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.233摘要德西尼布工程

2、公司是一家为工业装置建设提供设计，采购，施工方面服务的顶级国际工程公司。他在中国上海设有分公司建成中国德西尼布（tc）。tc现在正在进行一个碳化聚合物的项目，业主是拜耳材料公司。拜耳材料公司为了扩大在中国的业务，又要投资一个聚胺酯的工厂。为了获得聚胺酯的工厂这个项目和进一步加强和拜耳材料公司的合作， tc公司依托现有项目优化服务，加强沟通，专门组织了投标项目组，启动了投标程序。我作为主任土木工程师和其他同事一起接受了这项任务。本篇论文中，前期tc 公司通过整合和优化人力资源，依托现有项目展开对在建项目审查会，swot分析，组织各员工对业主的单线交流以及公司内部的讨论， 最终确立了本项目的目标和

3、方向。在中期的项目执行过程中通过项目组织机构表，进度计划表， 结合项目审查会等形式有效地保证了计划得到有效的执行。在后期的计划评估部分，通过对执行过程中形成的文件和执行前后公司各方面状况的比较，项目组对项目做出了客观全面的评价。通过对此次项目的实施， 我们拿到了聚氨酯项目近期为公司揽到了一笔大业务，远期为公司巩固了和一个能够和值得长期合作的伙伴。与此同时也锻炼了队伍我们的团队通过这次实践，明白了如何业主进行有效的沟通；如何持续高水平地为业主提供服务；还有如何获得业主客观积极的评价。通过对此次计划的实施，我们还意识到只有通过持续的高水平的服务才能够赢得客户；维持和现有客户的有效的沟通、积极的互动

4、和发展新客户一样重要。我们将及时总结经验和吸取教训，不断地提高业务水平，争取服务好每一个业主，为业主做好每一个项目。关键词：服务，沟通，业主，投资，执行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 subsidiari

5、es (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

6、business 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

7、is 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 fr

8、om 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

9、 chance 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 th

10、e 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.

11、2 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

12、the 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 measures145p

13、roject 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 o

14、f 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 d

15、iary27appendix 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 p

16、rovides 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 withi

17、n 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 inve

18、stment 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

19、 large 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

20、similar 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 w

21、ork 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,

23、 human 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 th

24、e 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 t

25、ools 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

26、problemthe 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 opinio

27、ns 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 shang

28、hai. 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

29、 skills. 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 bill

30、ion. 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 t

31、o 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 pro

32、ject 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 (i

33、ssue 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 t

34、he 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 positio

35、n 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 t

36、o 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

37、clients 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

38、.via 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 sche

39、dule.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

40、need 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 f

41、uture 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

42、 is 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

43、 of 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

44、.3. 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 he

45、ld 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.summaryth

46、rough 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 pr

47、oject. 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 quo

48、te 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

49、 they 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

50、approach 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. succ

51、essful 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 suc

52、cessful 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

53、still 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 communicat

54、ion 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 thi

56、nk 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 meet

57、ing, 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 compa

58、ny, 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 commi