国际工程承包论文

《国际工程承包》课程论文

姓名：刘姣姣 学号：20081001878

教师：冯忠垒

中国地质大学（武汉）经济管理学院

2011年7月6日

论我国企业国际工程承包投标报价

摘要 国际工程承承包市场竞争越发激励，我国企业处于蓬勃发展的阶段，投标报价作为投标中的核心部分，制定一套科学完善的报价系统对于我国企业在竞争中脱颖而出是尤其重要的。因此本文从国际工程的概念及特点，我国国际工程承包现状，我国国际工程投标报价存在的问题，及建议谈我国国际工程承包投标报价技巧。 关键字 国际工程承包 投标报价 承包商 我国企业

1、引言

国际工程承包市场随着世界经济的日益繁荣而发展越发稳定，竞争也越发激烈。我国企业在国际工程承包这一领域内处于初级发展阶段，在发展过程中暴露了一系列问题。而我国企业想要在其中争取日益稳固占有市场份额大的地位，就要从自身出发，分析自身存在的不足，进而总结经验及应对措施，结合投标报价技巧，提出适合我国企业的一整套投标报价体系，使得我国企业能在国际工程承承包这个大市场上提高竞争力，占有自己的份额，扩大我国建设领域的影响力。 2、我国企业国际工程承包投标报价

2·1国际工程的概念及特点

国际工程是指一个工程项目的咨询，设计，融资，采购，施工以及培训等各个阶段的参与者来自不止一个国家或国际组织，并且按照国际上通用的工程项目的管理理念进行管理的工程。国际工程包含为国内和国外两个市场，包括咨询和承包两大行业，同时提供的是一种服务。

国际工程承包指包括对工程项目进行投标，施工，设备和材料采购及设备安装测试，分包，提供劳务等工作。按照业主的要求，有时也做施工详图设计和部分永久工程的设计。它具有以下特点：1. 是.跨多个学科的系统工程。2. 是一种经济活动。3. 风险与利润共存，承包金额大，承建周期长且由于国家文化等差异，导致承包差异大。4. 发达国家垄断。5.国际工程发展稳定。6. 竞争激烈，一般采用国际招投标的方法。由于国际工程涉及到不同国家，民族，政治，经济文化等背景，承包金额大，承建周期长且由于国家文化等差异，导致承包差异大等特点，就要求承包商有雄厚的经济实力，先进的施工技术及对项目有关情况的详细了解，以减少项目承建风险。 2·2我国国际工程承包现状

现今我国国际工程承包的发展规模和档次都在不断提高，其特点是模式不断创新，产业分工体系深化，国际承包商实力不断增强，经营管理日益科学化，信息化，规范化。总体呈现欣欣向荣的趋势。 1.规模不断扩大。

近五年来，我国国际工程承包业务量，相当于之前20年业务量的总和。从发展速度来看，整体的规模每年都在以30%的速度增长，速度在加快，同时档次也在不断提高。过去我们在海外承包的工程项目，多数都是以施工、土建为主的低端项目，现在已经发展到了石油化工、工业生产、电力工程、矿山建设、电子通信、环境保护、航空航天、核能以及医疗卫生，咨询服务等很多领域。 2.工程承包模式正在发生重大变化。

我们的企业已经逐渐认识到带资承包以及通过投资获得工程建设项目是目前承揽国际项目的主要模式，因此积极探索采用工程与投资相结合，通过与境外合作，房地产开发，资源合作开发等方式，推动对外工程承包业务向高端发展。越来越多的公司已经看到，高端项目、高端市场能够为企业带来丰厚的利润，大家都在进行积极探索。

3.分布全球的市场范围不断扩大。

目前我们国家对外承包工程业务的发展已经遍布全球将近两百个国家和地区。也就是说遍布世界的每一个角落，即使在一些未建交的国家也开展了一些业务。

4.承接对外承包工程的企业群体在不断扩大。

经过几十年的发展，基本形成了一支由多行业组成，能与国外大承包商竞争的队伍。2007年我国有49家企业进入了全球最大225家国际承包商行列，现在我国公司的竞争优势已经不仅仅体现在劳动力成本、价格等方面，更体现在技术、成套设备、资源整合和项目管理等多个方面，并且得到了世界范围内的普遍认可，特别是我国企业在一些发展中国家承建了一大批基础设施项目，满足了当地发展和人民生活的迫切需要，受到了当地和人民的拥护，也产生了非常好的影响。 2·3我国国际工程投标报价存在的问题

