工程投標(biāo)策略外文翻譯1

1、<p><b>　　本科畢業(yè)設(shè)計(jì)</b></p><p>　　外文參考文獻(xiàn)譯文及原文</p><p>　　學(xué) 院 　土木與交通工程學(xué)院 </p><p>　　專 業(yè) 工程管理(項(xiàng)目管理方向) </p><p>　　年級(jí)班別 　 2008級(jí)（2）班 　　 </p>

2、<p>　　學(xué) 號(hào) 　　 3108003466　 </p><p>　　學(xué)生姓名 　　 郭柏輝　　 　 </p><p>　　指導(dǎo)教師 　　 白琳 　　 　　 </p><p>　　2012 年 6 月</p><p><b>　　目 錄</b></p

3、><p>　　外文文獻(xiàn)譯文（1）1</p><p>　　l 報(bào)價(jià)策略的定性分析法</p><p>　　1.1發(fā)揮優(yōu)勢(shì)降低成本以優(yōu)取勝1</p><p>　　1.2靠改進(jìn)設(shè)計(jì)、縮短工期取勝2</p><p>　　1.3薄利保本低價(jià)中標(biāo)2</p><p>　　1.4報(bào)價(jià)雖低卻著眼于發(fā)展3<

4、;/p><p>　　外文文獻(xiàn)原文（1）4</p><p>　　1 bidding strategies for qualitative analysis</p><p>　　1.1 Play advantage to reduce costs in order to gifted victory5</p><p>　　1.2 On the i

5、mproved design, shorten time limit for a project6</p><p>　　1.3 Small profits break-even price bidding6</p><p>　　1.4 Price was low but focus on the development of7</p><p>　　外文文獻(xiàn)譯文

6、（2）8</p><p>　　2 報(bào)價(jià)策略的定量分析方法</p><p>　　2.1預(yù)期利潤(rùn)法8</p><p>　　2.2具體對(duì)手法8</p><p>　　外文文獻(xiàn)原文（2）9</p><p>　　2 the method of quantitative analysis of bidding strateg

7、ies</p><p>　　2.1 Expected profit method9</p><p>　　2.2 Specific practices8</p><p>　　外文文獻(xiàn)譯文（3）10</p><p><b>　　3 作價(jià)技巧</b></p><p>　　3.1消化標(biāo)書3種作價(jià)1

8、0</p><p>　　3.2掌握工程規(guī)律標(biāo)價(jià)合理浮動(dòng)10</p><p>　　3.3在同一工程中可采用不平衡單價(jià)法11</p><p>　　3.4有策略地進(jìn)行報(bào)價(jià)平衡11</p><p>　　外文文獻(xiàn)原文（3）13</p><p>　　3 the skill of</p><p>　　

9、3.1 3 kinds of digestive tender price13</p><p>　　3.2 Mastering the law reasonably priced floating13</p><p>　　3.3 In the same engineering can adopt disequilibrium price method14</p><

10、;p>　　3.4 Strategic pricing balance14</p><p><b>　　外文文獻(xiàn)譯文（1）</b></p><p>　　1 報(bào)價(jià)策略的定性分析法</p><p>　　恰當(dāng)?shù)膱?bào)價(jià)是中標(biāo)的關(guān)鍵，報(bào)價(jià)太高，無疑會(huì)失去競(jìng)爭(zhēng)力而失標(biāo)，報(bào)價(jià)太低也未必中標(biāo)，即使中了標(biāo)也會(huì)遭受虧損，只有報(bào)價(jià)適度才是中標(biāo)的基礎(chǔ)。如何確定一個(gè)

11、低而適度的報(bào)價(jià)這就取決于決策人員的經(jīng)驗(yàn)、知識(shí)和能力。</p><p>　　投標(biāo)報(bào)價(jià)策略作為投標(biāo)取勝的方式、 手段甚至藝術(shù) ,貫穿于投標(biāo)競(jìng)爭(zhēng)的始終 ,雖然各承包商方法各異 ,但從審計(jì)監(jiān)督的角度分析 ,有其自身的特點(diǎn)。從運(yùn)用策略的目的分析 ,不論運(yùn)用那種策略 ,不外乎首先是成功中標(biāo) ,其次是為獲取額外利潤(rùn)創(chuàng)造條件 ,最后以取得最大利潤(rùn)為其最終目的。目的清楚了 ,審計(jì)監(jiān)督的方向也就明確了。從運(yùn)用的時(shí)間上看 ,策略的運(yùn)用

