Take the initiative to take the “to calculate guidance to do” business philosophy, the project from the beginning of the tender “profit”

Faced with the severe market situation, the project department only in the early stage of the project to take the initiative to participate in cost measurement and business planning. In the actual construction process, focus on the “work, materials, fees” three blocks, respectively, cost control, to achieve the “turn a profit” effect.

– Bid matching is the basis for good or bad project operation –

Every project manager wants to invest in a good, profitable project. However, today’s market prices are gradually transparent, the owner’s anti-business awareness is also significantly improved, basically thin profit winning the bid era. Also thinking about high price winning bid, it is likely that you will be idle for a long time.

If we simply think that the tender is the bidding department work, then you are very wrong, every bid, not only tests a project manager’s forward-looking, but also a project team’s overall operational ability touchstone.

– Bid with key nodes combed –

01/ Pre-planning

In the project bidding pre-bid, according to the follow-up understanding of information, to participate in the business, bidding tender documents review, do a good job of pre-bid analysis, if there is a risk, to be realistic communication, do not hinder the face stuffed in the heart, what advice but said no harm or written submission, the company will ultimately decide whether to participate in the bid or transfer other areas to cooperate.

Once through the review, that is, dedicated, by the regional manager or authorized accounting manager to develop the implementation of the coordination personnel, according to the content of the pre-planning.

02/ Responsibility is clear

• Project Manager: Mainly responsible for price limit tracking, project management personnel composition, construction technical problem solving, preparation of project manager defense content, coordination and deepening of design.
• Material Manager (if not, by the project manager): The main coordination material staff for the main material inquiry, material sample production.
• Final Accounting Manager: Main coordination Final Accounting Officer to carry out engineering quantity and sub-visual checking, cost analysis, and control, responsible for bidding negotiations.

Bid Schedule

03/ Develop measures

• Price limit tracking: mainly by the project manager through the company’s resources to understand and contact the bid preparation staff, to contact the feelings of the main, and side to understand the potential needs of the owners, for the later bidding decisions, construction operations to lay the foundation.

• Project management personnel composition: This should be equipped according to the requirements of the tender, generally can give priority to the project department or region has a job certificate, title certificate, work experience, award certificate personnel, with a copy of the certificate or scanned (if not, by the tender department from the company’s resources, with a score as the priority).

• Construction technical problem solving: mainly according to the actual situation of the bidding project with the construction focus, difficulties, as far as possible to provide rationalization recommendations, combined with the construction node graphics and lush (if not dark, the general owners are very interested, more attractive); Can accurately calculate the start and end time of work, can reflect the impact of the key work, can be reasonable deployment of labor, resource allocation.

Example 1:Wall stone

The structure diagram on the back of the stone steel frame is a reference map of the stone wall

Steel frame and stone structure diagram

Example 2: Process grooves are left seamed

Pros: Prevention and treatment of cracking

• Project manager defense: mainly through communication with owners, bidding agents, experts, one is through the business relationship in advance to answer the internal content, in understanding the construction site, a deep understanding of drawings, technical specifications and basic requirements on the basis of the preparation of answers;

Summary of Drawing Questions

04/ Deepening the design

Generally mainly reflected in the improvement of the construction node practices, suggested that the project manager (or deepen the designer) in a full understanding of construction drawings, understand the technical specifications of the premise, while looking at the drawings, while each page of imperfect construction practices at any time in the corresponding position of the drawing index drawing or labeling how they understand, and in the notebook recorded, organize a catalog, Talk to the designer and negotiate, and finally form a complete set of deepening node diagram, numbering.

After deepening node 1:Room bedside background local

After deepening node, 2:The aisle breaks the border and the wall closing

Deeper After Node 3:TV background wall

05/ Main material inquiry

Material fees account for about 60% of the total price Price directly affects the winning bid or not. Therefore, the inquiry must do fine, accurate, reasonable, through several suppliers, a variety of ways to inquire, careful analysis, repeated comparison. It is also necessary to prepare material replacement or replacement options in advance for bidding decision-making, subject to understanding the design intent of the drawings.