我国国际工程承包已经初具一定规模了，但是与其他发展国家相比，我国还处于初级阶段，并且在发展过程中，已经暴露出了一系列问题，使得我国企业在国际工程承包问题上处于劣势，且有可能在承包工程中由于种种原因，造成企业亏损，最显著地例子就是中铁承包麦加轻轨项目，已经亏损达到60多亿元。 随

着越来越多的国内建筑企业走出国门参与国际工程的竞争，逐步暴露出国内企业在国际竞争能力上的缺陷，与国外一流建筑企业相比差距较大。其中首要问题就是投标报价缺乏准确性和科学性。

1.我国建筑企业对国际工程投标报价还没有一套完整、全面、统一的方法。国内大多数建筑企业在投国际标时常常采用的方法还是国内定额，这种做法明显的不足之处在于：定额是计划经济下的产物，只能反映特定时期某一行业中各种类型项目建设的平均水平，不能反应具体项目的特点，更无法反映企业内部的技术特色和管理水平；而且，定额的修订总是滞后于科学技术和经济的发展没有考虑市场供求变化对工程价格的影响，缺乏时效性；二是国内定额包含的直接费和间接费时喷用构成与国际通用的做法相比，在构成、涵盖范围以及计算方存在着差异，如果直接套用国内定额，再通过修改来完成对国际工程的报价，不仅增大了工作量，而且由于没有明确的概念，容易造成混乱和错误；三是由于所算出的直接费不准确，不能反映企业的真正成本。这直接影响了后续的调价工作，影响了对各种投标报价技巧的采用。造成投标报价不准确，影响后续工作，导致项目亏损。

2.由于没有一套统一的投标报价方法和标准化工作流程，企业资料、信息的整理、分析、存储到最终的计算机化还处于初级阶段，信息化程度较低，缺少自己的资料库，这些都造成大量反复性和重复性工作的存在，增加了企业做标成本，间接提高了报价；而且也不利于企业将来运用数字化、网络化技术，实现信息化。 3.投标人员水平参差不齐，各有自己的一套投也有很大差别，这就很有可能造成每个标只有做标人明白，若其他人想要接手后续工作几乎是不可能的，即使接手了，也问题繁多。

4.国内企业投标，尤其是大型项目，一般均在国内由国内的工程师完成。做标的工程师无法到现场进行勘察，地质、地貌、地形等各方面的数据，以及各种当地材料、机械、人工的询价，都必须通过与海外驻当地部门联系完成，在信息流通过程中极易出现错误或延误的现象，影响到报价的准确性和效率。 由于存在以上几个方面的问题，不仅造成企业资源上的浪费，投标人员间的重复工作过多，增加了企业成本；而且所得到的估价缺乏科学依据，不能真实反映本企业完成该项目的实际成本，更无从采用报价技巧进行调价工作。所报价格，不是因过高失去竞争优势；就是由于过低，即使中标，也潜伏着亏损的风险。 2·4我国国际工程承包投标报价技巧

面对国际工程承包日益竞争激烈的市场形势下，出了本企业的实力外，在进行投标过程中企业还应就投标策略认真分析和研究，如组织一个强有力的投标班

子，加强市场调研，认真分析和对待投标过程中应注意的事项及投标技巧和辅助中标手段。在投标过程中有个好的投标报价策略，会大大提升中标的可能性。投标报价过程总的来说有七个步骤：现场考察。研究招标文件；复核工程量；制定总体施工方案；询价计算确定工料机单价；计算确定间接费；做分项工程单价分析表确定工程表个子项的单价；填工程量表并编制投标书。在此过程中我认为，投标商因特别注意现场考察，研究招投标文件及编制标书这三个过程。

现场考察是整个投标报价中的一项重要活动，对于指定施工方案和合理计算报价具有重要意义，以此他是实现正确报价的重要环节。现场考察主要是准确收集项目场地的自然地理条件，项目所在地施工材料，机具交通运输等详细情况，项目所在国关于工程方面的一切规定及惯例，施工现场详细情况资料。此外，详细分析调查业主及竞争对手的情况背景，还要重点考察项目所在国的政治经济文化习俗，及法律法规等情况。便于投标商在投标报价过程中对项目有很完善及准确的信息，能认真准确分析项目，将项目所在国的自然及人文条件考虑进去，提出准确的报价方案，避免因文化及或是一些因国别差异导致的投标报价失误，造成企业损失或是没有中标。

