Cong Tac Dau Thau

Lun vn tt nghip
Nguyn Mnh Cng QLKT 39B
Li ni u
Trong mt vi nm gn y hot ng u thu xy lp i vi cc d n c vn u t nc ngoi, cc cng trnh trng im ca Nh nc trong lnh vc xy dng c s h tng, cc cng trnh xy dng vi quy m ln tr nn si ng hn bao gi ht. Cng vi qu trnh , cc doanh nghip xy dng Vit Nam ang tng bc tip cn dn vi cc hnh thc kinh nghim mi, vi thc tin v k thut kinh doanh quc t v nhiu vn c lin quan n hot ng u thu. Tuy nhin, Vit Nam hot ng u thu cn l vn mi m ch tin hnh mt vi nm tr li y v cha hon chnh v nhiu mt. Cng vi iu ny, nhiu doanh nghip xy dng cng ang phi t iu chnh tin ti thch ng hon ton vi phng thc cnh tranh mi. V th, hot ng u thu ti cc doanh nghip ny khng trnh khi bt cp v gp nhng kh khn dn n hiu qu hot ng u thu xy lp cha cao, nh hng trc tip ti i sng, vic lm ca ngi lao ng cng nh tnh hnh sn xut kinh doanh ca n v. L mt n v hot ng trong lnh vc kinh doanh xy lp Cng ty xy dng Sng II cng khng trnh khi nhng kh khn vng mc nh trn. Qua thi gian thc tp ti Cng ty Sng II kt hp vi nhng kin thc hc trn gh nh trng em mnh dn i su tm hiu v nghin cu ti Mt s gii php v kin ngh nhm nng cao hiu qu cng tc u thu vi mong mun gp phn gii quyt nhng kh khn, vng mc trn. V mt kt cu, 1
Lun vn tt nghip
ngoi phn m u v kt lun, lun vn c chia thnh 3 chng chnh sau: Chng I: Nhng vn c bn v hot ng u thu Chng II: Tnh hnh thc hin cng tc u thu ti Cng ty xy dng Sng II Chng III: Mt s gii php v kin ngh nhm nng cao hiu qu cng tc u thu ti Cng ty xy dng Sng II V trnh v thi gian c hn, lun vn ny kh c th trnh c nhng thiu st em rt mong nhn c nhng kin ng gp ca thy c gio cng nh cc cn b Cng ty xy dng Sng II ti c hon thin tt hn. Qua bi vit ny cho php em gi li cm n ti cc c ch trong phng KTKH - Cng ty xy dng Sng II - Tng cng ty xy dng Sng , ch Nguyn Vn Sinh Thc s- Ph gim c cng ty xy dng Sng II, ch Nguyn Trng Hin trng phng KTKH v c bit l c gio T.S on Th Thu H -Khoa khoa hc qun l-Trng HKTQD tn tnh hng dn, ch bo v gip em trong qu trnh nghin cu hon thnh lun vn tt nghip.
Lun vn tt nghip
Chng I
Nhng vn c bn v hot ng u thu

I. Mt s Khi nim chung
1. Khi nim u thu ni chung u thu l qu trnh la chn nh thu p ng c cc yu cu ca bn mi thu trn c s cnh tranh gia cc nh thu. "Bn mi thu" l ch d n, ch u t hoc php nhn i din hp php ca ch d n, ch u t c giao trch nhim thc hin cng vic u thu. "Nh thu" l t chc kinh t c t cch php nhn tham gia u thu. Trong trng hp u thu tuyn chn t vn, nh thu c th l c nhn. Nh thu l nh xy dng trong u thu xy lp; l nh cung cp trong u thu mua sm hng ho; l nh t vn trong u thu tuyn chn t vn; l nh u t trong u thu la chn i tc u t. Nh thu trong nc l nh thu c t cch php nhn Vit Nam v hot ng hp php ti Vit Nam.
Lun vn tt nghip
2. Khi nim v u thu xy dng u thu xy dng l qu trnh la chn cc nh thu p ng c cc yu cu v xy dng, lp t thit b cc cng trnh, hng mc cng trnh, ca bn mi thu trn c s cnh tranh gia cc nh thu xy dng. 3. ngha ca cng tc u thu Trong s nghip cng nghip ho, hin i ho nn kinh t nc nh, ngy cng c nhiu cc d n u t v xy dng trong nc cng nh u t nc ngoi. Cc cng trnh i hi ngy cng cao v cht lng, k thut, tin v gi c. V vy, cu hi t ra vi cc ch u t l lm th no la chn c cc t chc v c nhn c kh nng thc hin tt nht nhng cng vic trong chu trnh ca d n ? Lch s pht trin v qun l d n trong nc v quc t khng nh, u thu l phng php c hiu qu cao nht thc hin mc tiu ny, m bo cho s thnh cng ca ch u t. u thu c xem nh mt phng php qun l d n c hiu qu nht hin nay trn c s chng c quyn, tng cng kh nng cnh tranh gia cc nh thu. 4. Vai tr ca u thu trong xy dng 4.1. i vi cc nh thu - i vi nh thu xy dng, thng thu ng ngha vi vic mang li cng n vic lm cho cn b cng nhn vin, nng cao uy tn ca nh thu trn thng trng, thu c li nhun, tch lu thm c nhiu kinh nghim trong thi cng v qun l, o to c i ng cn b, cng nhn k thut vng tay ngh, my mc thit b thi cng c tng cng. - Hot ng u thu c t chc theo nguyn tc cng khai v bnh ng, nh cc nh thu s c iu kin pht huy n mc cao nht c hi tm kim cng trnh v kh nng ca mnh trng thu. 4
