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After more than ten years of rapid development in the LED lighting industry, LEDs have improved qualitatively in terms of lamp efficiency and reliability, and the number of enterprises has grown to tens of thousands. Every time more than one million LED lighting project bidding, the number of participating bidders is as few as dozens, and there are more than one hundred, which is completely white. At present, the possibility of LED lighting companies bidding for bids with a single power saving rate or low price is getting smaller and smaller. How to grasp the first opportunity in the bidding and improve the bidding success rate is a major problem for each LED manufacturing enterprise to survive. Based on the experience of bidding and bid evaluation for many years, the author will prepare the bidding documents and how to meet the needs of the owners in order to achieve the goal of winning the bid. Suggestions and comments are as follows. 1. Communicate before the standard 1. Understand the requirements of the owner. Pre-standard communication is the most important to improve the bidding rate. First, we must measure whether the product or installation capability of the factory meets the requirements according to the needs of the owner. If the key items do not meet the requirements of the bidding, it is recommended to abandon the bidding to avoid wasting manpower and material resources. In addition, you can also purchase the tenders to master the mainline content of most of the owners' needs, carry out technical upgrades on the products of the company, and fill in the missing certificates, reports, statements and other written materials as soon as possible to meet the needs of the subsequent market bidding. 2. Provide advice. A project is not just a surface LED lighting product, but most lighting engineering projects LED lighting is only a small part. Today, LED technology is developing rapidly. Industry insiders may not fully understand the cutting-edge technology of LED links. It is even more impossible for owners to understand the performance, advantages and disadvantages of various lighting products in the lighting industry. The bidder should give instructions and guide it correctly. . Large enterprises win with credibility and quality, and small enterprises compete for quality services. However, you cannot use your professional expertise to mislead the owner and achieve the goal of winning the bid. For example, the arrangement of the light source chip array or the COB integrated package is difficult to say. If you despise others too much, it will be unfavorable to yourself. This is also unfair and unsustainable for the owners. 3. Provide technical parameters or services. The owner needs to do a lot of work in the early stage of the preparation of the bidding documents, especially the grasp and understanding of the LED product market. If the bidding company has contact with the owner, it can take the owner to visit the production, R&D, testing and other aspects to understand the production process and provide more advanced product technical parameters to help the owner to improve the bidding documents. This is very important for the bidder to grasp the opportunity. Second, the preparation of the tender 1, to respond to the terms of the tender. In the bidding document, a table shall be listed, indicating the page number of the content corresponding to the terms of the business standard and the technical standard, which is convenient for the reviewing expert to search. When the bid evaluation often occurs when the expert scores an answer clause, the content of the answer cannot be found. After reading the thick bid for several times, it is difficult to imagine that the bidding company can get this clause. High scores. 2. Each of the technical standards must respond. In short, it is to ask what, what is the specific answer, can not cloud the clouds, and do not know what to say. And the answer should be in accordance with the order of the bidding documents, and try to attach strong certificates such as certificates, statements, reports, contracts, invoices, photos, etc. For technical clauses that cannot respond, the deviation table should be indicated and the reason should be explained (sometimes the technical parameters are higher than the original design requirements). 3. Don't make low-level mistakes. To write a tender, you should carefully read the terms and conditions of the tender. After writing and finishing, you should carefully check whether there are loopholes in the bidding documents. It is best to check with the experienced personnel. Most people who have a bidding experience know that each bid has an unsatisfactory place, but must not make a low-level mistake. For example, a company's bid is due to the rush of time to miss the legal person or the legal person's authorized person to sign; the completion period of a company's bidding project is 2014, and no careful inspection is mistakenly written as 2114; a company's sample packing list is another company's The manual allows the review experts to face each other. It is a pity that the bid is abolished because of a low-level error. 4. Be clear about performance. The general owners do not want their own projects to train new companies, so the bidding project requires the bidder's performance experience. Indicates that the performance needs to come up with a supply contract. If the tunnel light is tendered, the certain tunnel lights are arranged in front, the street lights close to the tunnel lights are ranked second, and the indoor downlights are arranged behind. Also attach a delivery invoice. The number of copies of a company's tender sales invoices is ambiguous and so on. 5. Pay attention to the product inspection report. LED is an emerging industry for China's lighting industry. Enterprises may pay more attention to product design. Owners pay more attention to product quality and reliability after installation. Therefore, the bidding unit should do the relevant technical parameter testing in advance, and explain in detail, reflecting the advanced nature of the technology and the superiority of product quality. The owner requires the supplier's power, luminous flux, light efficiency, spectral distribution and other photoelectric parameters and product quality indicators to be tested by the relevant national authorities authorized and qualified by the testing unit. However, some details cannot be ignored: 1) The commitment letter of the company that promises the bidding documents with the company's letter of paper is invalid. 