"We all know that under the rules of this game, the most important thing is not what price you quote, but guessing and analyzing what price your opponents will offer. ”

Hearing Li Huayong's boastful remarks, Lei Jianjun on the side smiled bitterly:

This is the same as speculating on a person's psychology, and the human heart is not easy to fathom. ”

At this time, Lao Chang smiled: "Anyway, we should still have an advantage in this regard." ”

"How?"

Li Huayong and Lao Chang sang and harmonized: "Because this is the first time for our mainland enterprises to participate in international bidding, we are very mysterious in the eyes of others, and what about other multinational companies, they are frequent customers in the international construction market, large companies are like this, most of their business practices have their general rules, so as long as we can find their rules, it can provide a basis for our quotation." ”

"Then how do you find this basis?"

Li Huayong pushed the problem to Lao Lu at this time:

"Mr. Lu, Manager Lei's question should be answered by you now, right?"

Lu Yuquan smiled again and pushed the question to his brother: "Atan, you come to answer Manager Lei's question." ”

Xiangjiang is known as the economic "***", and one of the most significant features of the so-called *** is that there are very few local protectionist phenomena, such as international bidding, which is commonplace in this place. Therefore, for such a thing, Lu Yutan is still relatively familiar with twisting.

After listening to his brother's words, Lu Yutan said to Lei Jianjun:

"As a company's trade secret, quotations usually don't let outsiders know how they calculate, but this time we are competing with world-renowned builders, precisely because they are famous enough and have contracted enough international projects, so from many previous projects, we can still see some rules. But then again, as I just said, this is a trade secret after all, and even the biggest trade secret in the bidding, and I don't know if these rules work in the Bank of China Tower project. Well, fortunately, there are not many companies that have entered the second round this time, and there are only 5 companies except for the two of us, so I will start with the most regular companies. ”

Lei Jianjun asked curiously: "Which company does Xiao Lu think is the most regular?"

"Little Mr. Lu" is to distinguish himself from his eldest brother, Lei Jianjun has been calling Lu Yutan like this since he came to Xiangjiang. Listening to Lao Lei's inquiry, "Mr. Xiao Lu" smiled confidently:

"The most regular quotation in the global construction market is, of course, the American Turner company with a German background......"

Lu Yutan's words are indeed not wrong, and Li Huayong, who often participated in international bidding in later generations, understands this very well. If there are N construction companies from different countries or regions sitting down to compete for a certain project, then the quotation of the German company is usually the best guess.

It is precisely for this reason that although German companies are known for their high quality in the world, they are not very competitive in the global construction market.

This is due to the fact that German construction companies have a bad habit of choosing building materials that are too narrow and usually only use their own products or a few that they approve of.

It should be said that this weakness is quite fatal, you must know that building materials account for a considerable part of the entire construction cost. Although Xiangjiang does not produce many building materials locally, this is one of the reasons why Xiangjiang architecture is famous, and it is not for nothing that the world's first building worth more than $1 billion was born in Xiangjiang. But if you follow the German method, everything has to be pulled from the European continent----- one is that your offer is definitely expensive, but your offer is also easy to calculate.

"According to my experience, if the cost we estimate is about 180 million, then how can their cost be 10% higher, that is, it will be close to 200 million, and finally in order to ensure that there is money to be made, how can the gross profit be set at about 20%, right? In this way, their offer should be around $240 million, and even if they consider various factors, for example, they really want to contract the tallest building in Asia and use this as an opportunity to open up the entire Asian market, their offer will not be reduced too much, and it will be the end of the 10 million reduction, because I judge that the company's offer will be between $230 million and $240 million. ”

Look, this is the weakness of the German company, people "Xiao Lu Zong" casually said, just analyze their quotations, don't look at this analysis There is a floating range of 10 million, in fact, this floating value is not large, only accounting for less than 5% of the total amount, if you take a median value of 235 million for the number reported by Lu Yutan. Then the real quote with the German company may be less than 3% off.

And to be honest, in this kind of business competition under the rules of the game, there is less than 3% error, is there any difference between this and others knowing your offer?

