When bidding, we should not only consider the advantages and disadvantages of the enterprise itself, but also analyze the characteristics of the bidding project. According to the different characteristics, categories and construction conditions of the project, the quotation strategy is selected. The so-called quotation strategy of obtaining higher profits is to choose the quotation method with higher profits when quoting. That is to say, the quotation can be higher under the following circumstances: (1) projects with poor construction conditions; Small projects with low total price, projects that are unwilling to do and inconvenient to bid; Special projects, such as ports and docks, underground excavation projects, etc. ; Time-critical projects; Projects with few bidders; Projects with unsatisfactory payment conditions; For technology-intensive projects with high professional requirements, if the company has expertise in this field and has a high reputation, it can choose a high-profit quotation method.

Two. Substitution strategy

Low-price bidding strategy is a strategy and means that construction enterprises have to adopt when bidding under certain conditions and environments. The low bid mentioned here is a relative concept. Both "high" and "low" have an objective degree. Low-price competition below this level actually undermines vicious competition in the market. However, if the bidder can win the bid as expected, it will not be a good thing for the bidder, at least it can enhance the popularity. Therefore, it is of course inevitable and necessary for some bidders to adopt the strategy of winning the bid at a low price. At the same time, this kind of low-price bidding is also a method used by bidders in bidding strategy, and sometimes it does not maliciously undermine fair competition in the market.

Three. Unbalanced quotation method

Unbalanced quotation method is that after the total quotation of a project is basically determined, it can not only improve the total quotation without affecting the winning bid, but also obtain ideal economic benefits in settlement. Generally speaking, unbalanced quotation method can be considered under the following circumstances:

1. If the quantity calculated on the tender drawings is greater than that on the bill of quantities in the tender documents, the quoted unit price can be increased; On the contrary, the quoted unit price should be reduced to facilitate the adjustment of other unit prices.

2. If in the future construction process, it is possible for the owner, design unit or construction unit to put forward the approved optimized design or design change, resulting in an increase in the number of projects, the unit price of the quotation can be increased; On the other hand, it will reduce its quotation unit price.

3. According to the topographic and geomorphological data of site survey and the measurement principle of bidding documents, if the geology has changed in actual construction (soil changed into rock, underground and underwater earthwork changes in foundation pit excavation, foundation treatment, replacement of rocks and pile foundation, etc.). ), if the on-site visa is estimated to increase the engineering quantity, the unit price of the quotation can be increased.

4, in the process of basic engineering, concealed engineering or construction, after efforts, the number of projects may be greater than the number of bill of quantities in the tender documents, and the quotation unit price can be increased. For the items listed in the bill of quantities, but not allowed to be paid according to the measurement principle in the bidding documents, the quoted unit price can be reduced.

5, in the bill of quantities of the tender documents, although there are projects, but there is no engineering quantity, and may be encountered in actual construction, the quotation can be improved, even if it is not encountered in the future, the quotation can also be appropriately improved, because projects without engineering quantity do not affect the total quotation.

6. Bill of quantities, pavement and safety facilities in the bidding documents. Due to the length of the bid section, the number of projects is limited accordingly, and the quoted unit price can be reduced appropriately.

7. For highly specialized projects, considering the possibility of unified construction or subcontracting by the owner in the future, the quotation can be reduced.

In addition to the bidding strategies and methods mentioned above, there are many related bidding methods. In fact, the problems faced by bidding decision-making are complicated, because the actual cost and performance quality of bidders after winning the bid are uncertain. If these uncertain indicators are integrated into the bid price, the bid price is also uncertain and inaccurate. Therefore, in order to determine the bid price of construction projects accurately and confidently, it is often necessary to comprehensively use and weigh different strategies and skills to improve the probability of winning the bid.

Four. Quotation decision model

In bidding decision-making, Chinese scholars have made a lot of efforts in this direction in order to determine the accuracy of bidding more accurately. For example, Xiao Xpin once gave a bidding decision-making model, which relied on the ratio of the pre-estimated price to the pre-tender price of the bidding enterprise to establish the bidding utility value, and applied the decision-making criterion of "seeking the small by the big" to find the best bidding ratio of the bidding enterprise as a competitive strategy. When applying this bidding decision-making model, it is necessary to master all the historical data and current status of all competitors participating in bidding activities, and think that the current status is the key to winning or losing. The quotation decision model is reasonable in theoretical research. The Department of Civil Engineering of Tsinghua University developed an international practical and mathematical bidding expert system at 1989 ~ 199 1. In data management, the system can manage daily documents such as building material price, sub-project labor, large-scale mechanical materials and material consumption quota, mainframe team fee, charging coefficient, management fee, bill of quantities and so on. When determining the quotation, the system allows users to automatically draw up calculation rules and store them in the knowledge base, and can supplement, modify and delete the existing knowledge base files. In the calculation process, it has certain accuracy.

