the region have a ‘RAW’ orientation. Within these contracts we will search for opportunities, like shorten the construction time by good planning or use other cheaper or more sustainable materials.
- However because within the ‘RAW’ contract the client already prescribes which activities should be conducted and which materials should be used, it is not always possible to find these opportunities with regard to activities and materials. Therefore searching for opportunities alone is, for most of the tenders, not enough to be competitive. In order to improve this competitive position a discount on the total costs is offered to the client.
- An extensive and experienced tender team is allocated to this tender. There is no threshold value described for the acceptable costs of this tender team on this tender.
- A maximum discount on costs of 4% of the total costs for conducting the contract is offered to the client.
an additional discount on the execution costs of this tender. - A maximum discount on costs of 2%
of the total costs for conducting the contract is offered to the client. - When the costs of the tender team
exceeds 1 MIO €, approval of the tender is reviewed by the Board.
Wegen defends the opinion that a maximum discount of 2% on the total execution costs of the tender should be offered to the client. This because the average execution result is 3%, so with a discount percentage of 2% it is still possible to realize a positive financial result of 1%.
- It can be interesting to research the sensitivity of offering a specific percentage of discount to client with regard to number of tenders won and so with regard to the level of turnover.
23. The contract related to the tender has a long duration.
- When the contract related to the tender has a long duration there is a high priority for winning this tender.
- This high priority is a result of the fact that contracts with a long duration positively affect the security of income over time. The security of income over time is an important aspect because in the winter months there are less tenders on the market, which can negatively affect the realization of the target levels of turnover and financial result.
- A high priority for winning the tender results in a high need for distinguishing ourselves from the competitors. This high need for distinguishing ourselves results in a search for opportunities within the tender specifications and offering a discount on the total costs for this tender. - Most of the contracts related to the tenders in
the region have a ‘RAW’ orientation. Within these contracts we will search for opportunities, like shorten the construction time by good planning or use other cheaper or more sustainable materials.
- However because within the ‘RAW’ contract the client already prescribes which activities should be conducted and which materials should be used, it is not always possible to find these opportunities with regard to activities and materials. Therefore searching for opportunities alone is, for most of the tenders, not enough to
- When the contract related to the tender represents a long duration and a high turnover level, there is a high need to distinguish ourselves from competitors for this tender.
- This high need to distinguish ourselves from the competitors results in the allocation of an experienced and extensive tender team on this tender and the offer of an additional discount on the execution costs of this tender. - An extensive and experienced tender
team is allocated to this tender. There is no threshold value described for the maximum acceptable costs of this tender team on this tender. - A maximum discount on costs of 4% of
the total costs for conducting the contract is offered to the client.
- When the contract related to the tender represents a long duration and a high turnover level, there is a high need for BAM Wegen Zuidwest to distinguish themselves from competitors for this tender. - This high priority is a result of the
fact that contracts with a long duration positively affect the security of income over time. The security of income over time is an important aspect because in the winter months there are less tenders on the market, which can negatively affect the realization of the target levels of turnover and financial result.
- A maximum discount on costs of 2% of the total costs for conducting the contract is offered to the client. - When the costs of the tender team
exceeds 1 MIO €, approval of the tender is reviewed by the Board.
- There are for some tenders different perceptions about the maximum discount on the execution costs which can be offered to the client for this tender. Because the average market price level is around 10% beneath the cost price of BAM Wegen Zuidwest, in order to be competitive, BAM Wegen Zuidwest wants to offer the client a maximum discount of 4% on the total execution costs of the tender for attractive tenders. However BAM Wegen defends the opinion that a maximum discount of 2% on the total execution costs of the tender should be offered to the client. This because the average execution result is 3%, so with a discount percentage of 2% it is still possible to realize a positive financial result of 1%.
- It can be interesting to research the sensitivity of offering a specific percentage of discount to client with regard to number of tenders won and so with regard to the level of turnover.
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be competitive. In order to improve this competitive position a discount on the total costs is offered to the client.
24. There is a high probability for additional work in the future related to the current contract or for the same client.
- When the tender has a high probability for additional work in the future, there is a high priority for winning this tender.
- This high priority is a result of the fact that a high probability for additional work positively affects the realization of both the target levels of turnover and financial result.
