Yuancheng's project implements open bidding. Here we need to mention several procurement models stipulated in the Government Procurement Law.
First, open bidding. Public bidding is divided into 'domestic public bidding' and 'international public bidding' according to the classification method. Here we only involve domestic procurement, so we are talking about domestic. The Government Procurement Law and related documents stipulate that for government units and institutions, if the amount of goods product projects exceeds 1 million (this upper-line amount will become 2 million after 2018), public bidding is required.
Public bidding needs to be linked to the government procurement network, the provincial procurement network and the China Bidding Network, etc. The network linking period is generally not less than 21 calendar days.
The public bidding adopts a bidding model with one round of quotation and comprehensive scoring. The bid is evaluated and scored by the bid evaluation committee, and the candidate with the highest score in the end is the winning candidate.
Second, competitive negotiation can be used if the project amount is more than 200,000 yuan but less than 1 million yuan, and the procurement category is single, and it belongs to the government procurement centralized procurement catalog. For example, a unit purchases 100 computers, and the computer is used as This procurement method can be used for a single product that belongs to the government's centralized procurement catalog and the amount does not exceed 1 million.
Competitive negotiations implement a three-round quotation model with the lowest price winning the bid. From 2018 onwards, two rounds of quotations will be implemented, with the lowest bid winning the bid.
The principle of competitive negotiation is that after the first round of quotation, a qualification review needs to be conducted from aspects such as business qualifications, manufacturer authorization, whether to respond to the bidding documents, etc. If the review is passed, the second round of quotation will be entered. If the review is not passed, then The bidding is terminated and you are not entitled to participate in the second and third rounds of quotations.
The online time for competitive negotiation shall not be less than 3 working days. Including the preparation of bid documents, the bid opening period shall not be less than 5 working days.
Third, competitive consultation, if the project amount is more than 200,000 yuan and less than 1 million yuan, and the procurement category is complex, and the products fall into the government's centralized procurement catalog or the non-centralized procurement catalog, this procurement model can be used.
Competitive consultations are conducted with three rounds of quotations and comprehensive scoring, and the candidate with the highest final score is the winning bidder. Of course, after 2018, the three rounds of quotations will be changed to two rounds, that is, two rounds of quotations, and the candidate with the highest comprehensive score will be the winning candidate. This is somewhat similar to the procurement model of public bidding, but the difference lies in the number of quotation rounds.
The online time for competitive consultation is not allowed to be less than 5 working days. Including registration, bidding, publicity, etc., the time is generally not less than 13 calendar days.
Fourth, inquiry and purchase. Inquiry procurement adopts the principle of one round of quotation and winning the bid with the lowest price. This procurement method is generally applicable to purchases with an amount of less than 200,000 yuan. Of course, the amount varies depending on the specific policies of each region. In some places, if the amount is less than 1 million, it belongs to the government procurement catalog, and the procurement product category is single, it can also be implemented. This kind of purchasing method.
Compared with the previous three procurement methods, this procurement method is simpler and faster. Of course, because the amount is small, the competition is relatively small. However, this type of procurement is the same as competitive negotiation. In the bid control link, it is not necessarily Good control.
In addition, there are various procurement modes such as 'single source procurement', 'decentralized procurement', 'centralized procurement', 'invitation to bid', and 'online inquiry' and 'online supermarket' that emerged after 2018. Of course, we have I’ll go into detail later when I encounter specific projects.
However, I will briefly mention invitation to bid here because there will be cases of [invitation to bid] later.
Invitation for bidding needs to meet the following three conditions:
1. The project is technically complex or has special requirements, resulting in only a small number of potential bidders to choose from;
2. Limited by the natural geographical environment, potential bidders are more limited;
3. Situations involving national security, state secrets or emergency rescue and disaster relief that are suitable for bidding but inconvenient for public bidding.
[In addition, for certain specific situations, such as invitation bidding for national key construction projects or local key construction projects, additional approval from the state may be required. Under normal circumstances, the tenderer can decide whether to use public bidding or invitational bidding. 】
To sum it up in one sentence, it is: [Projects that must be publicly tendered according to law, but cannot be subject to public tendering due to demand conditions and market supply restrictions, and meet the conditions stipulated by law, must be reviewed and approved by the relevant supervision and management department of the tendering project. Or after identification, invitation to bid can be adopted. 】
Open bidding, competitive negotiation, and competitive consultation are the three most widely used procurement models in the industry.
