisis of the enterprise, and the winning of the bid can be done without considering various principles of interest.

(2) Compensation type. The bidding quotation aims at compensating the insufficient tasks of the enterprise and pursuing the marginal benefit. Great enthusiasm for engineering equipment bidding, low quotation at the cost of loss, and strong competitiveness. However, due to the limitation of production capacity, it should only be considered in smaller tender projects.

(3) Profitable. The bidding quotation gives full play to its own advantages, with the goal of achieving the best profit. The bidders are not enthusiastic about projects with unattractive benefits, are confident in big profitable projects, and pay little attention to the analysis of competitors' motivation and countermeasures.

The selection of different bid quotation targets is determined by analysis based on certain conditions. Competitive bidding goals are a common form pursued by bidders.

Factors determining the choice of bidding target

Deciding what kind of bid quotation target is not freely chosen. First of all, we must study the technical, economic, and commercial requirements of the bidding project, and then analyze its own advantages and disadvantages in many aspects of technology, economics, and management. Then, we must compare our own conditions with the requirements of the bidding project and determine that we are bidding. Competitive position in the quotation and set favorable bidding target. This analysis and comparison mainly considers the following factors.

(1) Technical equipment capability and technical operation level of workers. The technical conditions of the bidding project put forward requirements for the corresponding technical equipment capabilities and workers' technical operation level to the bidding unit. If you cannot adapt, you need to update or newly install technical equipment, provide technical training to workers, or subcontract and purchase outside organizations. Therefore, the ability of bidders or changes in the cost of bidding will directly affect the bidding goals. s Choice. Conversely, the bidding units with higher technical equipment and operational capabilities to undertake engineering projects with lower technical level also have greater limitations in the choice of benefits.

(2) Design capabilities. Engineering design is often a part of the bidding project. In a comprehensive bidding project, the design work requirements and workload occupy a more important position. Whether the bidding unit's design ability can meet the requirements of the bidding project directly determines the bidding method and bidding The choice of goals, a design capability adapted to the bidding project, can give full play to the advantages of the bidding unit and stand in the active position of competition.

(4) The subsequent opportunities that the bidding project can bring. The so-called subsequent opportunity is the opportunity that the bidder may bring to the continuous bidding in the future after winning the bid, or it may be beneficial for similar projects to take a bid in the future. position. If there are more opportunities later, it will be beneficial to the bidders to establish an image and expand the market, then it is also beneficial to make certain concessions in the economic benefits of this bidding project to win the bid. If there are not many subsequent opportunities, then the economic benefits of bidding must be considered.

(5) Possible export opportunities brought by bidding projects. To expand the international market and strive for a place in international bidding is an important goal pursued by bidders. For bidding projects that can bring greater opportunities to international bidding, it is undoubtedly the first question that bidders should consider. It determines the low-level options for the actual benefits of this bidding project.

(8) The degree of competition in bidding projects. The so-called degree of competition refers to the number of units participating in the bidding and the motivations and goals of each competitive bidder. It is a constraint that restricts the selection of the bidding unit's efficiency goals from the outside. The competitive nature of bidding determines that bidders must base on internal conditions and market competition as the guide to set the correct bidding target.

In addition, for different bidders, such as contracted project delivery conditions, payment methods, historical experience, and risk are all factors that affect the selection of bidding targets, and thus play an important role in the decision of selecting bidding targets.

Third, the quantitative analysis of the factors that determine the bidding target

The factors that determine the bidding target are generally not affected in isolation. For different bidding units, the degree of influence and direction of the determinants of different bidding projects are also different. It must be comprehensively balanced and comprehensively considered. Here, a very important technical problem is to convert the incomparable phenomenon factors into comparable quantifiable factors after analysis, and use the method of calculating the total score of bidding opportunities to determine the selection of bidding targets in detail. The procedure is:

(1) According to the situation of the bidder, determine the basic factors involved in the quantitative analysis. The choice of quantitative analysis factors should be determined according to the different conditions of the bidding project, which can reflect all aspects of production, operation, technology, and quality, and grasp the main links.

