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1、译文引用国际工程投标及静校正量编辑技巧及报价在世界经济多极化和全球化发展的国际背景下，竞争在国际合约市场中是非常激烈的。许多世界知名的大型企业从未停止探索和采用新领域，除非为了稳定他们的传统市场。很多发展中国家输入更多的人力资源和材料以取得市场占有率。因此，很难以报价的形式在国际建筑市场中获得市场份额。为了在国外工程的竞争中达到了预期的目标，我们必须掌握国外工程造价管理模式及理论。依作者之见：1)在国外，根据投资来源，项目可分为政府投资工程和私人投资的项目。政府采用间接的方式实现工程造价管理。政府采用直接获得工程造价管理的方式投资项目。政府投资的项目和私人投资的项目都是在不同力度和深度的管理下
2、进行的。投资项目和私人是管理下与不同的力量和深度。政府主要集中在政府投资的项目上。英国政府对政府投资的项目采用集中管理的形式。施工企业的设计方案和建设的调节范围是以当地的标准和成本指标为依据的。美国对于政府投资的项目采用两种不同的管理方式。首先，成立一个特殊的机构由政府直接管理用以委任项目的管理。其次，以公开招标的形式委托承包商，进行项目管理。对于私人投资的项目，国外工程造价管理不干涉具体的施工过程，而是提供政策指导和信息的方向。私人投资的项目，由市场经济规律进行调节的，反映出政府的宏观管理和间接控制成本。2)回顾国外成本管理，对于基础造价的管理是必要的。在美国，这种成本计算的标准不是由政府组
3、成的，没有一定的成本计算的规范基础和标准。指标和成本标准通常是由大型工程咨询公司控制的。本土咨询机构计算出单位面积的材料和成本，并将他们作为成本估计的标准。此外，在美国，联邦政府、州政府和地方政府会根据从工程咨询机构积累的工程造价资料和参考文献，由他们的行政管理部门为政府项目制定相关成本标准。在英国，所有参与在某些建筑工程的参与方，都应遵循的计算基本原则和成本估算法。建筑物测量工作的标准方法（SMM）是由英国皇家特许测量师组成的并被所有的党派广泛接受，在英国很盛行。此外, 土木工程的标准测量方法也一直影响到现在。3)及时从建筑市场得到确切的价格信息是为业主和承包商保持竞争优势，赢得利润的关键。
4、成本信息是建筑估价和结算的重要基础，且标志着建筑市场的价格变动。在美国，工程造价指数通常是每星期四由咨询机构和新闻媒体编制并发布。4)在英国，业主通常委托材料测量师来评估一个项目。评估是在比较和一定系数标准的基础上进行的。在长期的评价实践中，测量人员积攒了丰富的工程造价的案件材料。他们甚至为工程成本形成一个数据库。他们对于每个项目的投标都有独特的标准。工程的评估是在市场的基础上进行的，是一个完全的动态评估。在美国，评估是设计部门或专门的评估机构的任务。在评估工程成本的过程中，成本估算人员不仅应考虑一个项目特殊的要素，也要对项目的风险做详细的分析以便为预算做准备。掌握了不同的预算比率，成本估算人
5、员可以调整成本估算的总体水平。在编制成本估算中，美国确实做的很好，并且考虑到了动态因素对成本估算的影响。我们可以从国外的这些方法中学到很多。5)工程中的参与各方在签订合同，在国外工程造价管理中是非常重要的。合同可以有效地约束个参与方，它对实现各参与方的利益和职责有着重要的作用。因此,国外在修订合同方面都做得非常突出。所有的工作都必须遵循项目合同的通用条例。而且一些国家甚至采用常见的形式的合同，如FIDIC合同。其内容包括协议、合同条例和附录。为了遵循国际工程招标，我们应该注意以下几个问题：1)投标之前,要果断决策。在从中介机构，代理公司，和国外公司的合作伙伴得到国外工程信息后，企业的决策水平必
6、须根据工程要素，如特征、条件和主办国,短期和长期的目标很快做出决定。如果有必要，企业可以做一个可行性分析。举例来说，当一个企业知道在非洲东部的乌干达电力运输项目(150米，33KV)，有人可能会认为它仅仅是远方一个贫穷国家的短线工程。而且是毫无意义的没有利益的。然而,企业的决策水平从战略角度考虑了伟大的东方非洲市场，并且决定参加投标。企业不针对这方面的业务。更重要的是打入非洲电力市场，并获得更多的和更大的项目。投标决策关系到企业的自我评估条件，如劳动力、技术、语言等。只有通过这种方法，企业才可以在同一时间内赢得声誉和利润。2)要详细研究和分析业主，一方面,企业应该组织人员来编制投标报价；同时，
7、企业必须想方设法去了解业主的情况，如资金来源，企业内外的名声，企业的其他项目和企业的其他项目所使用的设备。所有这些信息在投标中对于报价、制定施工方案以及设备的选用等方面来说都是至关重要的。例如，当我们为某些国家投资的电站项目选择设备时，我们本来想要使用的国产设备。但经过调查这个国家的其他电站后，我们发现这个国家着重于设备的品牌和耐久性。他们的变压器是从德国进口的，柴油机是从美国进口的帕金斯和卡特彼勒。所以,我们就需要调整原有的报价并修改关于设备的条目。此外，我们还发现这个国家更注重环境保护。他们对生态环境、旅游资源的保护是很用心的。因此，我们在建筑设计中增加了一个环境保护的环节。分析也在的想法
8、也是十分必要的，一般情况下，参与投资的各方主要考虑的就是降低投资。对于有着足够的资金的业主来说，他们很注重品牌、声誉和先进的技术。如果一个业主的需求很紧急，我们可以要求更高的价格，但我们必须保证期限。如果可能的话，我们可以尽可能的提前完成这项工作。3)要仔细研究业主的投标邀请文件，投标邀请文件是投标报价编制的主要依据。在某些情况下，这些文件可能是唯一的依据。因此，我们必须研究业主的投标邀请文件并清楚的理解其中的关键点。a.明确定义工作范围：没有准确的工作量，我们不能保证投标报价的精确性。b.截止时间：在截止日期前无条件完成项目。编制过程中的网络图的数据是以截止日期为依据进行的，同时也要为满足业
9、主而尽可能做更多。c.现金形式，汇率、和支付方式。要特别弄清楚，这关系到分期付款比例和限制问题。业主通常要根据工程的进度来决定分期付款的价格以及定下明确的条文用以惩罚工期延误。d.项目所在国的费用、税收、海关、劳动的许可。e.关于纠纷的法律和条文。4) 采用灵活的投标报价方法。编制投标报价书是一项系统、复杂的任务，它涉及多个专业领域和工作，如技术、经济、外语、财务、材料、质量及安全。所有专业部分必须共同合作并互相了解。如果条件允许，所有的专业人士可以在编制投标报价书之前预先对项目做一个研究。通过这种方法，我们可以知道工程的自然条件、施工环境、价格、和竞争者等综合条件。然后，我们就能编制出一个科
10、学、合理的投标报价书。所有实践告诉我们，我们可以在投标报价中采用这些方法。a.不平衡报价固定总价后,企业可以根据支付条件合理地调整工程量清单中的某些单价。为防止影响报价，这些工作要在维持总标价不变的前提下进行， 这样企业可以尽快的回收资金。通过这种方法，能降低投资的风险,并创造更好的经济效益。在乌干达电站工程的投标中，业主是这样规定的:业主在接受到全部资料和材料之后的45天内，会支付80%的资金。然后，再加上10%的预付款，业主会为投标人支付90%基金为预备金。其余部分的资金会根据工程进度分期进行支付。因此，在制定好总的价格后，我们可以调节价格，增加设备采购成本费用，降低工程的成本费用。通过这
