Business consulting is a marketing business, and bidding process is foremost important procedure for marketing behavior and survive of consulting firm. Failure in bidding process means failure in business, especially for Chinese business consulting firm, because that state-own company occupy largest portion of consulting business that must goes to bidding process in accordance with regulation. Nevertheless, bidding process for state-own enterprise outsourcing is difficulty and risk taking, and some special consideration must keep in mind during whole process.
Bidding Price. Think careful about what benefit client cares about most and what price can satisfied the need. Do not just think about yourself and your benefit，do not think about how much should earn from the bidding project, instead, think deeply about what value you can offer to help your client and put yourself in client’ shoe. Most bidding process fails because at beginning of the process consultant only think about how much money they should earn and calculate price by cost plus profit. When ignore client need and request and only think about profit, bidding process must be comes to nothing.
Relationship and information gathering. Businesses consulting is a trust business, without trust, costumer fear to choose partner even if price is OK. So establish firmly relationship with economic buyer is of vital important because he holds final voice about whether use or not use your service. Gathering necessary information about rule of bidding process to facilitated decision making.
Influence. Business consulting or management consulting now is highly restricted in Subsidiaries of some state-own firm, and chance for management consulting lies in headquarters, and which makes some consulting firm on the losing edge. Therefore, it is imperative to enlarge influence and have a voice in state-own headquarters to participate the precious chance.
Bidding process is a brutal process for business consulting, winner is those who put client first and with tract recorder of trustworthy. Remember that bidding process is a natural selection process and survive the fittest.