The first section of the preparatory stage of the work and methods
The preparatory work of the bidding is the bidding of the regular business work, but also for the transfer to the bidding stage must go through a stage of the work must be. Bidding units do not go through the preparatory stage or do a good job of preparation, not only can not enter the bidding stage, even if the blind turn to the bidding stage is unlikely to achieve the expected results of bidding. Therefore, this is the bidding business insurmountable stage of important work.
The bidding preparation stage of work, including clear bidding for the basic requirements, collect bidding information, select the bidding project, determine the bidding object.
One, the basic requirements of general bidding
Bidding procedures are very complex, very competitive, if the bidding law lack of research, the guiding ideology is not clear, the work of the slightest negligence may lead to the loss of bidding favorable opportunities to achieve the purpose of winning the bid to increase the degree of risk of contracting and casting a significant economic loss. Generally speaking, any bidding unit in the offer business, first of all, we must have a comprehensive understanding of the bidding work, clear its basic requirements, the basic requirements of the bidding generally have the following:
1?Purpose. The general purpose of the tender offer is to achieve the winning bid to win, access to business tasks, improve business efficiency. In the bidding, what price depends on the enterprise bidding purpose. Because different purposes have different quotation strategies and price levels. Usually, in order to obtain the maximum profit for the purpose, which is a more typical economic purposes; In addition, there are for the supplement to the enterprise production task of the lack of production to maintain the balance of the enterprise's production, in order to reverse the situation of rising costs, benefits slipped; for the display of the enterprise's technical management of the advancement of the social visibility, in order to open up the product sales market; in order to overcome the market for the time being the emergence of the existence of the crisis, and so on. Only clear the purpose of the tender, it is possible to achieve the stated purpose.
2?Timeliness. In the bidding generally stipulated in the bidding time limit. Bidding units can not be completed within the specified time limit for bidding projects such as valuation, you may lose the opportunity to compete. The workload of a tender evaluation and quotation is very large, especially for those large-scale projects and comprehensive sets of equipment contracting projects, the workload of the evaluation and calculation is very voluminous. For this reason, in the bidding, the timeliness of the offer is particularly important. Can not do this, the basic conditions of the bidding will be lost.
3?Accuracy. Bidding price, must be established on the basis of scientific analysis and reliable calculation, so as to more accurately reflect the cost of the project. Machinery manufacturing enterprises to develop the bidding price and determine the principle and method of determining the price of the product is basically the same, but the difficulty is much greater than to determine the price of the product. Enterprise pricing of products, is basically complete in the information, the situation is basically clear on the basis of; and for the tender offer information needed, need to be collected by the bidding unit to collect and find. However, for the use of bidding methods for the winning product, generally more of a high level of technology, advanced technology, specialized equipment or complete sets of equipment, its value is larger and less comparable. Therefore, the accurate quotation is directly related to the enterprise competition, the efficiency of the high and low.
4?Strategic. In the complex competitive environment, relying solely on timely and accurate offer attempts to win the bid is far from enough. Bid price to be successful, but also depending on the characteristics of the bidding project and the characteristics of competitors and the intention of the bidding unit and other specifics, the use of bidding strategy and the art of bidding competition, at a certain time, respectively, the use of high-price, medium-price or low-priced strategy, so as to obtain the winning bid.
Two, comprehensive collection of information on bidding
Information is an important part of the bidding business. For domestic bidding units, the main channels for collecting bidding information are:
1?According to China's national economic construction of the five-year plan and the scale of investment and development, as well as the central and regional annual investment and development projects of specific economic construction, technological transformation of enterprises, collection of projects suitable for bidding for the project;
2?According to the state's economic policy and the approved investment projects, you can get from the competent construction departments, construction banks and construction units, project specific investment scale, project construction progress and engineering construction requirements;
3? In the case of expanding the autonomy of enterprises, you can fully understand the construction objectives and specific content of the expansion and transformation projects of production enterprises;
4? Collecting contracting units in the same industry for certain engineering construction projects Intention, strength and bidding direction and strategy.
In short, the bidding unit should collect all kinds of information about construction investment, bidding and tendering through various channels, such as to all levels of government planning departments, construction authorities and construction units, contracting units in the same industry, and to find out the regulations, intentions and strategies of the government, construction units and construction banks (or the relevant banks), as well as their attitudes towards the bidders and so on. It is also necessary to analyze the strength and strategy of each possible competitor in order to choose the right bidding target to follow.