认真仔细研究招标文件的作用是不可忽视的。招标文件是业主拟定的工程采购的“蓝图”和合同草案，深入的理解和掌握招标文件的内容，不仅能影响到是否成功地投标和中标，也是签定好合同和施工合同的关键。在其中首先要弄清楚招标文件的要求和内容，以便投标商结合自身实力及行业情况决定是否投投标。其次投标人须知与合同条件是国际工程招标文件十分重要的组成部分，其目的在于使承包商明确中标后应享受的权利和所要承担的义务和责任，以便在报价时考虑其因素。在技术方面因特别注意招标文件中的施工技术规范，由此投标商能结合自身实力，选择合伙人或是制定项目的详细实施方案，增加投标报价的准确性，避免投标人因不了解详细情况而出现报价重大失误。最后投标人还要认真研究招标中对承包商不利，需其承担很大风险的各种条款和规定，以便在投标人在编制投标文件过程中可以最大限度的提出应对措施，维护自身的权益，最大限度的降低自身风险。由此可见，投标人必须认真研究招标文件，明确各自的权利义务，以便在投标过程中能最大限度的取得企业效益，降低有关能规避的风险，减少投标报价失误。

投标文件作为最后投标的依据，是承包商能否中标的关键总结文件，所以，承包商不可忽视投标文件的编制，避免产生由于工作上的疏漏或技术上的缺陷而导致投标书无效。在编制投标文件时应着重注意以下事项：投标文件的每一要求填写的空格必须填写，否则会被认为放弃意见，如果重要数字不填写，则会视废标处理，其造成的损失由承包商自行承担。填写的文件应当反复核对，如由于工

作人员失误造成数字填错或是最后对总的报价有很大的影响，后果由承包商自行负责。因此，在做好前面投标报价一系列工作后，企业也应注意投标书的编制，不可粗心大意。

除了在投标工作过程中要注意投标报价的前期工作，还要注意运用投标技巧策略，提高中标概率。研究投标报价技巧的目的是要解决我国承包商在编制投标过程中高价难以中标，低价中标风险大这一难题，运用适当的投标技巧提高企业投标竞争力，有效规避合同实施风险，争取在承包投标中以合理的价格中标，保障企业的效益及经济利益。对此总结提出自己的看法。

1.采用不平衡报价 及在以单价合同方式招标的项目投标中，投标人保持工程总价不变的基础上，认为调高有关单项工程的价格，使其高于或是低于实际价格，是投标人既不削减投标报价竞争力，又能在和合同履约阶段增加项目经营收益。具体方法：a.将在项目前期完成工作的工程报价调高，而在项目后期完成后的工程报价调低，这样可使承包商实现“早收晚付”的黄金原则，大大减少项目前期资金的投入量，达到了承包商资金压力，降低了工程成本，有效规避工程实施风险。b.将校核工程量大于标书工程量的工程报价调高，反之，将报价调低，由于业主对承包商的工程款支付是按实际的工程量和投标单价进行，因此这样可使承包商在结算工程价款时得到预期收益，获得低报价高收益的效果。c.可望实现超实际完成量结算的工程报价调高，反之将报价降低，若超量结算完成变成现实，承包商将在结算工程量和结算单价上获得双重额外收益。d.“点工”报价不计入总报价者，可报高价，这样项目实施中业主一旦要求承包商完成“点工”任务，则承包商即可增加结算收入。e.渴望实际发生的暂定项可适当高报价，否则低报价，这样可使承包商获得额外收益。

2.多方案报价 如果发现工程范围不很明确，条款不清楚或很不公正或技术规范要求过于苛刻，则要在充分估计投标风险的基础上，按多方案报价。即可按低价报价吸引业主，又可在其中为自己留有余地，最大限度降低自身风险。

3.突然降价法 此种报价方法往往可以很有效的迷惑对手，争取更大概率的中标。中标后可采用不平衡报价的理念来调整工程量单价，以期获得更高收益。

4.保本从长记议法 在基建市场潜力很大的情况下，企业可先不考虑盈利，首先以低价先进入市场以期建立长期合作伙伴关系，打入市场后在合作中在逐步考虑盈利情况，弥补首次投标损失。 3、结论

为了我国企业能在国际市场上立于不败之地，除了要有现代化的管理水平和先进的施工技术手段，认真研究国际承包工程程序中各个环节，随时掌握国际工程承包市场的信息外，就是要做好投标报价工作。投标报价是投标文件的核心部分，直接关系到承包商能否中标及其中标后的盈利能力。因此确定合适的报价是承包商在项目成交中的关键。这就要求承包商结合投标过程及投标报价技巧和策略，结合市场行情，承包商自身实力，建立在科学分析和可靠计算上，充足信息的基础上，制定一个灵活合适的投标报价。

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On the business of international project contracting bids

Abstract： International engineering contracting market competition more and more incentives Cheng, China's enterprises in the stage of vigorous development, tender offer as a core part of the tender to develop a scientific and comprehensive quotation system for China's enterprises in the competition is particularly important. This article from the concept and characteristics of international projects, the status quo of China's international project contracting, international tender offer our problems, and suggestions about our tender offer international engineering contracting skills.

