国际工程项目的投标过程是对项目情况进行全面调查了解与认知的阶段，对项目的投标结果和中标后的实施，具有至关重要的作用。其中最重要的关键环节是学习招标文件、现场考察和编制投标文件。

学习招(zhao)标文件

学(xue)习招(zhao)(zhao)(zhao)标(biao)(biao)(biao)文(wen)(wen)件(jian)(jian)(jian)是指获(huo)取国(guo)(guo)际(ji)工(gong)程(cheng)(cheng)项(xiang)(xiang)目(mu)(mu)(mu)招(zhao)(zhao)(zhao)标(biao)(biao)(biao)信息或(huo)招(zhao)(zhao)(zhao)标(biao)(biao)(biao)文(wen)(wen)件(jian)(jian)(jian)后，迅速组织(zhi)成立国(guo)(guo)际(ji)工(gong)程(cheng)(cheng)项(xiang)(xiang)目(mu)(mu)(mu)前(qian)期(qi)工(gong)作小组，组织(zhi)有关技(ji)(ji)术、经济、商务(wu)等方面专业人员(yuan)阅读、梳(shu)理、提炼招(zhao)(zhao)(zhao)标(biao)(biao)(biao)文(wen)(wen)件(jian)(jian)(jian)，进一步明确项(xiang)(xiang)目(mu)(mu)(mu)的(de)(de)(de)(de)基本情况、内容与(yu)(yu)范围(wei)、技(ji)(ji)术的(de)(de)(de)(de)可(ke)行性、工(gong)期(qi)要求与(yu)(yu)罚则、工(gong)程(cheng)(cheng)款支付条件(jian)(jian)(jian)与(yu)(yu)方式、保(bao)函与(yu)(yu)税费、成本与(yu)(yu)效(xiao)益等内容。在(zai)国(guo)(guo)际(ji)工(gong)程(cheng)(cheng)项(xiang)(xiang)目(mu)(mu)(mu)中(zhong)，不(bu)管(guan)采用(yong)何种项(xiang)(xiang)目(mu)(mu)(mu)管(guan)理模式，对于其(qi)招(zhao)(zhao)(zhao)标(biao)(biao)(biao)文(wen)(wen)件(jian)(jian)(jian)而(er)言，必须比较清楚地了(le)(le)解和确定该项(xiang)(xiang)目(mu)(mu)(mu)使用(yong)的(de)(de)(de)(de)技(ji)(ji)术标(biao)(biao)(biao)准(zhun)。笔(bi)者在(zai)参(can)加国(guo)(guo)内许多建筑企(qi)业国(guo)(guo)际(ji)工(gong)程(cheng)(cheng)项(xiang)(xiang)目(mu)(mu)(mu)的(de)(de)(de)(de)评审中(zhong)，发现许多投(tou)标(biao)(biao)(biao)人混淆了(le)(le)我(wo)国(guo)(guo)国(guo)(guo)家标(biao)(biao)(biao)准(zhun)与(yu)(yu)国(guo)(guo)际(ji)标(biao)(biao)(biao)准(zhun)等同、修改、非等效(xiao)的(de)(de)(de)(de)对应关系。有的(de)(de)(de)(de)将我(wo)国(guo)(guo)技(ji)(ji)术标(biao)(biao)(biao)准(zhun)混同于ISO9000质量管(guan)理标(biao)(biao)(biao)准(zhun)，有的(de)(de)(de)(de)甚(shen)至(zhi)提出技(ji)(ji)术标(biao)(biao)(biao)准(zhun)采用(yong)英标(biao)(biao)(biao)、美标(biao)(biao)(biao)、日标(biao)(biao)(biao)或(huo)等效(xiao)标(biao)(biao)(biao)准(zhun)。这(zhei)些在(zai)国(guo)(guo)际(ji)工(gong)程(cheng)(cheng)项(xiang)(xiang)目(mu)(mu)(mu)中(zhong)围(wei)绕采用(yong)我(wo)国(guo)(guo)国(guo)(guo)家标(biao)(biao)(biao)准(zhun)中(zhong)存在(zai)的(de)(de)(de)(de)模糊认识(shi)，一旦写(xie)进投(tou)标(biao)(biao)(biao)文(wen)(wen)件(jian)(jian)(jian)，将会(hui)给项(xiang)(xiang)目(mu)(mu)(mu)的(de)(de)(de)(de)实施带来(lai)巨大(da)的(de)(de)(de)(de)损失，其(qi)惨痛(tong)的(de)(de)(de)(de)教训不(bu)胜枚举。

现场考察

国际工(gong)程项目(mu)的现(xian)场考察工(gong)作，可与(yu)学习招标文件同步或(huo)交叉进行，国际工(gong)程项目(mu)现(xian)场考察的主要任务和要点如下。