After analyzing the German company, Lu Yutan continued to analyze the British company:

"There are two British companies shortlisted this time, although one is a consortium, but we all know that with Guo Ji's strength, it is not ranked in Xiangjiang locally, and they must all listen to the British in this bidding, and they all say that the Germans are mean and the British are old-fashioned, I don't think this is a big mistake, at least in terms of construction, the habits of the British are really a bit similar to the Germans. However, there is one thing they do better than the Germans, after all, it is the former "empire on which the sun never sets", they have more awareness and habits of global procurement than the Germans, so if you want to judge their relatively accurate quotations, it is best to grasp the building materials manufacturers and origins they refer to when quoting, otherwise it is really difficult to say a specific number. For example, now, I can only be sure that their cost price will definitely be higher than our 180 million, but what price will they quote? ”

"Xiao Lu" didn't say anything, but "Mainland President" did, only to see him take out a form-like thing from his briefcase, Lao Lu glanced at Li Huayong first: "This thing was just given to me by Lotus yesterday." ”

After saying this, Lu Yuquan continued:

"According to my calculations, I estimate that the quotation of the two British companies will be between 215 million and 225 million. Of course, this is just the most ordinary inference, and it is also the most normal inference, and there are many special factors that have not been taken into account, such as the factors that we participated in the bidding this time, if these factors are considered as a whole, then this data may have to be adjusted. ”

"Big brother, how did you get this data?" Lu Yutan's voice was a little surprised.

Lao Lu glanced at Li Huayong again: "For us, Lotus has worked hard to be a commercial spy in the past few days, and what you didn't know just now, Lotus helped us find out, so I can calculate this number." ”

"It's good to have this, it's good to have this. "Mr. Xiao Lu" was so excited that he only rubbed his hands:

"Regardless of whether this is their last offer or not, but how to say this is also an important basis and basis for their quotation, as long as there is such a data, it can provide an important reference for our quotation. ”

After analyzing the situation of the three opponents, there are only two Japanese companies left. When it comes to Japanese companies, "Mr. Xiao Lu" was silent at first, and then shook his head and smiled bitterly:

"When I think about it now, I find that the quotations of Japanese companies are really irregular, but they often win bids, take the local construction market in Xiangjiang, for example, the Kumagai gumi needless to say, they came in as early as the 60s when Xiangjiang was building a reservoir, and used this as an opportunity to gain a foothold in the local area, even this Ito Construction has also contracted more and more projects locally in recent years. But to be honest, I really don't see any pattern in their quotes. ”

"Mainland President" interface: "That's because there is no law in the quotation of the Japanese, if you want to say, according to the conditions of the person, according to the situation of different opponents to choose different quotations, this is the law of the Japanese, engage in unspoken rules they are good at unspoken rules, make clear rules The Japanese know the rules are flexible, this is the reason why they have been successful in recent years." ”

After hearing Lao Lu say this, the atmosphere in the whole room was a little dull. You must know that in the first round of preliminary qualification scoring, the first place is the Japanese Kumagai group, and it is indeed a bit difficult to win the bid when encountering such an opponent.

At this time, it was Li Huayong who stood up to boost morale:

"What are you afraid of? Think about it, isn't what we're doing now what Japanese people often like to do?"

In just one sentence, the atmosphere of the whole room was relaxed again. Li Huayong is right, what Mr. Lu analyzed just now, isn't that the so-called adaptation to people's conditions? Isn't it the practice that the Japanese are used to?

"yes, since it's all the same way, why can't we fight them!"

After listening to Li Huayong's words, even the old man of the "CEFC Group" was gearing up.

Li Huayong very well understands why Lao Chang is gearing up, because a normal Chinese, under the same conditions, will never admit that he is inferior to the Japanese.

Of course, this cannot be said that we Chinese are really stronger than the Japanese, but most normal Chinese subconsciously think so.

Seeing that people's hearts are available, Li Huayong makes persistent efforts:

"There's another thing that I think is our strength. ”

"Which point?"

"After the first round of qualifying scores, we were 3.1 points behind the Kumagai group, but we all believe that after the overall technical score, the difference is by no means so big, and I also believe that the Kumagai group will never consider the technical standard at this time, they may be behind the Germans in the technical standard, but they will never imagine that they are behind us in the technical standard. Therefore, "

Speaking of this, Li Huayong paused:

"Therefore, this asymmetry in information will bring them an error in judgment, and this error is likely to affect their quotation, and even affect who can win the bid in the end!"

After Li Huayong said this, a short meeting was dispersed, and everyone enthusiastically split up to find the best offer.

Time flies quickly, and the end of May is coming soon, and on May 31, Lei Jianjun and Lu Yutan finally officially submitted the bid to the "Jardine Matheson Surveyor Company".