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ABSTRACT
This paper mainly focuses on hoe the bidding processes are going in the
company and what are the types of tenders they are using to improve their
business development. 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
associate inductive approach involving each multiple interviewing associated
an in-depth reflective workshop, and through drawing upon the marketing
literature, the insight gathered from both the winner and loser reveals
completely different selling ways utilized by major business acquiring
organizations further as causative to the comparatively undiscovered space of
bid management. I have also focused the main activities of bid management
procedure for Engineering, Procurement and Construction (EPC) of large
scale projects. GPPL has been in the business of EPC projects in the real-
estate, hotels etc .I have tried to bring out the gist of their business
development philosophy and techniques of bid management in winning the
mega projects
INTRODUCTION
Bid management is the process by which the completion of PQQs and ITTs
is managed. It is everything from ensuring compliance; to responding to
questions.The process begins even before the release of a potential contract.
A bid manager will prepare supporting documents, model answers and case
studies of previous contracts. These can be work-shopped and quality
assured in order to guarantee the strongest possible bid. Once a PQQ or ITT
is released the bid manager will assess the company for compliance and
begin gathering all the required information to respond to the questions.
Following this the submission can be completed.
However, the process does not end there. An effective bid manager will
follow up on the bid and, regardless of the result, will request feedback in
order to improve future submissions.
I have worked closely with the business development team of GPPL under
the supervision the Manager of the Team, Mr. Sandeep and participated in
preparing number of bids and winning of a mega projects.
Presentation Platform
RESEARCH METHODOLOGY
TYPE OF RESEARCH
The type of research that will be used in this study is exploratory and
descriptive research. Exploratory research is defined as a research used to
investigate a problem which is not clearly defined. It is conducted to have a
better understanding of the existing problem, but will not provide conclusive
results. For such a research, a researcher starts with a general idea and uses
this research as a medium to identify issues that can be the focus for future
research.
Along with questionnaires that will be given out to respondents for the
statistical representation of the findings in the study, interviews with the
respondents and a few experts in this field will also be conducted.
SAMPLING METHOD
The research sampling method that will be used in this study is random
sampling to obtain a more scientific result that could be used to represent the
current situation
From 200 vendor’s, 167 were picked through random sampling. The
Gurutech Projects Private Limited Company (GPPL) in these 167 vendor’s
will then be the target source of respondents of the researcher. A letter of
consent will also be sent to them along with a sample copy of the
questionnaire that will be used, as well as the protocol of the researcher.
DATA COLLECTION
For present study, Primary data are collected by field visits, observation and
a set of self- structured questionnaire to be filled by employees. A number of
questions concerning to various factors associated with bidding situation are
framed with a view to assess the level of satisfaction and these questions are
in proper sequence. Prior to filling of questionnaire clear instruction was
given regarding the allocation of answers.
80%
35% 35%
70%
60%
50%
18%
40%
12%
10% 10%
30%
20%
10%
0%
HR Labour Service Business EngineerOperations
Over all the vendor’s satisfaction ratio is 70% which are very high
35% are belong form engineering department where 35 % are from
operations department
Table:-Vendor’s satisfaction dimension
Si Vendor’s satisfaction
5* 4* 3* 2* 1*
No. dimensions
1. Tendering method 20 50 10 10 10
2. Tendering duration 60 30 10 0 0
3. Tendering price 60 10 10 20 0
4. Contract management 50 30 10 5 5
Organization culture and size
5. 20 50 10 5 5
Strategic awareness and
6. 10 50 20 10 10
perspective
7. Financial Condition 30 50 5 10 5
8. Managerial ability 10 70 10 5 5
Follow up information
9. 30 60 5 5 0
Relationships with consultants
10. 70 20 5 5 0
Promptness of Doctors
11. 80 15 0 10 0
Type of contracts(lump sum/
12. D&B/) 27 50 5 5 3
80
60
40
20
0
Satisfied Not Sure Not Satisfied
Out the 167 samples, 70% respondents indicated that they were satisfied with
BIDDING & TENDRING process, 20% respondents were not sure about the
process and 10% does not know anything about these processes
SUGGESTION
They should also check the other business houses and people from related
field
· Furniture catalogue
WEB REFERENCE
1. http://www.scribd.com
2. www.linkdin.com
3. www.gurutechprojects.com
4. www.google.com