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To bid or not to bid: screening the Whorcop project

Author

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  • Cova, Bernard
  • Salle, Robert
  • Vincent, René

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.

Suggested Citation

  • Cova, Bernard & Salle, Robert & Vincent, René, 2000. "To bid or not to bid: screening the Whorcop project," European Management Journal, Elsevier, vol. 18(5), pages 551-560, October.
    • Handle: RePEc:eee:eurman:v:18:y:2000:i:5:p:551-560
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    Cited by:

    1. E Ballestero & C Bielza & D Pla-Santamaría, 2006. "A decision approach to competitive electronic sealed-bid auctions for land," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 57(9), pages 1126-1133, September.
    2. Oronzo Trio & Antonio Iazzi, 2017. "Consumers? preferences in the estate market: An explorative research on the residential product," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(3), pages 147-167.

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    Keywords

    Projects Bidding Project Marketing;

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