Keywords: International engineering contracting；Tender offer；Contractor；China's enterprises

1、Instruction：International engineering contracting market as the world economy, increasing prosperity and the development of more and more stable, competition is increasingly fierce. China's enterprises in the international project contracting in this area in the early stages of development, in the development process revealed a number of issues. In China, enterprises in which you want to fight an increasingly large stable market share position, we must proceed from their own, to analyze their own shortcomings, and then sum up experience and response measures, combined with the tender offer skills, suited to China's proposed tender offer enterprises a set of system, making our business commitments in international engineering contracting market, the big increase competitiveness, possession of their share, expand our influence in the construction field。

2、Our country enterprise international project contract bidding

2·1 The concept and characteristics of international engineering

International project refers to a project consulting, design, finance, procurement, construction and training in various stages of the participants from more than one country or international organization, and in accordance with common international engineering project management concept of management of the project International engineering contains two markets of home and abroad, including consulting and contracting the two major industries, at the same time provides a service

International project contract refers to project bidding, construction, equipment and materials procurement and installation of equipment testing, subcontracting, labor and work according to the requirements of owners, sometimes do detail design and part of the permanent works design It has the following characteristics: 1. Across multiple disciplines system engineering.2 is a transnational economic activities.3 risk and profit coexist, contract amount big, construction cycle is long and the national cultural differences lead to differences in the contract.4 developed a monopoly.5 international project development and stability The 6 competition, the general international bidding method Because international project related to the different national, ethnic, political, economic and cultural background, contract amount big, construction cycle is long and the national cultural differences lead to contract the difference is big wait for a characteristic, will require the contractor to have strong economic strength, advanced technology and the construction of the project the details, in order to reduce project construction risk.

2·2 China's international engineering contract status

Nowadays China's international project contracting development scale and grades are rising ceaselessly, its characteristic is the mode of innovation, industrial division of labor system deepening, the international contractors operating continuously enhance strength, increasing scientific management, information standardion.Overall presents a thriving trend。 1. Scale expanding

Over the past five years, China 's international engineering contracting business volume, equivalent to 20 years before the business of the sum From development speed, the overall scale of every year at a growth rate of 30%, at a faster rate, while grades are rising We used in overseas contracted projects, mostly in construction, civil engineering mainly low-end project, has now developed to the petrochemical industry, industrial

production,

power

engineering,

mine

construction,

electronic

communication, environmental protection, aerospace, nuclear energy and health, advisory services and many other fields

2. Engineering contract pattern is occurrent major change

Our company has been gradually recognized belt endowment contracts as well as through investment construction project contracting international project is currently the main mode, thus explore engineering combined with investment, through cooperation with overseas partners, real estate development, resource cooperation development, to promote foreign engineering contracting business to the development of high-end More and more companies have seen, high-end projects, high-end market can bring generous profits to the enterprise, everybody is in active exploration

3. The global distribution of the market continued to expand the scope of。

At present our country foreign engineering contracting business development has been around the world nearly two hundred countries and regions That is to say throughout every corner of the world, even in some countries also carried out a number of operations

4. to undertake foreign contracted projects of enterprise groups in the expanding。

after decades of development, the basic form of a number of industries, with large foreign contractors competitive team In 2007, China has 49 enterprises to enter the

global top 225 international contracting firm, now our company's competitive advantage is not only reflected in the costs of labor, price, but also in technology, equipment, resource integration and project management etc., and has been widely recognized in the world, especially enterprises of our country is in some developing countries the construction of a large number of infrastructure projects to meet the local development and the lives of the people are urgently needed by the local government and the support of the people, also produced very good effect 2·3 China's international project bids quote exists question

