Contractors' competition strategies in bidding: Hong Kong study

Yongtao Tan*, Liyin Shen, Craig Langston

*Corresponding author for this work

Research output: Contribution to journalArticleResearchpeer-review

23 Citations (Scopus)

Abstract

Selecting an appropriate competition strategy in bidding is the ambition of most contractors. The multiple requirements of clients encourage contractors to consider other strategies to deliver additional benefits besides offering a low-price bid. Offering low bids will reduce contractors' profits and potentially make development less attractive. Contractors need to understand their specific resources that generate competitive advantage and accordingly develop strategies to win contracts. This paper reports the findings from a recent survey on competition strategies in the Hong Kong construction industry. Thirteen typical bidding strategies, their used frequency in bidding, and their effectiveness for winning contracts of different types and between different groups of contractors are studied. The analysis of findings is explored to provide local contractors and clients with new insights into competition strategies in bidding.

Original languageEnglish
Pages (from-to)1069-1077
Number of pages9
JournalJournal of Construction Engineering and Management - ASCE
Volume136
Issue number10
DOIs
Publication statusPublished - Oct 2010

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