11、种方法，我们可以将国外投资和建设风险降低到一定程度。此外，我们也可以在其他项目中采用不平衡报价。例如，如果一个子项目比预计时需要做更多的工作，我们将可以适当的提高这个子项目的价格。如果一项工程的工作内容不明确，我们可以适当的把价格降低一些。如果业主不允许调整价格，我们应该在一开始的时候就提高的价格以防不可预计风险因素的影响。综上所述，不平衡报价是在分析业主的投标邀请书的基础上所进行的一个合理的价格分配。在实际报价中，我们应该小心应对，以防止某些业主的不正当行为。b.替代引用如果投标邀请文件中有选择方案或没有规定的方案，我们可以能使用不同的方案并报不同的价格。在某电站项目的投标中，业主要求投标人
12、根据五个州的生态环境为依据进行设计。在另一个项目汇总,投标人可以制定不同的方案并编制投标报价书。所以，我们可以在原有方案的基础之上，再制定一个其他的方案。制定的最新方案报价的总价格要低于原来的方案，以用来获得业主的注意并获得一个好的评价。c.突然降低价格在激烈的商业竞争中，报的价格是一个秘密。竞争者都想知道其他人的报价。因此,当我们编制报价书时，都会刻意的把价格抬高。最后，我们可以急剧突然的降低价格，这可能会超出竞争者的意外。结果就是,我们可以在投标中得到一个好的排名。d.保持盈亏平衡和长远发展的机会在亚洲东南部的经济复苏之后,那里的建筑市场有着巨大的潜力，比如柬埔寨，各个地方都需要建设。在这
13、种情况下，一旦进入这个市场,企业将会在这个市场中逐渐的获得越来越多的项目。因此，我们在柬埔寨某电站项目的投标准备中，多次降低价格，从超过100万的报价降低到60或70万，这个最低的报价意味着击败竞争对手并打入柬埔寨市场。紧接着，我们可能会打入整个东南亚市场。通过这种方法，我们就能够建立一个长期的合作关系，来弥补第一次报价中的损失。5) 提高招标工作人员的综合素质。在国外工程中投标，工作人员必须具备一些基本的技能，如技术、计算机、经济、和计算方法。除此之外，他们必须继续学习以提高综合素质并转变成新的复合型人才。a.掌握基本的外语英语是一门国际语言，在合同签订中大多数都使用英语。如果一个工作人员看
14、不懂英文,那么他就读不懂有关商业和技术的信息。结果就是，他不能编制出高质量投标报价书。b.掌握一些必要的外贸专业知识许多国外工程投标都包含着很多外贸专业方面的知识，如各种有关银行和传统的条款。掌握相关的知识将会直接影响到商业投标的可行性。c.了解竞争者的国家和项目所在国家的劳动力政策一般来说,劳动的价格在发达国家,比如英国、美国、日本、德国、法国中的价格是相对来说较高的，然而在发展中国家,如亚洲、非洲以及拉丁美洲的国家，是相对较低的。因此，在了解其竞争对手的条件，投标报价就有所不同了。国外工程招标中，我们必须考虑经济因素、政治因素的影响。例如，项目所在国是否有反对劳力倾销的政策或者是否业主鼓励
15、承包商雇用当地劳工。如果必要的话，我们可以从驻守在项目所在国的中国大使馆寻求帮助。d.了解基本的外国仪式和习惯在国外工程招标中，会不可避免地与外国人接触。一方面，我们应该熟悉投标书的编制和合同的谈判。另一方面，我们应该知道基本的外国仪式和习惯。考虑到不同民族、信仰和个性，我们可以学习心理学并在谈判中采用不同的方法。通过了解对方，我们才可以在市场中得到更多的机会。综上所述，在国外工程的投标工作是一个极其复杂的工作。它涉及的许多问题，达到的成功是不容易的。以上所有的建议都是单纯基于作者的观点，作者希望可以唤起更多的企业关注到这些问题。通过对这些问题的研究，我们可以贡献更多或更少地堆世界市场的探索有
16、所贡献。附录C 外文文献International Engineering Bidding and Quoting Statics and Quotation Compilation SkillUnder the international background of economic multi-polarization and globalization, the competition in international contract market is fierce. Many world famous large corporations never stop to explore
17、 and take new fields except to stabilize their traditional markets. Lots of developing countries input more human resources and materials in order to obtain market shares. Therefore, it is difficult to get market shares in international construction market by bidding.In order to achieve the expected
18、 goal in the competition for foreign engineering, we must master foreign engineering cost management modes and theories. In the authors opinion:1) In foreign countries, according to the sources of investments, projects can be sorted into the government-invested projects and the private-invested proj
19、ects. The government adopts an indirect method to achieve the engineering cost management. The government-invested project and the private- invested project are under the management with different force and depth. The government mainly focuses on government-invested projects. England adopts a centra
20、lized management for government- invested projects. Corporations design plans and constructions based on relevant area standards and cost indexes in the regulated scope. America adopts two manners for the government-invested projects. Firstly, a special institution appointed by the government manage
