What is the tender offer, how to make a good tender offer?

A, do a good job of bidding feasibility study: first of all, the bidding information has been obtained to screen, select the appropriate bidding project bidding. In the feasibility study is mainly carried out in the following areas: First, the study of the enterprise such as the implementation of the project whether there is enough technical force, financial capacity can be invested in, and secondly, the project will bring the desired economic benefits, and thirdly, through the bidding for the project will bring potential market share and social benefits to the enterprise. Feasibility study should be bidding for contracting conditions, public relations conditions, bidding for the competitive situation, bidding for risk and so on. Second, do a good job in the collection of intelligence information research work: the collection of intelligence information research work mainly includes the collection of technical and economic intelligence and owners of intelligence. Tender offer involves a variety of technical and economic issues, the collection of work should be regular and long-term. Mainly include: first, the market price of various resources, the best through long-term analysis to understand the price changes. The second is to grasp the understanding of the local customary construction methods, the use of new technologies, the degree of application of new technologies. Third, the study of the nature and characteristics of the project, the project owner is willing to accept the price range, and finally based on experience offer. Third, seriously participate in the site visit and pre-bid meeting: the purpose of participating in the site visit is to grasp the site environment, traffic conditions, geography and topography, the impact of the surrounding buildings, the supply of various resources and prices and other site information for the project offer the maximum degree of conformity with the characteristics of the project to achieve a reasonable, feasible and economic purposes. Secondly, seriously prepare to participate in the pre-bid meeting, actively prepare for the discrepancies and unclear places in the bidding documents, at the same time, in order to utilize this opportunity to obtain the necessary information from the owner's side and the bidding unit. The pre-bid meeting should pay attention to the following three aspects when raising questions: 1. to the contract and technical documents in the unclear places should be drawn to explain, but do not indicate or put forward to change the contract and modify the design of the requirements. 2. to raise the question should be careful to prevent other bidding units from learning from this unit's bidding confidentiality. 3. it is not appropriate to show too much positivity in the meeting. Fourth, seriously do a good job of the project budget: the project budget is the basic work of the tender offer, in the tender offer plays a very important role: First, accurate and correct budgeting can make bidders to the heart of the matter, the second is to give the leadership decision-making to provide an accurate reference base, the third is to improve the accuracy of speculation of the owner's bidding. Ensure that the budget results reasonable and accurate countermeasures: 1, do a good job of investigation and research. Mainly the market price of various resources, the relevant local policy regulations, carefully understand the design intent and norms and standards, proficiency in mastering and applying the rules for calculating the amount of work, familiar with the work of the quota and the scope of application, etc.. (1) master construction requirements and measurement and payment content in the preparation of tender offers before, should read the contract terms of the tender documents, technical specifications, master construction requirements, measurement and payment content, the preparation of the bill of quantities of the system and methods; unit price of the cost of the composition of the list of items and the meaning of the list of items and details; the inclusion of a variety of costs in the offer, such as taxes, insurance premiums, etc. is included in the unit price or a separate quote according to the total value of the offer. (2) Accurate calculation of the quantity of work in-depth understanding of the relationship between the design drawings and the number of items of work, to make a correct understanding. Subsequently listed in the number of sub-projects, the list of details in the number of projects is for the bidding price agreed upon a pricing basis, can not be changed at will. However, corresponding to the breakdown of certain sub-projects, such as steel sheaths, steel cofferdams, cement and asphalt concrete mixing building, large prefabricated components base, cast-in-place support, cable lifting equipment and other quantities of the project, they are the project's first process, and the design intent, the construction program is closely related to the cost of the relatively large (especially in the construction of the bridge construction), the need to take seriously, accurate calculations. Focus on checking the detailed quantity of earth (stone) works and bridge works, accurately calculating the transportation distance and quantity of earth and stone deployment, and the quantity of concrete reinforcement in each part. The purpose of checking and calculating the quantity of work is to avoid confusion and errors. The list quantities are based on the items and quantities in the bidding documents and addenda and amendments. Bidders are not allowed to make the slightest change to the items and quantities of work, otherwise it may easily lead to the annulment of the bid. If the bill of quantities is not consistent with the calculation and the owner has not amended, can be adjusted according to the list of given proportional distribution. 