Third, choose the bidding project
When the contracting company through the information work to obtain a number of bidding projects, and that may benefit from the bidding of these projects, that is to say, generated a certain degree of interest, then the problem faced is how to choose among these bidding projects. Generally speaking, in the selection of bidding projects to carefully study and fully estimate the possibility of bidding, to make a sound judgment on the following issues:
1?time constraints of the bidding unit: including the time of bidding, the development of the bidding price of the time required, as well as the date of the opening of the bidding restrictions, etc.. Contracting firms can bid within these time constraints, to complete the bid all the work procedures, which is a prerequisite for the choice of bidding projects.
2? The production constraints of the enterprise itself: the bidding unit of some major construction projects, there are certain delivery schedule restrictions, contracting companies in the limited project progress, from the planned input to the output of the output of the delivery of how long it takes to the existing production load can bear; how much money to invest in the production process, whether it has already been settled; technical quality and cost level of reputation, whether there are guarantee measures to meet the requirements of the bidding process. Whether there are guarantee measures to meet the bidding requirements.
3. The external environment of the various constraints: such as raw materials, ancillary parts, such as ordering, the arrival of any guarantee; the need to supplement the processing equipment, tooling, etc. can be installed and put into operation on schedule; construction projects can adapt to the progress of civil engineering equipment installation progress requirements, the factory of engineering equipment, transportation, installation, commissioning of the environment will be encountered in the difficult conditions in the manufacture of equipment prices, taxes, interest, exchange rates will be , taxes, interest, exchange rates will have what changes to the price of contracted works will have an impact, etc., should be carefully considered.
In short, the bidding unit only on these internal and external constraints are fully estimated that a bidding project does have the ability to bid for contracting and grasp, before the bidding object can be determined.
Four, research to determine the object of bidding
Bidding unit according to the project equipment bidding information, after preliminary investigation and qualitative analysis, select a suitable project ready to participate in the bidding, whether or not it can be determined for the bidding object, but also should be quantitatively analyzed using scientific methods, and from the unit's business objectives, and finally make a decision. This is because the risk of bidding is very large, but can not be avoided, we must change the traditional experience of judgment, the leadership board, or the first to work, after the accounting, the problem to find the above approach, the use of modern scientific means and methods, to make the correct decision whether to participate in the bidding, you can reduce the risk of bidding to a minimum, the bidding for the possibility of increasing to the maximum extent.
1?Quantitative analysis of various constraints. In order to rationally select the bidding project under the many constraints, it is necessary to establish a mathematical model for theoretical analysis, in order to correctly determine the bidding object to provide a basis for decision-making. Quantitative analysis of the way, there are decision tree method, linear programming method and multi-tender planning method.
2?Incorporate the business objectives of the enterprise to weigh the choice. In general, the purpose of the bidding unit to participate in the bidding of engineering equipment is to obtain economic benefits. But the business objectives can not be limited to increase profitability, in fact, the level of profitability is also a comprehensive reflection of the results of the implementation of a number of business objectives. In the selection of engineering equipment bidding object, usually with the realization of each business objectives together. Such as contracting an engineering equipment project is to improve the level of technology and quality of practice; is intended to enhance the visibility and credibility of enterprises in the domestic or international; is to strive for a new field to open up the sales of products; is to give full play to the enterprise's excess production capacity, or to make the enterprise work, turn a loss into a profit and so on. Some of the engineering equipment bidding project can both bring some profit to the unit, but also with the unit's various business objectives, which is the most desirable; but some of them are due to competition or other factors, profits are meager, can only achieve other business objectives, in the long run can bring greater economic benefits to the unit and society, which is also desirable; there is also another scenario, that is, the unit is not profitable and even Losses, but the key construction needs, can replace imports, social benefits, if you can fight for the state in the relevant economic conditions, such as directive raw material supply, imported raw materials, parts and components of tariffs, interest on the purchase price of engineering equipment, etc., to give the necessary preferential treatment and support, but also can be selected, or else bidding units in the contracting conditions, it is difficult to take on such a project.