The main material RFQ table

THE Comparison Table

Material RFQs generally pay attention to the following points:

• Material fees account for the total price for different material classification inquiries, the main materials (stone, wall tiles, glass, metal products, carpets), professional subcontracting items (fixed furniture, railings) lamps, ware and so on.
• List the main materials as far as possible to provide brand, specification model, if there is a picture, insert the picture, so that the supplier accurate quotation, timely reply.
• List the list of RFQs for professional subcontracting items, and provide relevant electronic versions of drawings or scanned parts as accessories to facilitate accurate quotations and timely responses from professional manufacturers.
• Identify key areas and difficult areas for project construction.
• List the lamps, ware, when providing the technical specifications prescribed by the tenderer.

06/ Material sample making

• Under the premise of meeting the price factor, to ensure that the sample specifications, materials, effects to meet the requirements of the tender;
• Three, not necessarily choose the best, but choose the most suitable. Prepare alternatives in advance or anticipate possible replacement materials, for the later operation of the pre-ambush pen;
• Make sample labels, indicating the name of the material, brand, specifications, models, suppliers and contact information, tenderer signature confirmation;
• Make material display board, according to the number of samples, pay attention to pre-layout, to ensure the appearance of the model.

07/ Engineering volume, sub-visual check

The Bidding Center requires that the fixed total price project must be the responsibility of the project department. This is mainly coordinated by the accounts manager, according to the specific workload of the final accounting staff, the implementation of the assigned tasks to ensure accuracy.

Tender questions:

• To be targeted, in the case of time emergencies, may not be all-encompassing, can be summarized for several major points:A,the scope of the project;B,material specifications;C,drawings are not known or missing;D,incomplete size and proportion is not allowed;E,poorinventory, Missing items;
• To see the technical specifications, engineering quantity list and drawings in the bidding materials, as far as possible to avoid raising low-level issues;
• When raising questions, care should be taken to prevent other bidding units from learning about our quotation strategy (as far as possible to take the initiative to communicate directly with the owners, design units, bidding agents to solve the problem);
• It is not appropriate to show excessive enthusiasm.

08/ Cost analysis

Generally mainly through the calculation and ensure that the direct cost of the human-machine, and with the bidding department docking, in advance to understand the profit and loss sub-item, negotiate the price reduction scheme (material replacement or replacement, optimization plan), take an unbalanced quotation, set up business points, to increase the strength of secondary operations at a later stage.

Bid decision form

Cost Summary

09/ Bid negotiations

• Have a full range of in-depth understanding of the project, requires that in the absence of reading drawings, do not look at the list of premise can clearly reply to the bidding agent or the owner of any drawings and related questions, and drawings or tender documents very clear content for a positive and rapid response;
• deeply understand the views of the tender agent or the owner in the inquiry of tenders, try to guide them to the development of areas conducive to us, such as when talking about prices, or when it is not possible to reduce, try not to float as a whole, to find out where it is possible to loosen;
• Try to quote according to the items listed in the project list, if there are duplicates in the list, you can set the price;
• When the content is not the reason of our company but the reason of the bidding agent or the owner caused by the calculation or double calculation is beneficial to our company, can be used as a condition for floating, but can not be used as the basis for the bid.
• ···· ··

10/ Node control

According to the completion time required by the Bid Co-ordination Responsibility Allocation Form, reverse coordination work completion time, and set aside inspection time.

If conditions permit, according to the specific work to prepare a schedule, sub-business, bidding, project department three main lines, their respective work content intuitively reflected in the chart, convenient and timely communication, discuss coordination solutions, more convenient to check, implement the work, so that node control.

Construction schedule template

Bidding competition is not only a matter of the final teller, it is the competition of comprehensive strength among enterprises, it is the competition of technical level, management level, social reputation, professional level of employees, and so on. If you rely solely on low prices to bid, over time, small is at risk of project losses.

Therefore, we should often sum up the lessons learned in the construction process, better integration into the bidding cooperation. Only in this way, to win in the bidding cooperation, get our project department due to the “reasonable profit”, for us “have a profit winning bid” and do their best!