- A high priority for winning the tender results in a high need for distinguishing ourselves from the competitors. This high need for distinguishing ourselves results in a search for opportunities within the tender specifications and offering a discount on the total costs for this tender. - Most of the contracts related to the tenders in
the region have a ‘RAW’ orientation. Within these contracts we will search for opportunities, like shorten the construction time by good planning or use other cheaper or more sustainable materials.
- However because within the ‘RAW’ contract the client already prescribes which activities should be conducted and which materials should be used, it is not always possible to find these opportunities with regard to activities and materials. Therefore searching for opportunities alone is, for most of the tenders, not enough to be competitive. In order to improve this competitive position a discount on the total costs is offered to the client.
- When the tender contains a high probability for additional work in the future, there is a high need to distinguish ourselves from competitors for this tender.
- This high need to distinguish ourselves from the competitors results in the allocation of an experienced and extensive tender team on this tender and the offer of an additional discount on the execution costs of this tender. - An extensive and experienced tender
team is allocated to this tender. There is no threshold value described for the maximum acceptable costs of this tender team on this tender. - A maximum discount on costs of 4% of
the total costs for conducting the contract is offered to the client.
- When the tender contains a high probability for additional work in the future, there is a high need for BAM Wegen Zuidwest to distinguish themselves from competitors for this tender.
- This high priority is a result of the fact that a high probability for additional work positively affects the realization of both the target levels of turnover and financial result. - A maximum discount on costs of 2%
of the total costs for conducting the contract is offered to the client. - When the costs of the tender team
exceeds 1 MIO €, approval of the tender is reviewed by the Board.
- There are for some tenders different perceptions about the maximum discount on the execution costs which can be offered to the client for this tender. Because the average market price level is around 10% beneath the cost price of BAM Wegen Zuidwest, in order to be competitive, BAM Wegen Zuidwest wants to offer the client a maximum discount of 4% on the total execution costs of the tender for attractive tenders. However BAM Wegen defends the opinion that a maximum discount of 2% on the total execution costs of the tender should be offered to the client. This because the average execution result is 3%, so with a discount percentage of 2% it is still possible to realize a positive financial result of 1%.
- It can be interesting to research the sensitivity of offering a specific percentage of discount to client with regard to number of tenders won and so with regard to the level of turnover
25. The current cumulative level of turnover is behind of schedule.
- When the current cumulative level of turnover is behind of schedule, there is a high priority for winning tenders.
- This high priority is a result of the fact that when the cumulative level of turnover is behind of schedule it will not be possible to cover the general costs of the business unit, which will negatively affect the realization of the target levels of financial result and turnover.
- This high priority for winning tenders will result in offering an additional discount on costs to the client.
- When the current cumulative level of turnover is behind of schedule, there is a high need to distinguish ourselves from competitors for this tender.
- This high need to distinguish ourselves from the competitors results in the offer of an additional discount on the execution costs of this tender. - A maximum discount on costs of 4% of
the total costs for conducting the contract is offered to the client.
- When the current cumulative level of turnover is behind of schedule, there is a high need for BAM Wegen Zuidwest to distinguish themselves from competitors for this tender. - A maximum discount on costs of 2%
of the total costs for conducting the contract is offered to the client.
- For some tenders there are different perceptions about the maximum discount on the execution costs which can be offered to the client for this tender. Because the average market price level is around 10% beneath the cost price of BAM Wegen Zuidwest, in order to be competitive, BAM Wegen Zuidwest wants to offer the client a maximum discount of 4% on the total execution costs of the tender for attractive tenders. However BAM Wegen defends the opinion that a maximum discount of 2% on the total
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execution costs of the tender should be offered to the client. This because the average execution result is 3%, so with a discount percentage of 2% it is still possible to realize a positive financial result of 1%.
- It can be interesting to research the sensitivity of offering a specific percentage of discount to client with regard to number of tenders won and so with regard to the level of turnover - It can be interesting to develop
scenario’s for when the strategic cumulative level of turnover is behind of schedule. Which percentage of discount is acceptable?
26. The business unit has positive experiences with the client.
- When the business unit has positive experiences with the client, there is a high priority for winning this tender. This high priority is a result of the fact that, because of the positive experience, there is a match between our strategy to win and the client’s expectations. This match can positively affect the chance of winning the tender, the improvement or preservation of the customer relationship and the realization of the financial target levels of turnover and financial result. - A high priority for tenders in which there are
positive experiences with the client, will result in the allocation of an experienced and extensive tender team.
