Launching Bidding Process for BMS MDI Project

1、launching bidding process for bms mdi project submitted by hu hongyestudent id number: w2005b2101b008supervised by shen qia paper submitted in fulfillment of the requirements of the degree of bachelor of artsthe institute of online education beijing foreign studies university2008-6-5 rev.2摘要德西尼布工程公司

2、是一家為工業(yè)裝置建設(shè)提供設(shè)計(jì)，采購，施工方面服務(wù)的頂級國際工程公司。他在中國上海設(shè)有分公司建成中國德西尼布（tc）。tc現(xiàn)在正在進(jìn)行一個(gè)碳化聚合物的項(xiàng)目，業(yè)主是拜耳材料公司。拜耳材料公司為了擴(kuò)大在中國的業(yè)務(wù)，又要投資一個(gè)聚胺酯的工廠。為了獲得聚胺酯的工廠這個(gè)項(xiàng)目和進(jìn)一步加強(qiáng)和拜耳材料公司的合作， tc公司依托現(xiàn)有項(xiàng)目優(yōu)化服務(wù)，加強(qiáng)溝通，專門組織了投標(biāo)項(xiàng)目組，啟動(dòng)了投標(biāo)程序。我作為主任土木工程師和其他同事一起接受了這項(xiàng)任務(wù)。本篇論文中，前期tc 公司通過整合和優(yōu)化人力資源，依托現(xiàn)有項(xiàng)目展開對在建項(xiàng)目審查會(huì)，swot分析，組織各員工對業(yè)主的單線交流以及公司內(nèi)部的討論， 最終確立了本項(xiàng)目的目標(biāo)和方向

3、。在中期的項(xiàng)目執(zhí)行過程中通過項(xiàng)目組織機(jī)構(gòu)表，進(jìn)度計(jì)劃表， 結(jié)合項(xiàng)目審查會(huì)等形式有效地保證了計(jì)劃得到有效的執(zhí)行。在后期的計(jì)劃評估部分，通過對執(zhí)行過程中形成的文件和執(zhí)行前后公司各方面狀況的比較，項(xiàng)目組對項(xiàng)目做出了客觀全面的評價(jià)。通過對此次項(xiàng)目的實(shí)施， 我們拿到了聚氨酯項(xiàng)目近期為公司攬到了一筆大業(yè)務(wù)，遠(yuǎn)期為公司鞏固了和一個(gè)能夠和值得長期合作的伙伴。與此同時(shí)也鍛煉了隊(duì)伍我們的團(tuán)隊(duì)通過這次實(shí)踐，明白了如何業(yè)主進(jìn)行有效的溝通；如何持續(xù)高水平地為業(yè)主提供服務(wù)；還有如何獲得業(yè)主客觀積極的評價(jià)。通過對此次計(jì)劃的實(shí)施，我們還意識(shí)到只有通過持續(xù)的高水平的服務(wù)才能夠贏得客戶；維持和現(xiàn)有客戶的有效的溝通、積極的互動(dòng)和發(fā)

4、展新客戶一樣重要。我們將及時(shí)總結(jié)經(jīng)驗(yàn)和吸取教訓(xùn)，不斷地提高業(yè)務(wù)水平，爭取服務(wù)好每一個(gè)業(yè)主，為業(yè)主做好每一個(gè)項(xiàng)目。關(guān)鍵詞：服務(wù)，溝通，業(yè)主，投資，執(zhí)行abstracttechnip engineering company is a top international engineering company, which provides engineering, procurement and construction services to set up new plants for clients all over the world. and one of its subsidiaries

5、 (technip china) is located in shanghai china. tc (technip china) is now engaged on building a large chemical pant (spc) for bayer material science (bms), an international chemical investment company from germany, as an epc (engineering, procurement, and construction) contractor. bms is expanding bu

6、siness and investing another large chemical plant (mdi) in china.this paper represents a detailed report of a project implemented by tc to improve communication with bms and settle further business. it is hypothesized that if tc improve communication with the client and let them know exactly what is