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4.2. i vi ch u t Thng qua u thu, ch u t s la chn c cc nh thu c kh nng p ng c tt nht cc yu cu kinh t, k thut, tin t ra ca cng trnh. Trn c s gip cho ch u t va s dng hiu qu, tit kim vn u t, ng thi vn m bo c cht lng cng nh tin cng trnh. - Thng qua u thu, ch u t cng s nm bt c quyn ch ng, qun l c hiu qu v gim thiu c cc ri ro pht sinh trong qu trnh thc hin d n u t do ton b qu trnh t chc u thu v thc hin kt qu u thu c tun th cht ch theo quy nh ca php lut v sau khi ch u t c s chun b k lng, y v mi mt. - nh gi ng cc h s d thu i hi i ng cn b thc hin cng tc u thu ca ch u t phi t nng cao trnh ca mnh v cc mt nn vic p dng phng thc u thu cn gip cho ch u t nng cao trnh v nng lc ca cn b cng nhn vin. 4.3. i vi Nh nc - u thu gp phn nng cao hiu qu ca cng tc qun l Nh nc v u t v xy dng, qun l s dng vn mt cch c hiu qu, hn ch v loi tr c cc tnh trng nh: tht thot lng ph vn u t c bit l vn ngn sch, cc hin tng tiu cc pht sinh trong xy dng c bn. - u thu to nn s cnh tranh mi v lnh mnh trong lnh vc xy dng c bn, thc y s pht trin ca nn kinh t hng ho trong ngnh cng nh trong nn kinh t quc dn. -
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II. Mt s vn v quy ch u thu
1. Phm vi v i tng p dng 1. 1. Phm vi p dng Quy ch u thu p dng la chn nh thu cho cc d n u t ti Vit Nam phi c t chc u thu v thc hin ti Vit Nam. 1. 2. i tng p dng Cc d n u t thc hin theo Quy ch Qun l u t v xy dng c quy nh phi thc hin Quy ch u thu l cc d n c s dng vn ngn sch nh nc, vn tn dng do nh nc bo lnh, vn tn dng u t pht trin ca nh nc, vn u t pht trin, bao gm: a. Cc d n u t xy dng mi, ci to, sa cha ln, nng cp cc d n u t xy dng. b. Cc d n u t mua sm ti sn k c thit b, my mc khng cn lp t v sn phm cng ngh khoa hc mi. c. Cc d n s dng vn ngn sch nh nc quy hoch vng, lnh th, quy hoch pht trin ngnh, quy hoch xy dng th nng thn. Cc d n lin doanh, hp ng hp tc kinh doanh hoc c phn c s tham gia ca cc t chc kinh t nh nc (cc doanh nghip nh nc) t 30% tr ln vo vn php nh, vn kinh doanh hoc vn c phn. Cc d n s dng ngun vn ti tr ca cc t chc quc t hoc ca t chc nc ngoi c thc hin trn c s ni dung iu c c cc bn k kt (cc bn ti tr v cc bn Vit Nam). Trng hp c nhng ni dung trong d tho iu c khc vi Quy ch ny th c quan c giao trch nhim m phn k kt iu c phi
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trnh Th tng chnh ph xem xt, quyt nh trc khi k kt. Cc d n cn la chn i tc u t thc hin: a. i vi d n u t trong nc, ch thc hin khi c t hai nh u t tr ln cng mun tham gia mt d n. b. i vi d n c vn u t nc ngoi, ch t chc u thu theo quy ch ny khi c t hai nh u t tr ln cng mun tham gia mt d n hoc Th tng Chnh ph c yu cu phi u thu la chn i tc u t thc hin d n. u thu khi c t hai nh u t tr ln cng mun tham gia bao gm: + Cc d n lin doanh + Cc d n thc hin theo hnh thc hp ng hp tc kinh doanh + Cc d n BOT, BT, BTO. + Cc d n khc cn la chn i tc u t. 2. Nguyn tc u thu Nhm m bo tnh ng n, khch quan, cng bng v hiu qu trong u thu, ch th qun l d n phi m bo nghim tc cc nguyn tc sau: 2. 1. Nguyn tc cnh tranh vi iu kin ngang nhau Mi cuc u thu u phi dc thc hin vi s tham gia ca mt s nh thu c nng lc hnh thnh mt cuc cnh tranh mnh m. iu kin t ra vi cc n v ng thu v thng tin cung cp cho h phi ngang nhau, nht thit khng c s phn bit i x. 2. 2. Nguyn tc d liu y Cc nh thu phi nhn c y ti liu u thu vi cc thng tin chi tit, r rng v c h thng v quy m, khi lng, quy cch, yu cu cht lng ca cng trnh hay hng ho dch v cn cung ng, v tin v iu kin thc hin. m bo nguyn tc ny, ch th qun l d 7
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n phi nghin cu, tnh ton, cn nhc thu o tin liu rt k v rt chc chn v mi yu t c lin quan, phi c gng trnh tnh trng chun b s si, tc trch. 2. 3. Nguyn tc nh gi cng bng Cc h s phi theo cng mt chun xt thu c nng hay 'b loi " phi dc c nh gi mt cch khng thin v mc v c nh gi bi mt hi ng lc v phm cht. L do ''c chn " gii thch y trnh ng vc.
