中英文翻译

Construction bidding

Construction bidding refers to construction products as a commodity exchange transaction forms, which set targets by the purchaser only, the recruitment of a secret offer by a number of vendors to compete, the buyer choose the winners and with the trade agreement reached, then in accordance with protocol strokes. Tendering system, also known as project tender contract system, it refers to the market economy conditions, the method used to achieve the project bidding a project management system contract. Project bidding system is the establishment and implementation of the planned economy under the conditions of the use of simple administrative measures assigned the task of building a major reform measure is to protect market competition, against the monopolization of the market and developing the market economy is an important sign.

This paper focuses on the bidding process for analysis strategy should be taken. Bidding strategy refers to the successful construction contractor in order to achieve the purpose in the bidding process used by the means and methods, construction project bidding is an important part in using the appropriate bidding strategies and techniques, increase the successful rate bid, but also expectations of larger profits. First, bid decision analysis

Companies may also face multiple projects tendering opportunities, by construction capacity constraints, can not practice all the tendering opportunities, but should be selected in a number of projects; on a specific project, from the perspective of effective, profitable superscript, subscript and the loss of preservation standards, businesses are required features of the project tender and business realities of decision-making, in order to achieve the stated business objectives, such as: access to profitability, capture the market, establish a new corporate image and so on.

First, usually the following aspects should be considered in the case:(1) contract tendering possibility and feasibility of the project. The ability to contract the project, and whether the deployment of a management strength, technical strength to participate in project implementation, competitors have obvious advantages. (2) the

reliability of tenders. For example, urban planning projects and land use permits and other permit approval have been completed, whether the funds have already been implemented and so on. (3) the tender of the contract conditions.(4) internal factors affect the chances of winning contracts, including enterprises in the technical, economic, management and credit strengths; external factors including the owners and supervision of the Engineer, competitor strength and competitive situation, the law and regulations the situation, project risk and so on.

Secondly, if faced with the following conditions should give up the tender: (1) project size, technical requirements exceed the level of enterprise technology projects; (2) the scope and viability of their business outside of the project; (3) Comparison of the enterprise is currently contracted tasks full, and the greater risk of tendering the project; (4) the technological level, management, construction projects was significantly better than competitors.

Second, Bidding strategy analysis

If you decide to participate in the bidding companies should take the appropriate strategies, and strive to win the bid.

1. Access to information, to grasp the situation of information strategy is to develop scientific and rational basis, companies must focus on the tender information collection, collation and processing work on a comprehensive analysis of tender information, grasp its comprehensiveness, timeliness and accuracy. For example: characteristics of the project, materials prices, labor costs level, the credibility of the owners, the investment level of assurance, supervising engineer, the likely situation in competitors, competitive situation and risk issues.

2. Inferior to the winning contractor of construction projects should be an objective analysis of its advantages: first, the technical aspects: (1) The estimates should be proficient in the industry, architects, engineers, accountants, engineers and management experts, the organization institutions; (2) project design, construction expertise, to solve the technical difficulties, and various technical problems of construction capacity. (3) similar projects with the tender of construction experience.

(4) certain technical strength of the partnership. Second, the economic reality: (1) has

the ability to advance funds; (2) have a certain fixed assets and machinery and equipment and putting in the necessary funds; (3) have a certain cash flow of money to pay for construction; ( 4) the ability to pay various security; (5) have to pay various taxes and insurance capacity; (6) have a certain ability to bear the risks of force majeure. At the same time management, should focus on cost control. Shorten the construction period, the quota management, combined with reward and punishment approach; reduce management, multi-skill training of workers; saving materials; the use of advanced construction methods. Have a quality, heavy sense of efficiency, there must be practical measures. Finally, the credibility, the enterprises should comply with laws and regulations, careful attention to ensure the construction safety, duration, and quality. Establish a good reputation, which is an important criterion for successful bidding.

