How to deal with the bidding method of "no base price" for big customers?

After China's entry into WTO, in order to be in line with international standards, project bidding gradually turned to "no base price" bidding. International bidding adopts "Fidyk" mode, which is a bidding method with pre-tender price.

The so-called bidding without reserve price means that the tenderer does not set the reserve price, and the bidder independently quotes according to the relevant provisions of the bidding documents.

In most cases, the lower the quotation, the greater the possibility of winning the bid. Because of the competition among peers, the bidding will be depressed, which can effectively prevent the project price from rising.

In addition, the use of "no pre-tender estimate" means that there is no need to worry about pre-tender estimate leakage. In the previous "pre-tender" bidding process, some bidders used various improper means to visit the pre-tender in order to win the bid, which directly led to the leakage of the pre-tender In this case, bidding will lose its real meaning.

Everything has advantages and disadvantages, and so does this method of bidding without base price. Let's analyze its shortcomings.

Because this "no base price" bidding method does not have a certain low price, bidders are more blind when bidding. If the price is too high, the possibility of being eliminated will greatly increase. If the price tag is too low, you will lose your own money.

In this regard, many bad things have happened in the market. In order to get this project, many people use ultra-low price bidding, which makes the low price lower and lower, and some quotations are even far below the cost. In this case, after winning the bid, if the products are provided according to the quality required in the expression, the dealer can only get little profit. In order to maximize their profits and directly reduce the quality of products, it will lead to a very bad situation.

Faced with this situation, those quotations that are too high or too low will be directly eliminated when bidding without base price. Therefore, when you make a bid without a base price, you must grasp this degree. As long as the degree is well grasped, the possibility of winning the bid will be greatly increased.

[case study]

There is a construction project that needs to buy a lot of lime. This kind of project is a "no base price" bidding method. In order to save money, they announced the lowest price before bidding.

Jianmin is a salesman in a lime processing factory. After receiving the tender documents, his company gave them to Jianmin and gave a dead order to win the business anyway.

After receiving the order, Jianmin let go. Apart from carefully preparing the tender documents and taking them by surprise, he mainly lowered the price of lime, because the other party had already announced that it was the lowest price. As long as the quotation is as low as possible, the possibility of winning the bid will be greatly increased.

He waited patiently for the result after handing over the bidding documents to the tendering unit. It's time for the bid opening. Although other competitors' quotations were also very low, Jianmin's quotation was the lowest, and his quotation fell below the cost, so he won the bid smoothly.

After winning the bid, he was most worried that if lime was provided to big customers in strict accordance with the quality in the tender, he would not only get any profit, but also bring a lot of losses to the company. Faced with such a situation, he can only reduce the quality of lime if he has to.

At the beginning, the staff of major customers didn't find anything unusual about the quality of lime, but after a while, they gradually found some quality problems with lime.

Because of the problem of lime, the quality of the project is directly reduced, which has a very bad influence on the customer construction company. In order to protect their own interests, customers took the company to court, and both the company and Jianmin suffered serious losses.

Although "no base price" is a good development direction of bidding, if you don't master the bidding skills well, you will suffer greatly.

Let's analyze the case again. The two sides should have formed a good cooperative relationship, but because of the quality problem of lime, the two sides went to court.

Why did this happen?

The most important reason is that Jianmin reduced the price to the cost price when quoting. When providing lime to customers, in order not to do loss-making business, we have to reduce the quality of products. The decline of lime quality will directly affect the decline of engineering quality. In order to protect their rights and interests, customers took each other to court.

Don't blindly pursue the lowest price in the face of customers' bidding without base price. On the premise of ensuring quality, we must first take care of our own costs and reduce prices on this premise, so as to ensure that we always stand in a favorable position. Otherwise, regardless of your own cost, you will still suffer if you lower the quotation below the cost.

Don't reduce the price for winning the bid, first ensure your own profit and then reduce the price. With this in mind, you can give yourself an advantage in bidding without reserve price.

[Skillful touch of gold]

In the market, the method of bidding without base price has gradually become popular. So, how should we deal with your bidding method?

First of all, we should implement a reasonable low price in the quotation. Although the lower the quotation, the greater the possibility of winning the bid, but don't bid blindly for the sake of winning the bid, so you will suffer in the end.

When quoting, we must pay attention to rationality. Besides cost, we should also make ourselves a reasonable profit. In this case, you can get the benefits you want by bidding.

Second, on the premise of ensuring product quality, reasonably reduce the price. Bidding without reserve price will definitely be much lower than bidding with low price, and the profits of bidders will be greatly reduced under the same quality.

In this case, what you need to pay attention to is that you should never lower the quality of products in order to make more profits for yourself, which will lower the reputation of the company and outweigh the benefits. It must be remembered that the quality of products must be excellent and there must be integrity in order to cooperate with customers for a long time.

In the process of bidding without base price, don't disturb the overall situation because of a momentary petty profit. Treat this bidding method with a normal heart, strictly control the quality of products and win more benefits for yourself.