21、s the engineering directly. Secondly, entrust contractors to manage projects by public bidding. For private-invested projects, foreign advanced engineering cost management does not interfere with specific construction process but offer policy guidance and information direction. Private-invested proj
22、ects are regulated by the law of market economy, reflecting the governments macro management and indirect control over costs.2) Reviewing foreign cost management, basis for cost management is necessary. In America, the standards for costs calculation are not constituted by the government. There are
23、not regulated basis and standards for costs calculation.Indexes and costs standards are usually regulated by large engineering consulting corporations. Local consulting agencies calculate the materials and costs for construction area unit and take them as standards for costs estimation.Besides, in A
24、merica the Federal government, the state government, and the local government make up relevant costs standards for government projects under their administration according to accumulated engineering cost materials and references from engineering consulting agencies. In England, all participators in
25、certain construction engineering should follow the fundamental principles of calculation and cost estimation. The Standard Method of Measurement BuildingWorks (SMM) is constituted by the Royal Institution of Chartered Surveyors and is widely accepted by all parties. It is popular in England. Besides
26、, the Standard Method of Measurement Civil Engineering is also in effect at present.3) To get exact price information in time from the construction market is the key for owners and contractors maintaining the competitive advantages and winning profits. Cost information is important basis for buildin
27、gsevaluation and settlement, which signalizes the price change of construction market. In America, the construction cost index is usually compiled by consulting agencies and news media, which is issued every Thursday.4) In England, owners usually entrust materials surveyors to evaluate a project. Th
28、e evaluation is based on comparison and coefficients. In long-term evaluation practices, surveyors have rich case materials for engineering costs. They even form a database for engineering costs. They have unique standards for each item in bids. The evaluation for the engineering is based on the mar
29、ket. It is a complete dynamic evaluation. In America, the evaluation is the task of the design department or the special evaluation agencies. In estimating the costs for engineering, cost evaluators should not only consider the special elements of a project, but make detailed risks analysis for the
30、project in order to prepare for the budget. By mastering different budget ratios, cost estimators can adjust the general level of cost estimation. In compiling the cost estimation, America does better and considers the impacts of dynamic factors on cost estimation. We can learn a lot from these meth