12、發(fā)生非常早 ,甚至早在簽訂合同前就己實(shí)施。從策略能否成功實(shí)施上看 ,雖然策略早在投標(biāo)時(shí)就己運(yùn)用 ,但能否成功 ,取得最理想的經(jīng)濟(jì)效益 ,還須在以后的施工過程中逐步實(shí)現(xiàn) ,因此 ,若能在施工 無憂論文網(wǎng)過程中把好關(guān) ,也能阻止部分策略的實(shí)現(xiàn)。從策略運(yùn)用的條件上看 ,承包商在不影響中標(biāo)的前提下 ,利用建設(shè)工程的不確定性 ,埋下伏筆 ,以期結(jié)算時(shí)獲得額外的利潤(rùn)回報(bào)。因此 ,建設(shè)工程的不確定性是運(yùn)用策略的前提條件 ,如果建設(shè)工程設(shè)計(jì)圖紙清楚、

13、工程量計(jì)算準(zhǔn)確 ,幾乎沒有變更、 增加工程等 ,那么“ 伏筆 ” 也就無從入手 ,策略的運(yùn)用受到限制。雖然在工程開始前 ,要做到這么盡善盡美 ,很難實(shí)現(xiàn) ,但審計(jì)應(yīng)在這方面發(fā)揮作用 ,督促或監(jiān)督業(yè)主盡可能做到 ,防止個(gè)</p><p>　　定性分析方法，就是運(yùn)用決策人員的邏輯思維和推理判斷能力去進(jìn)行報(bào)價(jià)決策的一種方法。決策的前提是企業(yè)要廣泛收集，系統(tǒng)積累大量的信息.企業(yè)只有在占有大量信息的情況下，知己知彼，不失時(shí)

14、機(jī)地周密研究出既能降低報(bào)價(jià)，易于中標(biāo)，又能使企業(yè)減少利潤(rùn)損失的報(bào)價(jià)方案。根據(jù)對(duì)一些企業(yè)投標(biāo)情況的調(diào)查、研究，報(bào)價(jià)策略有以下幾個(gè)方面:</p><p>　　1.1發(fā)揮優(yōu)勢(shì)降低成本以優(yōu)取勝</p><p>　　一個(gè)企業(yè)的優(yōu)勢(shì)是多方面的，如職工素質(zhì)高，技術(shù)裝備先進(jìn)，施工技術(shù)先進(jìn)，材料周轉(zhuǎn)靈活，管理機(jī)構(gòu)精干，辦事效率高等。企業(yè)在報(bào)價(jià)時(shí)，可結(jié)合實(shí)際情況，把自己的優(yōu)勢(shì)轉(zhuǎn)化為較低報(bào)價(jià)，例如職工素質(zhì)高，則

15、勞動(dòng)效率高，人工費(fèi)就可降低等。從而有效地降低工程成本，提高了競(jìng)爭(zhēng)獲勝的概率和減少了利潤(rùn)的損失。高報(bào)價(jià)策略。根據(jù)招標(biāo)項(xiàng)目的特點(diǎn) ,承包商在以情況下常采用高報(bào)價(jià)的策略。(1)施工條件差的工程; (2)專業(yè)技術(shù)要求高 ,而該公司在這方面又有專長(zhǎng)、 聲望也較高的工程; (3)特殊的工程 ,如:地下開挖 無憂論文網(wǎng)工程、 橋梁工程; (4)工期要求急的工程; (5)投標(biāo)對(duì)手少的工程; (6)支付條件不理想的工程等。這些工程采用高報(bào)的策略 ,有的是

16、可以理解的 ,但存在把握適度的問題 ,有的則是業(yè)主應(yīng)該避免和控制的。不平衡報(bào)價(jià)策略。這一方法是指一個(gè)工程項(xiàng)目總價(jià)基本確定后 ,通過調(diào)整內(nèi)部各個(gè)項(xiàng)目的報(bào)價(jià) ,以期在不提高總報(bào)價(jià) ,不影響中標(biāo) ,在結(jié)算時(shí)取得最理想的經(jīng)濟(jì)效益。以下幾個(gè)方面常用不平衡報(bào)價(jià)法。⑴預(yù)計(jì)今后工程量會(huì)增加的項(xiàng)目 ,單價(jià)適當(dāng)提高;預(yù)計(jì)工程量可能減少的項(xiàng)目 ,單價(jià)適當(dāng)降低 ,工程結(jié)算時(shí)增加工程量可獲得額外收</p><p>　　1.2靠改進(jìn)設(shè)計(jì)、縮