3?Based on the implementation of the contracting partner to make the final decision. A large-scale project, not only the production and technology is quite complex, and the need for a large number of ancillary equipment, especially "turnkey" project, from the research and design, processing and manufacturing, to installation and commissioning, commissioning and other aspects of the system is fully responsible for relying on a particular or a few enterprises contracting is unlikely that there must be a certain contracting organization. The form of a leading enterprise to form a strong contracting partner. Specific members of the contracting partners, depending on the complexity of the bidding engineering equipment projects and requirements to determine the conditions, simple projects only need to select a number of host and supporting production enterprises, complex projects not only domestic manufacturers, but also to absorb the cooperation of foreign manufacturers, usually also need to have scientific research, design, installation and other units to participate. In the contracting partner selected, the contracting organization has landed, only when the bidding object can make the final decision. At present, the domestic horizontal economic alliance has developed, all kinds of engineering equipment manufacturing group companies have been established, the conditions of the group company can also be a separate bidding contract, as for the group's internal partnership, you can take the form of internal bidding contract after winning the contract, the implementation of sub-contracting or sub-contracting methods to solve the problem, but in line with the laws and regulations and the requirements of the bidders.
Section II, the bidding stage of the work task
A, the content of the preliminary work
The key stage of the bidding is the bidding stage, into this stage of the work is done well, the quality of the work is high and low, whether or not to fight for the winning bid has a great impact. Therefore, the bidding unit of the bidding stage of the business to be particularly familiar with, can be used freely. This stage of the bidding business can be divided into two periods before and after the preliminary work mainly includes: the submission of applications for bidding, receiving the bidding unit qualification examination and purchase of bidding documents.
1, delivery of tender applications
Tender units according to the tender notice or invitation to bidding units, taking into account the unit's business objectives and contracting capacity, decided to apply to participate in the tender, shall be reported to the bidding unit bidding application, and must be sent to the bidding unit within the time limit of the tender advertisement or notice.
The application should generally provide the following information:
① company (enterprise) name, address, name of the person in charge, the nature of ownership and affiliation;
② business license (copy) number and account bank account number;
③ company (enterprise) resume, including: the establishment of the time, grade, the main engineering equipment manufacturing undertaken. Technology and quality to achieve the level of grade;
4 technical force, including scientific research and design departments, engineering and technical personnel, the number of skilled workers and the average grade and proportion of the total number of employees;
5 existing technical equipment, production scale, own funds, complete sets of levels and after-sales service.
In short, the application form in the introduction of the enterprise's situation, according to the provisions of the bidding unit to fill in truthfully, if there is no provision, to fully reflect the strength of the bidding unit's credibility as the principle.
2, accept the qualification examination of the bidding unit
The so-called qualification examination, that is, the bidding unit in the bidding announcement, after the application to participate in the bidding unit for qualification investigation. Qualification review by the bidding committee in the submission of tender applications after the deadline, the organization of forces on the tender application unit by unit. Through the qualification examination, the bidding unit can be in the financial strength, technology, management level and reputation of the bidding unit to understand the comprehensive examination. Participate in the bidding unit qualification examination of the main content is:
①Verify the registration formalities and business license. Bidding unit in the domestic projects, need to hold the company (enterprise) business license. To the bidding unit qualification examiners show the license can be handed over. If the project equipment contracting business in foreign countries, first of all, should be approved by the Ministry of Economy and Trade under the State Council, registered in the Domestic Administration for Industry and Commerce, but also in the country for registration procedures, receive a business license. For our country has established diplomatic relations with the country for the registration procedures easier; not formally established diplomatic relations with the country will be more difficult. In this case, you can find an agent or guarantor in this country through the relationship. However, the situation varies from country to country, some countries only need a guarantor, such as the United Arab Emirates, etc.; some countries only need an agent, such as Kuwait, etc.; some countries need both a guarantor and an agent. For the guarantor or agent, there is a commission to be paid, usually 1%-5% of the total amount of the contract.
② Verification of the bidding unit grade certificate. Bidding unit level, is based on the company (enterprise) funds, equipment, the scale of the past contracting equipment and its own technical force, management level and other conditions, approved by the relevant departments to confirm and issue the bidding unit level certificate.