2. 4. Nguyn tc trch nhim phn minh Theo nguyn tc ny khng ch ngha v, quyn li ca cc bn lin quan c cp v chi tit ho trong hp ng, m phm vi trch nhim ca mi bn tng phn vic u c phn nh r rng khng mt sai st no khng c ngi chu trch nhim. Mi bn c lin quan u phi bit r mnh phi gnh chu nhng hu qu g nu c s xut v do mi bn u phi n lc ti a trong vic kim sot bt trc v phng nga ri ro. 2. 5. Nguyn tc "ba ch th " Trong qu trnh thc hin d n lun lun c s hin din ng thi ca ba ch th; ch cng trnh, nh thu v k s t vn. Trong , "k s t vn " hin din nh mt nhn t m bo cho hp ng lun c thc hin mt cch nghim tc n tng chi tit, mi s bt cp v k thut hoc v tin c pht hin kp thi, nhng bin php iu chnh thch hp c a ra ng lc. ng thi, "k s t vn" cng l nhn t hn ch ti a vi nhng mu toan, thng ng hoc tho hip, "chm chc" gy thit hi cho nhng ch ch thc s ca d n (Nhiu iu khon c thi hnh buc "k s t vn" phi l chuyn gia c trnh , nng lc phm cht v phi lm ng vai tr ca ngi trng ti cng minh, mn cm, c c ra bi mt cng ty t vn
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chuyn ngnh, cng ty ny cng phi c la chn thng qua u thu theo mt quy trnh cht ch) 2. 6. Nguyn tc tun th nghim ngt s qun l thng nht ca nh nc Theo nguyn tc ny mi hot ng trong qu trnh u thu cc bn lin quan nht thit phi tun theo Quy ch qun l u thu do Chnh ph ban hnh nhm m bo tnh ng n, khch quan, cng bng v c tnh cnh tranh trong u thu. 2. 7. Nguyn tc bo lnh, bo hnh v bo him thch ng Cc khon v bo lnh, bo hnh v bo him phi c cp trong ti h s d thu ca cc nh thu v phi c s chp nhn ca ch d n. Vi cc d n s dng vn Ngn sch Nh nc, vn tn dng do Nh nc bo lnh, vn tn dng u t pht trin ca Nh nc, vn u t pht trin ca doanh nghip Nh nc phi mua bo him cng trnh xy dng ng ph vi thit hi do nhng ri ro bt ng v khng lng trc. i tng bo him bt buc cng bao gm c cc sn phm t vn, vt t thit b, nh xng phc v thi cng v ngi lao ng ca cc t chc t vn v nh thu xy lp trong qu trnh thc hin d n. Nh vy, chnh s tun th cc nguyn tc ni trn kch thch s c gng nghim tc ca cc bn v thc y s hp tc gia cc bn nhm vo mc tiu p ng tt nht cc yu cu v cht lng, k thut, ti chnh, tin ca d n v do m bo li ch thch ng ca c ch d n v nh thu, gp phn tit kim cc ngun lc x hi. i vi cc n v d thu, vic lm quen vi hot ng u thu l cch hu hiu gip h tch lu kin thc v kinh nghim, tng cng nng lc cnh tranh trong u thu. 9
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3. Hnh thc la chn nh thu v phng thc p dng 3. 1. Hnh thc la chn nh thu a. u thu rng ri u thu rng ri l hnh thc u thu khng hn ch s lng cc nh thu tham gia. Bn mi thu phi thng bo cng khai v cc iu kin, thi gian d thu trn cc phng tin thng tin i chng ti thiu 10 ngy trc khi pht hnh h s mi thu. u thu rng ri l hnh thc ch yu c p dng trong u thu. b. u thu hn ch u thu hn ch l hnh thc u thu m bn mi thu mi mt s nh thu (ti thiu l 5) c nng lc tham d. Danh sch nh thu tham d phi c ngi c thm quyn hoc cp c thm quyn chp thun. Hnh thc ny ch c xem xt p dng khi c mt trong cc iu kin sau : + Ch c mt s nh thu c kh nng p ng c yu cu ca gi thu. + Cc ngun vn s dng yu cu phi tin hnh u thu hn ch. + Do tnh hnh c th ca gi thu m vic u thu hn ch c li th. c. Ch nh thu Ch nh thu l hnh thc chn trc tip nh thu p ng yu cu ca gi thu thng tho hon thin hp ng. Hnh thc ny ch c p dng trong cc trng hp c bit sau : +Trng hp bt kh khng do thin tai, ch ho, s c cn khc phc ngay th ch d n (ngi c ngi c thm quyn giao trch nhim qun l v thc hin d n) c php ch nh ngay n v c nng lc thc hin cng vic kp thi. Trong thi gian 10 ngy k t ngy quyt 1 0
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nh ch nh thu, ch d n phi bo co ngi c thm quyn hoc cp c thm quyn v ni dung ch nh thu, ngi c thm quyn hoc cp c thm quyn nu pht hin ch nh thu sai vi quy nh phi kp thi x l. + Gi thu c tnh cht nghin cu th nghim, b mt quc gia, b mt an ninh, b mt quc phng do Th tng chnh ph quyt nh. + Gi thu c gi tr di 1 t ng i vi mua sm hng ho, xy lp; di 500 triu ng i vi t vn. B ti chnh quy nh c th v ch nh thu mua sm dng, vt t, trang thit b, phng tin lm vic thng xuyn ca c quan Nh nc, on th, doanh nghip Nh nc; dng, vt t, trang thit b phng tin lm vic thng thng ca lc lng v trang. + Gi thu c tnh cht c bit khc do yu cu ca c quan ti tr vn, do tnh cht phc tp v k thut v cng ngh hoc do yu cu t xut ca d n, do ngi c thm quyn quyt nh u t ch nh thu trn c s bo co thm nh ca B k hoch v u t, kin bng vn bn ca c quan ti tr vn v cc c quan lin quan khc. + Phn vn Ngn sch dnh cho d n ca cc c quan s nghip thc hin nhim v nghin cu v quy hoch pht trin kinh t, quy hoch pht trin ngnh, quy hoch chung xy dng th v nng thn, c c quan Nh nc c thm quyn giao nhim v thc hin th khng phi u thu, nhng phi c hp ng c th v giao np sn phm theo ng quy nh. +Gi thu t vn lp bo co nghin cu tin kh thi, kh thi ca d n u t th khng phi u thu, nhng ch u t phi chn nh t vn ph hp vi yu cu ca d n. Khi p dng hnh thc ch nh thu th phi xc nh r 3 ni dung sau: - L do ch nh thu
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Kinh nghim v nng lc v mt k thut, ti chnh ca nh thu c ngh ch nh thu. - Gi tr v khi lng c ngi c thm quyn ph duyt lm cn c cho ch nh thu (ring gi thu xy lp phi c thit k v d ton c ph duyt theo quy nh) d. Cho hng cnh tranh Hnh thc ny p dng cho nhng gi thu mua sm hng ho c gi tr di 2 t ng. Mi gi thu phi c t nht 3 cho hng ca 3 nh thu khc nhau trn c s cho hng ca bn mi thu. Vic cho hng c th c thc hin bng cch gi trc tip, bng Fax, bng ng bu in hoc bng cc phng tin khc. e. Mua sm trc tip Hnh thc mua sm c bit c p dng trong trng hp b xung hp ng c thc hin xong (di 1 nm) hoc hp ng ang thc hin vi iu kin ch u t c nhu cu tng thm s lng hng ho hoc khi lng cng vic m trc c tin hnh u thu, nhng phi m bo khng c vt mc gi hoc n gi trong hp ng k trc . Trc khi k hp ng, nh thu phi chng minh c nng lc v k thut v ti chnh thc hin gi thu. g. Mua sm c bit Hnh thc ny c p dng vi cc ngnh ht sc c bit m nu khng c nhng quy nh ring th khng th u thu c. C quan qun l ngnh phi xy dng quy trnh thc hin m bo cc mc tiu ca quy ch u thu v c kin tho thun ca B k hoch v u t trnh Th tng Chnh ph quyt nh. 3. 2 Phng thc u thu a. u thu mt ti h s L phng thc m nh thu np h s d thu trong mt ti h s. Phng thc ny c p dng i vi u thu mua sm hng ho v xy lp. 1 2
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b. u thu 2 ti h s L phng thc m nh thu np xut v mt k thut v xut v gi trong tng ti h s ring vo cng mt thi im. Ti h s xut k thut s c xem xt trc nh gi. Cc nh thu t s im k thut t 70% tr ln s c m tip ti h s xut v gi nh gi. Phng thc ny ch c p dng i vi u thu tuyn chn t vn c. u thu hai giai on Phng thc ny p dng cho nhng trng hp sau : + Cc gi thu mua sm hng ho v xy lp c gi tr t 500 t ng tr ln + Cc gi thu mua sm hng ho c tnh cht la chn cng ngh thit b ton b, phc tp v cng ngh v k thut hoc gi thu xy lp c bit phc tp. +D n thc hin hp ng cha kho trao tay ( l hp ng bao gm ton b cc cng vic, thit k, cung cp thit b v xy lp ca mt gi thu c thc hin thng qua mt nh thu. Ch u t c trch nhim tham gia gim st qu trnh thc hin, nghim thu v nhn bn giao khi nh thu hon thnh ton b cng trnh theo hp ng k) Qu trnh thc hin phng thc ny nh sau : Giai on th nht :Cc nh thu np h s d thu s b gm xut v k thut v phng n ti chnh (cha c gi) bn mi thu xem xt v tho lun c th vi tng nh thu nhm thng nht v yu cu v tiu chun k thut nh thu chun b np h s d thu chnh thc ca mnh Giai on th hai : Bn mi thu mi cc nh thu tham gia trong giai on th nht np h s d thu chnh thc vi xut v k thut c b xung hon chnh trn cng mt mt bng k thut v xut chi tit v ti
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chnh vi y ni dung v tin thc hin, iu kin thc hin hp ng, gi d thu.