31、ods in foreign countries.5) The contract is signed by all parties, which is important in foreign engineering cost management. The contract can restrain all parties. It is meaningful for the actualization of all parties interests and duties. Therefore, foreign countries give prominence to the contrac
32、t. All activities must follow the items regulated by the contract. And some countries even apply the common form for the contract, such as the FIDIC. Its contents include agreements, contract articles, and appendix.We should pay attention to these problems as follow in bidding for international engi
33、neering.1) Before the bid, make decisions decidedly. After getting foreign engineering information from intermediary agencies, agency companies, and foreign corporation partners, the enterprise decision- making level must make decision quickly according to the key elements for engineering, such as t
34、he features, the conditions of host country, and the short-term and long-term aims. If necessary, the enterprise can make a feasibility analysis. For example, when an enterprise knows the power transportation project (150 miles and 33KV) in Uganda, Eastern Africa, somebody may think that it is only
35、a short line in a far and poor country. And it is meaningless and non-profitable. However, the enterprises decision-making level decides to join in the bidding from a strategic view considering the great Eastern Africa market.The enterprise does not aim at this line. Whats more important is to enter
36、 the Africa power market and get more and larger projects. Bidding decision concerns the evaluation on the enterprises self conditions, such as labors, technologies, languages, etc. Only by this way, an enterprise can win fames and profits at the same time.2) Research and analyze the owner carefully
37、. On one hand, the enterprise should organize talents to compile the bid. On the other hand, the enterprise must try every means to understand the owner, such as the sources of funds, its fame inside and outside, its other projects, and its equipments used by other projects. All these information is
38、 vital for the prices, schemes, and selection of equipments in the bid. For example, as we select equipments for a power station project funded by certain country, we originally want to use domestic equipments. But after investigating the countrys other power stations, we find that the country empha
39、sizes on brands and endurance. Their transformers are from German. The diesel engine is PERKINS and CATERPILLAR from America. So, we adjust the original bid and change items concerning the equipments. Furthermore, we find that the country lays more stresses on environment protection.They carefully p
40、rotect the ecological environment and the tourism sources. Therefore, we add a chapter about environment protection into the construction design. To analyze the mind of the owner is also important. Usually, the owner with tight funds mainly considers lower investment. The owner with rich funds empha