- No discount on costs is offered to the client.
- When the business unit has positive experiences with the client, there are possibilities to distinguish ourselves from competitors for this tender. - These possibilities to distinguish
ourselves from the competitors results in the allocation of an experienced and extensive tender team on this tender - There is no threshold value described
for the maximum acceptable costs of this tender team on this tender.
N/A No issues.
27. There are opportunities within the tender or related contract.
- When there are opportunities within the tender or related contract, there is a high priority for winning this tender. This high priority is mainly a result of the fact that because of these opportunities it is possible to distinguish ourselves from the competitors, which will positively affect the chance of winning the tender.
- A high priority for tenders in which there are many opportunities will result in the allocation of a highly qualified and extensive tender team on this tender. This team is given the prospect to further identify and elaborate the opportunities. Identifying and elaborating the opportunities within the contract can positively affect the
- When there are opportunities within the tender or related contract, there is a high priority for winning this tender. - This high priority is a result of the fact
that because of the opportunities within the tender it is possible to distinguish ourselves from competitors.
- This high priority results in the allocation of a highly qualified and extensive tender team on this tender. - There is no threshold value described
for the maximum acceptable costs of this tender team on this tender. - There won’t be offered a discount on
the total costs for conducting the
N/A No issues.
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degree of performance, the relationship with the client, the realization of the target level of turnover and the realization of the target level of financial result.
- For tenders in which there are many opportunities, no additional discount on costs is offered to the client.
contract.
28. There is an ongoing project in the direct environment of the tender.
- When there is an ongoing project in the direct environment of the tender, there is a high priority for winning this tender. This high priority is a result of the fact that it is possible to distinguish ourselves from the competitors by offering a low price. Because there is an ongoing project in the direct environment of the tender, it is possible to share resources between this tender and ongoing project which will positively affect the realization of a low price.
- A high priority for tenders located nearby ongoing projects results in the allocation of an experienced and extensive tender team on this tender. This tender team is able to search for opportunities related to the simultaneously use of resources between the tender and ongoing project.
- No extra discount on costs is offered to the client.
- When there is an ongoing project in the direct environment of the tender, there is a high priority for BAM Wegen Zuidwest to win this tender. - This high priority is a result of the fact
that because of the possibilities to share resources among the tender and ongoing project, it is possible to distinguish ourselves from competitors within this tender.
- This high priority results in the allocation of a highly qualified and extensive tender team on this tender. - There is no threshold value described
for the maximum acceptable costs of this tender team on this tender. - There won’t be offered a discount on
the total costs for conducting the contract. N/A No issues. 29. The proportion of ‘MEAT’ criteria prescribed within the tender specifications is higher than 15% of the total criteria.
- When the proportion of ‘MEAT’ criteria within the tender specifications is higher than 15% of the total criteria, there is a high priority for winning this tender. This high priority is mainly a result of the fact that, because of these ‘MEAT’ criteria, it is possible to distinguish ourselves from competitors by elaborating these criteria based on our own knowledge and experience. The possibility to distinguish ourselves will positively affect the chance of winning the tender, the relationship with the client and the realization of the target levels of turnover and financial result. - A high priority results in the allocation of an
experienced and extensive tender team on the tender. This tender team is able to formulate a vision and approach for the elaboration of the ‘MEAT’ criteria.
- There will not be offered an additional discount on costs to the client.
- When the proportion of ‘MEAT’ criteria is higher than 15% of the total criteria, there is a high priority for BAM Wegen Zuidwest to win this tender. - This high priority is a result of the fact
that because of the ‘MEAT’ criteria, it is possible to distinguish ourselves from competitors within this tender. - This high priority results in the allocation
of a highly qualified and extensive tender team on this tender. - There is no threshold value described
for the maximum acceptable costs of this tender team on this tender. - There won’t be offered a discount on
the total costs for conducting the contract.
- The percentage of ‘MEAT’ criteria within the tender criteria should at least be 15%, else it is not possible to distinguish
- In line with risk appetite of BAM Wegen Zuidwest.
- When the costs of the tender team exceeds 1 MIO €, approval of the tender is reviewed by the Board.
No issues.