17、短工期取勝</p><p>　　投標(biāo)單位在研究招標(biāo)文件、進(jìn)行現(xiàn)場(chǎng)調(diào)查的過程中，如發(fā)現(xiàn)設(shè)計(jì)不合理，有可改進(jìn)之處或可以利用某項(xiàng)新技術(shù)使造價(jià)降低或可使工期縮短，達(dá)到早投產(chǎn)時(shí)，在報(bào)價(jià)時(shí)就可明確提出，如工期提前或采用新方案，造價(jià)可降低多少，可收到什么樣經(jīng)濟(jì)效益。這種辦法對(duì)招標(biāo)單位具有極大吸引力，能起到出奇制勝之效果。</p><p>　　1.3薄利保本低價(jià)中標(biāo)</p><p>

18、;　　國(guó)際上流行的獲勝概率理論表明:利率越低，中標(biāo)的可能性就越大。在承包工程的激烈競(jìng)爭(zhēng)中，企業(yè)只有貫徹薄利方針，才能爭(zhēng)取投標(biāo)獲勝。故企業(yè)投標(biāo)時(shí)除非特殊情況，如邊遠(yuǎn)地區(qū);技術(shù)要求高，非我莫屬的工程;工程難度大的項(xiàng)目;或競(jìng)爭(zhēng)中處于絕對(duì)優(yōu)勢(shì)的情況外，企業(yè)不要輕易投“高標(biāo)”。尤其當(dāng)企業(yè)承包任務(wù)不足時(shí)，與其坐吃山空。不如以低利承包到一些工程，然后加強(qiáng)管理，降低成本，充分利用生產(chǎn)能力，減少窩工，提高企業(yè)的經(jīng)濟(jì)效益。</p><p

19、>　　1.4報(bào)價(jià)雖低卻著眼于發(fā)展</p><p>　　施工企業(yè)試圖打入一個(gè)工程任務(wù)多的新區(qū)，或者出于對(duì)該項(xiàng)目后續(xù)工程的考慮，以利將來的發(fā)展，往往采用低價(jià)策略，有時(shí)報(bào)價(jià)甚至低于成本。這樣以前期工程的“少失”，便可在后期工程的“多得”中得到充分補(bǔ)償。</p><p><b>　　外文文獻(xiàn)原文（1）</b></p><p>　　1 biddin

20、g strategies for qualitative analysis</p><p>　　Appropriate quotation is the key that win the bid, bid is too high, no doubt will lose competitiveness and missing the target, quote too low may not win the bid

21、, even though in the standard will suffer the loss, only the quotation is only moderately successful foundation. How to determine a low and moderate price depending on the decision-making experience, knowledge and abilit

22、y.</p><p>　　Bid quote strategy as a bid to win the ways and means, and even art, throughout the bid competition, although each contractor in different ways, but from the angle of audit supervision, has its o

23、wn characteristics. From the use of strategy analysis, regardless of use that strategy, no more than is the first successful bid to gain extra profit, followed by creating conditions, last in order to obtain maximum prof

24、its for its ultimate purpose. Objective to know the direction of audit supervision, a</p><p>　　The qualitative analysis method, is the use of decision makers in logical thinking and reasoning ability to make

25、 bidding decision method. Decision-making on the premise that the enterprise should widely collected, system accumulate a large amount of information. The enterprise is only in possession of large amounts of information,

26、 know yourself as well as the enemy, seize the opportune moment to thorough research can reduce the price, easy to win the bid, also can cause the enterprise to reduce </p><p>　　1.1play the advantages of low

27、er cost to gifted victory</p><p>　　A business advantage in many aspects, such as high quality employees, advanced technology and equipment, advanced construction technology, materials turnover flexible manag

28、ement mechanism, keen-witted and capable, high efficiency. Enterprises in the quotation, can be combined with the actual situation, put their own advantages into the lower price, for example, employees high quality, high

29、 efficiency, labor, labor costs can be reduced. In order to effectively reduce the project cost, raise the c</p><p>　　1.2 by the improved design, shorten time limit for a project.</p><p>　　Tende

30、r units in the study the tender documents, on-site investigation process, such as the discovery of unreasonable design, with improvements or can use a new technology so that the cost or can shorten construction period, a

31、chieve early production, in a bid to put forward clearly, such as ahead of schedule or the introduction of new programs, the cost of manufacture can be reduced how many, can receive what kind of economic benefits. This a

32、pproach has a great attraction for unit of invite publi</p><p>　　1.3small profits break-even price bidding</p><p>　　International fashion winning probability theory suggests that: the lower the

33、interest rate, the more the possibility of. In project contracting in the fierce competition, enterprises only carry out small policy, in order to win bid wins. Therefore the enterprises bidding unless special circumstan