3. Resourceful, take the initiative in the construction market is a buyer's market, competition is intense. Bidders should be based on internal and external conditions, for a variety of programs and measures, on balance, vision, seize the initiative. Third, the tender offer Technical Analysis

project bidding price formation mechanism。Construction project cost, generally refers to the cost of a particular project (referring to the expected cost or actual cost) of the total cost. It is a dynamic investment. Contracted projects in the calculation of the Tender Offer to use our decision-making theory, accounting, economics theory quotation evaluation strategy, the Administration on from, the technical and business on a comprehensive identification, compared the use of scientific methodology and practical pricing based on project cost reasonable so that it won the bid quotation.

1. Unbalance unbalanced quotes offer method, is defined in the basic premise of price adjustment of each child within the offer in order to not affect the total price, again as soon as possible after winning bidder may withdraw funds in advance in the works and access to better economic efficiency. Imbalance usually offer the following situations:(1) to be able to recover the closing paragraph of the early projects (such as earthwork, foundation, etc.) may apply for a higher price unit price to take advantage of cash flow; of late projects (such as decorating, electrical installation, etc.) may be

appropriate to reduce the unit price. (2) may increase the amount of estimated future works projects, the price can increase, while the number of quantities with errors early projects, the unit can be reduced. However, the above two points to overall consideration. The number of errors for the quantities of early works, such as a scale impossible to complete the number of projects, you can not blindly raise the price, and then determine the need for specific analysis. (3) drawing the content is not clear, it is estimated to increase the amount of the revised project, and its price can be increased.(4) No unit quantities reported the project only, the price should be high. This will not affect the total bid price, but also more profitable. (5) For the preliminary list of items, the possibility of its implementation of large projects, the price can be high; estimated that the project can be implemented is not necessarily cheap.

2. Improve the sporadic employment offer if the contract bid price rule does not include the sporadic employment, which did not list the number of specific employment, sporadic employment (day laborers) are generally slightly higher than the wages of construction unit price table due to sporadic employment contract does not belong to the scope of a valid contract price, the time of reimbursement, but also more profitable.

3. More and more programs offer law programs offer method is the use of engineering design documents, drawings or ambiguity in terms of the contract is not enough to fight to modify the project specifications and contract law for the purpose of a quotation. The tender offer method to reduce risk and avoid unforeseen costs due to increase in the offer is too high to be eliminated. The specific practice is to report the two prices in the tender price, first reported the original engineering specifications of a contract price, the second is to comment, "such as engineering design documents, drawings or contract to do some changes", you can reduce the number of the cost of the offer become the lowest, in order to attract the owners to modify specifications and contract terms.

4. Sudden price method is the sudden price method used by competitors to confuse a competitive method. Usually, in preparing bidding process anticipated a good price

down, and then deliberately spreading false information, such as intention to abandon standard, according to generally offer or intend to report high and so close to the tender closing date, suddenly went to tender, and reduce the offer to over competitors.

5. Some of the first loss after winning method of construction enterprises in order to enter an area or a particular area, relying on its own strength, to take at all costs, but only to offer the winning low bid program. Once successful, you can contract in this area or that area more engineering tasks, to achieve the overall purpose of profit. Construction works contractors bidding tenders, in addition to work on the tender offer, it should also be careful to take other techniques.

6. To hire people who ignores the tender bidders location of the project in the bidding for his advice an attorney to assist the successful bidder.

7. For lack of combined strength of the tender, a contractor can be combined with other enterprises, especially the location of the joint projects of advanced technology and equipment company or a famous bid.

8. Promised concessions bidders to lower prices or payment terms if required, to improve quality, shorten the construction period, with new technology and new design, and provide additional materials and equipment for free, free, took the training of personnel and so on favorable terms, it should be proposed in the tender documents. Organize to evaluation, generally to be considered for purchase, technical solutions, time, payment conditions and other factors. Therefore, with favorable conditions in the tender documents are conducive for the successful bidder.

9. Actively carry out public relations activities, PR activities to promote self-advocacy and the bidder, communication and liaison feelings, establish a good image of the important activities. But not to take illegal means to obtain the successful bidder.