III. TRnh t t chc u thu xy lp
1. iu kin thc hin u thu 1. 1. iu kin mi thu cuc u thu t kt qu tt, bn mi thu cn chun b cc h s sau : + Vn bn quyt nh u t hoc giy u quyn cho php u t ca cp c thm quyn (Trng hp cn u thu tuyn chn t vn lp bo co nghin cu kh thi phi c vn bn chp thun ca "Ngi c thm quyn quyt nh u t" + K hoch u thu c ph duyt + H s mi thu (Trng hp s tuyn phi c h s s tuyn ) 1. 2. iu kin d thu c tham gia d thu, nh thu cn c nhng iu kin sau: + C giy ng k kinh doanh. + C nng lc v k thut v ti chnh p ng yu cu ca gi thu. +Ch c tham gia mt n d thu trong mt gi thu, d l n phng hay lin doanh d thu. Trng hp Tng cng ty ng tn d thu th cc n v trc thuc nhng hch ton ph thuc khng c php tham d vi t cch l nh thu c lp trong cng mt gi thu di hnh thc l nh thu chnh (lin danh hoc n phng)
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1. 3. Bn mi thu khng c tham gia vi t cch l nh thu i vi gi thu do mnh t chc. 2. iu kin u thu quc t v u i nh thu Ch c t chc u thu quc t trong cc trng hp sau: a. i vi cc gi thu m khng c nh thu no trong nc c kh nng p ng yu cu ca gi thu. b. i vi cc d n s dng ngun vn ti tr ca cc t chc quc t hoc ca ngi nc ngoi c quy nh trong iu c l phi u thu quc t. Nh thu nc ngoi khi tham d u thu quc t ti Vit Nam v xy lp phi lin danh vi nh thu Vit Nam hoc phi cam kt s dng thu ph Vit Nam, nhng phi nu r s phn chia gia cc bn v phm vi, khi lng v n gi tng ng. Nh thu nc ngoi trng thu phi thc hin cam kt v t l % khi lng cng vic cng vi n gi tng ng dnh cho pha Vit Nam l lin doanh hoc thu ph nh nu trong h s d thu. Trong khi thng tho hon thin hp ng, nu nh thu nc ngoi trng thu khng thc hin cc cam kt nu trong h s d thu th kt qa u thu s b hu b. Cc nh thu nc ngoi tham gia u thu Vit Nam phi cam kt mua sm v s dng cc vt t thit b ph hp v cht lng v gi c ang sn xut, gia cng v hin c ti Vit Nam. Nu trong nc khng c hoc khng c kh nng sn xut, gia cng th nh thu c cho t ngun ngoi nhp trn c s m bo cht lng v gi c hp l. Trong trng hp hai h s d thu ca nh thu nc ngoi c nh gi ngang nhau, h s d thu c t l cng vic dnh cho pha Vit Nam (l lin danh hoc thu ph) cao hn s c chp nhn. Nh thu trong nc tham d u thu quc t (n phng hoc lin danh) c xt u tin khi h s d thu c 1 5
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nh gi tng ng vi cc h s d thu ca nh thu nc ngoi. Trng hp hai h s d thu c nh gi ngang nhau, s u tin h s d thu c t l nhn cng nhiu hn. Nh thu trong nc tham gia u thu quc t s c hng ch u i theo quy nh ca php lut. 3. Trnh t t chc u thu xy lp Vic t chc u thu xy lp c thc hin theo trnh t sau: Bc 1: S tuyn nh thu (nu c) Vic s tuyn nh thu phi c tin hnh i vi cc gi thu c gi tr t 200 t ng tr ln nhm la chn cc nh thu c nng lc v kinh nghim thc hin, p ng yu cu ca h s mi thu. S tuyn nh thu c thc hin theo cc bc sau a. Lp h s s tuyn, bao gm: + Th mi s tuyn. + Ch dn s tuyn. + Tiu chun nh gi. + Ph lc km theo. b. Thng bo mi s tuyn c. Nhn v qun l h s d s tuyn d. nh gi h s d s tuyn e. Trnh duyt kt qu s tuyn f. Thng bo kt qu s tuyn Bc 2 : Lp h s mi thu H s mi thu bao gm: a. Th mi thu b. Mu n d thu c. Ch dn i vi nh thu d. Cc iu kin u i (nu c) e. Cc loi thu theo quy nh ca php lut 1 6
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f. H s thit k k thut km theo bn tin lng v ch dn k thut g. Tin thi cng h. Tiu chun nh gi ( bao gm c phng php v cch thc quy i v cng mt bng xc nh gi nh gi ) i. iu kin chung v iu kin c th ca hp ng j. Mu bo lnh d thu k. Mu tho thun hp ng l. Mu bo lnh thc hin hp ng Bc 3: Gi th mi thu hoc thng bo mi thu Gi th mi thu c thc hin i vi cc gi thu thc hin hnh thc u thu hn ch, i vi cc gi thu qua s tuyn, cc gi thu t vn c danh sch ngn c chn. Thng bo mi thu p dng trong trng hp u thu rng ri. Ni dung th hoc thng bo mi thu bao gm : a. Tn v a ch bn mi thu b. Khi qut d n, a im, thi gian xy dng v cc ni dung khc c. Ch dn vic tm hiu h s mi thu d. Cc iu kin tham gia d thu e. Thi gian, a im nhn h s d thu Bc 4 : Nhn v qun l h s d thu a. Nhn h s d thu Bn mi thu tip nhn h s d thu ca nh thu np trc tip hoc gi qua ng bu in theo a ch v thi gian quy nh trong h s mi thu. Bn mi thu khng nhn h s d thu hoc ti liu b sung no, k c th gim gi sau thi im ng thu. Cc h s d thu np sau thi im ng thu c xem l khng hp l v c gi tr li cho nh thu theo nguyn trng. b. Qun l h s d thu 1 7
