附录中英文翻译格式

附录
The strategy and technique that bids to quote
Bid to quote the victory or defeat of the petition, can win a mark, not only be decided by the petitor's economic power and technique level, but also still Be decided to pete whether strategy exactitude and bid to quote of technique usage whether ually under the circumstance, other condition homologies, quote to lowestly usually win.But, this offer that isn't absolute, have isn't high, but still keep canning not getting the trust of inviting bids the unit, its reason lies in bid the unit could not lift to be advantageous to inviting bids unit of reasonable suggestion, can't make use of to bid the technique and strategy for quoting, as a result, can not win a mark.Therefore, invite bids to bid activity in have to study is biding to quote medium instruction thought, offer strategy, mark technique.
Is so-called to bid to quote strategy, mean to bid the unit makes sure under the legal petition condition, according to the real strenght and condition of oneself of bid target, pete counterplan and offer ly decide to bid to quote behavioral decision thinking and activity, include to bid to quote target, counterplan and technique three main factors.Saying towards biding unit ing is controling the information dynamic state of rival and relevant data behind, generally is at to bid to quote strategy because of with each other vegetable prehensive analytical foundation up, whether decision takes part in to bid to quote;Make sure after deciding to take part in to bid to quote what kind of bid target;Adopt in the petition what counterplan with win a rival, attain a medium object purpose.This kind of research is analytical, the concrete process that draws up to bid to quote strategy.
Bid to quote a target is bid the unit is by particularly biding to conduct;Make use of the management condition and advantage of oneself, pass the means of petition tries hard for the benefits target for attaining.This benefits target is to bid unit management instruction thought of concrete embodiment, is also bid core main factor and choice of quoting the strategy to pete a counterplan and quote the basis of technique.The research bids to quote strategy to bid to quote a target beginning from the analysis, research concerning the petition counterplan, the fitting use quotes technique and forms biding of a set of integrity
to quote strategy and actually wins an object purpose now.
A, bid the choice target for quoting
Because biding the management ability of unit is different from the condition, proceed from a different purpose demand, to the same invitation to bid item, can have the dissimilarity the choice for biding to quote a target.
(A)existence type.Bid to quote is with overe business enterprise existence crisis for target, fighting for the medium mark can take no account of various benefits principles.
(Two)pensate a type.Bid to quote with pensate business enterprise task shortage, with pursue limit efficiency for target.To the engineering equipments bid is a little bit greatly passionate, low offer take lossing in business as price, have a very strong petition ability.But be subjected to restriction of the production ability, should only consider in smaller invitation to bid item.
(Three)development type.Bid to quote to expand a market, backlog experience, backward and continuously bid the item development as target.Bid to take a development, provide for gold, technique devotion means, carry on technique experience storage, set up new market image, in order to contend for follow-up the efficiency for biding.Its characteristics is to don't fix attention on to bid at a time efficiency, bid with the low offer attraction unit.
(Four)petition type.It is to take petition as means to bid to quote, take low earnings as a target, offer is at accurate calculation offer cost foundation up, well quote the offer target of each rival attains by having the offer of petition ability medium object purpose.Throw mark offer to express aggressive participation consciousness to the engineering equipments.
(Five)earnings type.Bid to throw price to well develop oneself advantage, take realization's best earnings as a target, bid unit to efficiency without item enthusiasm of attraction not high, be full of self-confidence to the earnings big item, also not too pay attention to the motive analysis to the rival and counterplan to grind to investigate.
The dissimilarity bids to quote the choice of the target according to the certain condition carry on analytical decided.pete sex to bid to quote a target is bid the universal form that the unit pursues.
Two, decide to choose the factor of quoting the target of biding
Make sure what kind of biding and quoting the target not is to follow one's inclinations, arbitrarily choose.Want to study to invite bids item first in the technique,
economy, and business...etc. various various request, secondly is the technique, economy that analyzes an oneself and manage various various advantage and shortage, however after together bid oneself condition to item request to be one by one carry on checking against, make sure that the oneself is biding to quote medium petition position, draw up to beneficially bid to quote a target.This analysis and check against to mainly consider a following factor.
(A)technique material the ability and worker's technique operate level.Bid the technique condition of item, give to bid the unit make the request of corresponding the technique material ability and worker technique operation level.If can not adapt to, need to be renewed or lately place a technique equipments, carry on a technique training to the worker, or outsource and at outside the organization buy, therefore bid the unit have disability or from here arouse of the variety of offer cost, all directly influence to bid the choice of target.Whereas, have a biding of high technique material and operation ability, the unit accepts a load of technique level lower engineering item, the efficiency chooses to equally have already pared the general situation limit.
(Two)design ability.The engineering designs usually is bid the item constitute part, in the synthetic invitation to bid item, design work request and more important position of the workload occupancy, biding the design ability of unit can adapt to the request of inviting bids the item, directly decide to throw an object method and bid the choice of target, design ability that adapts to invite bids engineering, can well develop the advantage of biding the unit, Be signed to a petition of active position.
