At present, most of the projects in CIRCLE B are inseparable from the bidding process.
Bid control, bidding competition fierce is no different from two armies against each other, you have the art of camp, I hide the shadow of the law, you alienate the plan, I use the blind……
Today, we will talk about bidding and pit digging and pit prevention.
Ten offensive and defensive measures for bidding project operation
01
Raise the meter
Digging a hole:
In the case of being on a par with friends, through subtle product configuration, technical parameters (functional requirements) to raise the demand, so that competitors to meet the standard conditions (to obtain the same effect) must improve the model specifications (to raise the configuration of the product), pay a higher price, so as to achieve price competitive advantage.
Excavation:
1. Force competitors to configure higher products or combine more modules to meet the requirements of the bidding document.
2, forcing competitors to provide more functions and manpower, implementation costs to meet the requirements.
02
Shielding ce
Digging a hole:
In the process of setting the pre-tender estimate, the other bidders will be screened out by a few conditions that cannot be exceeded by the other bidders.
Excavation:
1. Unique technology (function), qualification certificate, business documents, agreement units, etc.;
2. Functional test: only products (functions) tested can qualify for participation.
03
Extension meter
Digging a hole:
In the case that core products (programs) fail to have leading competitive advantages, extend (gifts of products or functions) subsidiary competitive conditions, use differentiated programs and products to find and expand competitive advantages, or weaken the competitive advantages of friends.
Excavation:
1. Give a product (function) for combination to form differentiated competition;
2. Extend the service content and time;
3, extend the terms of payment, so that the friends who are not good at cushion money quit.
04
Smoke screen
Digging a hole:
Confuse friends with false tables, so that friends can not touch the truth of the project progress, the opportunity to disappear, thus losing the opportunity to compete.
Excavation:
1. Let our supporters in Party A confuse our opponents from business aspects: insufficient funds, project delay, poor payment and incomplete project approval process. Make friends of the progress of the project misjudged.
2, isolation of key figures, do not let the opponent contact or less contact
05
Cut/merge meter
Digging a hole:
In the process of project competition, the project shall be appropriately divided (combined) into several sub-projects (one big project), so as to facilitate the development of the project in favor of our side.
Excavation battle:
1. Bid for the project in one package to avoid interference from other factors, or to unify the brand and give full play to dachang’s advantages;
2. If there are uncontrollable factors in the project, break the project into pieces and grasp the part belonging to yourself, so as to help users balance multi-party relations.
06
Jianfan method
Digging a hole:
Simplify the bidding process or simplify it to win.
Excavation:
1. Divide the bidding into multiple stages, set up intermediate links, lengthen the rhythm, drag out the opponent. (selection, testing, trial, bidding, etc.);
2. Simplify the bidding process, change to consultation, single source, agreed procurement, competitive negotiation, reduce the scope of participation and fermentation, and make a quick decision.
07
Encirclement and suppression method
Digging a hole:
If the relationship between the top management is not good, or the customer relationship is passive, the company will unite with other forces to attack the main competitor, or unite with most of the integrators to collapse the competitor, so that the competitor has difficulty to speak out, and even has no chance to participate.
Excavation:
1. Combine with other equipment manufacturers to form barriers;
2. Crowd tactics, invite a number of integrators to recommend to customers from time to time, and strengthen the momentum;
3. Unite strong integrators and isolate friends.
08
Bullying meter
Digging a hole:
The vertical industry circle has a stable position, and the relationship between subordinate units is general. The superior leaders directly enter into the vertical industry or make use of the industry’s overall planning, unified construction, and finalists to restrict conditions, and strive to abolish competitors’ qualification for participation.
Excavation:
1. Convince key decision makers of customers not to make exceptions;
2, the use of industry unified brand, interconnection, product compatibility, all levels of units one by one implementation;
3. Spread the failure case information and security vulnerability events of friends, making customers and integrators shudder and dare not adopt friends’ products.
09
Exchange policy
Digging a hole:
When the project urgently needs to quickly break through the customer relationship and key integrators, the main decision makers or integrators of the customer are urged to favor us by some kind of exchange, so as to quickly break through the project situation.
Excavation:
1. Project for investment, project for project, support for security;
3, giant company, at the company level, ecological level and party A long-term strategic level of cooperation, all projects, this method in BATH and other companies, especially common.
10
Shock and awe meter
Digging a hole:
Spread information to intimidate Party A or integrators, in order to achieve the purpose of competitive advantage.
Excavation:
1. Implied that our products and solutions are in an absolute leading position through Coach of Party A, so as to influence agents.
2. Through hints from party A’s leaders or strong integrators, make individual personnel refrain from supporting friendly business behaviors.
3. Indicate to the integrator/Party A that there will be serious consequences if a certain situation occurs (there will be no interconnection if our products are not adopted).
4. Spread the news that the friends have been awarded the bid by Party A, and quit with a high profile, taking retreat as advance.
How’s that
Here are the top 10 moves
Have you used it all
Although, in the actual project
These potholes still appear occasionally
But with the continuous improvement of bidding regulations
And party A’s customers increasingly value business value
“Routines” will be fewer and fewer! (The article is changed from oversized, thanks)