公路建设项目投标策略研究
摘要
随着中国加入WTO和社会主义市场经济的不断发展和完善,公路建设项目招标投标已经越来越规范化、制度化。如何掌握投标策略和技巧,提高中标率已是每个投标人必须研究的重要课题。本文从投标前期策略、投标过程策略、中标后期策略三个方面进行研究,介绍了在各个阶段应该掌握的投标策略,目的是通过对这些投标策略的研究和分析,能给投标企业提高中标率有一些帮助。
投标前期策略,投标企业作好投标工作的前提条件是作好必要的准备工作。在了解招标程序的基础上对招标项目信息的收集非常重要,收集到的信息要“快、全、准、用”。同时,投标企业要建立好自己强有力的投标班子,班子成员要求有娴熟的投标技巧和较强的应变能力。这些人既要渠道广、信息灵,又要工作认真,纪律性强,更要对公司绝对忠诚。
投标过程策略,投标企业要掌握一些基本的投标策略,对于突然降价法、不平衡报价法等这些投标报价策略和技巧更是投标人应该掌握的,在此基础上合理使用一些投标辅助手段,大大增加投标人中标概率。
中标后期策略,在这一阶段更应该注意谈判策略与技巧、索赔策略的灵活运用,否则会前功尽弃。
在此理论基础上,文中引用公路建设项目的案例对部分投标策略的成功运用进行了分析,使理论与实践有机的结合起来。
With the development of the socialism market economy and join the WTO along with china,the highway construction item invitation has already become more and more standardize and systemize. How to master the strategy of invitation and technique, increasing the efficiency of bids is very important for the bidder. This article studied from three aspects of prophase strategy of bid, process strategy of bid, anaphase strategy and introduced the tragedy of invite bids for every phase, purpose pass to research these bids strategy with analyze, and can give to bid the business enterprise to increase the inside mark to rate contain some helps.
The prophase strategy of bid, the prior condition that bidder make is good to bid to work is a preparation work to make good necessity. Collecting the item information on the base that understanding invite bids the procedure count for much, the information collecting request the“quick, all, accurate,use". The bidder wants to establish the good oneself powerful bid the actors of one troupe, actors of one troupe member request contain familiar to bid technique with stronger adapt to change the ability. These people since want the way wide, the information work properly, and also want the work earnest, the discipline is strong, and more want to absolute loyalty to the company.
The process strategy of bid, the bidder should control some basic bid strategy, for suddenly reduce price the method, unbalance to quote the method to wait these to bid to quote the strategy to is also a bidder with technique should control, here foundation top reasonable usage some bid to lend support to the means, the probability of the bidder's victory would consumedly increase.
The anaphase strategy, at this stage we should flexibly make use of the negotiation strategies and skills, and claims strategy, otherwise we will be all our previous efforts wasted.
On the basis of theory, the article cited the case of highway construction projects to analyze bidding strategy exercise successfully to make the combination of theory and practice .
投标前期策略,投标企业作好投标工作的前提条件是作好必要的准备工作。在了解招标程序的基础上对招标项目信息的收集非常重要,收集到的信息要“快、全、准、用”。同时,投标企业要建立好自己强有力的投标班子,班子成员要求有娴熟的投标技巧和较强的应变能力。这些人既要渠道广、信息灵,又要工作认真,纪律性强,更要对公司绝对忠诚。
投标过程策略,投标企业要掌握一些基本的投标策略,对于突然降价法、不平衡报价法等这些投标报价策略和技巧更是投标人应该掌握的,在此基础上合理使用一些投标辅助手段,大大增加投标人中标概率。
中标后期策略,在这一阶段更应该注意谈判策略与技巧、索赔策略的灵活运用,否则会前功尽弃。
在此理论基础上,文中引用公路建设项目的案例对部分投标策略的成功运用进行了分析,使理论与实践有机的结合起来。
With the development of the socialism market economy and join the WTO along with china,the highway construction item invitation has already become more and more standardize and systemize. How to master the strategy of invitation and technique, increasing the efficiency of bids is very important for the bidder. This article studied from three aspects of prophase strategy of bid, process strategy of bid, anaphase strategy and introduced the tragedy of invite bids for every phase, purpose pass to research these bids strategy with analyze, and can give to bid the business enterprise to increase the inside mark to rate contain some helps.
The prophase strategy of bid, the prior condition that bidder make is good to bid to work is a preparation work to make good necessity. Collecting the item information on the base that understanding invite bids the procedure count for much, the information collecting request the“quick, all, accurate,use". The bidder wants to establish the good oneself powerful bid the actors of one troupe, actors of one troupe member request contain familiar to bid technique with stronger adapt to change the ability. These people since want the way wide, the information work properly, and also want the work earnest, the discipline is strong, and more want to absolute loyalty to the company.