(Three)acquaint with procedure to the invitation to bid item.Is so-called to acquaint with degree is bid the unit is past to this engineering item whether accepted to once set up, the backlog had what experience, predict that the ability of risk contains much big etc..The item acquaints with and then can strengthen confidence and ease risk loss, may well can extend the petition ability for biding.The item doesn't acquaint with, will well consider can not to see of risk factor, provide guarantee measure and design to meet an emergency ability.This means increasing of indirect devotion and has a certain difficulty in biding target choice.
(Four)bid the item can bring of later on opportunity, so-called later on opportunity, be bid unit in the middle of fighting for mark after, probably to continuous from now on bid to take of medium mark opportunity, or in aftertime to similar item in the middle of adopting while biding mark occupy beneficial position.If with empress opportunity more, to bid
unit's setting up image is as beneficial as extension market and so invite bids to this the item does some concessions to attain on the economic benefits medium the mark purpose is also beneficial.If the opportunities are few, so weigh consideration to the economic efficiency important step for biding later on.
(Five)bid the exit opportunity that the item may bring.Extend an international market, fight for bid in the nations in have position is bid the unit pursue of important target, to can bid for nations to win victory to bring greater opportunity of bid item, undoubtedly biding the unit should test the problem of Lyu first.It decides to this bid item realistic efficiency of low level choice.
(Six)bid the production quality that the item may bring to raise.Bid the item on the other hand need mutually acmodative production material and labor technical ability, may also give to bid the unit bring a technical progress on the other hand, the exaltation of strengthening of management level and work quality, this kind of amount of quality high degree, undoubtedly bid the unit is interested in, directly influence it bids the decision of earnings target.
(Seven)bid the cost that the item may bring lower an opportunity and bid unit after fighting for in the mark, in the process of fulfilling contract in, generally speaking, each management raises of the prehensive achievement will directly reflect opportunity and degree that lower in the cost up, biding the pletion of item can for with after contract for management to bring cost to lower more and bigger opportunity, will also influence to bid unit to bid the decision of earnings target.
(Eight)bid the petition degree of item.The so-called petition degree means that amount and each petition bidder of unit that participate in to bid
Of motive and target.It wears to bid unit efficiency from the external check and supervision target choice of proper restraint.The petition of biding es to a decision to bid the unit has to take internal condition as foundation while biding and take petition in the market as to lead to and draw up exactitude of bid target.
Bid unit to the dissimilarity to say in addition, such as contract for engineering to deliver goods condition, method of payment, history experience, risk etc. is all factor that influences to bid a target choice, have important function to the decision that chooses to bid a target thus.
Three, decide to bid the quantity of target factor turns analysis
Decide to bid the factor of target generally be not stand alone an occurrence function
of, bid unit to the dissimilarity to say, each is different to bid the decision factor of item influence degree and function direction are also different.Have to take into overall balance, prehensive consideration.Here, a very important technique problem is to chase a not parable various phenomenon factor and has been analyzed the conversion turn a factor for the quantity that can pare and use a calculation opportunity to bid to always divide the method of value, the concrete assurance bids the choice of target.Its procedure is:
(A)according to biding unit circumstance, the concrete assurance participation quantity turns an analytical basic factor.The quantity turns the choice of analyzing the factor, according to biding the different circumstance decision of item, can reflect production, management, technique and quality each on the side, and hold tight vital link.
(Two)turn an analysis factor to the quantity for making selection, measure it to produce the opposite and important degree in the management in the business enterprise, make sure to add a power number respectively, the power counts total amount to 100.
(Three)use to beat to divide a method to measure to bid the contented degree that the item turns to analyze a factor to the quantity, make sure that its opposite cent is worth.Turn each quantity the factor demarcation is Gao(10 divide) and medium(5 divide) and low(0 divide) three fileseses to beat a cent, easy to parison.For example, bid existing technique material of unit the ability and worker operate level to judge the opposite cent value of the factor to divide for"Gao", settling to 10 towards pleting to bid item to have a little bit greatly maying, then canning.
(Four)make the power number of each factor judging the opposite cent value of the grade of satisfying the degree with multiply each other, beg getting a goal of an each factor;Get a goal each factor to mutually add, get the total cent of this engineering equipments item opportunity to bid to be worth.For example:Some engineering equipments item opportunity to bid evaluation.
(Five)divide the engineering equipments item opportunity to bid to always be worth 825 cent together bid unit in advance certain of can accept best quotation the value carry on a parison for cent, assurance whether participation bid to quote and how quote.(namely basis what kind of the target quote)Generally speaking：
①opportunity to bid always when cent's being worth is lower than to schedule to best quotation to be worth for cent can choose to give up the opportunity to quote of biding;Opportunity to bid always divide is higher than to schedule to a best quotation score, can decide to participate in to bid to quote.
②s always divide Gao Chu to schedule to in the opportunity to bid the zone of best quotation score in, choose to bid the ideal target for ually the zone is big more, the opportunity of choice is many more, and the scope is big more;The zone is small more, the opportunity of choice is little more, and the scope is small more.
投标报价的策略与技巧
投标报价竞争的胜负，能否中标，不仅取决于竞争者的经济实力和技术水平，而且还决定于竞争策略是否正确和投标报价的技巧运用是否得当。