7、 our strength and passion, tc will continue the business with bms, and provide even better service in mdi. i am a lead engineer from tc and i will implement this project with my colleagues. it will take 8 weeks to complete this project from may 10 to july 10, 2007.this paper follows the project from

8、 problem identification and problem analysis, through project objectives and hypothesis setting, project rationale application, and project design, and finally to project implementation, and project evaluation.the aim and goal of my project is to improve communications with the clients and win the c

9、hance to continue the business in mdi. our objective is to make our staff fully understand the communication process, enable them closely working with the client, and make the client know exactly what are our strengths and intention.when we have reached our aim and objectives, it benefited both the

10、client and our company a lot.key words: technip； bms； mdi； business； service； communicationtable of contents1 introduction to bidding for mdi project11.1 project background11.2 project outline12 summary of the preliminary research22.1 problem22.2 problem analysis22.2.1 current situation of tc22.2.2

11、needs analysis43 project rationales and project hypothesis63.1 project rationale (relevant books, articles which related to subject)63.2 project hypothesis74 project design:74.1project objective(s)74.2 planning of activities74.2.1 activities planned to take place74.2.2 a critical path analysis of th

12、e activities94.2.3 people involved in the activities and their responsibilities104.2.4 time-scale of the activities104.2.5 cost consideration114.2.6 plan for the monitoring and evaluation of the project134.3 risk analysis concerning people, time and product and our proposed protective measures145pro

13、ject implementation and monitoring165.1 project implementation165.1.1 general introduction165.1.2 working steps of implementation1652 monitoring project176 project findings and discussion186.1 results of the project execution186.2 data analysis196.2.1 the previous problem analysis196.2.2 records of

14、the implementation of project196.3 result analysis207 conclusion20bibliography22appendix flowchart of the activities23appendix flow chart for critical path analysis of the activities 24appendix time scale of activities flow chart25appendix project progressive checklist26appendix project managers dia

15、ry27appendix project members daily report28appendix minutes of meeting (mom)29appendix project framework30appendix project team performance questionnaire311 introduction to bidding for mdi project 1.1 project backgroundtechnip engineering company is a top international engineering company, which pro

16、vides engineering, procurement and construction services to set up new plants for clients all over the world. technip come to china about 20 years ago. during the last 20 year, techip and its subsidiary- technip china (tc), which is located in shanghai china, have put up many chemical plants within

17、china for both international customers and domestic clients. and tc has a good reputation for its good technology, advanced management, experienced staff and excellent service.tc is now engaged on building a large chemical pant (spc) for bayer material science (bms), an international chemical invest

18、ment company from germany, as an epc (engineering, procurement, and construction) contractor. with the high-speed development of china, the need of chemical products grows greatly. so bms is now expanding chemical business and increasing investment in china to meet this situation meanwhile another l

19、arge chemical plant (mdi) will be put up just adjacent to spc site. 1.2 project outlinethe current situation is that the clients are basically satisfied with the work have done in spc but still complaints. if tc would like to get involved in the business of mdi, we shall make the clients have the si

20、milar intention. j. davidson frame says in his book the new project management that customer satisfaction is key element of any business. it was believed that if we improve service in spc project, minimize the complaints, and our staff will fully understand the communication process, can closely wor

21、k with the client, and make the client know exactly what are our strengths and intention; we definitely can win the mdi project.to carry out the project i read several books for studying how to analyze the problem. i did find out many specific methods for analysis including project review meetings,

22、face-to-face discussion, focus groups, brainstorming and swot analysis whose theoretical bases could be found in practical business project and proposal design (hilton, 2003). my project plan was based on the needs and wants analysis and the current situation of our company the financial resource, h

23、uman resource, and physical resource. this project was scheduled to be implemented from may 10 to july 10, 2007. the aim and goal of my project is to improve service in spc and go on with the co-operation in mdi project. this paper also used a series of monitoring and evaluating tools to ensure the