一、了解工程所(suo)在(zai)地自然地理、政治经(jing)济等(deng)环境与条件

国(guo)际(ji)(ji)工(gong)(gong)(gong)(gong)(gong)程(cheng)项(xiang)(xiang)(xiang)目(mu)(mu)前期工(gong)(gong)(gong)(gong)(gong)作小组要(yao)迅速组织有关(guan)专业技术人(ren)员(yuan)，查阅有关(guan)项(xiang)(xiang)(xiang)目(mu)(mu)所(suo)在(zai)(zai)地(di)(di)的(de)(de)(de)(de)基本概况(kuang)，研(yan)究(jiu)项(xiang)(xiang)(xiang)目(mu)(mu)所(suo)在(zai)(zai)国(guo)政(zheng)(zheng)治与(yu)经(jing)济(ji)情况(kuang)，特(te)别是政(zheng)(zheng)局(ju)的(de)(de)(de)(de)稳定与(yu)当地(di)(di)社会(hui)治安情况(kuang)；了(le)(le)解(jie)当地(di)(di)的(de)(de)(de)(de)货(huo)币与(yu)汇率的(de)(de)(de)(de)稳定情况(kuang)，了(le)(le)解(jie)项(xiang)(xiang)(xiang)目(mu)(mu)业主的(de)(de)(de)(de)资(zi)(zi)金来源，当地(di)(di)居(ju)民的(de)(de)(de)(de)生(sheng)(sheng)活水平；收集研(yan)究(jiu)项(xiang)(xiang)(xiang)目(mu)(mu)所(suo)在(zai)(zai)地(di)(di)气象、水文(wen)、地(di)(di)质资(zi)(zi)料；全(quan)面(mian)(mian)了(le)(le)解(jie)项(xiang)(xiang)(xiang)目(mu)(mu)的(de)(de)(de)(de)背景(jing)、现状与(yu)实施(shi)(shi)(shi)方(fang)案。与(yu)此(ci)同时(shi)，要(yao)对(dui)(dui)(dui)工(gong)(gong)(gong)(gong)(gong)程(cheng)所(suo)在(zai)(zai)地(di)(di)自(zi)然地(di)(di)理(li)(li)、政(zheng)(zheng)治、经(jing)济(ji)等环境(jing)与(yu)条(tiao)件(jian)，进行(xing)(xing)全(quan)面(mian)(mian)的(de)(de)(de)(de)实地(di)(di)考察(cha)与(yu)评估。这些(xie)环境(jing)与(yu)条(tiao)件(jian)直(zhi)(zhi)接(jie)影响(xiang)(xiang)到(dao)项(xiang)(xiang)(xiang)目(mu)(mu)实施(shi)(shi)(shi)中(zhong)的(de)(de)(de)(de)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)效(xiao)率、施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)的(de)(de)(de)(de)有效(xiao)时(shi)段，或直(zhi)(zhi)接(jie)威(wei)胁到(dao)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)人(ren)员(yuan)的(de)(de)(de)(de)生(sheng)(sheng)命财(cai)产安全(quan)，对(dui)(dui)(dui)项(xiang)(xiang)(xiang)目(mu)(mu)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)组织中(zhong)的(de)(de)(de)(de)投入与(yu)实施(shi)(shi)(shi)方(fang)案密切相关(guan)。因此(ci)，国(guo)际(ji)(ji)工(gong)(gong)(gong)(gong)(gong)程(cheng)项(xiang)(xiang)(xiang)目(mu)(mu)的(de)(de)(de)(de)外(wai)部环境(jing)与(yu)条(tiao)件(jian)，是直(zhi)(zhi)接(jie)关(guan)系到(dao)工(gong)(gong)(gong)(gong)(gong)程(cheng)能否顺利进行(xing)(xing)的(de)(de)(de)(de)重(zhong)(zhong)大(da)问(wen)题。目(mu)(mu)前，我国(guo)大(da)多(duo)数(shu)建(jian)(jian)筑企业的(de)(de)(de)(de)海外(wai)项(xiang)(xiang)(xiang)目(mu)(mu)大(da)部分集中(zhong)在(zai)(zai)位于非(fei)洲、东南亚的(de)(de)(de)(de)第三(san)世界国(guo)家(jia)(jia)。特(te)别是非(fei)洲国(guo)家(jia)(jia)多(duo)为沙(sha)漠(mo)和热(re)(re)带雨(yu)林气候，沙(sha)漠(mo)气候干旱少雨(yu)，时(shi)常(chang)伴(ban)有严(yan)(yan)重(zhong)(zhong)的(de)(de)(de)(de)沙(sha)尘(chen)暴，夏季(ji)气温可达50℃左右；热(re)(re)带雨(yu)林地(di)(di)区气候炎(yan)热(re)(re)、雨(yu)量大(da)，雨(yu)季(ji)时(shi)间长，蚊虫疾病多(duo)。这些(xie)自(zi)然条(tiao)件(jian)对(dui)(dui)(dui)工(gong)(gong)(gong)(gong)(gong)程(cheng)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)及施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)人(ren)员(yuan)的(de)(de)(de)(de)生(sheng)(sheng)产、生(sheng)(sheng)活都有很大(da)影响(xiang)(xiang)。同时(shi)，这些(xie)国(guo)家(jia)(jia)几(ji)乎(hu)都存在(zai)(zai)政(zheng)(zheng)局(ju)动荡、社会(hui)治安不稳定的(de)(de)(de)(de)情况(kuang)，严(yan)(yan)重(zhong)(zhong)干扰(rao)了(le)(le)工(gong)(gong)(gong)(gong)(gong)程(cheng)项(xiang)(xiang)(xiang)目(mu)(mu)的(de)(de)(de)(de)正常(chang)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)，对(dui)(dui)(dui)施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)人(ren)员(yuan)的(de)(de)(de)(de)心理(li)(li)状态造成直(zhi)(zhi)接(jie)的(de)(de)(de)(de)影响(xiang)(xiang)，甚(shen)至(zhi)导致施(shi)(shi)(shi)工(gong)(gong)(gong)(gong)(gong)人(ren)员(yuan)的(de)(de)(de)(de)人(ren)身安全(quan)受到(dao)伤害。例如：中(zhong)国(guo)某(mou)公(gong)司承担的(de)(de)(de)(de)S国(guo)供(gong)水工(gong)(gong)(gong)(gong)(gong)程(cheng)项(xiang)(xiang)(xiang)目(mu)(mu)，该项(xiang)(xiang)(xiang)目(mu)(mu)在(zai)(zai)2008年8月由于受到(dao)当地(di)(di)安全(quan)局(ju)势(shi)的(de)(de)(de)(de)影响(xiang)(xiang)，被迫停工(gong)(gong)(gong)(gong)(gong)退场(chang)，至(zhi)今尚(shang)未复(fu)工(gong)(gong)(gong)(gong)(gong)建(jian)(jian)设。