通常情况下，其他条件一样，报价最低的往往获胜。

但是，这不是绝对的，有的报价并不高，但仍然得不到招标单位的信任，其原因在于投标单位提不出有利于招标单位的合理建议，不会运用投标报价的技巧和策略，因而，未能中标。

因此，招标投标活动中必须研究在投标报价中的指导思想、报价策略、作标技巧。

所谓投标报价策略，是指投标单位在合法竞争条件下，依据自身的实力和条件，确定的投标目标、竞争对策和报价技巧。

即决定投标报价行为的决策思维和行动，包含投标报价目标、对策、技巧三要素。

对投标单位来说，在掌握了竞争对手的信息动态和有关资料之后，一般是在对投标报价策略因互素综合分析的根底上，决定是否参加投标报价；决定参加投标报价后确定什么样的投标目标；在竞争中采取什么对策，以战胜竞争对手，到达中标的目的。

这种研究分析，就是制定投标报价策略的具体过程。

投标报价目标是投标单位以特定的投标经营方式；利用自身的经营条件和优势，通过竞争的手段所力求到达的利益目标。

这种利益目标是投标单位经营指导思想的具体表达，也是投标报价策略的核心要素和选择竞争对策、报价技巧的依据。

研究投标报价策略要从分析投标报价目标开场，研究有关竞争对策，恰当使用报价技巧，形成一套完整的投标报价策略，实现中标的目的。

(1)投标报价的选择目标
由于投标单位的经营能力和条件不同，出于不同目的需要，对同一招标工程，可以有不同投标报价目标的选择。

1)生存型。

投标报价是以克制企业生存危机为目标，争取中标可以不考虑种种利益原那么。

2)补偿型。

投标报价是以补偿企业任务缺乏，以追求边际效益为目标。

对工程设备投标表现较大热情，以亏损为代价的低报价，具有很强的竞争力。

但受生产能
力的限制，只宜在较小的招标工程考虑。

3)开发型。

投标报价是以开拓市场，积累经历，向后续投标工程开展为目标。

投标带有开发性，以资金、技术投入手段，进展技术经历储藏，树立新的市场形象，以便争得后续投标的效益。

其特点是不着眼一次投标效益，用低报价吸引投标单位。

4)竞争型。

投标报价是以竞争为手段，以低盈利为目标，报价是在准确计算报价本钱根底上，充分估价各个竞争对手的报价目标，以有竞争力的报价到达中标的目的。

对工程设备投标报价表现出积极的参与意识。

5)盈利型。

投标投价充分发挥自身优势，以实现最正确盈利为目标，投标单位对效益无吸引力的工程热情不高，对盈利大的工程充满自信，也不太注重对竞争对手的动机分析和对策研究。

不同投标报价目标的选择是依据一定的条件进展分析决定的。

竞争性投标报价目标是投标单位追求的普遍形式。

(2)决定选择投标报价目标的因素
确定什么样的投标报价目标不是随心所欲，任意选择的。

首先要研究招标工程在技术、经济、商务等诸多方面的要求，其次是剖析自身的技术、经济、管理诸多方面的优势和缺乏，然后将自身条件同投标工程要求逐一进展对照，确定自身在投标报价中的竞争位置，制定有利的投标报价目标。

