Addressing Pricing: Value Bidding for Engineers and Consultants

This paper presents a unique treatment of competitive bidding theory as applied to pricing engineering services. Unlike low-bid procurement, the selection of engineers and design consultants is often based on several factors such as quality, availability, reputation, resume, and references, and these criteria may or may not include price. From preliminary interviews, the authors conclude that there is a need for a systematic method of evaluating potential job opportunities and determining fair market prices. This hybrid model, Value-Bidding, refocuses the competitive bidding model from a fee-based selection criteria to a value-based selection criteria. Value-Bidding utilizes an established marketing research methodology, conjoint analysis, to establish the probability of winning based on multiple factors. The resulting analytical model enables engineers to analyze market conditions, evaluate client priorities, systematically track competitors, and optimize proposals, while maximizing the probability of winning, maximizing profit, and optimizing price.

• Availability:
  • Find a library where document is available. Order URL: http://worldcat.org/oclc/8675438
• Authors:
  • Sturts, Carrie S
  • Griffis, F H
• Publication Date: 2005-6-1

Language

• English

Media Info

• Media Type: Print
• Features: Appendices; Figures; References; Tables;
• Pagination: pp 621-630
• Serial:
  • Journal of Construction Engineering and Management
  • Volume: 131
  • Issue Number: 6
  • Publisher: American Society of Civil Engineers
  • ISSN: 0733-9364
  • EISSN: 1943-7862
  • Serial URL: http://ascelibrary.org/journal/jcemd4

Subject/Index Terms

• TRT Terms: Bids; Business administration; Construction industry; Consultants; Engineering services; Market research; Pricing; Value of service pricing
• Uncontrolled Terms: Value bidding
• Subject Areas: Administration and Management; Construction; Finance; Highways; I10: Economics and Administration; I50: Construction and Supervision of Construction;

Filing Info

• Accession Number: 01001232
• Record Type: Publication
• Files: TRIS
• Created Date: Jun 23 2005 6:59AM