34、ces, such as remote areas; high technical requirements, mine engineering; engineering and difficult projects; or competition in the absolute superiority of the circumstances, enterprises do not easily c</p><p&

35、gt;　　1.4 price was low but focus on the development of</p><p>　　Construction enterprises are trying to break into an engineering task much area, or for the project of the follow-up project to consider, for t

36、he benefit of future development, often using low-cost strategy, sometimes even lower than cost price. In this preliminary engineering" less loss", will be on the later stage of the project of" more"

37、in full compensation.</p><p><b>　　外文文獻(xiàn)譯文（2）</b></p><p>　　2 報(bào)價(jià)策略的定量分析方法</p><p>　　定量分析方法是企業(yè)根據(jù)自己掌握的系統(tǒng)資料和有關(guān)信息，通過一定的數(shù)學(xué)模型計(jì)算，以便預(yù)測(cè)企業(yè)在一定報(bào)價(jià)水平上中標(biāo)的機(jī)會(huì)是多少，為企業(yè)找到最佳報(bào)價(jià)方案，為決策人員提供重要的決策依據(jù)，這

38、種方法的比較精確客觀，能避免定性分析的主觀隨意性，得到歐美等國(guó)家的廣泛應(yīng)用，也為我國(guó)很多企業(yè)所重視，現(xiàn)介紹2種簡(jiǎn)單可行方法:</p><p><b>　　2.1預(yù)期利潤(rùn)法</b></p><p>　　企業(yè)在投標(biāo)中要計(jì)算2種利潤(rùn)，即直接實(shí)際利潤(rùn)和預(yù)期利潤(rùn)。直接利潤(rùn)就是企業(yè)在承包工程中直接得到的實(shí)際利潤(rùn)。用公式表示為幾~X一C式中:幾一投標(biāo)者在該項(xiàng)工程中的直接利潤(rùn);X一投

39、標(biāo)者的投標(biāo)價(jià)格;C一工程的實(shí)際成本。預(yù)期利潤(rùn)是投標(biāo)者在各種投標(biāo)方案中投標(biāo)概率的基礎(chǔ)上估算的預(yù)得利潤(rùn)，可用下式求得</p><p>　　E，=P(X一C)=P?Ip式中:尸—中標(biāo)的概率，是投標(biāo)者自己估計(jì)的。?預(yù)期利潤(rùn)雖然不能的反映企業(yè)從某工程上得的實(shí)際利潤(rùn)，但由于它考慮了投標(biāo)是否獲勝的因素，更具有現(xiàn)實(shí)意義，故以預(yù)期利潤(rùn)作為投標(biāo)決策的依據(jù)，預(yù)期利潤(rùn)大的方案為優(yōu)。</p><p><b&g

40、t;　　2.2具體對(duì)手法</b></p><p>　　具體對(duì)手法就是企業(yè)在投標(biāo)報(bào)價(jià)時(shí)考慮到竟?fàn)帉?duì)手這一因素，且知道參加投標(biāo)競(jìng)爭(zhēng)的對(duì)手是哪幾個(gè)具體單位時(shí)，而采用的競(jìng)爭(zhēng)方法。</p><p><b>　　外文文獻(xiàn)原文（2）</b></p><p>　　2 the method of quantitative analysis of bi

41、dding strategies</p><p>　　A quantitative analysis method is to enterprises according to their master system information and related information, through certain mathematical model, in order to predict the en

42、terprise in a certain price level winning chance is many, for the enterprises to find the best quotation scheme, for decision-making provide important basis for decision making, this method is more accurate and objective

43、, can avoid the qualitative analysis subjective and optional sex, in Europe and America and other c</p><p>　　2.1 expected profit method</p><p>　　Enterprises in the tender to calculate the 2profi

44、t, namely direct real profit and expected profit. Direct profit is the enterprise in project contracting directly from the actual profit. With the formula expression of several ~X C type: the first bid in the project in

45、the direct profit; X bidders bidding price; C the actual costs of the project. Expected profit is the tenderer in various bidding scheme tender probability estimates based on the profit, use the following formula obtaine

46、d</p><p>　　E, =P ( X C ) =P ?Ip type: cadaveric - probability of successful bidder, is their estimation. ?profit expectations although cannot reflect enterprise from a project on the actual profit, but it co

47、nsiders whether the bid winning factors, has more practical significance, so the expected profit as the bidding decision, expected profit is the optimal plan.</p><p>　　2.2specific techniques</p><p

48、>　　Specific techniques in business is to bid quote when considering the competitors of this factor, and that participate in the bidding competition is which of several specific units, and the competition method.</p