As the competition in the construction market becomes increasingly fierce, in order to survive and develop, construction companies must enhance their competitiveness and increase their bid winning rate, and win bids at reasonable (optimal) low prices. In market competition, in addition to relying on the quality and strength of the construction company itself, it is crucial to adopt correct bidding strategies and use appropriate quotation techniques. It is one of the important means for construction companies to remain invincible in the competition, and it is also an important means for every construction company to remain invincible in the competition. It is an issue that construction companies must take seriously, explore and research in depth. Zhongda Consulting made some analysis on the bidding and quotation techniques.
If a construction company wants to win a competitive bid under normal conditions, the most critical issue is to have an appropriate bid quotation. Project bidding quotation is a competitive price. Practice has proved that if the quotation is too high, it will undoubtedly lose competitiveness and the bid will be rejected; if the quotation is too low, it may not win the bid or it will become a waste bid. Therefore, the appropriate bid price should be a low and moderate price. Certain techniques should be used when bidding and quoting, so as to not only win the bidding competition, that is, win the bid, but also ensure that certain economic benefits are obtained in the practical process after winning the bid. Bidding and quotation techniques mainly include the following: unbalanced quotation method, multi-plan quotation method, sudden price reduction method, loss first and then profit method, preferential conditions method, etc. Based on my own work experience, the following mainly analyzes the commonly used unbalanced quotation method, multi-plan quotation method and sudden price reduction method.
1. Unbalanced quotation method
Unbalanced quotation is a method of quoting by adjusting the unit price of each list item of the project on the premise that the total price is basically determined unchanged. For example: The comparison of bids before and after the bid price adjustment for a certain project by a bidding unit is as shown in the table below. Assume that each part of the project completes the same amount of work every month, and can receive the project payment on a monthly basis (regardless of the time required for settlement). The monthly interest rate for the payment is 1%. Calculated based on the present value indicator: the present value before adjustment is 132.6545 million yuan. After adjustment The current value is 133.3604 million yuan. Using an unbalanced quotation, the increased present value is 705,900 yuan. Of course, this kind of unbalanced quotation must have an appropriate scale, and it is generally more reasonable to increase it by 10 to 30%.
When using an unbalanced quotation strategy, a higher price should be quoted for construction plans that are more likely to be implemented, and a lower price should be quoted for construction plans that are less likely to be implemented. For example: In the bidding for the "Citibank of the United States" foundation project in Guangzhou, a certain bidding unit used this method to win the bid and achieved good results. The "Citibank" foundation project mainly includes four basement floors and dug-hole piles. In the basement construction, after the diaphragm wall is back-sealed, the earthwork is excavated in layers, and four to six layers of anchor rods are added to the diaphragm wall for reinforcement. After the earthwork excavation is completed, the digging pile construction and basement construction are carried out. The bidding company considered that "Citibank" is located in the prosperous commercial district and dense residential area of ??Guangzhou, and is a transportation hub with very busy traffic. It is not feasible to use blasting method, so it quoted a high unit price for the blasting plan when bidding. The unit price for the plan that would use machinery and workers to crush and chisel out the bedrock was higher. The bid was won because the original design plan quoted a lower price. During the construction, as the company expected the above factors, the public security department did not approve the blasting. The owner had no choice but to use machinery to assist workers in crushing and excavation. Not only did the company win the bid, but it also achieved good economic benefits.
How to adjust the quotations of various internal projects in order to neither increase the total price nor affect the winning bid, but also obtain ideal economic benefits during settlement. Generally, unbalanced quotations can be considered in the following aspects Method:
⑴ Projects that require early settlement to recover project funds. An experienced bidder will often increase the unit price of early implementation projects in the bid quotation, such as entry fees, earthworks, foundation and structural parts, etc., and lower the unit price of later implementation projects, achieving "early harvest". money". This will not only ensure that the total bid price will not be affected, but also enable the project to recover funds as soon as possible, forming a healthy turnover of project funds.
⑵ The project quantities provided in the bill of quantities in the bidding documents are estimates. The actual settled project quantities must be measured and finalized according to the measurement rules agreed in the contract. Therefore, the actual settled project quantities are different from There may be differences in the quantities of works in the bill of quantities. If the contractor analyzes and determines during the quotation process that the actual quantity of work for a certain project will increase, the unit price should be increased accordingly, and the greater the increase in quantity, the greater the unit price adjustment; at the same time, for items where the quantity is judged to be reduced, the unit price will be increased accordingly. The unit price of the project will be lowered accordingly to ensure better economic benefits after the project is implemented.
⑶ In the unit price contract, if the drawing content is unclear or has errors, the unit price can be increased if the project quantity is estimated to increase after the drawings are modified, and the unit price can be lowered if the project quantity is reduced.
⑷Tentative projects are also called arbitrary projects or selected projects. A detailed analysis is required for this type of project, because after the project starts, the owner will decide whether to implement it and which contractor will implement it. If the project is not subcontracted and is only constructed by one contractor, the unit price for the items that must be done must be higher, and the unit price for the items that are not necessarily done should be lower. If the project is subcontracted and the tentative project may also be constructed by other contractors, it is not appropriate to quote a high price to avoid raising the total price.