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Vic qun l h s d thu c qun l theo ch qun l h s Mt. Bc 5 : M thu Vic m thu c tin hnh theo trnh t sau: 1. Chun b m thu Bn mi thu mi i din ca tng nh thu v c th mi i din ca cc c quan qun l c lin quan n tham d m thu chng kin. Vic m thu c tin hnh theo a im, thi gian ghi trong h s mi thu, khng ph thuc vo s c mt hay vng mt ca nh thu c mi. 2. Trnh t m thu a. Thng bo thnh phn tham d b. Thng bo s lng v tn nh thu np h s d thu. c. Kim tra nim phong cc h s d thu d. M ln lt cc ti h s d thu, c v ghi li thng tin ch yu (Tn nh thu, s lng bn chnh, bn chp h s d thu, gi tr thu trong gim gi, bo lnh d thu ( nu c) v nhng vn khc). . Thng qua bin bn m thu. e. i din bn mi thu, i din nh thu v i din ca cc c quan qun l c lin quan ( nu c mt) k xc nhn vo bin bn m thu. f. T chuyn gia hoc bn mi thu k xc nhn vo bn chnh h s d thu trc khi tin hnh nh gi h s d thu. Bn chnh h s d thu c bo qun theo ch bo mt v vic nh gi c tin hnh theo bn chp. Bc 6: nh gi xp hng nh thu A. Vic nh gi h s d thu xy lp thc hin theo trnh t sau 1. nh gi s b h s d thu
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Vic nh gi s b l nhm loi b cc h s d thu khng p ng yu cu,bao gm: a a. Kim tra tnh hp l v s p ng c bn ca h s d thu. b b. Xem xt s p ng c bn ca h s d thu i vi h s mi thu. c. Lm r h s d thu 2 nh gi chi tit h s d thu. Vic nh gi chi tit h s d thu c thc hin theo phng php nh gi gm hai bc sau : Bc1. nh gi v mt k thut chn danh sch ngn Vic nh gi v mt k thut chn danh sch ngn c da trn cc yu cu v tiu chun nh gi quy nh trong h s mi thu v tiu chun nh gi chi tit c ngi c thm quyn hoc cp c thm quyn ph duyt trc thi im m thu.Cc nh thu t s im ti thiu t 70% tng s im v k thut tr ln s c chn vo danh sch ngn. Bc 2. nh gi v ti chnh, thng mi xc nh gi Tin hnh nh gi ti chnh, thng mi cc nh thu thuc danh sch ngn trn cng mt mt bng theo tiu chun nh gi c ph duyt . Vic nh gi v mt ti chnh, thng mi nhm xc nh gi nh gi bao gm cc ni dung sau: - Sa li Sa li l vic sa cha nhng sai st bao gm li s hc, li nh my, li nhm n v. Nu c sai lch gia n gi v tng gi do vic nhn n gi vi s lng th n gi d thu s l c s php l. - Hiu chnh cc sai lch 1 9
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H s d thu c tng gi tr cc sai lch vt qu10% (tnh theo gi tr tuyt i, khng ph thuc vo vic lm tng hay gim gi d thu khi xc nh gi nh gi) so vi gi d thu s b loi khng xem xt tip. - Chuyn i gi tr d thu sang mt ng tin chung. ng tin d thu do bn mi thu quy nh trong h s mi thu theo nguyn tc mt ng tin cho mt khi lng cho hng. - a v mt mt hng xc nh gi nh gi. - Xc nh gi nh gi ca cc h s d thu B. Xp hng nh thu Xp hng h s d thu thuc danh sch ngn theo gi nh gi. Nh thu c gi nh gi thp nht s c xp th nht v c kin ngh trng thu. Bc 7:Trnh duyt kt qu u thu 1. Trch nhim trnh duyt kt qu u thu Ch u t hoc ch d n c trch nhim trnh kt qu u thu ln ngi c thm quyn hoc cp c thm quyn xem xt xin ph duyt. 2. H s trnh duyt kt qu u thu. a. Vn bn trnh duyt kt qu u thu. Trong thnh phn ny cn nu c cc ni dung sau. - Ni dung gi thu v c s php l ca vic t chc u thu. - Qu trnh t chc u thu. - Kt qu nh gi h s d thu. - ngh ph duyt kt qu u thu. b. Ti liu km theo vn bn trnh duyt
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Ti liu km theo vn bn trnh duyt kt qu u thu bao gm bn chp cc ti liu sau y: - Bo co nh gi h s d thu ca t chuyn gia t vn. - Quyt nh u t hoc vn bn php l tng ng, iu c quc t v ti tr (nu c) - Vn bn ph duyt cc ni dung c bn ca qu trnh u thu bao gm: - K honh u thu ca d n. - Danh sch cc nh thu tham gia hn ch - Danh sch ngn t vn tham gia d thu. - H s mi s tuyn, nh gi s tuyn v kt qu s tuyn nh thu. - H s mi thu. - Tiu chun nh gi h s d thu. - Quyt nh thnh lp t chuyn gia t vn. - Bin bn m thu, cc vn bn lin quan n vic bn mi thu yu cu nh thu lm r h s d thu (nu c). - D tho hp ng (nu c). - H s mi thu v h s d thu ca cc nh thu. - kin s b v kt qu u thu ca t chc ti tr nc ngoi (nu c). - Cc ti liu c lin quan khc.
