Lost orders are often encountered in professional audio project bidding and bidding, and there are various factors for losing. Whether the tender production is standardized, whether the project bidding and bidding are planned and skillful, and whether the project management ideas are clear or not will affect the winning rate.
1. Seize the core factors
From the factors that guarantee the winning bid, the three factors are the most important, the first is the relationship, the second is the ability, and finally the price. Relationship refers to the relationship with the user, both the end user and the bidding unit; the ability refers to the operational capability of the entire bidding project; the price is the bidding price.
Why is user relationship the most important factor, not the price?
I believe that everyone has encountered such a thing in the bidding. The competitor's price advantage is not obvious, but it can win the bid, which is somewhat unexpected. In fact, the real reason is that the user relationship is deep. As far as the current domestic bidding situation is concerned, the user's tendency can directly or indirectly affect the bidding result, especially in the case of deep relationship with the user, it is often possible to win the bid at a better price and guarantee the profit.
Who is the target of the attack?
Please remember this sentence: the end user must grasp, the bidding company to clear, the evaluation team is very important.
The end user is the ultimate user of equipment procurement, and his inclination often directly affects the bidding company and the bid evaluation team.
The tendering company refers to a formal tendering company. In the local area, it refers to the local government procurement department or the organization department that organizes the tender by itself. Unblocking their relationships gives you access to a wealth of basic information including end-user ideas, participating vendors and competitors, and methods of bid evaluation.
The bid evaluation team is an important part of finalizing the winning bid. Based on the principle of “three publicsâ€, the formal bidding company and the government procurement bid evaluation team are composed of many people, and the end users and the bidding company’s personnel are more external. Experts, their opinions have a great influence on the decision of purchasing, so for those with long-term cooperation potential, such as bidding companies, government procurement and other departments must have a good relationship. At the same time, understand the background of external experts and strengthen the relationship with the evaluation team.
Competency refers to specialized tender production and professional project operations.
The professional project operation refers to the occupation of the project operation from the capture of the project information in the early stage of the project, the project tracking in the project to the final conclusion of the project, and adds a heavy weight to the bid. Sometimes an unexpected win.
2, timely capture project information
The capture of the bidding information should be the work before the bidding documents are issued. If the user's bidding documents have been issued, the best opportunity for the user to solve the problem has been missed to some extent. Therefore, the project information should be captured in time, mainly in the competent department of the industry, the competent authority of government procurement, and the procurement department of enterprise users.
3. Pay attention to which competitors
You can't just buy money for bids, but also know which manufacturers are involved in the bidding. Who are our competitors? We must seize every opportunity to contact the user, understand the information that is useful to us, and strengthen the relationship with the users. . When bidding for general bids, it is recommended to buy them early and go early. You can observe in the dark which competitors have entered the office to buy the bids. Late purchases can be seen on the registration form of the purchase bids. According to different strategies adopted by competitors, it is better than brand name, service, price, and brand than brand, quality and so on.
4. Study the tender
Read the contents of the tender carefully one by one to understand the actual needs of the users, to see if they have an advantage, and to ask the tenderer for written clarification on any problems in the tender.
5, respond to user needs
The winning method of bidding is the response to the user's needs. Every requirement put forward by the user must be satisfied. The user does not have the demand. Through contact with the user, we can provide a solution for it, and at the same time reflect the characteristics of the Yangtze and realize the personality. Service. The user's feeling is the most important!
6, low-level mistakes can not be made! !
1) The bid price must be correct;
2) The signature and seal cannot be leaked;
3) Avoid typos in the tender;
4) The bidding book must not be late;
5) Don't forget to submit the bid bond;
6) The tender must be sealed.
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