The grade of the bidding unit, the bidding unit itself to bid for the scale of the project. In the international bidding, the different scale of the project, the requirements of different company level, in the bidding announcement has a clear stipulation. For example:
①Contractor funds in more than 5.5 million U.S. dollars, and more than four engineers with more than five years of experience, can be approved as a special company;
②Contractor funds in more than 2.7 million U.S. dollars, and more than four engineers with more than five years of experience, can be approved as a first-class company;
③Contractor funds in more than 1.3 million U.S. dollars The company can be approved as a second level company if the contractor's capital is more than 1.3 million dollars and there are more than 4 engineers with 5 years of experience. The lowest level is the fifth level company.
Often the total amount of 13.8 million U.S. dollars or more, the special company is eligible to bid; the total amount of 13.8 million - 11 million U.S. dollars, the first company is eligible to bid; 11 million U.S. dollars or less, the second level of the project, the company is eligible to bid. Some countries do not have company level requirements for bidding, the bidding unit can decide to bid according to their own.
3 verify the assets and liabilities of the bidding unit. Bidding unit's financial situation, including how much own funds and assets and liabilities, is a measure of the economic strength of the bidding company (enterprise) and contracting ability of the integrated scale. Qualification examination of the bidding unit, must provide a recent company (enterprise) balance sheet. This table reflects the company at a particular date in a year all the assets and liabilities and their net worth of the statement of financial position. In the case of a group of companies (joint companies) must also show the shareholding and shareholding, especially in the international participation in the bidding for contracting business, to provide a balance sheet must be detailed: the contractor in which the company has shares in the name of these companies, the country and the percentage of these shares in the total capital of the contractor's company; which companies in the contractor's company has shares in the name, the country and the percentage of these shares in the total capital of the contractor's company; which companies in the contractor's company has shares in the name, the country and the percentage of these shares in the total capital of the contractor's company. respectively, as a percentage of the total capitalization of the Contractor Company.
The bidding unit is required to give clear answers to the above main questions, as well as to other relevant questions asked by the bidding committee, according to its own specific situation, in order to gain the confidence of the bidding unit.
3. Purchase of Bidding Documents
When the bidding unit's qualification examination has been passed, it should, according to the requirements of the bidding notice, request the bidding organization for the bidding document within the stipulated time, i.e., purchase the bidding documents and take part in the bidding; however, it also has the right to give up its qualification for the bidding and not to take part in the bidding. Some bidding units are reluctant to participate in the bidding for certain domestic and foreign tenders which are not considered profitable, but in order to safeguard the reputation of the company (enterprise), they likewise participate in the qualification examination.
I. Current Assets ×××× I. Current Liabilities ××××
Bank Deposits and Cash ×××× Accounts Payable ××××
Accounts Receivable ×××× Advance Receipts ××××
Advance Payments ×××× Others ××××
Materials ×××× II. Fixed Liabilities ××××
Other x x x x × Retirement and Specialized Funds ××××
II. Fixed Assets ×××× State Funds ××××
Original Value of Fixed Assets ×××× Retained Earnings ××××
Less: Depreciation ×××× Profit for the Year ××××
Total ×××× Total ××××
Bidding Documents, which refer to the bidding unit's bidding for the project equipment Some specific provisions and specific requirements for the bidding unit. By the bidding unit to send a person with a copy of the company (enterprise) business license level certificate, to the bidding office to buy tender documents. Bidding documents include the following:
(1) Instructions to bidders. Instructions for bidders are specifically drawn up by the bidding organization according to the situation of different engineering equipment. It includes the time, procedure and requirements for bidding;
(2) Format of Bid. It is a comprehensive document proving the nature and technical and management level of the bidding company (enterprise), and is the main basis for bid review and finalization;
(3) Agreement;
(4) Bid bond and bid guarantee. Written proof issued by the bank or insurance company, usually one or two days before the submission of bids, but should not be too early to avoid problems not to participate in the bidding for nothing to spend the cost of the bond handling fee;
(5) contract conditions, divided into general terms and specialized terms;
(6) technical specifications;
(7) the works table and unit price list;
( 8) Design drawings and specifications.
Two, the later work content
The later work of the bidding stage, mainly including: study of tender documents, site visits and preparation and submission of tenders.
