This article takes an infrastructure project built by a Chinese enterprise in Ethiopia as an example, and the key points of the country's bidding strategy formulation and implementation. The project includes the construction of infrastructure such as municipal roads, highways and bridges, the owner is the local **, the estimated project budget is 80 million US dollars, and the construction period is three years.
Preliminary work for the development of the bidding strategy.
When selecting contractors, owners in Ethiopia value the company's past performance and the progress of projects currently under construction in their country, and Chinese companies are highly competitive in the local area. However, due to the large number of Chinese-funded enterprises in Ethiopia, there is still greater competitive pressure, and enterprises need to focus on the deployment of bidding strategies according to their own advantages to improve the bidding rate.
1. Select the project.
1.Whether the owner and bidding requirements of the project are in line with the business philosophy, enterprise organization management mode and technical support level.
2.Whether the budget and duration of the project meet the local payment requirements of Ethiopia and the ability of the enterprise to allocate resources locally.
3.Clarify their own technical strength and project implementation experience, and whether they can meet the requirements of the owner and the requirements of the bidding documents.
2. Market research and information collection.
Before bidding for the project, conduct research and information collection on the infrastructure construction market in the area where the project is located, and gain an in-depth understanding of the infrastructure market in the area where the project is located, as well as the relevant requirements and technical characteristics of the project, so as to provide an important reference for the subsequent formulation of bidding strategies. It mainly includes the following.
1.The current situation and trend of infrastructure construction development in the region.
2.The importance that local states attach to infrastructure construction and the comprehensive urban development plan in the future.
3.Competitor analysis and positioning.
1) Identify the main competitors and understand their specific situation in terms of market positioning, market share, technical strength, project experience, etc.
2) Competitors' bidding strategies and implementation progress.
3) Combined with their own situation, analyze what advantages and disadvantages they have compared with competitors, and formulate bidding strategies in a targeted manner.
3. Formulation and implementation of bidding strategies.
After fully comparing the advantages and disadvantages of themselves and their competitors, the project is selected and positioned. In this process, it is necessary to fully consider whether the technical characteristics and difficulties of the project are in line with the technical strength and experience of the enterprise. There have been individual enterprises that blindly participated in the bidding without a clear understanding of the technical difficulty of the project construction, and then the project was suspended due to various reasons. Through the selection and positioning of projects, a more targeted bidding strategy can be developed, thereby increasing the probability of winning the bid.
In the formulation of bidding strategy, the optimal bidding plan will be formulated, and on the basis of comprehensive consideration of competitors, project characteristics, bidding requirements and other factors, timely adjustment and optimization will be carried out in the implementation process to ensure the success of bidding.
The specific process and experience summary of the implementation of the bidding.
First, the specific process.
1.Information collection and research.
Through the bidding documents, the needs and standards of the tenderer, competitor information, market research, industry research, policy analysis and other ways, the key information of the project is collected, and strong support is provided for the formulation of the bidding strategy.
2.Develop a bidding strategy.
On the basis of the information gathered, a bidding strategy that is in line with the characteristics of the project is further formulated. Pay attention to communication and exchange with the tenderer, understand their needs and opinions, and fully consider factors such as risk control and profit protection.
3.Preparation and submission of tender documents.
According to the bidding strategy, start to prepare the bidding documents, including technical plans, business plans, bid bonds, etc. Attention to detail and quality ensures the integrity and readability of the bidding documents and improves the competitiveness of bid evaluation.
4.Follow up on project progress and bid evaluation results.
After the submission of the bidding documents, always maintain the follow-up and understanding of the project progress and bid evaluation results, and adjust and optimize the bidding strategy in a timely manner to improve the bid winning rate and project success rate.
5.Contract Signing and Performance.
Once the bid is won, sign the contract with the tenderer in a timely manner and actively fulfill the contractual obligations to ensure the smooth progress and high-quality construction of the project.
Problems encountered in implementation and solutions.
During the implementation of the project, the main problems encountered and their solutions are as follows.
1.It is difficult to design the technical scheme.
Due to the high technical requirements of the project, some difficulties and challenges were encountered in the process of technical scheme design. In order to solve these problems, the company invited experts and technicians in the industry to provide technical guidance and support, and at the same time strengthened communication and coordination with the tenderer.
2.The issue of matching the business plan with the budget.
In the process of formulating the business plan and budget, it was found that the budget was relatively tight and did not match the requirements of the business plan. In order to solve this problem, the company has taken a variety of measures, such as adopting a more reasonable procurement plan, adjusting the selection of leading merchants, etc., and finally realized the matching of business plans and budgets.
3.Risk management measures.
A variety of measures are taken to carry out risk management, such as conducting risk assessments, formulating response plans, and conducting regular risk monitoring. Through these measures, some potential risks were discovered and dealt with in a timely manner, ensuring the smooth implementation of the project.
4.Quality control measures.
Pay attention to quality control, and adopt a variety of measures to ensure the quality of the project, such as the establishment of a quality assurance system, strict implementation of construction standards, regular quality inspection, etc. Through these measures, the quality of the project is ensured and the requirements and expectations of the owner are met.
5.Personnel management measures.
Focusing on personnel management, a variety of measures have been adopted to ensure the smooth implementation of the project, such as formulating a reasonable staffing plan, strengthening personnel training and management, etc. Through these measures, the quality of personnel has been guaranteed, the ability has been improved, and the efficiency and quality of project implementation have been improved.
Conclusions and prospects.
Ethiopia's infrastructure construction will enter the fast lane, and Ethiopia's investment in infrastructure construction projects has increased year by year, and the investment prospects are good. In order to seize this opportunity, companies need to do the following:
First, in the market research and competitor analysis stage before bidding, it is necessary to fully understand the market demand and policy environment while analyzing the advantages and disadvantages of competitors and positioning, make reasonable choices for bidding projects, and determine appropriate bidding positioning.
Second, in the formulation and implementation stage of the bidding strategy, it is necessary to formulate a comprehensive and reasonable bidding plan according to the characteristics of the project and the needs of the owner, and actively follow up the progress of the project in combination with the actual situation, and keep abreast of the bid evaluation results.
Third, in the process of project implementation, it is necessary to actively communicate and negotiate with the owner to ensure the smooth preparation and submission of bidding documents, and at the same time solve the risks and problems encountered in the process of project implementation in a timely manner.
Author's Affiliation: CCCC First Public Bureau Group *** Overseas Branch).
*: International Journal of Engineering and Labor Author: Liu Peng.