International project contracting in our country has begun to take a certain scale, but with other developing countries, China is still in the primary stage, and in the development process, has exposed a series of problems, make enterprises of our country in the international project contracting problems at a disadvantage, and may be in the contract as a result of all sorts of reasons, cause the losses of the enterprise, the most obvious example is the iron contracting Mecca light rail project, had a deficit of about 6000000000 yuan.With more and more domestic construction enterprises to go abroad to participate in the competition of international project, gradually exposed the Chinese enterprises in the international competition ability of defects, and the first-class foreign construction enterprises compared to the larger gap The first problem is bidding lack accuracy and scientific sex

1.construction enterprise in our country on international project bidding quotation is not a complete, comprehensive, unified approach Most of the domestic construction enterprises in investment and international standard often method used or the domestic quota, which obviously is inadequate : norm is a product of the planned economy system, can only reflect the specific period in certain industries of various types of construction project of average level, cannot reflect the specific item characteristics, more cannot reflect enterprise technology characteristics and management level; and revision of quota always lags behind the development of technology and economy without considering the change of market supply and demand of engineering price's influence, the lack of timeliness ; two is the quota includes direct costs and indirect time-consuming sprayed with a constitution and the international common practice, in form, scope and calculation method of existence the differences, if direct apply mechanically the domestic quota, again through the modification to the completion of the international project bid, not only increase the workload, but also because of the absence of clear concept, easy to cause confusion and error ; three is due to the calculated direct cost is not accurate, cannot reflect the real costs This has a direct impact on subsequent price work, the impact on the various bids quote skill use Cause not accurate bidding, affect the follow-up work, the

project led to the loss.

2. Due to the lack of a uniform set of bidding quotation method and standard work flow, the enterprise data, collate information, analysis, storage and final computer is still in the primary stage, information rate is low, the lack of its own database, which resulted in a large number of repeated and repeated work in the presence of increased business doing standard cost indirectly improves the quotation ; and not conducive to enterprise future use of digital and network technology to realize information

3. Bid personnel level is uneven, each with its own set of cast also has very big difference, this is likely to cause each marked only do people understand that if other people want to take over the follow-up work is almost impossible, even took over, and the problem is various

4. Domestic enterprises bidding, especially on large projects, generally in China by domestic engineers to complete Marking engineers could not to make an on-the-spot investigation, geology, topography, terrain and other aspects of the data, and a variety of local materials, machinery, artificial inquiry, must pass in the local and overseas department, in the circulation of information appear easily in the process of error or delay phenomenon, affect the efficiency and accuracy of quotation。 Due to the existence of the above several aspects of the problem, not only caused the enterprise resources of the waste, bidding between repetitive work too much, increase the cost of the enterprise ; and the obtained value lacks scientific basis, can not reflect the actual cost of the completion of the project, not to use quote skill price adjustment The quoted price, not because of excessive loss of competitive advantage ; is due to too low, even if successful, also carries the risk of loss.

2·4 China's International Project Contracting Bidding Skills

Face international project to contract an increasingly competitive market situation, the actual strength of this enterprise, in the bidding process enterprises should bid strategy is analyzed seriously and study, such as organizing a strong bid team, strengthen market research, careful analysis and deal with the bidding process should pay attention to and the bidding skills and auxiliary tender means In the bidding process has a good bidding strategies, can greatly increase the winning probability The bidding process in general has seven steps: the site visits Study the tender documents ; review of engineering quantity; the formulation of overall

construction scheme; inquiry determined quantity unit price of machine ; calculation of indirect costs; do the project unit price analysis table to determine the construction table item price ; fill project scale and the preparation of tenders In this process, I think, the bidder with special attention to the scene investigation, study of bidding documents and the preparation of tenders in the three processes

To inspect the whole bidding process is an important activity for a specified construction scheme and the reasonable computation is of great significance, as he is to achieve the right offer important link Field study is the accurate collection of project site's natural geographical conditions, the location of the project construction materials, machinery and transportation and other details of the project host country on the engineering aspects of all regulations and practices, the construction site the detail information In addition, a detailed analysis of survey of owners and competitor situation background, but also focuses on the project host country's political economic and cultural customs, and laws and regulations For bidders in bidding process in the project has a very sound and accurate information to the accurate analysis of project, project of the natural and human conditions into consideration, put forward accurate pricing scheme, avoid culture and or some due to country differences in bidding failure, causing losses of enterprises or not the successful bidder