41、sizes on brands, fames, and advanced technologies. If an owner needs power in urgent, we can ask higher price. But we must guarantee the deadline. If possible, we can accomplish the project in advance.3) Study the bid inviting documents of the owner. Bid inviting documents are the main basis for com
42、piling the bid. In some conditions, these documents may be the only basis. Therefore, we must study the bid inviting documents of the owner and understand these points clearly. a.Define the work scope exactly:without exact work quantities, we can not guarantee the preciseness of the price.b.Deadline
43、: accomplish the project at the deadline without any condition. Compile the general network process diagram according to the deadline. Satisfy the owner as much as possible.c.Currency, exchange rate, and payment. Especially make it clear that concerns the installment ratio and restrictions. The owne
44、r usually determines the installment ratio based on the process of the project and set specific punishment articles for delay.d.The host countrys charges for customs, taxes, and labor permission.e.Laws and regulations for disputes.4) Adopt a flexible quoting method. To compile a bid is a systematic
45、and complicated task, which concerns many specialties and jobs, such as technologies, economy, foreign language, finance, materials, quality, and safety. All specialties must cooperate together and understand mutually. If conditions permit, professionals can research on the project in advance before
46、 the compilation of bid. By this way, we can know the natural conditions, construction environment, price, and competitors comprehensively. Then, we can compile a scientific and reasonable bid. All practices tell us that we can adopt these methods in quoting.a.Unbalanced quoting After fixing the tot
47、al price, the enterprise can rationally adjust the price of sub- project according to the payment conditions. With the precondition of maintaining the total price in case of impacting the bidding, the enterprise can obtain funds as soon as possible. By this way, it can reduce the investment risk and
48、 achieve better economic benefits. In bidding for Ugandas power station line, the owner regulates that: the owner will pay 80% funds in 45 days after receiving all voices and materials. Then, plus the 10% advance payment, the owner pays 90% funds for us. Other funds are paid according to the enginee
49、ring process based on installment. Therefore, after establishing the total price, we increase the costs for purchasing equipments and decrease the costs for construction fees.By this way, we reduce foreign investment and construction risks to certain degree. Besides, we can adopt the unbalanced quoting for other items. For example, if a sub-project needs more works than prediction, we can improve the price properly. If the eng