Bc 8: Cng b kt qu u thu, thng tho hon thin v k hp ng 1. Cng b kt qu u thu a. Nguyn tc chung
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Ngay sau khi c quyt nh ca ngi c thm quyn hoc cp c thm quyn, bn mi thu tin hnh cng b kt qu u thu qua vic thng bo bng vn bn cho cc nh thu tham d, bao gm nh thu trng thu v nh thu khng trng thu v kt qu u thu. Trong trng hp khng c nh thu no trng thu hoc hu u thu bn mi thu phi tin hnh thng bo cho cc nh thu bit. b. Cp nht thng tin v nng lc nh thu Trc khi k hp ng chnh thc, bn mi thu cn cp nht nhng thay i v nng lc ca nh thu cng nh nhng thng tin thay i lm nh hng ti kh nng thc hin hp ng cng nh nng lc ti chnh suy gim, nguy c ph sn, bn mi thu phi kp thi bo co ngi c thm quyn hoc cp c thm quyn xem xt quyt nh. c. Yu cu i vi thng bo trng thu Bn mi thu phi gi th thng bo trng thu bng vn bn ti nh thu km theo d tho hp ng v nhng im lu cn trao i khi thng tho hon thin hp ng. ng thi bn mi thu cng phi thng bo cho nh thu lch biu nu r yu cu v thi gian thng tho hon thin hp ng, np bo lnh thc hin hp ng v k hp ng. 2. Thng tho hon thin v k kt hp ng a. Khi nhn c thng bo trng thu nh thu phi gi cho bn mi thu th chp thun thng tho, hon thin hp ng. b. Theo lch biu c thng nht, hai bn s tin hnh thng tho hon thin hp ng tin ti k hp ng chnh thc. Thng tho hon thin hp ng bao gm nhng ni dung cn gii quyt cc vn cn tn ti cha hon chnh c hp ng vi cc nh thu trng thu, c bit l duyt 2 2
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p gi i vi nhng sai lch so vi yu cu ca h s mi thu trn nguyn tc gi tr hp ng khng vt gi trng thu cn duyt. Vic thng tho hon thin hp ng cng bao gm c vic nghin cu cc sng kin, gii php u vit do nh thu xut. c. Bn mi thu nhn bo lnh thc hin hp ng ca nh thu trng thu trc khi k hp ng. Trng hp nh thu k hp ng v np bo lnh thc hin hp ng nhng khng thc hin hp ng th bn mi thu c quyn khng hon tr li bo lnh thc hin hp ng cho nh thu. d. Bn mi thu ch hon tr li bo lnh d thu (nu c) Khi nhn c bo lnh thc hin hp ng ca nh thu trng thu. i vi cc nh thu khng trng thu, nhng khng vi phm quy ch u thu k c khi khng c kt qu u thu, bn mi thu hon tr bo lnh d thu cho nh thu trong thi gian khng qa 30 ngy k t ngy cng b kt qu u thu. 4. Trnh t d thu xy lp ca cc doanh nghip xy dng Cng vi qu trnh u thu do ch u t t chc th cc nh thu (cc n v xy lp) cng phi tin hnh cc cng vic cn thit khi tham gia u thu. Trnh t d thu xy lp cc doanh nghip xy dng c tin hnh theo cc bc sau: Bc 1: Tm kim thng tin v cng trnh cn u thu y c coi l bc u tin ca quy trnh d thu trong cc doanh nghip xy dng bi l n chnh l bc ngi bn (cc doanh nghip xy dng) tip cn c vi ngi mua (ch d n) t mi dn n quan h giao dch, mua bn thng qua phng thc u thu. Cc nh u t (cc n
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v xy lp) c th tm kim thng tin v cng trnh cn u thu da trn cc lung thng tin ch yu sau: - Thng bo mi thu ca bn mi thu trn cc phng tin thng tin i chng. - Th mi thu do bn mi thu gi ti. - Thng qua gii thiu ca i tc trung gian: i tc trung gian y c th l c nhn hoc t chc thm ch l cn b cng nhn vin ca nh thu. Tm li, thng qua cc lung tin k trn nh thu s nm bt c nhng thng tin cn thit ban u v cng trnh cn u thu, ly lm c s phn tch a ra quyt nh c hay khng d thu. Vic lm ny s gip cho nh thu trnh c vic phi b ra nhng chi ph tip theo m khng em li c hi tranh thu thc t. Bc 2: Tham gia s tuyn (nu c) Trong trng hp cng trnh cn u thu c bn mi thu tin hnh s tuyn th nh thu phi np cho bn mi thu mt b h s d s tuyn. Nu h s d s tuyn t yu cu ca bn mi thu s c tip tc tham gia d thu bc tip theo. Nhim v t ra vi nh thu bc ny l vt qua giai on s tuyn ng thi nm bt c cc i th cng vt qua vng s tuyn v tin hnh tm kim thng tin v h lm cn c a ra c chin lc tranh thu thch hp trong bc tip theo. Bc 3: Chun b v lp h s d thu Sau khi nhn c 1 b h s mi thu do bn mi thu cung cp. Cng vic u tin ca nh thu l tin hnh nghin cu k h s mi thu. y l cng vic rt quan trng v n l xut pht im nh thu lp h s d thu v xc nh xem kh nng ca mnh c th p ng c cc yu cu ca bn mi thu hay khng. 2 4
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Tip theo, nh thu tu thuc trch nhim v ri ro ca chnh mnh, c khuyn co n thm v xem xt hin trng, cc khu vc xung quanh c tt c cc thng tin cn thit cho vic chun b h s d thu v k kt hp ng thi cng cng trnh. Nh thu phi chu cc chi ph cho vic n thm hin trng. Trong bc ny, nh thu nn c nhng cn b c trnh v kinh nghim v c mt k thut cng nh kinh t i kho st hin trng. iu ny s gip cho nh thu nm c thc a lm c s xy dng gii php k thut thi cng hp l cng nh nm c tnh hnh th trng ni t thi cng, c bit l th trng cc yu t u vo cn cung cp cho thi cng cng trnh c c s thc t cho vic lp gi d thu. Sau khi nm chc cc thng tin v cc phng din, nh thu mi tin hnh cng vic quan trng nht ca qu trnh d thu v quyt nh kh nng thng thu l lp h s d thu. Ni dung ca h s d thu xy lp bao gm: 1. Cc ni dung v hnh chnh, php l a. n d thu hp l (Phi c ch k ca ngi c thm quyn) b. Bn sao giy ng k kinh doanh. c. Ti liu gii thiu nng lc v kinh nghim ca nh thu k c phn ph (nu c). d. Vn bn tho thun lin doanh (trng hp lin doanh d thu). . Bo lnh d thu. 2. Cc ni dung v k thut a. Bin php v t chc thi cng i vi gi thu. b. Tin b thc hin hp ng.