(2) For the selected quantitative analysis factors, measure its relative importance in the production and operation of the enterprise, and determine the weighted number respectively, with a cumulative weight of 100.

(3) Compare the total score of 825 points for the bid opportunity of this engineering equipment project with the minimum acceptable bidding score determined in advance by the bidding unit to determine whether to participate in the bidding quotation and how to make the quotation (that is, based on what target quotation). In general:

1. When the total score of bid opening opportunities is lower than the predetermined minimum quotation score, you can choose to abandon the bid quotation opportunity; when the total bid opportunity score is higher than the predetermined minimum quotation score, you can decide to participate in the bid quotation.

2. In the interval where the total bidding opportunity score is higher than the predetermined minimum quotation score, it is an ideal target for selecting a bidding quotation. Generally, the larger the interval, the more opportunities for selection and the larger the scope; the smaller the interval, the fewer opportunities for selection and the smaller the scope.

Selection of bidding method

After the bidding goals are determined, it is very important for bidders to use the correct strategies and methods. Starting from the basic purpose of production and operation, in general, bidders consistently adhere to the principle of profitability, that is, the selection of bids with profit as the main goal, and the selection of other goals is only temporary, partial, and its long-term goals are inseparable. The ultimate goal is to achieve maximum economic benefits. We talk about bidding quotation strategies and methods, and the focus is to explain the bidding quotation strategies and methods to achieve the most ideal benefits under the fierce competition.

I. Specific opponent law

When a bidding unit already knows which manufacturers are his competitors, and understands their past bidding situation, this method can be used to determine how they should make a bid and the probability of winning such a bid. The situation is analyzed as follows.

(1) When there is only one opponent competing

The bidding unit has only one competitor. In order to be able to win the bid, the offer must be lower than the offer of A. This requires judging the probability that your offer is lower than A's offer.

(B) the situation where n opponents compete

P0 is known to be the case with only one opponent. Determine the bidding decision based on the expected profit. For example, the bidding unit will compete with A, B, and C opponents in the main bid of a project (n = 3). According to the information he has, the probability of winning the bids of these three opponents, P1, P2, and P3, is analyzed. .

Second, the average opponent method

(1) The number of competitors is known, but which manufacturers are unknown. At this time, the above method cannot be directly used because there is no accurate data as a basis. In this case, the bidder can assume that there is a representative of these competitors, called the "average opponent". In this way, the bidding unit can obtain the bid probability P1 that can win the average opponent according to the aforementioned method. Knowing the probability P1 that can win the "average opponent" and the number of competitors n, it can determine the best bidding strategy. The probability P of the offer being lower than n opponents is equal to the product of the probability P1 of n average opponents,

P = (P1) n.

For example, suppose that the bidder obtains the data shown in Table 6, and knows that there are 5 vendors (n = 5) in the bidder, the analysis can be performed by the above method.

(2) Uncertainty of the number of participating bidders

At this time, it is necessary to estimate that there may be a few opponents at most, and let it be n in order to estimate the possibility (ie, probability) of different numbers of opponents participating in the bidding. For example, the bidder can estimate the data based on the experience and the information it has. From Figure 2-3, it can be seen that the A-B segment is called the budding stage. The product has just entered the market. Because it is a new product, consumers and users The performance is not yet familiar. Most consumers and users are still skeptical. A few consumers and users are buying some trials. The sales growth is slow and needs to open up sales and open up the market.

The B-C stage is called the growth stage, and the sales volume grows rapidly. As a few consumers and users think that the goods are good after a period of trial, the majority of consumers and users have begun to understand that they have actively purchased, expanded production, reduced costs, and increased sales and profit growth.

The C-D period is called the mature period, and the growth rate of sales has slowed down. Consumers and users continue to buy in large quantities, but their growth rates have slowed as they approach saturation.

The D-E period is called the aging period, and the D point is the highest point of sales, which is the turning point of the sales volume from increasing to decreasing. At this time, the climax of consumer and user purchases has passed, and the social retention of goods has reached a certain level, and the demand has gradually decreased; or due to the emergence of new alternative products in the market, the purchasing power of some consumers and users has been transferred, making Sales of original goods have decreased.