Abroad, AnaheimTechnologies of Canada has successfully developed a set of business expert system to determine the optimal bidding price under multi-risk factors. In addition, there are some expert systems. The basic structure of these expert systems is a rule-based expert system represented by MYCIN system. The system includes knowledge base, inference engine, comprehensive database, man-machine interface, interpreter and knowledge acquisition, which is the result of popular expert system in recent years.

V. Case-based reasoning techniques

Case-based reasoning is a new and important reasoning technology. The basic idea of CBR is that when solving a problem, the system looks for similar cases from the case base, makes appropriate amendments to similar cases to meet the requirements of the current problem, and stores this solution in the case base. If you encounter the same problem in the future, the system will not repeat the above process, but directly get a completely matched solution, which is based on the learning ability of the case-based reasoning system itself. After years of research, case-based reasoning technology has made great achievements and been widely used in many fields. As we all know, experts can become an authority in a certain field, not because they have superhuman wisdom and novel ideas, but because they have a lot of professional knowledge and experience, especially those enlightening knowledge they have explored and accumulated from practice. This kind of knowledge is often vague, illogical and even subconscious, but it is they that constitute a very important source of knowledge for human beings to understand and solve problems. The basic idea of case-based reasoning is put forward on this basis. The emergence of case-based reasoning technology is based on two principles of nature: one principle is that the world is regular, that is, the same problem has the same solution, so the previous solution of similar problems is a useful and good start for new problems; Another principle is that similar problems will happen again, so the future problems may be similar to the current problems.

Six. Several other bidding strategies

In addition to the above strategies, the commonly used bidding skills are:

1, win by faith. Relying on long-term good social reputation, technical and management advantages, excellent engineering quality and service measures, sound quality assurance system, reasonable price and construction period and other factors, the bid was won.

2. Win with modesty. On the premise of ensuring the construction quality, construction period and project cost, it is attractive for the owner to reduce the quotation. From the bidder's point of view, adopting this strategy may also have long-term considerations. By reducing the price and expanding the source of the project, the proportion of fixed expenses in each project can be reduced, which can not only reduce the project cost, but also create conditions for reducing the contract price of the new bidding project.

3. Win quickly. By taking effective measures to shorten the construction period, we can ensure the rationality and feasibility of the progress plan and the high quality of the project, so that the bidding project can be put into production early and benefit early, thus attracting the owners and reducing the project cost accordingly.

4. Adopt the strategy of low quotation and high claim. If the contract price is not determined in the tender documents, if it is possible to make a claim based on the fuzziness in the tender documents, you can win the bid at the lowest price first, and then look for a claim opportunity. Adopting this strategy requires the relevant business technicians of construction enterprises to have quite mature experience in claim affairs.

5. Adopt the strategy of long-term development. Its purpose is not to profit from the current bidding project, but to focus on development and strive for future advantages. For example, in order to open up new markets, a project is of great significance to the future development of enterprises, so it is better to participate in the competition at a low price in the current bidding project.

Legal basis:

People's Republic of China (PRC) price method

Fourteenth operators shall not have the following unfair price behavior:

(1) colluding with each other to manipulate market prices and harming the legitimate rights and interests of other business operators or consumers;

(2) In order to crowd out competitors or monopolize the market, dumping at a price lower than the cost, disrupting the normal production and operation order, and harming the interests of the state or the legitimate rights and interests of other operators, in addition to handling fresh goods, seasonal goods and overstocked goods at reduced prices according to law;

(3) fabricating and disseminating information about price increases, driving up prices, and driving up commodity prices too high;

(four) using false or misleading price means to trick consumers or other operators into trading with them;

(5) Providing the same goods or services and discriminating against other business operators on the same trading terms;

(6) buying or selling goods or providing services by raising or lowering the grade, etc., and raising or lowering the price in disguise;

(seven) profiteering in violation of laws and regulations;

(8) Other unfair price behaviors prohibited by laws and administrative regulations.

Bidding Law of People's Republic of China (PRC)

Article 41 The bid of the winning bidder shall meet one of the following conditions:

(a) to meet the comprehensive evaluation criteria specified in the tender documents to the maximum extent;

(two) to meet the substantive requirements of the tender documents, and the evaluated bid price is the lowest; Only the bid price is lower than the cost.