二(er)、考(kao)察项(xiang)目(mu)所在(zai)地的建筑材料、设备、人工等条(tiao)件

在(zai)国(guo)(guo)(guo)际工(gong)(gong)(gong)(gong)程(cheng)项目(mu)考察中，要认(ren)真考察了解建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料、人(ren)工(gong)(gong)(gong)(gong)等，如(ru)水(shui)泥、钢材(cai)、木材(cai)、砂石、油(you)料等产(chan)地、价(jia)(jia)(jia)格(ge)与质量情(qing)况(kuang)。由于非洲以及东南亚第三世界国(guo)(guo)(guo)家工(gong)(gong)(gong)(gong)业生(sheng)产(chan)相(xiang)对比(bi)较落后，许多建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料需要从第三国(guo)(guo)(guo)采(cai)购。再(zai)加上(shang)国(guo)(guo)(guo)际市场物(wu)价(jia)(jia)(jia)上(shang)涨(zhang)(zhang)以及不(bu)同渠道组(zu)(zu)织的(de)(de)(de)(de)货(huo)源价(jia)(jia)(jia)格(ge)相(xiang)差较大，直接导致了在(zai)不(bu)同时(shi)期(qi)采(cai)购的(de)(de)(de)(de)建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料、设(she)备(bei)价(jia)(jia)(jia)格(ge)相(xiang)差很(hen)大。例如(ru)：中国(guo)(guo)(guo)某公司承建(jian)(jian)(jian)的(de)(de)(de)(de)S国(guo)(guo)(guo)供水(shui)工(gong)(gong)(gong)(gong)程(cheng)，2010年12月(yue)开工(gong)(gong)(gong)(gong)后，建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料和人(ren)工(gong)(gong)(gong)(gong)价(jia)(jia)(jia)格(ge)不(bu)断(duan)上(shang)涨(zhang)(zhang)，该公司被迫(po)停(ting)工(gong)(gong)(gong)(gong)。经(jing)过了业主反(fan)复商洽(qia)，尽管业主同意(yi)调价(jia)(jia)(jia)，但(dan)是(shi)造(zao)成(cheng)的(de)(de)(de)(de)停(ting)工(gong)(gong)(gong)(gong)损失却已经(jing)无(wu)法挽回。可(ke)见(jian)，在(zai)国(guo)(guo)(guo)际工(gong)(gong)(gong)(gong)程(cheng)实施(shi)(shi)过程(cheng)中，建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料、设(she)备(bei)、人(ren)工(gong)(gong)(gong)(gong)费用的(de)(de)(de)(de)上(shang)涨(zhang)(zhang)，必然导致工(gong)(gong)(gong)(gong)程(cheng)成(cheng)本的(de)(de)(de)(de)增加。所(suo)以，我国(guo)(guo)(guo)建(jian)(jian)(jian)筑(zhu)(zhu)企业要通过国(guo)(guo)(guo)际工(gong)(gong)(gong)(gong)程(cheng)项目(mu)的(de)(de)(de)(de)考察，确定(ding)降(jiang)低工(gong)(gong)(gong)(gong)程(cheng)成(cheng)本的(de)(de)(de)(de)途径(jing)。一是(shi)要确定(ding)在(zai)国(guo)(guo)(guo)内组(zu)(zu)织采(cai)购的(de)(de)(de)(de)建(jian)(jian)(jian)筑(zhu)(zhu)材(cai)料、设(she)备(bei)的(de)(de)(de)(de)种类；二是(shi)预测物(wu)价(jia)(jia)(jia)上(shang)涨(zhang)(zhang)的(de)(de)(de)(de)预期(qi)值(zhi)；三是(shi)制定(ding)应对物(wu)价(jia)(jia)(jia)上(shang)涨(zhang)(zhang)而采(cai)取(qu)提前(qian)采(cai)购的(de)(de)(de)(de)措施(shi)(shi)与所(suo)需要的(de)(de)(de)(de)资金流数额。这与投标(biao)报价(jia)(jia)(jia)、施(shi)(shi)工(gong)(gong)(gong)(gong)组(zu)(zu)织设(she)计(ji)和中标(biao)后项目(mu)的(de)(de)(de)(de)实施(shi)(shi)息(xi)息(xi)相(xiang)关。

