Korean Journal of Construction Engineering and Management (한국건설관리학회논문집)

Korea Institute of Construction Engineering and Management (한국건설관리학회)
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Preliminary Analysis of the Bid Success Ratio according to the Characteristics of Overseas Construction Projects

해외건설 프로젝트 특성에 따른 입찰 성공률 분석에 관한 기초연구

  • Kim, Seung-Won (Department of Architectural Engineering, Kwangwoon University) ;
  • Lee, Kang-Wook (Korea Research Center for Overseas Construction) ;
  • Yu, Jung-Ho (Department of Architectural Engineering, Kwangwoon University)
  • Received : 2019.01.22
  • Accepted : 2019.03.12
  • Published : 2019.05.31
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Abstract

In the construction industry, bidding competitiveness is the most basic and important competence of the company. Bidding competitiveness comes from competitive advantage, but the strategy of the company to capture bidding competitiveness varies with the characteristics of the project. In particular, overseas construction is where uniqueness of the construction industry and the specificity of international business coexist. This study analyzes the bidding success ratio and the level of bidding difficulty by project characteristics with 12,952 overseas construction bidding cases. Consequently, it was found that the bidding success ratio of Middle East and North Africa (MENA) and civil engineering was the lowest in each group of project characteristics, and therefore the level of bidding difficulty is high, respectively. In addition, it was confirmed that the bidding success ratio of small size or short duration project was relatively high, and the bidding success ratio of both the negotiated bidding in the bidding method group and the private sector in the client type group was respectively high. However, Kruskal-Wallis test in contract type and period shows that there is no statistically significant difference in the bidding success ratio by group.

건설산업에 있어 입찰 경쟁력은 기업의 가장 기본적이며 중요한 역량이다. 입찰 경쟁력은 기업이 보유한 경쟁우위에 기인한 것이나, 입찰 경쟁력을 확보하기 위한 기업의 전략은 결국 프로젝트의 특성에 따라 달라질 수 있다. 특히 해외건설은 건설업의 고유성과 해외사업이라는 특수성이 공존하는 분야로, 본 연구는 국내기업들이 도급형 방식으로 실시한 12,952건의 해외 프로젝트 입찰 사례를 수집하여 프로젝트 특성에 따른 입찰 성공률을 분석하고 그 차이를 확인하여 상황별 입찰 난이도를 진단하였다. 분석 결과, 지역별로는 중동 지역에서, 공종별로는 토목 부문이 입찰 성공률이 낮아 입찰활동에 대한 난이도가 높음을 파악할 수 있었다. 또한 프로젝트 규모나 기간이 작은 그룹이 상대적으로 입찰 성공률이 높음을 확인하였고, 입찰방식에 따라서는 수의시담 방식이, 발주자 형태별로는 민간부문 발주 프로젝트의 입찰 성공률이 높은 것으로 분석됐다. 반면 계약방식이나 시대구분의 경우 Kruskal-Wallis test 결과, 그룹 간 기업별 입찰 성공률이 통계적으로 유의미한 차이가 없음을 확인하였다. 본 연구는 산업차원에서 해외건설 프로젝트 특성요인에 따른 입찰 성공률을 다각적으로 분석했을 뿐 아니라 해외건설 실무자에게 상황별 수주활동 난이도 진단 및 효과적인 입찰전략 수립을 위한 기초자료를 제공한다는 점에서 의의가 있다.

Keywords

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Fig. 1. Overseas construction contract value by Koreanconstruction firms (data from International Contractors Association of Korea (ICAK))

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Fig. 2. Overseas construction bidding value by Korean construction firms (data from ICAK)

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Fig. 4. BSR ranges by work type

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Fig. 5. BSR ranges by Project size

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Fig. 7. BSR ranges by bidding type

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Fig. 8. BSR ranges by contract type

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Fig. 3. BSR ranges by region

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Fig. 6. BSR ranges by project duration

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Fig. 9. BSR ranges by client type

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Fig. 10. BSR ranges by period

Table 1. Key Attributes of Overseas construction projects

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Table 2. Normality test on Bidding Success Ratio(BSR) according to the characteristics of overseas projects

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Table 3. Descriptive statistics of international bidding results by region

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Table 4. Kruskal-Wallis tests of BSR by region

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Table 5. Descriptive statistics of international bidding results by work type

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Table 6. Kruskal-Wallis tests of BSR by work type

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Table 7. Descriptive statistics of international bidding results by project size

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Table 8. Kruskal-Wallis tests of BSR by project size

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Table 9. Descriptive statistics of international bidding results by project duration

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Table 10. Kruskal-Wallis tests of BSR by Project duration

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Table 11. Descriptive statistics of international bidding results by bidding type

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Table 12. Kruskal-Wallis tests of BSR by bidding type

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Table 13. Descriptive statistics of international bidding results by contract type

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Table 14. Descriptive statistics of international bidding results by client type

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Table 15. Kruskal-Wallis tests of BSR by client type

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Table 16. Descriptive statistics of international bidding results by period

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