However, no matter which procurement model is chosen or applied, it is still inseparable from the core elements of the five project controls, namely: controlling customer relationships, controlling program parameters, controlling the bidding company, controlling the judges, and controlling the bid documents.
The amounts of Yuancheng's projects all exceeded the limit stipulated in the Government Procurement Law, so public bidding was implemented for all four packages.
At the end of October, Echeng Mining's network construction and platform construction project came to an end. The macro construction part has been completed and has entered the comprehensive testing and debugging phase.
In early November, after two weeks of testing, the delivery was finally completed. After a month of operation without problems, the acceptance was completed in early December, and 97% of the payment stipulated in the contract was successfully recovered, and the remaining 3% is used as a warranty deposit and cannot be paid until one year later.
Since accepting a small gift from Yu Chang last time, the relationship between Li Deming and Yu Chang from Echeng Mining Network Security Center has been greatly improved. Yu Chang understands that there is no love without reason in the world, and there is no love without reason. hatred.
After several trials, Yu Chang still applied for a remuneration from the company, and when they were alone together, he quietly handed it to Li Deming.
Li Deming declined at first, then quietly accepted it, saying: "Come on for the second and third phases of the project next year. You did a great job in the first phase. You have the advantage of being the first to take advantage of the second and third phases, which is more beneficial to you." .”
Yu Chang smiled and said: "At that time, Director Li will need a lot of help, and the friendship will be fixed and then repaired."
Li Deming understood, so he nodded. He understood some words that didn't need to be explained. In today's society, relationships and relationships between people sometimes need to be maintained through material things. This is a very real problem, but customer relationships maintained through materials are often the weakest because people's hearts are not enough. Swallowing Xiang, everyone’s nature is to seek to maximize benefits.
Therefore, the value of a salesperson's existence is to gradually change the relationship that needs to be maintained through material things to the relationship that needs to be maintained through emotions and heart-to-heart communication.
Although Wei Xiang loves drinking, watching Dunhuang dance, and long legs in black stockings... He also accepted small gifts from Yu Chang, but he refused anything that involved financial interests. In his words, What he recognized was Yu Chang. Being able to drink and enjoy dancing with him was already a great pleasure in life, and the rest was unnecessary.
Yu Chang tried several times, but Wei Xiang refused, saying: "If you still want to be brothers with me, don't do this, otherwise you won't even be able to be brothers in the future."
Wei Xiang's attitude was resolute, but Yu Chang couldn't hold on anymore and bought toys for her daughter. During the holidays, she said that the matter was over.
Some people get along with you for the sake of exchange of benefits or the realization of power, while some people get along with you because of the way you behave and do things.
Li Deming belongs to the former, and Wei Xiang belongs to the latter. He likes Yu Chang's personality, but he also sticks to his own bottom line and principles. And often people like Wei Xiang, once they recognize you, they may recognize you for the rest of their lives.
The relationship of interest bundles is only temporary, and both parties compromise with each other for their own interests. This is the normal state of society, especially the commercialized market economy.
The Echeng Mining and Housing and Urban-Rural Development Bureau had a project. In October, Yu Chang went there twice, and under the introduction of Deputy Zhao, he got in touch with several people in charge of the purchaser.
But the effect of the visit was not very good.
This project is [Core Computer Room Server and Software Upgrade Project], with a total budget of about 420,000 yuan. Before Chang Yu’s visit, a company was already following up, and this company has a good relationship and stickiness with customers. At the same time, Because of the operation and maintenance reasons, we are very familiar with customer needs, actual situations, and pain points, and the solutions proposed also meet the specific needs of customers.
For such an order, there would generally not be too many competing suppliers. After several visits, Yu Chang saw that it had no effect for the time being, so he chose to give up temporarily and planned to follow up after finishing the Yuancheng matter.
But when he wanted to follow up, the project had been put on the Internet. Instead of asking the company to buy the bidding documents, Yu Chang dragged a friend to buy the bidding documents from another company. At a glance, he saw that the parameters were written clearly. Damn it, there is no problem with bidding control using the procurement method of competitive negotiation.
So, he gave up the competition for this list.
But the final result of this bid was beyond Yu Chang's surprise. The winner was not the original company, but another company in Kunming.