2, with the construction organization design scheme closely, using economical and reasonable construction methods. For example, highway engineering in the roadbed earth and stone deployment, one is to consider the set up of soil disposal site caused by the transportation distance and the cost of the problem, the second is to arrange a good combination of machinery with a reasonable, such as 1 cubic excavator with 15 tons of cars is not reasonable, loader loaded stone site construction is not feasible and so on the issue of need to be fully considered by the budget staff. Another example, in Shenzhen Metro bidding, hole transportation construction organization design are arranged 1 ton dump truck transport, but all the quota for rail transport, if not analyze the applicability of the quota and coordination with the construction program, blind application of the quota, the budget is certainly not reasonable. 3, do a good job in the apportionment of the relevant costs and estimation of the work: often the case is that the bidding documents stipulated in the format or requirements and the preparation of the budget is not consistent with the method of preparation. Preparation of the budget is not consistent, there are often cost sharing and estimation of the cost of measures. For example, the cost of temporary facilities in Chapter 100 of the bidding price for highway projects is generally dealt with by first calculating the cost stipulated in the preparation method according to the normal rate, and then back-assessing the remaining portion into the comprehensive unit price of other items after calculating the actual cost to be incurred according to the construction organization design. Subway and municipal engineering due to the narrow site caused by the estimation of the material secondary handling costs, need to be targeted according to the characteristics of the bidding project, a reasonable estimate. And so on 4, a large number of computer applications, budgeting work, improve the accuracy of the budget work. 5, the formation of budgeting preparation of the collective, adhere to the budgeting assessment and review work, play the role of the collective wisdom to ensure that no weight and no omission. Fifth, do a good job of cost estimation work: cost prediction work mainly from the following aspects 1, the budget quota consumption correction method using the budget quota, according to the enterprise's own reality, in connection with the current situation of the project, research and comparison of the budget price, after technical analysis of the valuation. It reflects the connotation should be to complete the project all the costs required for the amount of work. Valuation of the project = completion of the amount of various types of consumption + management fee (1) all types of consumption of the quota correction: due to the completion of various projects by various enterprises of manpower, materials, machinery consumption levels are different, so we can not use a unified budget quota to carry out calculations to the current quota correction, in view of the current I have not established their own enterprise quotas, so a more realistic approach is the budget quota correction, that is, analyze and study the quota work. Amendments, that is, analyze and study the work of the quota, according to their own grasp of the situation, the budget quota in the unreasonable, unscientific consumption of materials and equipment and other amendments to achieve compliance with the actual construction situation. (2) management fee of each enterprise due to institutional settings, management levels, work efficiency, personnel quality of different management fee expenditure is not the same, so to bid for the project depending on the size of the scale, the structure of the difficulty, resource inputs and other factors, to determine their own method of calculating the management fee and the standard. 2, the total cost of the estimated method: the total cost of the total cost of the estimated in layman's terms is to calculate the total account, that is, will be constructed cost of construction work, materials, machinery, site management fees, enterprise management fees, the total cost of construction work. Site management fees, enterprise management fees, social utility costs, etc. to single out the calculation summarizes the cost price. (1), the labor cost: due to the budget labor cost unit price and the actual labor cost unit price difference is large, so the budget labor cost can not truly reflect the actual cost of labor. The usual practice is based on the construction organization design of the labor force dynamics of the total amount of labor and the estimated average unit price per day to calculate the total estimated labor costs, the actual is generally greater than the offer of labor content. (2), material costs: according to the budget material costs, according to the level of saving rate of the main materials of similar projects to be measured; material pricing analysis, the quotation of the unit price of the material is reasonable to take and investigate the price of direct supply comparison, the calculation of the possible material pricing price difference, the measurement of the lowest cost of materials. (3), machinery costs: according to the construction organization design of machinery input (original value of equipment), machinery depreciation, frequent repair costs, withholding of major repair costs and other summary calculations. (4), management fees: other direct and indirect costs of the project are analyzed. From the budget analysis of the total direct and indirect costs, according to past experience and the technical complexity of the project, to be put into the number of managers and management facilities, measuring the total amount of salaries of managers, transportation and office facilities, the use of maintenance costs, office consumables, travel expenses, dealing with a variety of relations between hospitality, bidding costs, the amortization of higher management fees, etc. belong to the range of indirect costs of the total sum of expenditures, that is, the estimated The total amount of actual overhead expenses and indirect costs in the offer for comparison, estimate the actual possibility of other direct costs and other costs in the offer for comparison. (5) Social utility costs: mainly refers to the estimation of the "three gold" to estimate the labor cost minus the cost of civilian labor as the base, generally should account for about 45% of the wages. (6), from the schedule requirements and the impact of external conditions on the project cost analysis. If the schedule is urgent need to increase the investment of construction