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After more than ten years of rapid development in the LED lighting industry, LEDs have improved qualitatively in terms of lamp efficiency and reliability, and the number of enterprises has grown to tens of thousands. Every time more than one million LED lighting project bidding, the number of participating bidders is as few as dozens, and there are more than one hundred, which is completely white. At present, the possibility of LED lighting companies bidding for bids with a single power saving rate or low price is getting smaller and smaller. How to grasp the first opportunity in the bidding and improve the bidding success rate is a major problem for each LED manufacturing enterprise to survive. Based on the experience of bidding and bid evaluation for many years, the author will prepare the bidding documents and how to meet the needs of the owners in order to achieve the goal of winning the bid. Suggestions and comments are as follows. 1. Communicate before the standard 1. Understand the requirements of the owner. Pre-standard communication is the most important to improve the bidding rate. First, we must measure whether the product or installation capability of the factory meets the requirements according to the needs of the owner. If the key items do not meet the requirements of the bidding, it is recommended to abandon the bidding to avoid wasting manpower and material resources. In addition, you can also purchase the tenders to master the mainline content of most of the owners' needs, carry out technical upgrades on the products of the company, and fill in the missing certificates, reports, statements and other written materials as soon as possible to meet the needs of the subsequent market bidding. 2. Provide advice. A project is not just a surface LED lighting product, but most lighting engineering projects LED lighting is only a small part. Today, LED technology is developing rapidly. Industry insiders may not fully understand the cutting-edge technology of LED links. It is even more impossible for owners to understand the performance, advantages and disadvantages of various lighting products in the lighting industry. The bidder should give instructions and guide it correctly. . Large enterprises win with credibility and quality, and small enterprises compete for quality services. However, you cannot use your professional expertise to mislead the owner and achieve the goal of winning the bid. For example, the arrangement of the light source chip array or the COB integrated package is difficult to say. If you despise others too much, it will be unfavorable to yourself. This is also unfair and unsustainable for the owners. 3. Provide technical parameters or services. The owner needs to do a lot of work in the early stage of the preparation of the bidding documents, especially the grasp and understanding of the LED product market. If the bidding company has contact with the owner, it can take the owner to visit the production, R&D, testing and other aspects to understand the production process and provide more advanced product technical parameters to help the owner to improve the bidding documents. This is very important for the bidder to grasp the opportunity. Second, the preparation of the tender 1, to respond to the terms of the tender. In the bidding document, a table shall be listed, indicating the page number of the content corresponding to the terms of the business standard and the technical standard, which is convenient for the reviewing expert to search. When the bid evaluation often occurs when the expert scores an answer clause, the content of the answer cannot be found. After reading the thick bid for several times, it is difficult to imagine that the bidding company can get this clause. High scores. 2. Each of the technical standards must respond. In short, it is to ask what, what is the specific answer, can not cloud the clouds, and do not know what to say. And the answer should be in accordance with the order of the bidding documents, and try to attach strong certificates such as certificates, statements, reports, contracts, invoices, photos, etc. For technical clauses that cannot respond, the deviation table should be indicated and the reason should be explained (sometimes the technical parameters are higher than the original design requirements). 3. Don't make low-level mistakes. To write a tender, you should carefully read the terms and conditions of the tender. After writing and finishing, you should carefully check whether there are loopholes in the bidding documents. It is best to check with the experienced personnel. Most people who have a bidding experience know that each bid has an unsatisfactory place, but must not make a low-level mistake. For example, a company's bid is due to the rush of time to miss the legal person or the legal person's authorized person to sign; the completion period of a company's bidding project is 2014, and no careful inspection is mistakenly written as 2114; a company's sample packing list is another company's The manual allows the review experts to face each other. It is a pity that the bid is abolished because of a low-level error. 123