The process strategy of bid, the bidder should control some basic bid strategy, for suddenly reduce price the method, unbalance to quote the method to wait these to bid to quote the strategy to is also a bidder with technique should control, here foundation top reasonable usage some bid to lend support to the means, the probability of the bidder's victory would consumedly increase.
The anaphase strategy, at this stage we should flexibly make use of the negotiation strategies and skills, and claims strategy, otherwise we will be all our previous efforts wasted.
On the basis of theory, the article cited the case of highway construction projects to analyze bidding strategy exercise successfully to make the combination of theory and practice .
引文
[1] 何增勤.工程项目投标策略.天津大学出版社,2004
[2] 交通部公路司.公路建设招标投标法规文件汇编.人民交通出版社,2003
[3] 袁方.桥梁工程造价手册.中国科学技术出版社,2003
[4] 于仁杰.道路工程造价手册.中国科学技术出版社,2003
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[6] 中华人民共和国交通部.公路工程国内招标文件范本.人民交通出版社,2004
[7] 中华人民共和国交通部.交通世界.交通世界杂志社,2003、2004
[8] 中国公路学会.中国公路.中国公路杂志社,2003、2004
[9] 中华人民共和国交通部.公路工程预算定额.人民交通出版社,1995
[10] 毕星、翟丽.项目管理.复旦大学出版社,2000
[11] 赖少武、曹晓岩.公路工程施工进度控制.人民交通出版社,1999
[12] 邢凤歧.公路工程投资估算与概、预算编制示例.人民交通出版社,1998
[13] 冯大斌、栾贵臣.后张预应力混凝土施工手册.中国建筑工业出版社,1999
[14] 陈传德、吴丽萍.公路项目施工管理.人民交通出版社,1999
[15] 张铁成.公路工程造价与快速编标.人民交通出版社,2001
[16] 同望科技.同望 WCOST 公路工程造价管理系统.同望科技,2004
[17] 上海五金采购供应站.实用五金手册.上海科学技术出版社,1980
[18] 天津市市政工程经济技术定额研究站.天津市政公路工程造价信息.2004
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[20] 苏寅申.桥梁施工及组织管理(下册).人民交通出版社,1997
[21] 沈其明、李红镝、万先进、何寿奎.公路工程合同管理与按理及案例分析.人民交通出版社,2005
[22] 王清池、秦骧远、周纪昌.公路工程招标与投标指南.人民交通出版社,2002
[2] 交通部公路司.公路建设招标投标法规文件汇编.人民交通出版社,2003
[3] 袁方.桥梁工程造价手册.中国科学技术出版社,2003
[4] 于仁杰.道路工程造价手册.中国科学技术出版社,2003
[5] 邬晓光.公路工程施工招投标标书编制手册.人民交通出版社,2003
[6] 中华人民共和国交通部.公路工程国内招标文件范本.人民交通出版社,2004
[7] 中华人民共和国交通部.交通世界.交通世界杂志社,2003、2004
[8] 中国公路学会.中国公路.中国公路杂志社,2003、2004
[9] 中华人民共和国交通部.公路工程预算定额.人民交通出版社,1995
[10] 毕星、翟丽.项目管理.复旦大学出版社,2000
[11] 赖少武、曹晓岩.公路工程施工进度控制.人民交通出版社,1999
[12] 邢凤歧.公路工程投资估算与概、预算编制示例.人民交通出版社,1998
[13] 冯大斌、栾贵臣.后张预应力混凝土施工手册.中国建筑工业出版社,1999
[14] 陈传德、吴丽萍.公路项目施工管理.人民交通出版社,1999
[15] 张铁成.公路工程造价与快速编标.人民交通出版社,2001
[16] 同望科技.同望 WCOST 公路工程造价管理系统.同望科技,2004
[17] 上海五金采购供应站.实用五金手册.上海科学技术出版社,1980
[18] 天津市市政工程经济技术定额研究站.天津市政公路工程造价信息.2004
[19] 黄绳武.桥梁施工及组织管理(上册).人民交通出版社,2000
[20] 苏寅申.桥梁施工及组织管理(下册).人民交通出版社,1997
[21] 沈其明、李红镝、万先进、何寿奎.公路工程合同管理与按理及案例分析.人民交通出版社,2005
[22] 王清池、秦骧远、周纪昌.公路工程招标与投标指南.人民交通出版社,2002