一、投标策略和报价的意义投标是建筑业主要的竞争方式。建筑企业通过投标竞争,确定为什么样的用户、在什么样的生产条件下、生产什么样的建筑产品,并得到最有利可图的代价。决策过程通常分作两个阶段:第一阶段先决定是否参加某一招标工程的投标竞争;若决定参加,第二阶段就要进一步决定如何取胜。在满足招标单位对工程质量和工期要求的前提下,投标获胜的关键因素是报价。精明的报价既要对招标单位有较大的吸引力,又要使建筑企业能得到足够多的利润。没有对招标单位的吸引力这个前提条件,获得足够多的利润的目的就不可能实现。投标策略就是报价的指导方针,建筑企业经营决策的参与者必须 First, the significance of bidding strategies and quotations Bid is the main competition in the construction industry. The construction enterprise determines the kind of users, under what kind of production conditions, and what kind of construction products are produced through bid competition, and gets the most profitable price. The decision-making process is usually divided into two phases: In the first phase, it is first decided whether or not to participate in the bidding competition for a tender project; if it is decided to participate, the second phase will further decide how to win. In the premise of satisfying the tendering unit’s requirements for project quality and construction time, the key factor for winning the bid is the quotation. The astute quotations have to be more attractive to bidders, but also to make construction companies get enough profits. Without the precondition of attractiveness to the tendering unit, the goal of obtaining sufficient profits cannot be achieved. The bid strategy is the guideline for quoting, and the participants of the construction company’s business decisions must