Carefully study the tender documents the role can not be ignored Tendering documents are the owners have a \"blueprint\" for engineering procurement and contract draft, in-depth understanding and grasp tender document content, not only can affect whether successfully bidding, also signed the contract and construction contract in the ke In the first step is to make clear the requirements of the bid invitation documents and content, so that the bidder with their own strength and industry conditions to decide whether to vote to bid Secondly, instruction to bidders and the terms of the contract of international engineering bidding documents are very important components, its aim is to make contractor clear after winning the bid shall enjoy the rights and assume the obligations and responsibilities, in order to offer when considering the factors In terms of technology for special attention in file of invite public bidding construction technical specification, the bidder can combine oneself actual strength, the selection of a partner or make a detailed project implementation plan, increase the accuracy of bidding, avoid bidders for details and offer significant errors The last bidder should seriously study the tender in adverse to contractor, its bear great risks of various terms and provisions, in order to bidders in the tender documents process can maximize the proposed measures, to safeguard their own interests, to maximize the reduction of the risk of their own Thus, the bidder must seriously study the tender documents, clearly the respective rights and obligations, so that in the bidding process to maximize the enterprise benefit, reduce the can avoid risk, reduce bidding quotation errors.。

Tender documents as a final bid basis, is the contractor whether the key that win the bid document summarization, so, the contractor can not be ignored in bidding

document, avoid as the work of the omission or defect of technology in tender is invalid In the preparation of bidding documents should focus on the following matters: the tender documents each required to fill the spaces must be filled in, otherwise it will be considered opinion, if important figures do not fill, may be nullified, the damage caused by the contractor itself Fill out the documents shall be checked repeatedly as a result of staff errors caused by digital wrong or is the last on the total price has a great influence by the Contractor shall be responsible for the consequences Therefore, do a good job in front of tender offer a series of jobs, enterprises should pay attention to in the preparation of tenders, do not be negligent

In addition to the bidding work should pay attention to in the course of bidding work, but also pay attention to applying bidding skills strategy, increase the winning probability Study on the bidding skills to solve our country contractor in the preparation of bidding process to win the bid price, bidding risk is big this problem, use proper bidding skills to improve enterprise competitiveness effectively circumvent bidding, contract implementation risk for Contracting Bidding at a reasonable price to win the bid, protect the benefit of the enterprise and economic benefits This summary put forward his own views

1. Using unbalanced quotation and contract price bidding in the project tender, bidders to keep the project price change on the basis of relevant projects that increase price, so that it is higher than or less than the actual price, is neither cut bidders bid quote competition ability, but also in the project and contract implementation phase increase in operating income Methods : a. Early in the project to complete the work of project quoted price increase, and late in the project after the completion of the project quoted price lower, so that the contractor to achieve \" early harvest late paying\" gold principle, greatly reduce the project investment amount. To the contractor the fund pressure, reducing the cost of the project. To effectively avoid project risks B. The school nuclear engineering quantity is greater than the tender for engineering quantity quotation adjusting high, conversely, will offer down because of the owner contractor works payment according to the actual engineering and bid price, therefore it can make the contractor in clearing project cost when the expected revenue, low price and high yield effect C is expected to achieve super actual completion of settlement project quoted price increase, and will offer reduced, if excessive settlement completion into reality, the contractor will be in the settlement of engineering quantity and settlement price to obtain double extra income D.\" \" \" price is not included in the total price, but high prices, so that in the implementation of the project once the owners require the contractor to complete\" the task, then the contractor can increase the revenue settlement E. For actual provisional due to high price, otherwise, low price, so the extra income.

2. A proposal if it is found that the scope of the project is not very clear, in terms of not clear or very unfair or technical specifications too harsh to fully estimate bidding risk on the basis of the proposal According to the low price to attract owners, and in which they leave adequate leeway, minimize the risk of their own。

3. All of a sudden reduction method the quote method often can be very effective to confuse opponents, and strive for greater probability of winning After winning the bid with imbalance quotation can be adjusted the concept of engineering quantity unit price, in order to gain higher income.

4. Capital preservation from long note on Method in construction market potential is large, enterprises can not consider the first profit, first at a low price to enter the market with a view to establishing a long-term cooperative partnership, after entry into the market in cooperation in gradually considering the profitability, make up for the loss of the first bid.

3、Conclusion

To our country enterprise in the international market remain invincible, must have a modern management level and advanced construction techniques, careful study of international project contracting procedures in each link, keep abreast of international engineering contracting market information, is to do a good job in bidding work Bid quote is to bid the file is part of the core, is directly related to the contractor whether win the bid and which marked the profitability. Therefore, to determine the appropriate quotation is the contractor in the project were the key This requires the contractor with the bidding process and the bidding skills and strategies, combined with the market, the contractor itself, based on scientific analysis and calculation of reliability, adequate information on the basis of developing a flexible bids suitably quote

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