⑸ Some bidding documents require bidders to submit a "unit price analysis table" for projects with large quantities of work. When bidding, the labor costs and mechanical equipment fees in the unit price analysis table can be quoted higher, while the materials The fee is considered lower. This is mainly so that you can refer to the higher labor costs and machinery equipment costs in the "Unit Price Analysis Table" when supplementing project quotations in the future.
Materials are often priced at market prices, so higher returns can be obtained.
Unbalanced quotation must be based on carefully checking the risks of the project quantities in the bill of quantities, especially for projects with low unit prices. If the project quantity increases, it will cause heavy losses to the contractor. At the same time, it must be controlled within a reasonable range to avoid objections from owners and even the cancellation of bids. If you don't pay attention to this, sometimes the owner will select projects with too high quotations, require bidders to conduct unit price analysis, and lower the price based on the excessively high content in the unit price analysis, so that the contractor loses more than the gain.
2. Multi-program quotation method
There may be two situations in multi-program quotation:
In the first situation, for some projects, the owner requires a certain After the bidding plan is quoted, the bidder can propose several quotation methods for the owner's reference and selection. For example: for a certain floor terrazzo project, the bill of quantities stipulates the specification of 25cm×25cm×2cm, and the bidder should quote based on this specification. At the same time, bidders are also allowed to use other specifications for bidding quotations. In this case, the bidder can adopt smaller specifications (20cm×20cm×2cm) and larger specifications (30cm×30cm×3cm) as the owner’s optional quotation options. When bidding, you should investigate the situation of customary terrazzo bricks and inquire about prices. For terrazzo bricks that may be selected for use in the future, the unit price should be appropriately increased; for certain specifications of floor tiles that are difficult to provide locally, the price can be intentionally raised. Higher to prevent owners from choosing.
The second situation is to state in the bidding documents that bidders are allowed to put forward their own suggestions. In addition to truthfully filling in the bid price according to the original bidding documents, experienced bidders often put forward some attractive suggestions in the bid letter and make corresponding reductions in the bid price. Of course, this suggestion does not require the owner to lower certain technical requirements and standards, but rather to reduce costs and quotations by improving the process or process methods. If it is a suggestion to change materials and equipment, it should be stated that the original design standards and requirements will not be lowered, but can reduce the cost. For example: the construction period requirement of a certain bidding project is too harsh, and the contract terms stipulate that every day of delay will result in a penalty of 1/1000 of the total contract price. To ensure that the construction period requirement is achieved, special measures must be taken, thereby greatly increasing the cost; Moreover, the original structural plan using a frame shear wall system was too conservative. Therefore, the bidder stated in the bidding document that the owner's construction period requirements were difficult to achieve, so it prepared a construction progress plan based on what it considered to be a reasonable construction period (6 months longer than the owner's required construction period) and quoted accordingly. It also suggested that the frame shear force should be The wall system was changed to a frame system, and a technical and economic analysis and comparison of the two structural systems were conducted, proving that the frame system can not only ensure the reliability and safety of the engineering structure, increase the use area, and improve the flexibility of space utilization, but also can Reduce the cost by about 3%. In addition, it should be noted that when making such suggestions, you can list the price reduction figures, but it is not appropriate to write the suggestions in very detailed and specific terms. Otherwise, the owner may submit your suggestion to the lowest bidder for study, and ask the likely winning bidder to further reduce the price. This will result in the owner's suggestion being provided to the competitor for free, which is very detrimental to his own bid success
3. Sudden price reduction method
The sudden price reduction method uses a reduction coefficient to adjust the quotation. The price reduction coefficient refers to the possibility that the bidder may lower the quotation ratio in the future when bidding. If the bidder considers increasing competition in quotation If the capability is necessary, the final decision to lower the bid should be stated in the submitted supplementary bid document before the bid deadline. The advantages of using this kind of quotation are: ① Based on the last information, you can put forward your own competitive price at the last moment of submitting the bidding documents, so as to catch the competitors off guard. ② During the final review of the compiled bid documents, if some individual errors or calculation errors are found, adjustment coefficients can be used to make up for them without having to recalculate and modify them all. ③Since the final price reduction is decided by a small number of people at the last moment, it can prevent your true quotation from leaking to the outside world, which will lead to failure in the bidding competition. There are two ways to reduce the bidding price: ① Reduce the planned profit. When determining the planned profit when bidding, you must consider not only the fullness of your own company's construction tasks, but also the situation of your competitors. Appropriately lowering the profit and revenue targets, thereby lowering the bid price, will increase the probability of winning the bid. ② Reduce operating and management fees. In order to meet the needs of competition, this part of the cost can be reduced and the organization and management during construction can be strengthened to make up for it.
In short, in today's extremely competitive bidding market, any construction company must pay attention to the research on bidding and quotation techniques. In order to survive and develop, we should conduct more scientific analysis of our quotations, and then make appropriate quotation decisions, choose suitable quotation methods, comprehensively consider the expected profits and the ability to bear risks, enhance competitiveness, and balance risks and profits. Make trade-offs and make a choice.
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