Bidding

Lowe, David J.; Skitmore, Martin

doi:10.1002/9780470759509.ch16

Cited by 4 publications

(2 citation statements)

References 75 publications

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“…Resource availability is one consideration, as is the importance of either winning the project or being seen to bid for it. Where the resources and need/desire are present in the levels needed, the bidder will initially have outline plans for winning the work, which within the bid stage focus on value propositions that we shall refer to as win-strategies supported by the marketing approach, and these are necessary to proceed effectively (Tweedley, 1995;Lowe and Skitmore, 2006). A cohesive bid plan addresses client factors, internal and supply chain factors, and competitor assessment.…”

Section: Biddingmentioning

confidence: 99%

Business development and bid management's role in winning a public–private partnership infrastructure project

Edkins¹,

Smyth²

2016

Engineering Project Organization Journal

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This paper focuses on a single real project delivered successfully using principles of public-private partnership (PPP). The case uses detailed accounts from both the winning and losing bidder of an infrastructure project delivered in the UK. The research enquiry focuses specifically on the bidding phase of the project and gains a unique perspective of this phase through primary data that are considered very rare to acquire. Using an inductive approach involving both multiple interviewing and an in-depth reflective workshop, and through drawing upon the marketing literature, the insight gathered from both the winner and loser reveals different marketing strategies used by major commercial contracting organizations as well as contributing to the relatively unexplored area of bid management. The case reveals how both the emerging principles and practices of entrepreneurial marketing can lead to the formation of successful win-strategies for complex PPP projects. ARTICLE HISTORY

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Section: Biddingmentioning

confidence: 99%

Business development and bid management's role in winning a public–private partnership infrastructure project

Edkins¹,

Smyth²

2016

Engineering Project Organization Journal

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“…Rooke et al (2004), in an ethnographic study of contractors across seven construction projects, found a culture of planning for claims. In extreme instances illegal practices may be used to distort cost models; such as 'bid shopping' in which the lowest price is disclosed to competitors who are invited to beat it (Vee and Skitmore, 2003) or overpricing, also known as 'cover pricing', an extreme instance of which is collusion (Lowe and Skitmore, 2006). These examples show how cost information that is tied to activities may be lost when it is obscured before it is passed across the boundaries between organisations.…”

Section: Effects Of Commercial Management On Cost Modelsmentioning

confidence: 99%

Studying ‘cost as information’ to account for construction improvements

Robson

Boyd

Thurairajah

2016

Construction Management and Economics

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Contractors throughout the construction supply chain develop and use cost information. By treating 'cost as information', insights are generated into how cost information is created and flows from work carried out to a client cost. A case study of a main contractor's supply chain involved semi-structured interviews, workshops and document reviews. We considered whether contractors' current costing practices used for the purpose of pricing and cost control could support decision-making about improvements through the supply chain. The results show that firms recognise that current costing practices do not provide a good representation of work carried out. Cost information that is useful in a narrative that seeks to improve site operations is either not created or hidden in layers of assumptions and lost as it does not cross the boundaries between organisations. This implies that the implementation of current practices of costing in building information modeling will not increase the effectiveness of modeling construction costs for the purpose of improvements. However cost information that is useful in decision-making about improvements could be created. This could be achieved but requires a systemic change, where new representations of cost are tied to work processes used within more stable procurement relationships.

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Information feedback in construction contract bidding: Perceptions of Hong Kong contractors

Tang

2021

International Journal of Construction Management

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Bidding

Cited by 4 publications

References 75 publications

Business development and bid management's role in winning a public–private partnership infrastructure project

Business development and bid management's role in winning a public–private partnership infrastructure project

Studying ‘cost as information’ to account for construction improvements

Information feedback in construction contract bidding: Perceptions of Hong Kong contractors

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