另外，国(guo)(guo)际工(gong)程(cheng)项目(mu)一(yi)定(ding)要认真考察(cha)项目(mu)所在(zai)地施(shi)工(gong)设(she)备(bei)的(de)基本(ben)情况。通常由于(yu)第三(san)世界国(guo)(guo)家工(gong)程(cheng)机(ji)械产品生产几乎(hu)为空白(bai)，全部(bu)(bu)依赖进口。土(tu)石方设(she)备(bei)如挖掘机(ji)、自卸汽车(che)等(deng)比较(jiao)容易租赁(lin)(lin)，价格也适中(zhong)，但是(shi)，垂(chui)直(zhi)运输设(she)备(bei)、混(hun)凝(ning)土(tu)施(shi)工(gong)等(deng)专业设(she)备(bei)资源(yuan)比较(jiao)缺乏，需要我国(guo)(guo)建(jian)筑企业从国(guo)(guo)内购买(mai)、调(diao)遣(qian)。即便部(bu)(bu)分设(she)备(bei)能够租赁(lin)(lin)到，但往往价格十分昂贵，租赁(lin)(lin)成本(ben)高于(yu)购买(mai)成本(ben)。因此在(zai)投标(biao)阶段要根据实际调(diao)查的(de)设(she)备(bei)资源(yuan)信息(xi)情况，做(zuo)出可靠的(de)设(she)备(bei)资源(yuan)计(ji)划，否(fou)则势必严(yan)重影响项目(mu)的(de)施(shi)工(gong)生产。

三、交(jiao)通运(yun)输条件

国(guo)(guo)(guo)(guo)际工(gong)程(cheng)的(de)(de)运(yun)(yun)输(shu)(shu)(shu)(shu)问(wen)题直接关系(xi)到(dao)工(gong)程(cheng)项(xiang)目(mu)(mu)(mu)的(de)(de)进(jin)展和(he)工(gong)程(cheng)进(jin)度计划的(de)(de)完成。其主(zhu)要(yao)(yao)包(bao)括国(guo)(guo)(guo)(guo)际工(gong)程(cheng)项(xiang)目(mu)(mu)(mu)所(suo)需材(cai)料、设(she)备等(deng)物资在中国(guo)(guo)(guo)(guo)国(guo)(guo)(guo)(guo)内的(de)(de)运(yun)(yun)输(shu)(shu)(shu)(shu)、海外运(yun)(yun)输(shu)(shu)(shu)(shu)和(he)工(gong)程(cheng)所(suo)在地(di)国(guo)(guo)(guo)(guo)内的(de)(de)运(yun)(yun)输(shu)(shu)(shu)(shu)。海外运(yun)(yun)输(shu)(shu)(shu)(shu)一(yi)般(ban)有海运(yun)(yun)和(he)空运(yun)(yun)两种方(fang)(fang)式，而中国(guo)(guo)(guo)(guo)国(guo)(guo)(guo)(guo)内运(yun)(yun)输(shu)(shu)(shu)(shu)和(he)项(xiang)目(mu)(mu)(mu)所(suo)在地(di)国(guo)(guo)(guo)(guo)内运(yun)(yun)输(shu)(shu)(shu)(shu)一(yi)般(ban)采用(yong)(yong)陆运(yun)(yun)。国(guo)(guo)(guo)(guo)际工(gong)程(cheng)项(xiang)目(mu)(mu)(mu)的(de)(de)运(yun)(yun)输(shu)(shu)(shu)(shu)责任(ren)一(yi)般(ban)全部由承包(bao)商自行负责，因此(ci)对国(guo)(guo)(guo)(guo)际工(gong)程(cheng)项(xiang)目(mu)(mu)(mu)所(suo)在地(di)运(yun)(yun)输(shu)(shu)(shu)(shu)条件与(yu)(yu)能力(li)考察很重要(yao)(yao)。例如：中国(guo)(guo)(guo)(guo)某公司在承建(jian)F国(guo)(guo)(guo)(guo)综(zong)合楼(lou)项(xiang)目(mu)(mu)(mu)（建(jian)筑(zhu)面积12万m2，地(di)下(xia)5层(ceng)，地(di)上45层(ceng)）时，当地(di)商品混(hun)凝(ning)(ning)土(tu)运(yun)(yun)输(shu)(shu)(shu)(shu)不能满足工(gong)程(cheng)建(jian)设(she)的(de)(de)需要(yao)(yao)，在混(hun)凝(ning)(ning)土(tu)浇筑(zhu)的(de)(de)初(chu)期阶(jie)段(duan)，由于(yu)商品混(hun)凝(ning)(ning)土(tu)不能及时到(dao)场(chang)(chang)，经(jing)常出现“等(deng)米下(xia)锅”的(de)(de)尴尬情况(kuang)。后来经(jing)与(yu)(yu)业主(zhu)、供(gong)应方(fang)(fang)、运(yun)(yun)输(shu)(shu)(shu)(shu)方(fang)(fang)3家共同商洽(qia)，采取增加罐车数量，并结合需求(qiu)和(he)运(yun)(yun)输(shu)(shu)(shu)(shu)量采用(yong)(yong)单车积分货币(bi)激励的(de)(de)办法，达到(dao)了与(yu)(yu)施(shi)工(gong)现场(chang)(chang)需求(qiu)相匹配的(de)(de)运(yun)(yun)输(shu)(shu)(shu)(shu)能力(li)。

项目所在(zai)地的政策法规(gui)

