中国投标者进入国际市场

AccesstoInternationalMarketsforChineseBidders中国投标者进入国际市场作者：JeffWoodhamsWorldTradeOrganisation世界贸易组织removaloftradebarriers清除贸易障碍goods货物services服务GPAGPAGovernmentProcurementAgreement政府采购协议advertising广告standards标准objective目标fairandequaltreatment公平合理的原则transparency透明度PracticalBarriers实际障碍testing测试certification认证confidence信心pricing定价FundingOrganisations融资组织havetheirownrules拥有自己的原则obtaincopies采取拷贝visitwebsites查看网站InternationalBidding国际招标mustfollowrulesoflendingorganisation(s)必须遵守借贷方的规则openadvertisingofrequirements通告采购要求trulyinternationalspecifications国际技术规范nodiscriminationongroundsofnationality非歧视InternationalBidding国际招标pre-qualification资格预审strictimpartialityandobjectivity公平客观MajorProjects大型项目withexceptionalcases21.421.936.578.678.163.5020406080100currentcostsconstantcostsscheduleslipproblems问题noproblem无问题根据异常情况本期成本固定成本预定下降量MajorProjects大型项目withoutexceptionalcases17.418.12982.681.971020406080100currentcostsconstantcostsscheduleslip无异常情况本期成本固定成本预定下降量SourceofProblems问题来源client/engineerBureaucracy官僚客户/工程师Delays延误Changes更改contractor/supplierlabourdisputes劳动力分配承包人/供应商technical/manufacturingproblems技术/生产问题shipping/transportationdifficulties运输/交通困难SourceofProblems问题来源externaleventse外部事件naturaldisasters自然灾害civilturmoil国内骚动Accidents意外事件EarlyTrackingofProspects潜在客户的早期跟踪OfficialPublications官方出版物ContactswithinClients客户联系Press(local,national,international)媒体（地方、国家、国际）Internet因特网CallforBids招标通告Notice通告OpenBidding公开招标RestrictedBidding限制招标Prequalification资格预审BiddingDocuments招标文件payment付款language语言completeness完善性BondsandGuarantees保证金和担保bidbonds投标保证金performancebonds履约保函maintenancebonds/warranty维护保证/担保Guarantees担保EscalationClauses变动条款PD=P0[0.1+0.9(0.6LT1/L0+0.4MT2/M0)]choiceof0,T1&T2critical0、T1和T2关键值的选择definesuitableindicesclearly清楚定义适当指标agreeonpublicationdateforindices同意指标的公布日期caterforindexbeingreplaced适应被更换的指标EscalationClauses变动条款60/40ratiolabour/materialsmaybealtered可以改变60/40的劳动力/原材料比率10%fixedelementmaybealtered可以改变10%的固定因素useformulaforwardsorbackwardsintime及时使用前面或后面的公式BEAMAissimilarinprinciple原则上BEAMA是相同的Pricing-OtherPoints定价validity有效性exchangeraterisks汇率风险creditrating信用评级creditinsurance信用保险ClientConstraints客户限制nominatedvendors指定厂家sourcingpreferences寻找优惠来源bonds&guarantees保证金和担保projectfinance项目财务termsofpayment支付条款pricingschedules定价表EuropeanfirmsworkinginChina在中国运作的欧洲公司complainabout:有如下抱怨：lackofadvertising缺少广告weaknessofcontractdocuments合同文件的薄弱lackofimplementationofthelaw不履行相关法律EuropeanfirmsworkinginChina在中国运作的欧洲公司complainabout:有如下抱怨useofthelawonlyafterprocurement采购后才使用相关法律torendervoidProcurement,导致了无效采购EuropeanfirmsworkinginChina在中国运作的欧洲公司torescindstipulations取消有关规定torepealclauses取消有关条款ortoejectfromthemarket或退出市场EuropeanfirmsworkinginChina在中国运作的欧洲公司forexample例如Frenchfirmsinsistonimportanceofrelationship(moreusefulthanknowledgeofthelaw)法国公司坚持关系的重要性（比法律知识还有用）ConventiononCombattingBribery反对行贿受贿的条款Signedin19971997年签定inforceFebruary19991999那2月生效enforcescriminalisationofbribery加强了行贿受贿的调查