Quotation in marketing activities is a relationship between the success or failure of the project is an important decision. Good offer can make the strength of the bidding unit to achieve satisfactory results, but also can make the strength of the general bidding unit to win the initiative of the bidding activities. Quotation skills mainly include quotation strategy and quotation methodology.
The so-called offer strategy, that is, in the development of the bidding price, the supplier must take into account the number of bidders, the strength of the project payment conditions and their own advantages and other factors, after a comprehensive assessment of the design of a conventional offer, capital preservation offer and a high price offer of three sets of quotation programs. Conventional offer, that is, the normal price, according to the requirements of the bidding documents, the approved bidding costs, determined after risk analysis should get the expected profit, and then combined with the other bidders and the bidder's psychological bottom price, after a comprehensive assessment to determine; if the bidding for the project is highly competitive, but the technical difficulty is small, the payment terms and conditions, and the number of good and large. In order to open up the situation in the region, establish credibility, occupy the market and the establishment of model projects, you can take the principle of capital preservation or even a small loss offer; if the bidding for the project's high professional and technical requirements, the payment conditions are not ideal, and the risk of a large, but fewer competitors, is a special unit of demand, the party has an absolute advantage, you can consider the risk of the offer. Of course, the offer for the maximum win offer, but also risky offer, should be carefully considered after the decision.
And the offer method is also a variety of methods, such as unbalanced offer method, multi-program recommended offer method and recommended offer method, etc., choose a reasonable offer method can also make the bidding success rate. Unbalanced offer refers to the bidding price of a project, after the total price is basically determined, adjust the offer of each part within the project, and under the condition of not increasing the total price, neither affect the winning bid, but also in the settlement of the more desirable economic benefits; if you find that the scope of the project in the bidding documents is not very clear, the terms are not clear or the technical specifications requirements are too harsh, on the basis of a full estimation of the risk of the bidding, you can use the Multi-program offer method, which can reduce the total price without harming the interests of the bidders, and in this way to attract purchasers; sometimes in the bidding documents provide that a proposal can be made, that is, the original offer can be modified to propose the bidder's program. At this time the bidder should organize a group of experienced design and construction personnel, the original bidding documents of the design and construction program for careful study, put forward a more reasonable program to attract purchasers, contributing to their own program to win the bid. This proposed program must be to reduce the total cost of construction, completion of the project earlier or make the use of the project more reasonable as the premise.
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