在(zai)国(guo)际(ji)工(gong)(gong)(gong)程中(zhong)，由(you)于(yu)不同国(guo)家和(he)地(di)区对劳(lao)(lao)工(gong)(gong)(gong)的(de)(de)(de)工(gong)(gong)(gong)作时间、劳(lao)(lao)工(gong)(gong)(gong)合同的(de)(de)(de)签订解(jie)除(chu)都(dou)有(you)特殊(shu)的(de)(de)(de)规(gui)(gui)定。因(yin)此，为了(le)规(gui)(gui)避(bi)在(zai)劳(lao)(lao)务(wu)用工(gong)(gong)(gong)方面(mian)带来的(de)(de)(de)劳(lao)(lao)动纠纷，必须在(zai)项(xiang)目(mu)考察中(zhong)详(xiang)细(xi)了(le)解(jie)项(xiang)目(mu)所(suo)在(zai)地(di)国(guo)家和(he)当地(di)政府的(de)(de)(de)劳(lao)(lao)动用工(gong)(gong)(gong)法(fa)律法(fa)规(gui)(gui)，了(le)解(jie)人工(gong)(gong)(gong)工(gong)(gong)(gong)资(zi)、加(jia)班工(gong)(gong)(gong)资(zi)、劳(lao)(lao)动保险等情况。与此同时，由(you)于(yu)不同的(de)(de)(de)国(guo)家对国(guo)际(ji)工(gong)(gong)(gong)程项(xiang)目(mu)的(de)(de)(de)进口(kou)关(guan)税(shui)、个(ge)人所(suo)得税(shui)以及(ji)税(shui)率，工(gong)(gong)(gong)程各种保险、保函的(de)(de)(de)规(gui)(gui)定及(ji)相应(ying)的(de)(de)(de)费率都(dou)不一(yi)样。所(suo)以，必须对项(xiang)目(mu)所(suo)在(zai)地(di)的(de)(de)(de)税(shui)务(wu)政策等，进行(xing)详(xiang)尽的(de)(de)(de)调查(cha)了(le)解(jie)。例如(ru):对于(yu)世(shi)行(xing)贷(dai)款或某些(xie)国(guo)际(ji)基金贷(dai)款项(xiang)目(mu)，大多数国(guo)家赋予免税(shui)政策。这些(xie)都(dou)对国(guo)际(ji)工(gong)(gong)(gong)程项(xiang)目(mu)的(de)(de)(de)投标报价与项(xiang)目(mu)的(de)(de)(de)实施(shi)有(you)着(zhe)至关(guan)重要的(de)(de)(de)影响。

编制投标文件

国(guo)际工(gong)程项目投标文(wen)件(jian)的编制是在充(chong)分的调查研究、现场(chang)考察、消化招标文(wen)件(jian)的基础上完成，还要重点研究如下几(ji)个问题，以(yi)利于做(zuo)好(hao)编制投标文(wen)件(jian)的工(gong)作。

一、资金来源和支(zhi)付的币种

在国(guo)际工程(cheng)项(xiang)目的(de)(de)投标(biao)中，要结合业主支付(fu)的(de)(de)币种(zhong)，考(kao)虑硬(ying)通货币或美元(yuan)(yuan)与项(xiang)目所(suo)在国(guo)当地币的(de)(de)比(bi)例(li)(li)。一般情(qing)况下，硬(ying)通货币或美元(yuan)(yuan)所(suo)占(zhan)的(de)(de)比(bi)例(li)(li)越(yue)大(da)越(yue)好。因(yin)为进口(kou)材料、设备(bei)都必须用(yong)硬(ying)通货币或美元(yuan)(yuan)来支付(fu)，而当地币主要用(yong)于购买工程(cheng)项(xiang)目所(suo)在国(guo)地方材料、设备(bei)以及(ji)支付(fu)当地人工工资(zi)，所(suo)占(zhan)的(de)(de)币种(zhong)比(bi)例(li)(li)应该越(yue)小越(yue)好。

二、调价公式及其运用

在(zai)(zai)国(guo)际(ji)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)项(xiang)目中对(dui)于工(gong)(gong)(gong)程(cheng)(cheng)(cheng)规(gui)(gui)模较(jiao)(jiao)(jiao)大(da)、工(gong)(gong)(gong)期较(jiao)(jiao)(jiao)长或(huo)较(jiao)(jiao)(jiao)复杂的(de)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)，应力争采用(yong)(yong)调(diao)(diao)价(jia)(jia)公式，对(dui)于工(gong)(gong)(gong)程(cheng)(cheng)(cheng)规(gui)(gui)模小、工(gong)(gong)(gong)程(cheng)(cheng)(cheng)工(gong)(gong)(gong)期较(jiao)(jiao)(jiao)短、较(jiao)(jiao)(jiao)简单(dan)的(de)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)项(xiang)目均不采用(yong)(yong)调(diao)(diao)价(jia)(jia)公式。为(wei)此，在(zai)(zai)国(guo)际(ji)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)投标(biao)(biao)时要(yao)首先确认招标(biao)(biao)文(wen)件中是否有调(diao)(diao)价(jia)(jia)公式，并(bing)要(yao)弄(nong)清(qing)楚调(diao)(diao)价(jia)(jia)的(de)起始点(dian)及(ji)结束时间，并(bing)在(zai)(zai)投标(biao)(biao)书(shu)中标(biao)(biao)明(ming)物(wu)价(jia)(jia)基数，便于调(diao)(diao)价(jia)(jia)公式在(zai)(zai)项(xiang)目施(shi)工(gong)(gong)(gong)中灵活(huo)运用(yong)(yong)。在(zai)(zai)满足工(gong)(gong)(gong)期和质量的(de)前提下，根(gen)据(ju)物(wu)价(jia)(jia)及(ji)人(ren)工(gong)(gong)(gong)工(gong)(gong)(gong)资价(jia)(jia)格变化的(de)情况(kuang)，适当(dang)控制工(gong)(gong)(gong)程(cheng)(cheng)(cheng)施(shi)工(gong)(gong)(gong)进度的(de)节奏。如中国(guo)某公司在(zai)(zai)承担 K国(guo)住宅区(qu)项(xiang)目的(de)实施(shi)中，由于在(zai)(zai)投标(biao)(biao)书(shu)中标(biao)(biao)明(ming)了物(wu)价(jia)(jia)基数，业主也批准使用(yong)(yong)调(diao)(diao)价(jia)(jia)公式。该公司在(zai)(zai)施(shi)工(gong)(gong)(gong)管理中灵活(huo)运用(yong)(yong)调(diao)(diao)价(jia)(jia)公式，根(gen)据(ju)当(dang)地物(wu)价(jia)(jia)及(ji)人(ren)工(gong)(gong)(gong)工(gong)(gong)(gong)资上涨和下降的(de)幅度，适当(dang)放缓(huan)或(huo)加快(kuai)施(shi)工(gong)(gong)(gong)进度，尽量在(zai)(zai)调(diao)(diao)价(jia)(jia)系数高的(de)期间多出产值，创造(zao)了项(xiang)目的(de)利润(run)。