forces, the use of certain measures to catch up with the work, such as overtime, high-priced into the material, increase the turnover of materials, high-priced hiring of labor and rental equipment, is bound to increase the cost of the project, therefore, the tight schedule of the project should be calculated on the cost of the duration of the impact of the project. Better natural and social environmental conditions around the project can make the cost lower, local cheap labor and sufficient available engineering resources, can reduce the cost of labor and materials, on the contrary, will increase the cost. (7) Quotations or budgets are prepared according to conventional construction methods, and improved construction programs can reduce costs. More research construction program, as far as possible to make it reasonable, economic, with more advanced construction program or more effective equipment to improve the program, with alternative materials to reduce costs, so as to tap into the potential for cost reduction. 3, subunit price analogy: first of all, the offerer should pay attention to the continuous accumulation of cost information on similar projects to build cost information can be used for: rapid determination of the total cost of construction; construction organization and design of optimization of the program of the economic Comparison; in the quotation strategy to guide the reasonable unbalanced offer. Accumulate cost information by means of requesting quotations for similar works completed and under construction (e.g., ask the contracting price and profit level of the contracting team), and remove the factors that are greatly influenced by the region and market price for comparison, such as deducting the purchasing price of steel reinforcement for reinforcing bar works, and deducting the consumption of cement, sand, and gravel for concrete works. Sixth, the bidding strategy and bidding price determination principles (1) to analyze competitors, if the opponents of the task is not enough, may take a low offer, capital preservation bid, on the contrary, may take a high offer. (2) to analyze the current situation of the enterprise and market development, if the task is more adequate, or the enterprise has more other units can not be compared to the advantages, such as technical expertise, professional advantages and special machinery and equipment, public **** relationship conditions, etc., the profit margin can be determined a little higher, if the enterprise wants to develop the bidding project where the engineering and construction market, in the face of the protection of the region, the protection of the industry is more serious Reality, to improve the competitiveness of bidding, can take a low profit rate or not. (3) According to the characteristics of the project, for those engineering technology is simple, construction difficulty is small, management difficulty and input is also small, at the same time the project volume is relatively large, can reduce the profit rate, the use of the enterprise skilled construction and high production to obtain profits; for those complex technology, construction difficulty, management difficulty and input is also relatively large project, can improve the profit rate. (4) for ADB, WB loan construction projects, most of the low price bidding principle, only low bidding to have the possibility of winning the bid, in the bidding to determine the low profit margin. This often requires boldness, courage and boldness of decision-makers. (5) should be combined with the degree of saturation of the enterprise's construction tasks to determine, such as a serious shortage of construction tasks, there are a large number of interest in the workforce and idle equipment, rather than sitting on the mountain, it is better to use the cost or even a slight loss of the bid for the winning bid. Seven, the quotation technique bidding is based on the bidding project specific engineering conditions, through the work, materials, machines, rates and site of a variety of surveys, the application of the budget quota prepared by the basic price, and then combined with the cost of enterprise costing, cost prediction based on the consideration of appropriate profits and bidding strategy to determine the price. Bidding skills is how to calculate and analyze, determine the total project price, to ensure that the project won the bid; or in the control of the total bidding price remains unchanged, does not affect the winning bid, adjust the list of offers, access to higher engineering profits; or in order to increase the chances of winning the bid to reduce the total offer, but does not affect the planned profit under the premise of how to use bidding strategy and offer skills to achieve both the winning bid, and the purpose of winning, and maximizing Maximize the economic benefits of the winning project. Bidding skills are based on the accurate understanding of the cost preparers of the budget quota, construction quota and project measurement in the bidding documents, the full understanding of the design documents and construction site, the understanding of the current stage of the bidding work, as well as long-term experience in cost management work on the basis of experience accumulated, which includes the total price quotation skills and the list of quotation skills. 1, the total price quotation skills of the total price quotation to determine the reliance on The bidding team of the specific project bid evaluation method and participate in the bidding unit offer psychological correct analysis, through the calculation and analysis of the total price floating range to determine the total offer. The best offer formula: most of the current domestic standard are used in composite bidding, composite bidding formula is generally: composite bidding = owner bidding estimates under the floating bidding weight + weight of the average construction unit offer to composite bidding down a certain percentage for the optimal number of quotes. Application of algebraic calculation is not difficult to derive the formula for the optimal offer: CnAag/n-n-b1-b2-b3-....bn1-g where: C: the optimal offer value n: the number of bidding units A: the owner of the bidding and budget estimates a: the owner of the bottom of the bidding downward floating