The basic principle of bidding is open, fair, just, want to place a transparent procurement environment acts to prevent the occurrence of corruption. Therefore, in the bidding process should abide by the relevant laws and regulations of the state, a good solution to the procurement activities or freely,winner

建筑工程招投标

建筑工程招投标是指以建筑产品作为商品进行交换的一种交易形式，它由惟一的买主设定标的，招请若干个卖主通过秘密报价进行竞争，买主从中选择优胜者并与之达成交易协议，随后按照协议实现招的。工程招标制度也称为工程招标承包制，它是指在市场经济的条件下，采用招投标方式以实现工程承包的一种工程管理制度。工程招投标制的建立与实行是对计划经济条件下单纯运用行政办法分配建设任务的一项重大改革措施，是保护市场竞争、反对市场垄断和发展市场经济的一个重要标志。

本文主要对投标过程中应采取的策略进行分析。投标策略指建设工程承包商为了达到中标目的而在投标过程中所采用的手段和方法，是建设工程投标活动中的重要环节，运用适宜的投标策略和技巧，可增加投标的中标率，又可以获得较大的期望利润。

一、投标决策分析

企业可能同时面临多个项目的投标机会，受施工能力所限，不可能实践所有的投标机会，而应在多个项目中进行选择；就某一具体项目而言，从效益的角度看有赢利标、保本标和亏损标，企业需根据项目特点和企业现实状况进行投标决策，以实现企业的既定目标，诸如：获取赢利，占领市场，树立企业新形象等。

首先，通常应综合考虑以下几方面的情况：

（1）承包招标项目的可能性与可行性。即是否有能力承包该项目，能否抽调出管理力量、技术力量参加项目实施，竞争对手是否有明显优势。

（2）招标项目的可靠性。例如，项目城市规划许可证及土地使用许可证等审批是否已完成，资金是否已经落实等。

（3）招标项目的承包条件。

（4）影响中标机会的内部因素包括企业在技术、经济、管理及信誉方面的实力；外部因素包括业主和监理工程师的情况、竞争对手实力和竞争形势情况、法律法规情况、工程风险情况等。

其次，若面临以下情况应放弃投标：

（1）工程规模、技术要求超过本企业技术等级的项目；

（2）本企业业务范围和经营能力之外的项目；

（3）本企业目前承包任务比较饱满，而招标工程的风险较大的项目；

（4）本企业技术等级、经营、施工水平明显不如竞争对手的项目。

二、投标策略分析

企业若决定参与投标，应采取相应策略，力争中标。

1.掌握信息，把握情势

信息是制定科学合理策略的基础，企业必须注重有关投标信息的搜集、整理与处理工作，对招标信息进行全面分析，把握其全面性、及时性和准确性。比如：有关项目特点、材料市场价格、人工费水平、业主信誉、投资保证程度、监理工程师情况、可能参与竞争的对手情况、竞争形势、风险问题等。

2.以长治短，以优胜劣

建设工程承包单位应客观分析自身优势：

首先在技术方面：（1）应有精通本行业的估算师、建筑师、工程师、会计师、工程师和管理专家组成的组织机构；（2）有工程项目设计、施工专业特长，能解决技术难度大和各类工程施工的技术难题的能力。（3）有与招标项目同类型工程的施工经验。（4）有一定技术实力的合作伙伴。

其次在经济实方面：（1）有垫付资金的能力；（2）有一定的固定资产和机具设备及其投入所需的资金；（3）有一定的资金周转用来支付施工用款；（4）有支付各种担保的能力；（5）有支付各种纳税和保险的能力；（6）有一定能力承担不可抗力带来的风险。

同时在管理方面，应注重成本控制。如缩短工期，进行定额管理，辅以奖罚办法；减少管理人员，培养工人一专多能；节约材料；采用先进的施工方法等。要有重质量、重效益的意识，要有切实可行的措施。