三、核(he)准工程(cheng)量

一(yi)般情况下(xia)，招标(biao)(biao)(biao)(biao)(biao)文件都明(ming)确(que)(que)给出了工(gong)(gong)(gong)作范(fan)围和工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)清(qing)单(dan)(dan)，大部分(fen)项(xiang)目(mu)采用(yong)单(dan)(dan)价(jia)(jia)(jia)结算，也(ye)有(you)个(ge)别总价(jia)(jia)(jia)项(xiang)目(mu)。因此(ci)，对工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)清(qing)单(dan)(dan)按照招标(biao)(biao)(biao)(biao)(biao)图纸进(jin)行复核(he)十(shi)分(fen)重要。在(zai)国(guo)际(ji)(ji)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)项(xiang)目(mu)投标(biao)(biao)(biao)(biao)(biao)报(bao)(bao)价(jia)(jia)(jia)中(zhong)，只有(you)认真复核(he)招标(biao)(biao)(biao)(biao)(biao)文件提(ti)供的(de)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)，才能(neng)确(que)(que)定选择(ze)不(bu)平衡(heng)报(bao)(bao)价(jia)(jia)(jia)的(de)方式。其思路是：如(ru)果工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)清(qing)单(dan)(dan)中(zhong)单(dan)(dan)价(jia)(jia)(jia)项(xiang)目(mu)的(de)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)比实际(ji)(ji)工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)小很(hen)多，则可(ke)以(yi)按照适当偏(pian)高(gao)的(de)单(dan)(dan)价(jia)(jia)(jia)进(jin)行编(bian)制；反(fan)之则按照适当偏(pian)低的(de)单(dan)(dan)价(jia)(jia)(jia)编(bian)制，这样使总价(jia)(jia)(jia)不(bu)至于(yu)过(guo)(guo)高(gao)，使报(bao)(bao)价(jia)(jia)(jia)具有(you)竞争力，还可(ke)以(yi)为(wei)中(zhong)标(biao)(biao)(biao)(biao)(biao)后(hou)(hou)的(de)实施(shi)创造更多的(de)利(li)润留下(xia)伏笔。但单(dan)(dan)价(jia)(jia)(jia)不(bu)能(neng)过(guo)(guo)高(gao)，否(fou)则有(you)可(ke)能(neng)在(zai)后(hou)(hou)期合同谈判或中(zhong)标(biao)(biao)(biao)(biao)(biao)后(hou)(hou)被业主或工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)师发现，业主要求调整(zheng)单(dan)(dan)价(jia)(jia)(jia)或者利(li)用(yong)他的(de)权利(li)采用(yong)变更的(de)方式取消该单(dan)(dan)价(jia)(jia)(jia)项(xiang)目(mu)。对于(yu)总价(jia)(jia)(jia)项(xiang)目(mu)，如(ru)果工(gong)(gong)(gong)程(cheng)(cheng)(cheng)(cheng)量(liang)清(qing)单(dan)(dan)中(zhong)，有(you)严重偏(pian)差或者有(you)漏项(xiang)等对承包商(shang)严重不(bu)利(li)的(de)情况，则必(bi)须提(ti)澄清(qing)或在(zai)投标(biao)(biao)(biao)(biao)(biao)文件中(zhong)予以(yi)说(shuo)明(ming)，否(fou)则承包商(shang)会(hui)因此(ci)招致(zhi)重大的(de)经济(ji)损失。

