To bid or not to bid: screening the Whorcop project

Bernard Cova, Robert Salle and René Vincent

European Management Journal, 2000, vol. 18, issue 5, 551-560

Abstract: 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. Consequently, the so-called screening of projects or pre-bid analysis appears to be a strategic procedure of paramount importance. It aims at solving 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 Whorcop project and then develops a tactic to win the bid.

Keywords: Projects; Bidding; Project; Marketing (search for similar items in EconPapers)
Date: 2000
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