1, carefully study and analyze the tender documents
Tender units in the bidding documents, we should organize appropriate specialists to carry out an in-depth study and analysis of the content of the document, the main focus on the following points:
1) to have a full understanding of the requirements of the tender documents. After a careful reading of the tender documents and their annexes, drawings, research, the requirements of the tender, the conditions should be clear, have a comprehensive understanding of the document, such as any ambiguity or contradictory content, do not understand the place, can be in writing or orally to the bidding unit before the deadline for bidding inquiries, clarification.
②To tender documents affect the unit price of all the requirements of the composition, to be excerpted. This is in order to do the bid later, unit price analysis to be considered.
③ To the bidding documents in the contract documents, drawings, specifications, quantities and other information, a detailed analysis. Because it relates to the entire bidding process. Such as the general terms of the contract terms are common, pay attention to the bidding unit in these terms of change, these changes will have what impact; the special provisions of the document should also be carefully studied, if the bidding unit requires changes, deletion or increase in the content, can only be used as an attachment to the offer, in the bid negotiation by negotiating with the bidding unit, to determine whether or not to adjust these terms or price.
4) Strictly examine the drawings, if the drawings are inconsistent or ambiguous with the contract conditions, items, specifications and quantity requirements of engineering equipment, characteristics and conditions of construction, and relevant norms and standards, the drawings should be submitted to the design or bidding unit for clarification in a timely manner.
2, effectively do a good job on-site inspection
Bidding units in the study and analysis of tender documents, followed by a good job on-site inspection. The so-called inspection refers to the feasibility of carrying out contracting business. Through the inspection, those who contracted all aspects of the project factors investigation and research, and then make a correct judgment on the prospects of contracting business, which is the prerequisite for the success of the bidding competition. Because, contracting equipment in the unforeseen factors and contracting risks, mostly due to the site conditions are not deep, not fine. Therefore, it is necessary to improve the inspection of the bidding project site.
① Actively participate in the bidding unit organized by the project site visits. Regardless of the details provided in the bidding documents, the contracting unit should be investigated through the site of the project of engineering equipment, personally collect all the information affecting the contracting responsibility in the provisions of the contractual agreement and the construction of the construction of the risks that may be encountered, and to collect and analyze any negligence, malfeasance or mistake that may arise, otherwise it will not be able to relieve the risks that should be borne after the signing of the contract.
② Understand the location of the project. Including the site's geographic location, topography, geological conditions. Bidding units are generally provided in the bidding documents, the topography of the project, geological information, but the contractor can not be satisfied with this, it should be checked in order to be able to more accurately determine the winning bid on the construction program of the project.
3 know and understand the transportation situation. Including going to the site of the road outside the plant; construction machinery, large components and equipment is accessible; whether or not the construction or refurbishment of how many kilometers of temporary roads; construction site from the railroad station or the availability of railroad lines how far; nearby rivers, oceans, navigability, and so on.
④The overall planning of the site. Whether there is enough open space near the site to arrange construction facilities, including materials, equipment storage site, various processing plants, and warehouses, site offices, living facilities.
⑤ Understand the site temporary water supply, power supply, communication facilities, local labor resources, technical means, wage system, as well as the construction personnel's food, accommodation and transportation problems; understand the local climate, common diseases and medical conditions.
6 understand the local supply of raw materials, transportation distance. Because these factors will affect the cost of the project, such as purchasing raw materials from a long distance away, not only increase the freight costs, but also due to the long distance, the material supply is not enough to meet the demand, resulting in stoppage of materials, affecting the schedule.
7 understand and master other information. Such as underground pipelines, cables, the location of the map, the permissible distance of excavation; engineering equipment installation conditions and production conditions, the conditions of the discharge of dirt, the construction area of the relevant legal provisions.
Through the site visit, the bidding unit is easy to make predictions on the prospects of bidding for engineering equipment projects, the degree of risk of bidding to make judgments, and combined with the past contracting of similar projects in the past historical experience, to make the final judgment of the bidding, and at the same time, through the site visit, but also tend to be able to find lower-cost construction methods and combined with the construction of the construction of the processing measures taken, which is the most economical way to complete the contracting project, bringing ideal economic benefits to the winning bid. Contracting project, bring the ideal economic benefits, creating important conditions.