最后在信誉方面，企业应遵守法律法规，认真履约，保证施工安全、工期、和质量。建立良好的信誉，这是投标中标的重要标准。

3.随机应变、争取主动

建筑市场属于买方市场，竞争激烈。投标单位应根据企业内部和外部条件，准备多种方案和措施，权衡利弊，高瞻远瞩，掌握主动权。

三、投标报价技巧分析

建设工程造价，一般是指进行某项工程所花费（指预期花费或实际花费）的全部费用。它是一种动态投资。它的运动受价值规律、货币流通规律和商品供求规律的支配。因此在承包工程投标报价计算中我们要运用决策理论、会计学、经济学等理论评定报价策略，经过从行政上、技术上和商务上进行全面鉴别、比较以后采用科学的计算方法和切合实际的计价依据，合理确定工程造价，使其报价中标。

1.不平衡报价法

不平衡报价，是指在总价基本确定的前提下调整内部各个子项的报价，以期既不影响总报价，又在中标后投标人可尽早收回垫支于工程中的资金和获取较好的经济效益。通常采用的不平衡报价有下列几种情况：

（1）对能早期结账收回工程款的项目（如土方、基础等）的单价可报以较高价，以利用资金周转；对后期项目（如装饰、电气设备安装等）单价可适当降低。

（2）估计今后工程量可能增加的项目，其单价可提高，而工程量数量有错误的早期项目，其单价可降低。但上述两点要统筹考虑。对于工程量数量有错误的早期工程，如不可能完成工程量表中的数量，则不能盲目抬高单价，需要具体分析后再确定。

（3）图纸内容不明确，估计修改后工程量要增加的，其单价可提高。

（4）没有工程量只填报单价的项目，其单价宜高。这样既不影响总的投标报价，又可多获利。

（5）对于暂定项目，其实施的可能性大的项目，价格可定高价；估计该工程不一定实施的可定低价。

2.提高零星用工报价

若评标规则中的合同价格未将零星用工包括在内，清单里面也没有具体的用工数量，零星用工（计日工）一般可稍高于工程单价表中的工资单价，因零星用工不属于承包有效合同总价的范围，发生时实报实销，也可多获利。

3.多方案报价法

多方案报价法是利用工程设计文件、图纸或合同条款不够明确之处，以争取达到修改工程说明书和合同为目的的一种报价法。这种报价法可减少投标风险又可避免因增加不可预见费使报价过高而被淘汰。其具体做法是在标书上报两价目单价，一是按原工程说明书合同条款报一个价，二是加以注解“，如工程设计文件、图纸或合同条款可做某些改变时”，则可降低多少的费用，使报价成为最低，以吸引业主修改说明书和合同条款。

4.突然降价法

突然降价法是指为迷惑竞争对手而采用的一种竞争方法。通常在准备投标报价的过程中预先考虑好降价的幅度，然后有意散布假情报，如打算弃标，按一般情况报价或准备报高价等，临近投标截止日期，突然前往投标，并降低报价，以期战胜竞争对手。

5.先亏后赢法

有的建筑施工企业为了打入某一地区或某一领域，依靠自身实力，采取不惜代价、只求中标的低报价投标方案。一旦中标后，可以承揽这一地区或这一领域更多的工程任务，达到总体赢利的目的。建设工程承包商对招标工程进行投标时，除了应在投标报价上下工夫外，还应注意掌握其他方面的技巧。

6.聘请投标搭理人

投标人在招标工程所在地聘请代理人为自己出谋划策，协助中标。

7.寻求联合投标

一家承包商实力不足，可联合其他企业，特别是联合工程所在地的公司或技术装备先进的著名公司投标。

8.许诺优惠条件

投标人若有降低价格或支付条件要求、提高工程质量、缩短工期、提出新技术和新设计方案，以及免费提供补充物资和设备、免费代为培训人员等方面优惠条件的，应当在投标文件中提出。招标人组织评标时，一般要考虑报价、技术方案、工期、支付条件等方面的因素。因此，投标文件中附带优惠条件，有利于争取中标。

9.积极开展公关活动

公关活动是投标人宣传和推销自我、沟通和联络感情、树立良好形象的重要

活动。但是不能采取非法手段骗取中标。

招标投标的基本原则是公开、公平、公正，要将采购行为置于透明的环境中，防止腐败行为的发生。因此，在投标过程中应遵循国家有关法律法规，善谋良策才能在招标采购活动中运筹自如，胜券在握。