Case study on Business Development Through Bid

Management Technique of a company GPPL in

Delhi city
By Rahul Razdan, NIMS University
2019

ABSTRACT
This paper mainly focuses on hoe the bidding processes are going in the
company and what are the types of tenders they are using to improve their
business development. The research enquiry focuses specifically on the
bidding phase of the project and gains a unique perspective of this phase
through primary data that are considered very rare to acquire. Using
associate inductive approach involving each multiple interviewing associated
an in-depth reflective workshop, and through drawing upon the marketing
literature, the insight gathered from both the winner and loser reveals
completely different selling ways utilized by major business acquiring
organizations further as causative to the comparatively undiscovered space of
bid management. I have also focused the main activities of bid management
procedure for Engineering, Procurement and Construction (EPC) of large
scale projects. GPPL has been in the business of EPC projects in the real-
estate, hotels etc .I have tried to bring out the gist of their business
development philosophy and techniques of bid management in winning the
mega projects

INTRODUCTION

Bid management is the process by which the completion of PQQs and ITTs
is managed. It is everything from ensuring compliance; to responding to
questions.The process begins even before the release of a potential contract.
A bid manager will prepare supporting documents, model answers and case
studies of previous contracts. These can be work-shopped and quality
assured in order to guarantee the strongest possible bid. Once a PQQ or ITT
is released the bid manager will assess the company for compliance and
begin gathering all the required information to respond to the questions.
Following this the submission can be completed.

However, the process does not end there. An effective bid manager will
follow up on the bid and, regardless of the result, will request feedback in
order to improve future submissions.

I have worked closely with the business development team of GPPL under
the supervision the Manager of the Team, Mr. Sandeep and participated in
preparing number of bids and winning of a mega projects.

Gurutech Projects Private Limited Company (GPPL)” is one of the leading

EPC (Engineering, Procurement, and Construction) contractors which started
its journey with a view to supporting growing infrastructural needs of the
country. With extensive of experience in this field, the GPPL Team
envisioned the gap in market for quality engineering and construction
companies and foreseen potential growth opportunity in power, telecom and
infrastructures

PROCESS OF BID MANAGEMENT

Research and Planning

Preparing the Bid

Submit the Bid

Presentation Platform

Getting the Contract Award

1. Research and Planning
This step takes the time to determine your company's qualifications to fulfill
the wants of the project. It is important to grasp that your company has the
expertise and resources to meet the wants of a serious contract. In the
analysis and coming up with section, look at your own business plan as a
resource for information. Use contract bid-request info, and then pull out
relevant details from your own business plan and perfect it for the project.
Do further research on the company, putting out the bid request to
understand the mission and vision of the company. You will use all of this
info to structure your bid in an exceedingly method that's tailored to the
wants of the request.

2. Preparing the Bid

Creating the bid needs made-to-order your business arrange to highlight
however your company is in a position to meet the bid request. Consider the
prices of materials, time frame and labor needed to complete the bid.
Remember that a bid is not always given to the lowest price but is given
instead to the company best able of serving the needs of the bid. Go through
the prices, make sure they are accurate and justify the costs, based on project
needs. Be clear on whether or not you're providing discount or premium
services and why that's useful for the project

3. Submit the Bid

Most government agencies seeking a RFP or a Request for Quote (RFQ)
utilize online portals to submit bids. Make sure you learn the way the portals
work which the submission goes to the proper place with the right
documentation connected in one combined PDF file. The native tiny
Business Administration (SBA) could be a sensible resource to assist
navigate government systems. If the bid is for a company within the non-
public sector, establish the most effective technique of bid delivery. While
digital formats area unit wide accepted as a result of they're simply
distributed to stakeholders, some organizations may need written bids.
Follow their rules to establish your professionalism.
4. Presentation Platform
If you've got done all the go through properly rating and submitting the bid,
you will have a chance to satisfy with the deciding team reviewing the bid.
In today's digital world, expect to gift face to face or via on-line conferences.
Be ready to answer questions on the bid, give extra details concerning rating
or timelines. This is often the stage where you might be asked if this is your
"best and final" bid. Make a call if there's any space for changes and inform
the cluster that you simply will give a revised bid if necessary. Be sure to
detail what changes for a cheaper price whether or not it's quality of
materials, the expertise of labor or the other issue touching the tip product.

