| The article is aimed to the electro-mechanical equipments project of KokhavHayarden pumped-storage hydropower station in Israel (hereinafter referred to as“KH equipments project”) bidded by the Hydrochina Corporation (hereinafter referredto as “Hydrochina”), studies the project bidding management based on relativetheories of competitive strategic, marketing management and project management,then give Hydrochina some proposal and suggestion to win the KH equipment projectsmoothly,conclude some efficient practice and experiences in fields of biddingmanagement for international electro-mechanical equipment or EPC projects.The article emphasizes on the project bidding management, studies its necessityfirstly after analysizing the characteristics and background of this project, describesthe procedure of collecting project information and building up relationship with theclient, adopts systemic analysis method of competion strategy such as SWOT analysis,Michael Porter’s Five Forces Mode and Stakeholder analysis methods into use,implements the cooperation partner analysis and selection,and competitors anylysis,and adopts the relationship marketing theory into practice based on the above theoryresearch results. The article lays emphasis in detailes of supplier management,documentation management, quotation management deisgn, process management andrisk management.Hydrochina has been invited for first route negotiation of the KH equipmentsproject in December2011, and is currently required to make the EPC contractproposal, and prepare for the second route negotiation; lay good foundation forHydrochina Zhongnan to win the project finally, it proves successful application ofthese relative theories. Meanwhile, the bidding management scheme design can bemade for view and reference of similar international electro-mechanical equipmentsprojects or turnkey projects, and supports to enrich practical applications of the abovementioned theories in project bidding management. |
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