2) Pay attention to the time when the test report is issued. If the company has new LED products, it is best to send the inspection in time and update the inspection report. The tender report is best used for nearly one to two years. The reason is that the development of LED technology is changing with each passing day, and the latest parameter indicators can win higher scores. For example, a company using the 2011 test report, the report on the Ra65, light efficiency 85lm / w at that time indicators are higher, but now significantly lower, scoring losses are inevitable. 3) Pay attention to the geographical area of ​​the inspection reporting agency. In general, the test report requested by the owner is more like the authoritative testing agency of the region. Therefore, it is necessary to prepare a report of the inspection agency in the target market area. For example, the Yangtze River Delta region is preparing for the National Electric Light Source Quality Supervision and Inspection Center (Shanghai), the Pearl River Delta National Lighting Quality Supervision and Inspection Center (Zhongshan), and the North China National Electric Light Source Quality Supervision and Inspection Center (Beijing). 6, the power supply or chip well-known enterprise supporting certificate. The life of LED lamps is closely related to chips and driving power sources. Therefore, most of the owners require suppliers to provide proof of well-known enterprises that produce driving power sources or chips. If you are not prepared, you will temporarily catch the Buddha's foot. Only if you get a paper commitment letter from a well-known company after the tender announcement, there is no previous supply contract, and the supply invoice is generally not recognized by the review experts. 7. Don't use an example instead of the narrative. For example, to describe the energy-saving effect of a certain section and the amount of money saved, it is not possible to replace the label that the owner needs to analyze with the project made by the company. According to the data given by the tender, the environmental requirements, the performance of the latest products of the company should be accurately analyzed to form a text. 8. Pay attention to whether the bidding accepts the joint bid. If the bidder allows the consortium to bid, if it is not strong enough, it can jointly bid with the peers who have the basis for cooperation. If the bidder does not allow the consortium to bid, if the strength is not enough, in general, the subsidiary can use the qualifications, certificates, etc. of the parent company. Instead, the parent company cannot use the subsidiary's. 9. Proof of the office. The owner often asks the foreign company to have a local office to ensure daily maintenance work. When submitting the supporting materials, avoid a paper guarantee, but attach the name, contact number and address of the person in charge of the local office. If there is a local employee social security record, the best explanation is the problem. As the saying goes: Frozen three feet, not a cold day. Enterprises should lay a solid production and operation, increase the R&D and manufacturing strength, and pay attention to accumulating relevant government management departments and third-party certificate reports. If there is a chance of luck, it is hoped that the final word will not be ambiguous in the bidding words, and the final failure will be inevitable. III. Bidding and Answering Questions Due to various reasons, there may be errors and certain inclinations in the bidding documents. This is normal and common. In this regard, questions can be raised in the bidding and answering questions, and the bidding unit is required to give answers or corrections to help the owners to fair and just tender. Fourth, the evaluation of questions and answers 1, the evaluation of the questions and answers personnel arrangements. The bid evaluation process is a key link. Many enterprises pay attention to the preparation of tenders. However, due to the fact that the backbone of the company that organizes the tenders is not good at the bidding, only the general level of personnel is invited to participate. Due to the limited technical level and the lack of the overall content of the tenders, the owners and experts answer the questions unprofessional and even There are many situations in which the error causes the bid to stop. Therefore, the bid evaluation should arrange for the top professional and the bidder to go together. 2, with Qi documents. According to the requirements of the tender, you need to bring the original and copy of the relevant documents. 3. Answer questions properly. For some questions from the review experts, we must first understand the intent of the experts. For the problem with clear situation, we must give the exact answer simply and clearly, and don't overdo it. You can apply for time for inaccurate questions, and then answer them after asking questions. Sometimes it is very likely that the wrong answer will result in a wrong sentence. V. Conclusion The bidding work is a rigorous and meticulous work. It is not an easy task to write a tender in a comprehensive and meticulous manner within a limited time. However, bidding is a legal process for national engineering construction. Therefore, bidders should practice more internal skills, speed up product upgrades, and strengthen internal management. Second, pay attention to details in the bidding process, not afraid of failure, accumulate experience, and ultimately will be able to The business war is unique and successful.
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