　四、优化施工(gong)组织设计

在(zai)国际(ji)工(gong)(gong)(gong)(gong)程(cheng)项(xiang)(xiang)目(mu)的(de)(de)(de)投(tou)标(biao)(biao)(biao)中，招(zhao)标(biao)(biao)(biao)文件往往标(biao)(biao)(biao)明了(le)业主(zhu)对(dui)(dui)该项(xiang)(xiang)目(mu)初步的(de)(de)(de)工(gong)(gong)(gong)(gong)期(qi)(qi)安排，同时要(yao)(yao)(yao)求(qiu)(qiu)投(tou)标(biao)(biao)(biao)人(ren)不(bu)仅提(ti)(ti)供(gong)报价，还要(yao)(yao)(yao)求(qiu)(qiu)投(tou)标(biao)(biao)(biao)人(ren)提(ti)(ti)供(gong)工(gong)(gong)(gong)(gong)程(cheng)进度计(ji)划和施(shi)(shi)工(gong)(gong)(gong)(gong)方案(an)，业主(zhu)将(jiang)根据这些评价投(tou)标(biao)(biao)(biao)人(ren)是否采(cai)取(qu)了(le)充分的(de)(de)(de)合(he)(he)理措施(shi)(shi)，能否在(zai)中标(biao)(biao)(biao)后按(an)期(qi)(qi)完成(cheng)工(gong)(gong)(gong)(gong)程(cheng)承(cheng)包(bao)任(ren)务。然(ran)而，施(shi)(shi)工(gong)(gong)(gong)(gong)组织设计(ji)、工(gong)(gong)(gong)(gong)期(qi)(qi)和资源的(de)(de)(de)优(you)(you)化以及施(shi)(shi)工(gong)(gong)(gong)(gong)队伍的(de)(de)(de)选择不(bu)仅是招(zhao)标(biao)(biao)(biao)人(ren)的(de)(de)(de)要(yao)(yao)(yao)求(qiu)(qiu)，对(dui)(dui)投(tou)标(biao)(biao)(biao)人(ren)有(you)效(xiao)(xiao)竞标(biao)(biao)(biao)来讲更为重要(yao)(yao)(yao)。因为制定(ding)合(he)(he)理的(de)(de)(de)工(gong)(gong)(gong)(gong)期(qi)(qi)与施(shi)(shi)工(gong)(gong)(gong)(gong)进度计(ji)划，拟定(ding)合(he)(he)理的(de)(de)(de)资源投(tou)入，是承(cheng)包(bao)商确定(ding)施(shi)(shi)工(gong)(gong)(gong)(gong)方案(an)，获取(qu)效(xiao)(xiao)益最大化的(de)(de)(de)重要(yao)(yao)(yao)途径(jing)。可见，优(you)(you)化施(shi)(shi)工(gong)(gong)(gong)(gong)组织设计(ji)不(bu)仅对(dui)(dui)投(tou)标(biao)(biao)(biao)报价有(you)着很大的(de)(de)(de)影响，更与工(gong)(gong)(gong)(gong)程(cheng)成(cheng)本和工(gong)(gong)(gong)(gong)程(cheng)效(xiao)(xiao)益有(you)着密切的(de)(de)(de)关(guan)系。

其次，由于(yu)世界上不(bu)同地区与(yu)国(guo)家的(de)设(she)计(ji)咨询公司(si)使(shi)用的(de)设(she)计(ji)和(he)施(shi)(shi)(shi)工规范不(bu)同，各自的(de)设(she)计(ji)及施(shi)(shi)(shi)工理念有(you)较大(da)的(de)差别。所(suo)以(yi)在(zai)(zai)编制(zhi)投(tou)标(biao)文件、优化施(shi)(shi)(shi)工组织设(she)计(ji)时，一定不(bu)能只考虑和(he)局限于(yu)我国(guo)国(guo)内的(de)设(she)计(ji)及施(shi)(shi)(shi)工方式。否则，编制(zhi)的(de)投(tou)标(biao)文件或施(shi)(shi)(shi)工组织设(she)计(ji)，必然存在(zai)(zai)很(hen)大(da)的(de)偏差，从而导致(zhi)投(tou)标(biao)失利或给(ji)项目实(shi)施(shi)(shi)(shi)带来严重亏损。如(ru)中国(guo)某公司(si)在(zai)(zai)F国(guo)某污(wu)水处理厂项目投(tou)标(biao)中，招标(biao)文件的(de)依据为(wei)扩初设(she)计(ji)，并明(ming)确技术标(biao)准采(cai)(cai)用项目所(suo)在(zai)(zai)国(guo)标(biao)准。但(dan)在(zai)(zai)中标(biao)后，业(ye)主提供的(de)施(shi)(shi)(shi)工图却与(yu)招标(biao)文件的(de)扩初设(she)计(ji)不(bu)符，采(cai)(cai)用了(le)美国(guo)标(biao)准，钢(gang)筋含量(liang)超过招标(biao)文件中的(de)一倍，大(da)部分(fen)结构部位钢(gang)筋十(shi)分(fen)密集。另外(wai)，监理工程师要求钢(gang)筋只准搭(da)接，不(bu)允许焊接。该公司(si)被迫停工，提出质疑和(he)要求业(ye)主索赔(pei)。尽(jin)管业(ye)主最终同意给(ji)予补偿(chang)，但(dan)额外(wai)增加(jia)的(de)施(shi)(shi)(shi)工成(cheng)本还是高于(yu)投(tou)标(biao)报价的(de)预期。