The E-F period is called the "death" period, and the sales volume drops rapidly. The social holdings of commodities have reached saturation, causing the market demand for original commodities to decrease rapidly. After point F, the product has completely lost its competitiveness and the product has been eliminated. Although the eliminated product still has a certain use value and its natural life has not ended, its economic life has ended.

Different types and varieties of commodities, the stages of the economic life cycle and the length of each stage are also different. Commodities at different levels also have very different economic life cycles. For different levels of commodities, analysis and forecast of the economic life cycle should be conducted separately.

Selection of tender form

The form of bidding for a project depends on the way it is contracted, that is, the type of economic relationship between the bidder and the tenderer. Different contracting methods determine different forms of bidding. There are four main types of engineering equipment project contracting methods: general contracting, subcontracting, subcontracting (transfer), and joint contracting (subcontracting). Four different forms of price, such as general contract price, sub-contract price, sub-contract price, and joint-contract price, have been generated by the four contract methods.

First, the total package price

The turnkey contract is a complete package of engineering equipment projects. As long as the bidding unit adopting this contract method submits technical requirements and delivery time, after the bidding unit wins the bid, it can carry out production and construction in accordance with the relevant bidding document requirements. For large-scale complete engineering equipment, the bidding unit generally provides design drawings. If the bidding unit entrusts the contracting unit to design on its behalf, the price of the design software should also be added to the overall contract price.

Fourth, the joint contract price

Joint contracting is also called subcontracting. It is a bidding unit that subcontracts some large-scale complete engineering equipment to several contractors, and each contractor unites to complete the production and construction of all engineering equipment projects. It is different from the subject and object of subcontracting some individual engineering equipment to other contractors in subcontracting. Subcontracting is the economic relationship between the general contractor and the subcontractor that accepts the subcontracting. Direct economic relationship.

For companies (enterprises) with strong technical strength and good technical equipment in the manufacture of individual engineering equipment, the probability of winning the bid by using the joint contract method is much greater than by the general contract method. At the same time, strengths can be avoided, and risks such as the use of general contracting can be reduced. The joint contract price shall be based on the contract price of each contractor.

Bidding skills

Skills are operating techniques and tips, and are an indispensable art to achieve the goal of winning the bid. The bidders have the strength to win by bidding, and they must have the skills to turn this strength into bid realization. Its functions are: first, to enable strong bidders to obtain satisfactory bidding results; second, to enable bidders with average strength to compete for the active bidding position; third, when certain errors occur in the bidding, some make up. Therefore, for bidders, it is necessary to attach great importance to the research and use of bidding quotation techniques.

First, study the characteristics of the tender project.

When bidding, we must consider not only the strengths and weaknesses of our company, but also the overall characteristics of the bidding project, and consider the bidding strategy according to the type of project and construction conditions.

(1) Generally speaking, the quotation may be higher in the following situations:

1) Projects with poor construction conditions (such as narrow sites and downtown areas);

2) Technology-intensive projects with high professional requirements, and the company has expertise in this area and has a high reputation;

(2) The quotation should be lower in the following cases:

1) Projects with good construction conditions, simple work, large amount of projects that can be done by general companies. Such as a large number of earthmoving works, general housing construction works, etc .;

2) The company is currently eager to enter a certain market, a certain region, and although it has been operating in a certain region for many years, it is about to face the situation of no project (in some countries, when a registered company in that country has no operating project for one year, When revoking business licenses), machinery and equipment, etc.

3) If there is a project nearby and the project can use the equipment, labor or conditions of the project to complete a surprise surprise within a short period of time;

4) When there are many bidders and the competitiveness is fierce;

5) Non-urgent engineering;

6) Payment conditions are good, such as cash payment.

Second, specific quotation method skills

1. Unstable quote method

Unbalanced bids are also called Front loaded. Unbalanced quotation refers to the bidding quotation of an engineering project. After the total price is basically determined, how to adjust the quotation of each internal project so as not to increase the total price, not affect the winning bid, and obtain more ideal economic benefits at the time of settlement. Generally, you can consider using the unbalanced quotation method in the following aspects.