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c. c tnh k thut, ngun cung cp vt t, vt liu xy dng. d. Cc bin php m bo cht lng. 3. Cc ni dung v thng mi, ti chnh a. Gi d thu km theo thuyt minh v biu gi chi tit b. iu kin ti chnh(nu c) c. iu kin thanh ton. Bc 4: Np h s d thu v tham gia d thu Vic np h s d thu s din ra theo ng thi gian v a im quy nh trong h s mi thu. Cc nh thu phi nim phong bn gc v tt c cc bn sao ca h s d thu vo phong b bn trong v mt phong b bn ngoi, ghi r rng cc phong b bn trong l "bn gc" v "bn sao". Cng vi vic np h s d thu, nh thu phi np cho bn mi thu mt s tin bo lnh thng nht m bo b mt v mc gi d thu cho cc nh thu do bn mi thu quy nh. Bc 5: K kt hp ng (nu trng thu) Sau khi nhn c thng bo trng thu ca bn mi thu, nh thu trng thu phi gi cho bn mi thu thng bo chp nhn m phn hp ng. Trong thi hn 30 ngy k t ngy nhn thng bo trng thu. Sau theo lch biu thng nht, hai bn tin hnh thng tho hon thin v k hp ng. Nh thu trng thu cng s phi np cho bn mi thu khon bo lnh thc hin hp ng khng qu 10% gi tr hp ng tu theo loi hnh v quy m ca hp ng v c nhn li bo lnh d thu, bo lnh thc hin hp ng c hiu lc cho n khi chuyn sang thc hin ngha v bo lnh hoc bo tr.
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5. Nhng nhn t nh hng n vic thng thu ca mt t chc xy dng 5. 1. Nng lc ca t chc xy dng a. Nng lc v my mc thit b thi cng Thit b thi cng l yu t rt quan trng i vi vic thi cng cc cng trnh xy dng. Chi ph my thi cng thng chim t 15%-20% gi thnh xy dng cng trnh. Thit b thi cng khng nhng c nh hng n chin lc u thu v mt gi thnh xy dng m cn nh hng n nng lc uy tn ca nh thu cng nh nh hng n k thut, cng ngh, phng n thi cng. Nng lc v my mc thit b thi cng s c cc nh thu gii thiu trong h s d thu, n chng minh cho bn mi thu bit c kh nng huy ng ngun lc v my mc thit b thi cng m bo thi cng cng trnh p ng nhu cu ca ch u t. Khi nh gi bn mi thu s tp trung vo nhng ni dung sau: - Ngun lc v my mc thit b thi cng ca t chc xy dng th hin thng qua tng gi tr cc ti sn l my mc thit b v xe my thi cng hin c ca t chc xy dng v s lng chng loi ca my mc thit b. Nu ngun lc ny khng bo m t chc xy dng phi i thu phc v cho thi cng s nh hng n kh nng tranh thu. - Trnh hin i ca cng ngh sn xut, tc l my mc thit b cng ngh ca t chc xy dng s dng c hin i so vi trnh cng ngh hin ti trong ngnh xy dng hay khng. Trnh hin i ca cng ngh c th hin qua cc thng s k thut v c tnh s dng, cng sut v phng php sn xut ca cng ngh hoc c th nh gi thng qua thng s v nm sn xut, nc sn xut v gi tr cn li ca my mc thit b
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- Mc hp l ca thit b xe my v cng ngh hin c, tc l tnh ng b trong s dng my mc thi cng v cng ngh, s ph hp trong iu kin s dng c th v a l, kh hu, i cht, nguyn vt liu... s ph hp gia gi c v cht lng ca sn phm do cng ngh sn xut ra. b. Ngun nhn lc v chnh sch qun l ngun nhn lc Trc ht nh hng ca ngun nhn lc trong t chc xy dng ti kh nng thng thu ca t chc xy dng th hin mt cch trc tip thng qua vic b tr nhn lc ti hin trng, nng lc v kinh nghim ca cn b ch cht d kin cho vic qun l v thc hin hp ng cng nh cht lng v s ph hp v c cu ngnh ngh ca i ng cng nhn thi cng cng trnh s quyt nh n cht lng v tin thi cng cng trnh. l l do ti sao bn mi thu cng rt ch ti ch tiu ny khi xt thu. Bn cnh i vi mt doanh nghip xy dng, nng lc v s nhanh nhy ca cc qun tr vin v chin lc u thu m cn b lnh o doanh nghip theo ui quyt nh phn ln kh nng cnh tranh trong u thu xy lp ni ring, cht lng cng tc d thu ni chung. Ngoi ra nu chnh sch qun l ngun nhn lc ca cng ty to c ng lc thc y ngi lao ng hng say lm vic cng cho php doanh nghip rt ngn tin thi cng v nng cao cht lng cng trnh. Nhn chung khi cp ti nhn t ny v tc ng ca n ti vic thng thu ca t chc xy dng c th ni ti nhiu kha cnh khc nhau nhng phi thy r vai tr ht sc quan trng v c bit ca ngun lc con ngi cng nh chnh sch qun l ngun nhn lc i vi vic ginh thng li ca doanh nghip. Bi v suy cho cng trong ngun nhn lc, phi ni n vai tr quan trng ca i ng cn b qun l. c. Kinh nghim ca nh thu trong vic thi cng cc cng trnh xy dng tng t. Nhn t ny c tc ng khng nh ti kt qu nh gi chung ca bn mi thu i vi nh thu. i vi nhng 2 8