proportion b1, b2, b3, bn: bidding units relative to the composite bottom of the downward floating estimate g: the owner of the bottom of the bidding Weight (1), for the railroad bidding project, where n, A, g are known, a through the public relations means can generally know, b through the previous offer to master eight or nine, so the optimal offer determination is generally higher accuracy. (2), for off-road projects n, g are known (or simply assume that 2 bidding units), A need to public relations means and according to the budget data speculation owner bidding, a, b need to be based on the previous bid opening records of the data collation and similar projects analogous to trial calculations and estimation, so the accuracy of the best offer depends on the accuracy of the construction budget, the degree of public relations and competitors of the in-depth study, theoretically Feasible, but from the actual operation of the human factor is susceptible to the influence of the practice is often used as a quote as a rough reference value, the final decision needs to be based on the experience of the quotation staff to determine. Once the decision is made do not easily change, firmly believe in themselves, not easily disturbed by temporary information. 2, the determination of the lowest bid to use the World Bank loan project, according to the FIDIC terms, the project using low bid or reasonably low bid to win the bidding for the lowest bid, you can use the unit price quotation techniques to reduce the price of the project as a low bidding price control, but also according to the cost of + profit to determine the lowest bid. 3, the unit price quotation to lower the price to reduce the price, or cost + profit to determine the lowest quote. Quotation. 3, unit price quotation techniques (1) unbalanced offer method unbalanced offer method is to control the total bid price is unchanged, in the unit price contract in the comprehensive unit price analysis is reasonable, that is, does not violate the provisions of the bidding documents in the bid evaluation methods and moderate adjustments, or else there is a possibility of the abolition of the bidding, adjust the quantities of the list of items quoted in the list of offers, so that the list of offers is most conducive to the measurement of the project and the project settlement. Its characteristics are: so that the normal offer won the bidding of the project, in the construction of the maximum profit can be obtained; so that the capital preservation offer, no profit offer, loss offer and won the bidding of the project can be expected to obtain the profit. The quotation principle is: the adjusted offer must be equal to determine the offer; adjust the offer after the comprehensive unit price must be within a reasonable range, does not violate the requirements of the bidding documents. Its purpose is one for the early collection of money, two for more money. Unbalanced offer method in the use of preliminary design documents for bidding the most widely used works, it is divided into the following cases. From the purpose is to collect money early, the common practice is to first complete the project unit price is appropriate to increase, late completion of the project is appropriate to reduce. For example, the bridge project pile foundation unit price, roadbed earth unit price can be increased appropriately, pavement, protection works unit price can be reduced appropriately. From the purpose is to collect more money, increase economic efficiency, it is divided into the following cases: A, the use of volume changes in the offer adjustment a, through the design documents volume calculations, confirm that the actual volume is greater than the list of project volume, the unit price within a reasonable range as much as possible; the actual volume of work is less than the list of project volume, the unit price can be appropriately lowered; the list of projects is unlikely to occur, the unit price can be reduced. b, through the site investigation, the unit price of roadway earthwork can be appropriately reduced. b. Through on-site investigation, it is expected that the actual quantity of the project is greater than the quantity of the listed project, the unit price can be increased appropriately; the actual quantity of the project is less than the quantity of the listed project, the unit price can be reduced appropriately. c. If the design is unreasonable or the listed project is wrong, it is estimated that the project will increase the quantity of the project during the construction, and the unit price can be reduced for the project that will decrease the quantity of the project. d. If the quantity of the project varies more than the required quotation method FIDIC Contract clause 52.2 stipulates two kinds of changes in the amount of work over the provisions of the situation can be determined according to the fixed amount of the new unit price (determined by the principle of: increase the amount of new unit price should be lowered, reduce the amount of new unit price should be increased): ① change the amount of work involved in more than the contract price of 2. ② changes in the amount of work more than the amount of work in the bill of quantities in the project volume of 25. through the review of the design documents and the amount of work to review the calculation of the specific offer There are several situations: ① the volume of work is lower than 75% of the volume of work in the bill of quantities of the project, and the unit price is reduced as much as possible. (ii) the amount of work in the project list of 75 to 125, if less than 100, you can reduce the unit price or normal price; if greater than 100, you can quote a normal price or raise the unit price appropriately. (iii) the volume of work is greater than the project list volume of 125, if the scope of exceeding very small, you can appropriately increase the unit price; beyond the scope of large, it is not appropriate to increase the unit price. Quantity of work changes over the required quotation method for technically complex, and the use of preliminary design documents for bidding projects with the largest application, the most obvious benefits. b, the use of design documents continuity and bidding segment division of the contradiction between the independence