To bid or not to bid : screening the whorcorp project
- 2000
A major decision for a company selling projects-to-order is to decide whether to bid or not on a specific project. Bidding for a project, usually through a competitive bidding process, involves both a huge expense in preparing the answer to the bid and an important mobilisation of resources that can be damaging for other company businesses. Consequentely, the so called screeenig of projects or prebid analysis apperas to be a strategic procedure of paramount mportance. It aims at solvind the bid/no bid or go/no go dilemma experienced by the company faced with each project. It constitutes the basis for designing the marketing action of the company on the project in a bidding or solution fashion. In this article, we will explore the case of the Catalu shipyard which screens the whorcorp project and then develop s a tactic to win the bid