Study On Strategy And Know-How Of International Engineering Tendering

Engineering tendering has become comprehensive commercial activities related to business strategy, marketing information and technical activities along with the intensity of competition and complexity of engineering work. During the execution of international engineering, tendering for the Owner is a main method and means to select contractor and it is also an important means for the Contractor to enter into international engineering market by showing his competitivity.There are five chapters in this paper that focus on exploring an integrated way to win over the other competitors. From descriptions of different method of bidding preparation for projects loaned by the World Bank, in Commonwealth of Nations, in French Speaking Areas, in Soviet Unions and in China, for showing particularly the existing problems of cost estimation and bidding preparation in our country and in order to solve the problems, matching with international practice is the unique way. As for cost estimation, Bill of Quantity and Comprehensive Unit Price are to be used to replace the Quota of Budget and Estimation so as to avoid applying the Quota blindly. The paper has also studied and diagnosed pre-bid policy-making, strategy of bidding, know-how and bid reviewing for raising an integrated way of using pre-bid policy-making, strategy and bid reviewing, in which, expected profit-----one of the described strategies is specially studied to determine the bidding price by facing different cases of competitors so as to not only win the bid, but also achieve the objective decided in the pre-bid policy making. And in order to demonstrate the application of the integrated way, an example of project performed by China National Chemical Engineering Corporation in Algeria for Methanol Revamping is well described to show that this paper is beneficial to enterprises whose business involving in international engineering.