of the offer This is a common problem, such as highway engineering bidding roadbed earth and stone deployment in the design documents as a whole for balanced deployment, but in the bidding segmentation. Often a bidding section must be another bidding section to take soil, according to the calculation principle of pricing earth and stone: pricing earth and stone = digging debit, earth and stone operation of digging, loading, transport, unloading four processes are included in the digging or debit unit price, fill only calculate the compaction unit price, but the actual construction organization is difficult to achieve this goal, because a bidding section is difficult to command another bidding section in accordance with the quality and progress requirements of the fill, which is a common problem to Ensure the quality of the project and ensure the progress of the project is very unfavorable, the construction unit and supervision unit in order to overcome this problem, the construction process will be priced earth and stone to: priced earth and stone = fill abandoned, resulting in excavation and fill unit price change, shrewd bidding unit should be in the bidding price bottoming out of the excavation of earth and stone unit price. c, the so-called tentative project offer tentative project offer refers to the lack of design documents, no Design volume, but in the engineering construction process may occur in the project offer, day labor list offer can be included in the tentative project offer range, tentative project offer method is divided into two cases to treat: a, the total price of the tentative project offer to participate in the evaluation of bids, the nominal amount of work can be underreported, the unit price can be increased; nominal amount of work has been set to determine that the project unit price of the project can be increased to determine that the project does not occur. Unit price can be reduced. b, the total price of the tentative project offer does not participate in the evaluation of bids, the nominal amount of work can be reasonably assumed, the unit price can be increased. D, selective low-bid quotation method this quotation method for the project to take the low-bid bid, in order to obtain the winning bid must control the total bid, so that the offer is lower than the normal budget price. Selective low-bid offer can be used for the project: may be subcontracted projects, may modify the design of the project, may cancel or suspend the construction of the project, as well as can be used to unbalance the offer of the project, etc. E, relying on the advanced offer method of the offer method is to rely on the bidding unit of their own economic strength, advanced construction technology, machinery and equipment and management tools, through the advanced design of the construction organization, to put forward a rationalization proposal to reduce the cost of the project, and to reduce the price of the project. Rationalization of the proposal to reduce the cost of the offer method, which is the most effective way to win the bidding competition. For example, our bidding price in the Shanghai Metro, is in the original design optimization program to reduce the price. Eight, other issues needing attention 1, the preparation of the description of the preparation of quotations: the preparation of the description of the preparation of quotations to strive to be concise, in addition to the preparation of quotations for reference basis, the main should be a brief description of the preparation of some of the costs of the process of processing, apportionment, and the main construction program with the need to supplement the issue, not too detailed, to outline. 2, the reasons for bidding concessions and technical measures taken: At present, many bidding Bidding documents require bidders to quantitatively and in detail in the bidding proposal to set out the reasons for preferential concessions and the technical measures taken to ensure that. So the offer staff to make the reasons to meet the objective reality, measures to have feasibility, data calculation in the form of simple and clear form. Remember: excess turnover materials, machinery and equipment not to mention depreciation as the reason for bidding concessions are not accepted by the owner. 3, which can be reduced, which can not be reduced costs: labor costs: can be reduced, but generally not below the local average annual salary. Such as the Shenzhen Metro bidding reference to the average wage is 1200 yuan, the bidding price per capita 1440 yuan. Material costs, machinery costs: the unit price of materials can be adjusted (except for A-supplied materials), constitute the entity of the project materials generally do not fall, auxiliary materials according to the circumstances of the appropriate price reduction. Management fee: it is a competitive fee, and it can be proposed to reduce the fee by specific measures such as schedule advancement and organization setting for the project situation. Owner-indicated pricing: cannot be reduced. Charges of the nature of collection and delivery: such as taxes, municipal collection fees, fixed determination fees can not be reduced. Labor insurance fee: the implementation of the labor insurance co-ordination of the place can not be reduced, do not implement the price can be considered to reduce the price. Civilized construction measures: many places do not allow price reductions. 4, bid clarification: in the bid evaluation process, such as the evaluation committee of the bidding price is not clear, the need for clarification of the bidder, before answering to carefully comprehend the spirit of the bidder's question, the answer should be concise, to the point, the usual answer should be "yes, confirm, no, including The usual answers should be "Yes, Confirm, No, Include" and so on. At the same time, I sincerely hope that the offer staff in the process of compiling the bidding process must do a good job in the preparation of records, the calculation of quantities, the application of quotas and conversion, cost sharing, cost estimates to save the original draft, in order to clarify the clarification can be said clearly. For example, the Shenzhen Metro bidding clarification, the owner asked us to provide quota application, cost analysis information.