24、scheduled activities were fully carried out, which included project schedule, project progress checklist, project review meeting, test and so on. the special evaluation standards and result analysis (gu, 2002) were also adopted for plan evaluation. it was expected that with the mentioned special too

25、ls for the project, careful arrangement, and hard working of all involved persons this project would take place progressively and the objective would be achieved which meant that spc was improved, mdi was awarded, client were satisfied and tc is benefited. 2 summary of the preliminary research2.1 pr

26、oblemthe problem we are facing is that we have got some complaints from the project we are currently working on and if we cannot properly handle this issue, we will lose the business of mdi. we also get the pressure from competitors.2.2 problem analysisto get better understanding of clients opinions

27、 and make the clients know us more, we conduct a swot analysis, consisting of a general situation analysis, a needs analysis, and a swot analysis:2.2.1 current situation of tc1. human resourcestc is a top international engineering company and there are about 400 engineering in back office in shangha

28、i. the project team for spc is comprised of 60 members. most of our employees are experienced engineers, who are from 8 countries, severed in several projects with china, have strong professional background, good understanding of both chinese and international codes, and good english communication s

29、kills. we are quite confident to conduct 3 or 4 projects at the similar size spc/mdi synchronously.2. financial resourcesin past 3 years, tc was awarded with several projects (such as ypc-basf nanjing, project, cspc nanhai project etc.) in china. and the average annual revenue reached rmb 1.2 billio

30、n. the good financial condition makes tc can maintain a stable team with high professional level and ready to get new projects.physical resources and software resourcesthe back office of tc is located at yuhai mansion in huangpu district of shanghai, which occupies 4 floors of the building (11th to

31、14th floor) and capacity is big enough for 4 project teams working together. the office is also equipped with a big pds (plant design system) station, which makes 3-d model design and piping design much easier.tc has a good pes (project execution system) system, which is formed during 20 years proje

32、ct implementation. the system helps the project to be executed in a safe, economical, timely, and workmanlike manner.3. current project profilespc project now is coming into construction phase and some of the engineering is not finished yet. as some technical data not finalized, some of the ifc (iss

33、ue for construction) drawings cannot be issued in time. thus the construction activity cannot be smoothly conducted and the progress is a little bit behind the schedule. due to the rising of rmb exchange ratio, and going-up of steel price, the overall budget it is a little bit tight according to the

34、 previous investment. that is where the clients complaints from.4. pest analysistc has the experience working with the clients in current project. so tc is more familiar with bmss specifications and relative requirements as well as the clients working manner. all these will make us in good position

35、to chase mdi project. but we also got some complaints from the clients in spc because we cannot make it perfect. so we need to improve our communication with the clients during the process of overcoming difficulties and make them think that we reliable partners. other engineering also would like to

36、get involved in mdi project. so we need to sufficiently demonstrate our capability and advantages.2.2.2 needs analysismeasure for customer surveyin order to get a clear understanding of the views from the clients, a project review meeting was carried out. the meeting was organized as follows: the cl

37、ients side:2 on-site representatives, 3 engineering discipline managers from the headquarters, the project manager our side:the project manager, the construction manager, 5 lead engineers (i am the lead civil/structure engineer.)after the meeting, we showed the clients around our construction site.v

38、ia the project review meeting, we got a list from the needs and wants as below:needs and wantscomplaints:1. the cost control of the project is not efficient. the going-up price of steel may affect the budget.2. some of the engineering work is delayed.3. the construction progress is behind the schedu

39、le.4. some of the team members are not good at english-speaking, especially elder chinese staff.5. manpower from the construction sub-contractor is not enough.suggestions:1. we should properly control the claim for price rising and release any risk which shall be taken by the sub-contractor.2. we ne

40、ed to push the sub-contractor to improve manpower.3. we will put the staff that cannot speak good english to the position, which do not need too much oral communication.4. we should speed up the remaining engineering work.after we collected all the necessary information about the present and the fut