五(wu)、分析竞(jing)争对手

由于国际工(gong)程项目投(tou)标竞(jing)(jing)争(zheng)(zheng)(zheng)(zheng)激烈，作为投(tou)标人必须做到知己(ji)知彼。首先，要了(le)解购买招(zhao)标文(wen)(wen)件(jian)和(he)(he)参加标前会的(de)(de)(de)单位，分析(xi)对手的(de)(de)(de)特(te)(te)点，并进行归类，从中(zhong)找(zhao)出(chu)有(you)(you)(you)代(dai)表性(xing)(xing)和(he)(he)特(te)(te)殊性(xing)(xing)的(de)(de)(de)竞(jing)(jing)争(zheng)(zheng)(zheng)(zheng)者(zhe)。然后，对这些竞(jing)(jing)争(zheng)(zheng)(zheng)(zheng)对手可(ke)能(neng)(neng)报(bao)出(chu)的(de)(de)(de)标价(jia)(jia)和(he)(he)中(zhong)标的(de)(de)(de)可(ke)能(neng)(neng)性(xing)(xing)进行分析(xi)和(he)(he)预测，不仅分析(xi)判(pan)断其合作伙伴、所(suo)(suo)选材(cai)料、设备(bei)厂(chang)家(jia)和(he)(he)产(chan)品，还应(ying)分析(xi)其心理状态，通过分析(xi)了(le)解对手与自己(ji)的(de)(de)(de)优势和(he)(he)劣势所(suo)(suo)在，从而使自己(ji)采(cai)取措施弥补劣势。如施工(gong)组织设计与技术(shu)方案是否有(you)(you)(you)独(du)到之(zhi)(zhi)处；材(cai)料设备(bei)选择(ze)等方面(mian)要投(tou)业主所(suo)(suo)好，力争(zheng)(zheng)(zheng)(zheng)得到业主方的(de)(de)(de)特(te)(te)别赏识。其次(ci)，对于有(you)(you)(you)制造(zao)厂(chang)商参加的(de)(de)(de)投(tou)标项目，因其具有(you)(you)(you)在设备(bei)价(jia)(jia)格(ge)(ge)上的(de)(de)(de)优势，所(suo)(suo)以(yi)作为投(tou)标人应(ying)在选择(ze)供货(huo)商方面(mian)特(te)(te)别慎重(zhong)，一般不应(ying)选择(ze)竞(jing)(jing)争(zheng)(zheng)(zheng)(zheng)对手的(de)(de)(de)产(chan)品，应(ying)另(ling)选在既(ji)产(chan)品上有(you)(you)(you)优势，又要在价(jia)(jia)格(ge)(ge)上有(you)(you)(you)竞(jing)(jing)争(zheng)(zheng)(zheng)(zheng)力的(de)(de)(de)厂(chang)家(jia)产(chan)品。总之(zhi)(zhi)，知己(ji)知彼，才能(neng)(neng)编制出(chu)有(you)(you)(you)特(te)(te)色的(de)(de)(de)投(tou)标文(wen)(wen)件(jian)，对有(you)(you)(you)效竞(jing)(jing)标能(neng)(neng)够(gou)起到事(shi)半功倍的(de)(de)(de)效果。

六、合理确定风(feng)险(xian)和利(li)润

风(feng)险和利润(run)一定(ding)要视项(xiang)目(mu)的(de)大(da)小、复(fu)杂的(de)程(cheng)度、不(bu)确定(ding)因(yin)素(su)的(de)多少来(lai)确定(ding)，不(bu)能盲(mang)目(mu)按百(bai)分比计列，更不(bu)能与其它投标人的(de)预计报价相(xiang)比。应综(zong)合付(fu)款条(tiao)件、报价所用货币种类、所供设备材料(liao)有无退税、施(shi)工(gong)(gong)周期(qi)(qi)长短来(lai)定(ding)夺。前期(qi)(qi)付(fu)款比例大(da)的(de)，不(bu)仅可(ke)减少贷款利息(xi)，也可(ke)以减少拖(tuo)期(qi)(qi)付(fu)款和货币贬值的(de)风(feng)险；报价所用币种比较坚挺的(de)汇(hui)率风(feng)险就小；工(gong)(gong)程(cheng)所供设备材料(liao)可(ke)以退税的(de)，利润(run)可(ke)适当降低(di)；施(shi)工(gong)(gong)周期(qi)(qi)短的(de)，风(feng)险系数可(ke)以降低(di)等。总之，报价计算工(gong)(gong)作要做(zuo)细，粗略计算和高(gao)估冒算的(de)做(zuo)法都不(bu)可(ke)取，只有这样才能力争在中(zhong)标的(de)基础上获取最大(da)的(de)利润(run)。

七、投标书要装(zhuang)帧美观

如前(qian)所述，国(guo)际工程项目(mu)投(tou)标(biao)(biao)(biao)需要(yao)投(tou)入人(ren)力(li)、物力(li)，做(zuo)大(da)量的(de)(de)(de)工作。每一个环(huan)节(jie)都要(yao)细致认真，打(da)印、装帧(zhen)(zhen)是(shi)整个标(biao)(biao)(biao)书编写(xie)的(de)(de)(de)最后一个环(huan)节(jie)，更不(bu)能(neng)忽(hu)视。图纸不(bu)清晰、印制(zhi)质量差、装帧(zhen)(zhen)不(bu)美观，会让招标(biao)(biao)(biao)人(ren)感觉是(shi)一份(fen)粗制(zhi)滥造(zao)的(de)(de)(de)标(biao)(biao)(biao)书，也会认为投(tou)标(biao)(biao)(biao)人(ren)没有能(neng)力(li)，对其能(neng)否胜(sheng)任(ren)项目(mu)的(de)(de)(de)建设任(ren)务产生怀疑(yi)态度(du)。因(yin)此，投(tou)标(biao)(biao)(biao)人(ren)一定要(yao)对已经付出很多辛(xin)苦(ku)的(de)(de)(de)投(tou)标(biao)(biao)(biao)书，最后在打(da)印、复(fu)制(zhi)、装订(ding)、包装等方面认真对待，做(zuo)到整洁美观。