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JEROME JORDAN F. FAMADICO March 25,2011Construction Planning, ch!"uling, Esti#atingFri"a$% &'( PM

MAKING WINNING BIDS

)i" strat!g$ is th! #ost "i*cult o+ all th! +unctions o+ #anag!#!nt to "!n!. It isth! l!ast su-!ct to th! rul!s o+ logic, i#/ossi-l! o+ sci!ntic !ngin!!ring anal$sis,an" $!t -asicall$ so i#/ortant that an a!rag! contractor ith a +air nol!"g! o+th! -usin!ss an" a co#/!t!nt organi3ation ho lacs an a"!4uat! conc!/t o+ th!art is al#ost +or!"oo#!" to +ailur!.

)asic Consi"!rations in )i""ing

)i" trat!g$, +or th! /ur/os! o+ this articl! is consi"!r!" th! sci!nc! o+ outgu!ssingan" out#an!u!ring th! co#/!tition in or"!r to s!cur! #or! /rota-l! or. It

th!r!+or! !nco#/ass!s gui"!lin!s +or /r!/aring -i"s on lu#/'su# or unit /ric! on-uil"ing or h!a$ construction or. In a""ition, -i""ing #ust co!r th! strat!g$ o+"!t!r#ining hat or to -i" on or, in cas!s o+ cost /lus, C.P.F.F., targ!t !sti#at!guarant!!" #a, or !!n turn!$ /ro!cts, hat to /ro/os! on. Also it #ust inclu"!ho to a//roach th! /ro/os!" structur! its!l+ so as to ha! th! gr!at!st /ossi-l!chanc! o+ /r!s!nting a #or! attracti! o6!r than th! co#/!tition an" hat to o6!rto succ!!" in this ithout "!stro$ing /rota-iliti!s. 7h!r! #ust -! an accurat!a//raisal o+ th! curr!nt co#/!titi! /ot!ntial o+ act o+ th! non or sus/!ct!"-i""!rs on th! gi!n /ro!ct, A soun" nol!"g! o+ th! on!r an" th! on!r8s!ngin!!r is i#/!rati!9 sinc! th! /ric! or t!r#s o+ th! /ro/osal #ust -! a"ust!" tota! into consi"!rations hat th!ir attitu"! an" /olic$ ill -! un"!r an$ gi!n s!t o+circu#stanc!s that #a$ -! !ncount!r!" "uring th! construction /!rio" o+ th!/ro!ct.

All contractors +ro# th! local or r!gional hous! -uil"!r to th! larg!st national orint!rnational "i!rsi!" constructor, +ac! +ro# ti#! to ti#! a "!arth o+ or to -i"or /ro/os! on, ith cons!4u!nt incr!as! o+ co#/!tition to th! /oint h!r! th! lo-i""!r is al#ost sur! to los! his #on!$ an" th! oth!rs ar! s/!n"ing th!irs in or"!rto /r!/ar! /ro/osal that ha! no chanc!.

7h! contractor, r!gar"l!ss o+ si3! or g!ogra/hical sco/!, #ust r!#!#-!r that !!nin ti#!s o+ shortag! o+ or an" #ai#u# co#/!tition th!r! ar! ala$s so#! goo"

o-s.

P!rio"s o+ high olu#! o+ or an" rising construction /ric!s "o not lac th!ir on/it+alls. 7h! t!n"!nc$, /articularl$ a#ong th! larg! an" groing contractors, to/ro/os! on !!r$thing an" s/r!a" out too +ast can -! #ost "ang!rous.

:h!n to -i";

7h! rst r!4uisit! o+ succ!ss+ul contracting is int!llig!nt anal$sis o+ h!th!r or notto su-#it a /ro/osal on a gi! o-. 7his #ust -! "!t!r#in!" -$ car!+ul stu"$ o+ th!

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contract con"itions an" #!ticulous !a#ination o+ th! sit! o+ th! or -$ th!!sti#ating !ngin!!rs, -$ th! chi!+ !ngin!!r, i+ a"isa-l!, an" !r$ /ossi-l$ -$ th! th!n su-!ct to his "!cision on his a-ilit$ to-!at th! co#/!tition h! ill -i" th! o- on a -asis to in , an" ith #ini#u#conting!nc$ #on!$ to co!r onl$ "ir!ct /h$sical ha3ar"s.

In?u!nc! o+ Co#/!tition

A shr!" anal$sis o+ th! /ro-a-l! co#/!tition an" its /ot!ntials in "!ci"ing h!th!rto su-#it a /ro/osal on a gi!n /ro!ct, an" /rior to -i""ing i+ th! "!cision isa*r#ati!, is #ost !ss!ntial. A si#/l! rath!r straight +orar" /ro!ct in a +a#iliarar!a ith a!rag! to goo" cli#at! an" an a#/l! su//l$ o+ co#/!t!nt la-or,su/!ris!" -$ ca/a-l! an" r!asona-l! !ngin!!rs, #a$ n!!rth!l!ss o6!r littl! or no

/ossi-ilit$ +or /rot.

O!r caution

Not +r!4u!ntl$ an !c!ss o+ caution can caus! a contractor to /ass u/ a !r$ goo"o-. 7h! contractor ho ha" is!l$ chos!n to /ass u/ th! "a# in +aor o+ th! #or!co#/licat!" an" l!ss attracti! su-a$ or ha" -!!n #ost succ!ss+ul

In?u!nc! o+ E/!ri!nc!

7h! "!cision haing -!!n #a"! to su-#it a /ro/osal on a gi!n contract an"a"!4uat! stu"$ haing -!!n #a"! to asc!rtain th! +un"a#!ntals a6!cting cost, th!nal "!cision on -i" /ric!, targ!t /ric!, or guarant!!" #a hing!s on ho th!co#/!tition is an" ho !ach on! is li!l$ to a//roach th! /articular o-.

In?u!nc! on Pro/agan"a

)i""ing /ro/agan"a -!t!!n co#/!titors so#!ti#!s ta! th! +or# o+ !la-orat!/lanning an" sill+ul !!cution. :h!n /ro/osals ar! call!" +or on #aor /ro!ctsaa$ +or#at th! /o/ulation c!nt!rs or -i"s ar! sch!"ul!" to -! o/!n!" aa$ +ro#

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th! sit! o+ th! or, a t !ngin!!r "istrict or "iision h!a" 4uart!rs , naal "istricts or/!rha/s stat! ca/itols, co#/!ting contractors t!n" to gath!r at on! or #or! l!a"inghot!ls to nali3! th!ir /ro/osals an" /ic u/ an$ aaila-l! gossi/.