41、ure of the project, we can conduct a further swot analysis to ourselves as follows:swot analysisstrengths:1. we have good staff and they are professional, experienced and cooperative.2. we have set up good project execution system.3. we can support from our strong back office.4. the overall budget i

42、s well made.5. the engineering work is well done and avoids many future modifications on site.6. we have a good fabrication shop with big capacity to support site construction.weakness:1. some elder chinese staff cannot speak english well.2. the construction progress is behind the schedule.3. some o

43、f the engineering is still on delay.4. the engineering team is not on site yet.opportunities:1. when we get the further data from other discipline, we further ifc drawings will be optimized. so many unnecessary changes will be avoided, and material will be saved.2. the budget is still controllable.3

44、. the schedule is not delayed so much and can be caught up with easily.4. we can speed up the fabrication and the workshop still has some extra capacity. so the material supply will be no problem for the site construction when add more equipment and manpower.threats:1. the technical data may be held

45、 longer by the equipment vendors.2. still some new requests from the clients, it will cause more additional work and additional cost.3. the future weather condition will impact the site construction activities.4. the continuous rising of material price will affect the cost of the project.summarythro

46、ugh the project review meeting and the followed analysis, we know what are the clients wants and needs, we learn what are our strengths and opportunities, and we realize what are our weakness and threats. so we know how to manage the project well, and we are quite confident to make a successful proj

47、ect. 3 project rationales and project hypothesis3.1 project rationale (relevant books, articles which related to subject)regarding to the customers services i would like to refer to the books i have read such as “world class english for business book 1” and “how to communicate successfully”. i quote

48、 some useful rationale for my project as below:1. the organizations often provide services to the public. their success depends on having a strong customer service policy. (business english course editing team b, 2001)2. a good customer service policy depends on knowing what customers want and how t

49、hey feel about the service we offer. (business english course editing team b, 2001)there are three ways of getting feedback from customers in face-to-face interviews, on the telephone and through a written questionnaire. (business english course editing team b, 2001)total quality management is an ap

50、proach to the management, which involves a complete dedication to eh idea of quality. (business english course editing team b, 2001)3. we may communicate in order to cooperate with others or in order to persuade them. successful communication is essential for our survival. (wright, a, 1998)4. succes

51、sful communication often means just being nice to someone. politeness and being nice to people in this way are essential for all of us.(wright, a, 1998)3.2 project hypothesisit is hypothesized that if our staff could settle the business in next phase immediately with the client, through making succe

52、ssful communication and practical actions, we will provide even better service to the client and make it even more successful than spc.4 project design: 4.1project objective(s)the problem that i am facing is that our clients want and need to settle business in next investment with our company but st

53、ill have some complaints to our performance in current project. . the aim and goal of my project is to improve service in current phase to a satisfied level and win the chance to continue the business with the client in next phase. our objective is to make our staff fully understand the communicatio

54、n process (how to review the project, how to summarize the complaints and suggestions, how to improve and feedback), closely work with the client (especially for the field staff, they should know how to solve the complaint face to face, how to get information from the clients you are working with),

55、know how to make the client know exactly what are our strengths and intention (proper presentation skills, experience of organizing a bidding process, tactic in the bidding meeting and skills of negotiation). .4.2 planning of activities 4.2.1 activities planned to take placenow i would like to think

56、 of all the things we will have to do to reach the goal and objectives set up previously. i will summarize them into four stages as following:stage 1. analyzing needs and wants of customers and making proposalas a team, our staff could organize meetings with the client, such as project review meetin

57、g, special topic meetings, etc. as individuals, our staff can contact the client by visiting, telephone conversation, sending and receiving fax or e-mail messages or talking to each other face to face. as we know that the client has the intention to settle the business in next phase with our company

58、, we will report to the top management for approval and authorization.stage 2. improve the service and show our intention and passion to continue the cooperationonce we reach proposal with the client, we will immediately start to solve the suggestions and complaints from the clientimprove the site service condition, optimize the engineering and submit the 3-d pds (plant design system) model in time as committed, a