(1) Items that can be settled and collected as soon as possible (such as start-up costs, earthwork, foundation engineering, etc.) can be reported higher to facilitate capital turnover, and later engineering projects (such as mechanical and electrical equipment installation projects, decoration projects, etc.) can be appropriate reduce.

(2) After accounting for the project volume, it is expected that the project price will increase in the future, and the unit price is appropriately increased, so that more money can be made at the time of final settlement, and the unit price of the project that may reduce the project volume is reduced.

However, the above two points (1) and (2) must be considered in a unified manner. For early-stage projects with incorrect engineering quantities, if it is impossible to complete the quantities in the engineering scale, the price cannot be raised blindly, and they must be determined after specific analysis.

(3) The design drawings are not clear. It is estimated that the project volume will increase after the modification, which can increase the unit price, and if the project content is unclear, the unit price can be reduced.

However, the unbalanced quotation must be based on a careful check and analysis of the engineering quantity in the engineering scale, especially for projects with low unit prices. If the quantity of the project is increased during execution, it will cause significant losses to the contractor, and it must be controlled at the same time. Within a reasonable range (usually around 10%), so as not to cause objection from the owner and even lead to the cancellation of the bid. If you don't pay attention to this, sometimes the owner will select the item with an over-quotation and ask the bidder to perform a unit price analysis, and the price around the over-priced content in the unit price analysis will cause the contractor to lose more than it pays.

2. Propose a proposal

Sometimes it is stipulated in the bidding documents that proposals can be proposed (Alternatives), that is, the original design scheme can be modified to propose the bidder's scheme. Bidders should organize a group of experienced design and construction engineers at this time, carefully study the design and construction plan of the original bidding documents, and propose a more reasonable plan to attract the owner and promote the winning of his own plan. This new proposal can reduce the total cost or complete ahead of schedule or make the project more reasonable. It should be noted that the original bidding plan must be priced for comparison by the owners. When adding a proposed plan, do not write the plan too specifically. Keep the technical key of the plan to prevent the owner from handing it over to other contractors. At the same time, it must be emphasized that the proposed plan must be more mature or have past practice in this area. experience. Because the bidding time is not long, if you are in a hurry to put forward some unreliable suggestions for the successful bidding, it may cause a lot of troubles.

3.Sudden price reduction method

Quotation is a very confidential job, but opponents often use various channels and means to spy on the situation, so you can use a trick to confuse the other party when quoting. That is, choose to make a quotation according to the general situation or show that you are not interested in the formula, and when the bidding closes, the price will be suddenly reduced. For example, the water diversion system project of Lubuge Hydropower Station suddenly dropped by 8.4%, achieving the lowest bid, laying the foundation for future bids. When using this method, it is important to consider the magnitude of the price reduction in the process of preparing the bidding quotation. Before the deadline for bidding, based on information and analysis and judgment, make a final decision. If the bid is won because of the sudden price reduction method, because only the total price will be lowered when the bid is opened, after the contract is signed, the unit price or price in the engineering scale can be adjusted by using the idea of unbalanced quotation, in order to obtain higher benefits.

4, first loss after profit method

Some contractors, in order to enter a certain region, rely on the country, a financial consortium and their own strong capital strength, and adopted a low-price quotation scheme that only seeks to win at any cost. The contractor applying this method must have better credit conditions, and the proposed scheme is advanced and feasible. At the same time, the publicity of the company's situation must be strengthened, otherwise the owner may not choose it even if the price is low. If other contractors encounter such a situation, they may not necessarily fight hard with such contractors, and strive to win the second and third bids, and then rely on their own experience and credibility to win the bid.

5. Joint Standard Guarantee Law

In the case of many competitors, several powerful contractors can be taken together to control the bidding price, one company can come forward to win the bid, and then transfer some of these projects to other contractors for subcontracting, or take turns to guarantee each other's bids. This practice is common internationally, but if found by the owner, it may be disqualified.