【摘要】：本論文選擇中國(guó)水電工程顧問(wèn)中水顧問(wèn)（簡(jiǎn)稱“中水顧問(wèn)”）投標(biāo)的以色列Kokhav Hayarden抽水蓄能電站機(jī)電設(shè)備成套項(xiàng)目（簡(jiǎn)稱“KH設(shè)備項(xiàng)目”）為研究對(duì)象，其目的在于借助競(jìng)爭(zhēng)戰(zhàn)略、營(yíng)銷管理和項(xiàng)目管理理論，對(duì)項(xiàng)目投標(biāo)管理進(jìn)行研究，為中水顧問(wèn)順利中標(biāo)KH設(shè)備項(xiàng)目提供方案和建議，提煉出一些有效的做法，總結(jié)出在國(guó)際機(jī)電設(shè)備成套或EPC總承包項(xiàng)目投標(biāo)中的一些經(jīng)驗(yàn)。 本論文著重研究該項(xiàng)目的投標(biāo)管理，在分析項(xiàng)目特點(diǎn)及背景后，首先分析了該項(xiàng)目投標(biāo)管理的必要性，描述了項(xiàng)目信息收集和構(gòu)建業(yè)主關(guān)系關(guān)系過(guò)程，運(yùn)用競(jìng)爭(zhēng)戰(zhàn)略分析方法如SWOT分析法、波特五力模型分析法和利益相關(guān)者分析法等進(jìn)行分析，確定競(jìng)爭(zhēng)戰(zhàn)略；對(duì)合作伙伴進(jìn)行選擇和分析，開(kāi)展競(jìng)爭(zhēng)對(duì)手分析；根據(jù)以上理論成果實(shí)施關(guān)系營(yíng)銷，重點(diǎn)研究項(xiàng)目投標(biāo)管理中的供應(yīng)商管理、文件編制管理、報(bào)價(jià)管理、過(guò)程管理和風(fēng)險(xiǎn)管理。 KH設(shè)備項(xiàng)目已于2011年12月受邀進(jìn)行第一輪合同協(xié)商，目前正在應(yīng)邀進(jìn)行EPC合同建議書(shū)編制，準(zhǔn)備進(jìn)行第二輪合同協(xié)商，為中水顧問(wèn)最終獲得KH設(shè)備項(xiàng)目奠定了良好的基礎(chǔ)，由此可看出相關(guān)理論的運(yùn)用是較為成功的。同樣，投標(biāo)管理方案設(shè)計(jì)可為類似國(guó)際機(jī)電設(shè)備成套項(xiàng)目或總承包項(xiàng)目提供借鑒和參考，支撐了上述理論在項(xiàng)目投標(biāo)管理中的實(shí)際運(yùn)用。
[Abstract]:In this paper, the Kokhav Hayarden pumped Storage Power Station Electrical and Mechanical equipment Project ("KH equipment Project"), which was tendered by China Hydropower Project consultant (referred to as "reclaimed Water consultant"), was chosen as the research object. With the help of competitive strategy, marketing management and project management theory, the purpose of this paper is to study the bidding management of the project, to provide solutions and suggestions for the successful bid of the KH equipment project of the reclaimed water consultant, and to refine some effective practices. Some experiences in bidding for complete sets of international mechanical and electrical equipment or EPC general contracting projects are summarized. This paper focuses on the bidding management of the project. After analyzing the characteristics and background of the project, this paper first analyzes the necessity of the project bidding management, and describes the process of collecting and constructing the owner's relationship of the project information. Competitive strategy analysis methods such as SWOT analysis, Porter five-force model analysis and stakeholder analysis are used to determine the competitive strategy. Conduct partner selection and analysis, carry out competitor analysis, carry out relationship marketing according to the above theoretical achievements, focus on supplier management, documentation management, quotation management, process management and risk management in project bidding management. The KH equipment project was invited to the first round of contract consultations in December 2011, and is currently being invited to prepare the EPC contract proposal for the second round of contract negotiations, laying a good foundation for the final acquisition of the KH equipment project by the reclaimed water consultant. From this we can see that the application of the relevant theory is more successful. Similarly, the design of bidding management scheme can provide reference and reference for similar international mechanical and electrical equipment complete sets of projects or general contracting projects, which supports the practical application of the above theory in project bidding management.
【學(xué)位授予單位】：湖南大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類號(hào)】：TV743;TV512

【參考文獻(xiàn)】

相關(guān)期刊論文 前8條

1 范延晶;;關(guān)系營(yíng)銷概述及發(fā)展前沿[J];北方經(jīng)貿(mào);2011年06期

2 莊貴軍,席酉民;關(guān)系營(yíng)銷在中國(guó)的文化基礎(chǔ)[J];管理世界;2003年10期

3 劉鐵明;;人力資源管理風(fēng)險(xiǎn)與防控文獻(xiàn)綜述[J];湖南財(cái)政經(jīng)濟(jì)學(xué)院學(xué)報(bào);2011年01期

4 張?zhí)靷?夏杰;;在招投標(biāo)工作實(shí)踐中關(guān)于議標(biāo)的思考[J];建筑管理現(xiàn)代化;2007年06期

5 李穎灝;;關(guān)系營(yíng)銷導(dǎo)向?qū)I(yíng)銷創(chuàng)新的影響研究[J];科研管理;2012年03期

6 劉丹;;基于市場(chǎng)競(jìng)爭(zhēng)的關(guān)系營(yíng)銷的模型設(shè)計(jì)[J];學(xué)術(shù)交流;2010年02期

7 周樂(lè)欣;王先甲;劉紅芳;;區(qū)域物流中心專用資產(chǎn)投資和運(yùn)營(yíng)招投標(biāo)機(jī)制[J];系統(tǒng)工程理論與實(shí)踐;2011年08期

8 盧長(zhǎng)寶;;關(guān)系營(yíng)銷實(shí)踐的新框架——基于企業(yè)網(wǎng)絡(luò)與社會(huì)資本的研究[J];中國(guó)流通經(jīng)濟(jì);2012年10期

，

本文編號(hào)：2474605