这种分析和对照主要考虑以下因素。

1)技术装备能力和工人技术操作水平。

投标工程的技术条件，给投标单位提出了相应技术装备能力和工人技术操作水平的要求。

如果不能适应，就需要更新或新置技术设备，对工人进展技术培训，或是转包和在外组织采购，因此投标单位有无能力或由此引起的报价本钱的变化，都直接影响着投标目标的选择。

反之，具有较高技术装备和操作能力的投标单位去承担技术水平较低的工程工程，效益选择同样有较大局限性。

2)设计能力。

工程设计往往是投标工程组成局部，在综合性的招标工程中，设计工作要求和工作量占有更重要的地位，投标单位的设计能力能否适应招标工程的要求，直接决定着投标的方式和投标目标的选择，一个适应招标工程的设计能力，可以充分发挥投标单位的优势，立于竞争的主动地位。

3)对招标工程的熟悉程序。

所谓熟悉程度是投标单位对此工程工程过去是否承建过，积累有什么经历，预测风险的能力有多大等等。

工程熟悉就可以增强信心，减轻风险损失，尽可能扩大投标的竞争能力。

工程不熟悉，就要充分考虑不可予见的风险因素，提供保障措施和设计应变能力。

这就意味着间接投入的增多，在投
标目标选择上就有一定的困难。

4)投标工程可带来的随后时机，所谓随后时机，就是投标单位在争取中标后，可能给今后连续性投标带的中标机遇，或是在今后对类似工程在投标时采取中标占有有利位置。

如果随后时机较多，对投标单位树立形象和扩大市场有利，那么对这一招标工程在经济利益上做某些让步到达中标目的也是有利的。

如果随后时机不多，那么对投标的经济效益要着重考虑。

5)投标工程可能带来的出口时机。

扩大国际市场，争取在国际投标中有位置是投标单位追求的重要目标，对能够给国际投标取胜带来较大时机的投标工程，无疑是投标单位应首先考虑的问题。

它决定着对这一投标工程现实效益的低水平选择。

6)投标工程可能带来的生产质量提高。

投标工程一方面需要相适应的生产装备和劳动技能，另一方面也可能给投标单位带来技术的进步，管理水平的加强和工作质量的提高，这种质量提高的程度，无疑是投标单位感兴趣的，直接影响其投标盈利目标的决策。

7)投标工程可能带来的本钱降低时机，投标单位在争取中标后，在履约过程中，一般来说，各项管理提高的综合成果会直接反映在本钱降低的时机和程度上，投标工程的完成能为以后承包经营带来本钱降低较多较大的机遇，也会影响到投标单位投标盈利目标的决策。

8)投标工程的竞争程度。

所谓竞争程度是指参与投标的单位的数量和各竞争投标者投标
的动机和目标。

它是从外部制约着投标单位效益目标选择的分寸。

投标的竞争性决定了投标单位在投标时必须以部条件为根底，以市场竞争为导向，制定正确的投标目标。

除此之外，对于不同投标单位来说，诸如承包工程交货条件、付款方式、历史经历、风险性等都是影响到投标目标选择的因素，从而对选择投标目标的决策起重要作用。

(3)决定投标目标因素的量化分析
决定投标目标的因素一般不是孤立发生作用的，对不同投标单位来说，各个不同投标工程的决定因素影响程度和作用方向也是不同的。

必须加以全面平衡，综合考虑。

在这里，一个很重要的技术问题是把不可比拟的诸现象因素，经过分析转化为可以比拟的量化因素，用计算投标时机总分值的方法，具体确定投标目标的选择。

其程序是：
1)根据投标单位情况，具体确定参与量化分析的根本因素。

量化分析因素的选择，要根据投标工程的不同情况决定，能反映生产、经营、技术、质量各个侧面，
并抓住主要环节。

2)对选定的量化分析因素，衡量它在企业生产经营中相对重要程度，分别确定加权数，权数累计为100。

3)用打分法衡量投标工程对量化分析因素的满足程度，确定其相对分值。

将各量化因素划分为高(10分)、中(5分)、低(0分)三档打分，便于比拟。

例如，投标单位现有技术装备能力和工人操作水平对完成投标工程有较大可能，那么可将该因素的相对分值判为“高〞，定为10 分。

4)把各项因素的权数与判定满足程度的等级相对分值相乘，求出每项因素的得分；将各项因素得分相加，得出此工程设备工程投标时机的总分值。

例如：某工程设备工程的投标时机评价。

5)将该工程设备工程投标时机总分值825分同投标单位事先确定的可承受最低报价分值进展比拟，确定是否参与投标报价和怎样报价(即依据什么样的目标报价)。

一般来说：
①投标时机总分值低于预定最低报价分值时，可以选择放弃投标报价时机；投标时机总分高于预定最低报价分数时，可以决定参与投标报价。

②在投标时机总分高出预定最低报价分数的区间里，是选择投标报价的理想目标。

通常区间愈大，选择的时机愈多，围愈大；区间愈小，选择的时机愈少，围愈小。