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              工程圈投標人士必看的6個技巧

              時間:2016-05-25 10:27來源:中建教育點擊量:
                  丟單是在項目投標和競標中經常遇到的,失利的因素有多樣。標書制作是否規范、對于項目的投標和競標是否具備規劃性和技巧性、項目管理思路清晰與否等因素都會影響到中標率。
                  1、抓住核心因素
                  從保證中標的因素來看三個因素最為重要,首先是關系,其次是能力,最后才是價格。關系指與用戶的關系,既有最終用戶又包括招標單位;能力是指整個投標項目的運作能力;價格是投標的價格。
                  為什么用戶關系是最重要的因素,而不是價格呢?
                  相信大家在投標中遇見過這樣的事情,競爭對手價格優勢不明顯,卻能夠中標,多少有些出人意料。其實真正的原因在于用戶關系做的深。就目前國內招標情況來看,用戶的傾向性能夠直接或間接的對招標結果產生影響,尤其是在與用戶關系深的情況下經常能夠以較好的價格中標,保證利潤。
                  攻關對象又是誰呢?
                  請大家記住這句話:最終用戶必抓住、招標公司要疏通、評標小組很重要。
                  能力指專業化的標書制作和職業化的項目運作。
                  職業化的項目運作是指從項目前期的項目信息的捕捉、項目進行中的項目跟蹤直到項目最后的總結整個環節,項目運作的職業化水準,為保證中標添上了重重的砝碼。有時候意外勝出。
                  2、及時捕捉項目信息
                  招標信息的捕捉應該是在招標文件發出前的工作,如果等用戶的標書已經發出,在一定程度上已經錯失了用戶攻關的最佳時機。所以說項目信息要及時捕捉,主要集中在行業主管部門、政府采購的主管單位、企業用戶采購部門。
                  3、留意哪些競爭對手
                  不能只掏錢買標書,還要了解都有哪些廠家參與投標,我們的競爭對手是誰?我們必須抓住每一次與用戶端接觸的機會,了解對我們有用的信息,并加強與用戶的關系。一般買標書時,建議早去晚買,早去可以在暗中觀察有哪些競爭對手進辦公室買了標書,晚買是可以看購買標書的登記表上有哪些廠家的經銷商已經填寫了。根據競爭對手采取不同的策略,要和名牌比服務、比價格,和雜牌比品牌、品質等等。
                  4、研讀標書
                  逐條仔細閱讀標書內容,了解用戶的確實需求,看自己是否有優勢,對標書中有問題都需要提請招標人進行書面澄清。
                  5、編寫標書
                  標書的制勝法寶就是對用戶需求的相應,用戶提出的每一個需求我們都要滿足,用戶沒有提出的需求,通過與用戶的接觸,我們可以為其提供方案,同時體現出揚子的特色,實現個性化的服務。用戶的感覺是最重要的!
                  6、低級錯誤不能犯
                  1)投標價格千萬要正確!
                  2)簽字蓋章不能漏!
                  3)投標書中避免錯別字!
                  4)交標書一定不要遲到!
                  5)投標保證金別忘了交!
                  6)投標書一定要密封!

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