The plan was originally provided by this company, but there were problems with their bid in the first round and they were kicked out on the spot. The Kunming company obviously came to grab the bid. To be precise, it came to try its luck, but With this touch, you won the bid.
Generally speaking, the procurement method of competitive consultation is not easy to get bids, but if there is a problem with the fifth control of the five project controls, [Controlling the Bid Document], then it is a different matter.
In fact, according to this, Party A had the right to cancel the bid, terminate the purchase, and re-establish the network. However, Party A did not do so, thus giving the Kunming company an advantage.
Yu Chang later lamented that each link of the company’s five project controls has its due value and significance. Sometimes, no matter how much work you have done before, if there is an error or omission in a certain link, the work you did previously will be ruined. All the work was wasted.
Sometimes a salesperson may have spent several years following up on an order worth tens of millions, but if all his previous efforts were wasted due to a problem in a certain link, it would be enough for a salesperson to lose a lifetime of opportunities and a few years of wealth. Running water.
Therefore, our sales staff must remember that it is not necessarily a bad thing to maintain a state of mind that is like facing an abyss or walking on thin ice at all times when working on projects.
Yuancheng's project won the bid in December 2014, but the contract was signed and delivered in 2015, which took about three months to complete.
Ordinarily, after the delivery is completed, the employer should make payment within one to two months at most. However, as an overseas investment capital, the employer did not transfer the payment to the head office until July 2015.
Many matters also occurred during this period. The Commerce Department of the head office, Yu Chang, and Chai Ning all made great efforts to coordinate and handle some of the relationships and interests of the employer before finally recovering the money.
Therefore, there may be necessity behind any chance. If you don’t do the work and sort out some relationships, everything will be smooth sailing.
Regarding the division of performance between the head office and the branch, Lin Jingyao surprisingly did not argue. This showed that she gave in to Chai Ning on this matter, but in the end the head office gave Lin Jingyao the reward she deserved.
However, the performance and corresponding commissions were calculated to the Yuxi branch.
As for the branch's performance division, half of it goes to the medical department led by Chai Ning, and half goes to the government and enterprise department where Chief Yu works. Originally, Chai Ning didn't want this part of her performance, but with Yu Chang's insistence, she finally accepted it.
A person should be grateful, whether it is to an individual, to a company, or even to your customers.
In fact, the person who contributed the least to this project is Yu Chang, and the focus and direction of the project are all the work of Chai Ning and Lin Jingyao. Even if 80% of the project performance is allocated to Chai Ning's department, Yu Chang will not have any objection.
Don't be blinded by floating clouds. As a person who has the ultimate goal of long-term sales, he will never be affected by temporary gains and losses.
Several projects that Chai Ning and Zhang Jiahua followed up on, including the projects of the Ta District Medical System and the Chengdu Medical System, were also successfully won.
Not surprisingly, the medical department where Chai Ning works was the company's top seller this year. The entire department completed a total of more than 27 million yuan in sales, and the repayment amount also reached 25 million yuan.
By the end of December, Yu Chang's personal performance had reached more than 15 million. Not only was he the company's sales leader, but he was also the company's newcomer king. This made Yu Chang panic, but at the same time he was once again determined and speechless about the road to sales. than confidence.
Not surprisingly, Yuxi Branch's performance this year should be close to 200 million, an increase of nearly 30% from the previous year. This is an extremely dazzling number and a moment of glory.
By the end of December of that year, after the company's performance and corresponding reimbursements were calculated, the final performance was fixed at 189.21 million yuan. As soon as this number came out, Zhang Tian was extremely happy and treated all employees to eat hairy crabs that night, with an average of 600 yuan per person. , the entire company spent nearly 30,000 yuan, and he didn't even frown.
In previous years, the performance of the Dali branch has always been second only to the Kunming head office, but this year it was surpassed by the Yuxi branch. You can imagine how relieved Zhang Tian was.
The chairman of the head office is extremely happy about this. The company's performance this year has exceeded 700 million, an increase of nearly 20% compared to last year. In order to celebrate this great and glorious moment, Li Zhenhai decided to hold an annual meeting for all employees after the year. , and the annual meeting will be held in Kunming.
In previous years, because performance was stable and did not fluctuate much, each branch did not have much to show off, so the annual meeting was arranged and resolved confidently by the branch. And this year, Li Zhenhai's behavior seems to be sending a signal that he greatly appreciates and recognizes Zhang Tian.