5. Getting the Contract Award

Be sure to seek out out once the contract are awarded. While these timelines
area unit subject to alter, you will need to line your calendars and supply
yourself enough time to create the mandatory preparations to meet the
contract. Awarding agencies are not progressing to expect a project begin|to
begin out|to begin} straight off when the award however you may ought to
start the dialogue on setting start dates. Stay in communication together with
your agency lead, note any requests for changes in scope and provide
adjustments to the contract for them. Be skilled and deliver on time to extend
your probabilities for future bidding awards.

RESEARCH METHODOLOGY

TYPE OF RESEARCH

The type of research that will be used in this study is exploratory and
descriptive research. Exploratory research is defined as a research used to
investigate a problem which is not clearly defined. It is conducted to have a
better understanding of the existing problem, but will not provide conclusive
results. For such a research, a researcher starts with a general idea and uses
this research as a medium to identify issues that can be the focus for future
research.

Along with questionnaires that will be given out to respondents for the
statistical representation of the findings in the study, interviews with the
respondents and a few experts in this field will also be conducted.
 SAMPLING METHOD
The research sampling method that will be used in this study is random
sampling to obtain a more scientific result that could be used to represent the
current situation

From 200 vendor’s, 167 were picked through random sampling. The
Gurutech Projects Private Limited Company (GPPL) in these 167 vendor’s
will then be the target source of respondents of the researcher. A letter of
consent will also be sent to them along with a sample copy of the
questionnaire that will be used, as well as the protocol of the researcher.

DATA COLLECTION

This study involves both exploratory as well as descriptive case study

approach. Both primary and secondary methods are used to collect
information.

For present study, Primary data are collected by field visits, observation and
a set of self- structured questionnaire to be filled by employees. A number of
questions concerning to various factors associated with bidding situation are
framed with a view to assess the level of satisfaction and these questions are
in proper sequence. Prior to filling of questionnaire clear instruction was
given regarding the allocation of answers.

Secondary data will be collected through book, journals, articles, reports,

periodicals and internet, etc.

1) Overall Research design Exploratory and Descriptive research

2) Source of Data 1) Primary data

2) Secondary data
3) Sampling Method Random Sampling Method
4) Sample size 200 vendor’s applied in GPPL
5) Tools of Data Collection Self- structured questionnaire, interviewed
and observation
RESEARCH ANALYSIS AND INTERPRETATION

80%
35% 35%
70%

60%

50%
18%
40%
12%
10% 10%
30%

20%

10%

0%
HR Labour Service Business EngineerOperations

Table: - % vendor’s satisfaction about Bid management

Over all the vendor’s satisfaction ratio is 70% which are very high
35% are belong form engineering department where 35 % are from
operations department
 Table:-Vendor’s satisfaction dimension

Si Vendor’s satisfaction
5* 4* 3* 2* 1*
No. dimensions

1. Tendering method 20 50 10 10 10

2. Tendering duration 60 30 10 0 0
3. Tendering price 60 10 10 20 0
4. Contract management 50 30 10 5 5
Organization culture and size
5. 20 50 10 5 5
Strategic awareness and
6. 10 50 20 10 10
perspective
7. Financial Condition 30 50 5 10 5
8. Managerial ability 10 70 10 5 5
Follow up information
9. 30 60 5 5 0
Relationships with consultants
10. 70 20 5 5 0
Promptness of Doctors
11. 80 15 0 10 0
Type of contracts(lump sum/
12. D&B/) 27 50 5 5 3

Type of project (Residence

13. 40 50 0 10 0
/Office /Hotel)
14. Environment protection plan 15 45 10 20 10
Capability of gathering and
processing information of new
15. 10 30 35 25 0
projects/contracts

16. Site clearance of obstructions 10 55 5 25 5

 Table : Overall Vendor’s satisfaction level

Overall satisfaction level of vendor’s % of vendor’s

Satisfied 70 %
Not Sure 20 %
Not satisfied 10%

80

60

40

20

0
Satisfied Not Sure Not Satisfied

Out the 167 samples, 70% respondents indicated that they were satisfied with
BIDDING & TENDRING process, 20% respondents were not sure about the
process and 10% does not know anything about these processes

SUGGESTION

 The company should also use the different types of tender.

 The company should make different venders.

 The company should also use the Bid Manager.

 They should also check the other business houses and people from related
field

 New development program should be use

 The company should also work on the bidding process

 References & Resources:
· Personal Interview with all functions

· Personal investigation and observations

· Furniture catalogue

· Labor ,market ,Related business person, Raw material Provider comments

· Internet resources as under:

· Bid Preparation Guidelines

WEB REFERENCE
1. http://www.scribd.com
2. www.linkdin.com
3. www.gurutechprojects.com
4. www.google.com