浅析一种新的国际工程指标报价策略──机会与风险评估

On A New Tender Strategy--Opportunity& Risk Assessmet

传统的投标报价策略主要是在了解并分析竟争对手以往的投标报价利润率和中标概率基础上调整已方的报价，以求中标。但如果无法获得竞争对手刻意保密的商业秘密，上述策略也就没有任何实用意义了。机会与风险评估策略则是在研究工程现场和标书的基础上，寻找和分析某些对工程可能有利或不利的因素，并对这些因素作量化分析，折算成标价，以对正常标价进行调整，从而使报价更科学，也更具竞争性。这种报价策略目前在国际大型跨国工程公司中的应用日益普及。因此，将其介绍到国内来，毫无疑问将是非常有益的。

How to adjust the tender price of itself to win tea tender on the basis of knowing and analyzing the former tender profit margin and the tender-winning probability of the competitors is the core of traditional tender strategy. There is no point to do in this way because the information above said shall not be collected and acquired by the competitors easily. The strategy of 'Tender Opportunity & Risk Assessment' (hereinafter called TORA) means that it may be used by the tenderer to find out and analyze the favorable or unfavorable factors (the favorables are called opportunities and the unfavorables called risks) existing in the tender documents or in the project itself the foundation of poring over the project sites, its environment and tender documents, which shall be quantized by analysis and converted into tender price for adjustment of the final price. TORA at present is under populariztion and being and used by some large sized transnational contractors. Intro- ducing this tender skill to our readers shall be very helpful.