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cng trnh c quy m ln yu cu k thut phc tp th y l nhn t kh quan trng v s chim mt t l kh cao trong tng im nh gi nh thu ca bn mi thu. d. Nng lc v ti chnh Mt c trng ca ngnh xy lp l cn mt khi lng vn rt ln v vn b ng rt lu cc cng trnh, hay ni cch khc vng quay ca vn rt chm. c im ny dn n thc t l cc cng ty xy dng phi c ngun vn ln trang tri chi ph thi cng trong thi gian di trc khi cng trnh han thnh bn giao cho bn ch cng trnh. Do vy, nng lc ti chnh cng l mt yu t quyt nh li th ca nh thu khi tham gia tranh thu. Nng lc ti chnh c bn mi thu xem xt cc kha cnh sau: - Doanh thu, li nhun trc v sau thu. - Vn lu ng trong vng 3 n 5 nm gn y. Trong vn lu ng, kh nng huy ng vn ngn hn v di hn ca doanh nghip l ch tiu ht sc quan trng, bi v ngun vn p ng nhu cu trong bo lnh thc hin hp ng v ng vn ch yu l vn vay. V vy, kh nng vay vn d hay kh c nh hng trc tip ti kh nng cnh tranh ca doanh nghip. ng thi vic lm r ngun vn huy ng thc hin hp ng l mt ni dung quan trng m doanh nghip phi trnh by ch u t xem xt nh gi. Bn cnh nng lc ti chnh th ti chnh lnh mnh cng nh hng ti kh nng thng thu ca nh thu. Tnh hnh ti chnh lnh mnh biu hin qua kt qu sn xut kinh doanh cng nh s hp l v linh hot trong c cu ti chnh ca doanh nghip. Mt h s n cao (h s n/vn ch s hu) s nh hng xu ti kh nng huy ng huy ng vn cho vic thi cng. 5. 2. Kh nng cnh tranh ca t chc xy dng a. Gi d thu Trong cuc chy ua trn thng trng, gi d thu l mt trong nhng yu t quyt nh n vic"c" hay "mt" ca mi nh thu. 2 9
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gc ch u t, thng chn nh thu c gi b thu thp, nhng phi p ng c yu cu k thut, cht lng ca gi thu v nh thu phi thuyt minh c kh nng thc hin d n vi gi d thu tnh ton. Nh vy, gi d thu l tiu chun quan trng quyt nh kh nng thng thu ca nh thu. c c gi d thu hp l va c ch u t chp nhn va phi m bo b p chi ph v t c mc li d kin ca doanh nghip xy dng th trong qu trnh xy dng gi d thu cn ch : - Nh thu phi thu thp c y ti liu thng tin chi tit r rng v quy m, yu cu ca gi thu trong h s mi thu. Xy dng c n gi d thu ph hp vi quy nh ca nh nc v st vi thc t kho st trn th trng. - c gi d thu thp, nh thu phi tnh ton so snh k li nhun thu c vi chi ph b ra. iu ny tu thuc vo trnh kinh nghim ca cn b trong nh thu v c bit l cn b ch o thi cng. H phi bit ng ph mt cch linh hot, c th ly li nhun khu vc ny b p cho khu vc khc, hp ng ny cho hp ng khc, c th tnh thp hoc khng tnh ph ph. b. Tin thi cng cng trnh Nh bit thi gian hon thnh mt cng trnh xy dng l tng i di (t 1 n 5 nm ) nn vn qun l u t rt phc tp. Thm vo vic u t xy dng mt cng trnh khng phi phc v cho tiu dng c nhn, tiu dng cui cng m li nhm mc ch phc v cng cng, p ng nhu cu u t sn xut kinh doanh. Do vn m bo tin thi cng cng trnh c ch u t nh gi rt cao. Tiu chun nh gi h s d thu v tin thi cng cng trnh ca ch u t c nh gi hai ni dung:
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- Mc m bo tng tin quy nh trong h s mi thu. - S hp l v tin hon thnh gia cc hng mc, phn vic ca cng trnh c lin quan. Nh vy nu nh thu no a ra c bin php thi cng hp l, rt ngn c thi gian thi cng cng trnh th kh nng trng thu s cao hn ( vi cc iu kin tng ng khc). c. Kh nng v k thut cht lng Trong qu trnh nh gi h s d thu, tiu chun v kh nng p ng cc yu cu v k thut v cht lng do nh thu a ra c bn mi thu coi l mt trong cc tiu chun xem xt nh gi. Tiu chun nh gi p ng yu cu v k thut cht lng bao gm: Mc p ng i vi cc yu cu v k thut cht lng vt t, thit b nu trong h s thit k v ch dn k thut. Tnh hp l v kh thi ca cc gii php k thut, bin php t chc thi cng: S tng tin , s t chc hin trng b tr nhn s, cc gii php k thut. Cc bin php m bo iu kin v sinh mi trng v cc iu kin nh thu nu trong h s d thu, qua cc bn v minh ho, phn thuyt minh bin php. Nu nh thu no pht huy c mi ngun lc vn c ca mnh nhm m bo thc hin ng yu cu k thut cht lng v a ra c xut v gii php k thut hp l chc chn s ginh c u th cnh tranh khi d thu. d. Kh nng giao tip, qung co ca t chc xy dng Xt trong lnh vc sn xut kinh doanh xy dng, cuc cnh tranh gia cc doanh nghip xy dng khng km phn khc lit, thm ch cn gay gt hn cc lnh vc khc. V vy, thng qua giao tip, qung co doanh nghip 3 1
Lun vn tt nghip
xy dng c th tuyn truyn v hnh nh v uy tn ca cng ty ch yu thng qua cc thnh tch m cng ty t c ( Cc cng trnh m cng ty thc hin cng cc chng ch cht lng, huy chng vng cht lng cao) v nng lc ca cng ty (trnh k thut, trnh qun l, my mc thit b thi cng) chim c lng tin ca ch u t. 5.3. Nhng nhn t bn ngoi t chc a. Tnh hnh i th cnh tranh i th cnh tranh ca t chc xy dng tham gia d thu l cc nh thu khc c cng ngnh ngh kinh doanh, cng tham gia nhng cng trnh cn u thu vi t chc xy dng ca mnh. Nu tim lc ca i th cnh tranh l tng i ln v nng lc ti chnh, nng lc my mc thit b thi cng, uy tn nh thu trn th trng... th kh nng trng thu vi nh thu s gim. Mun ginh thng li trong cuc tranh thu nh thu phi to c u th so vi cc i th cnh tranh v duy tr mc u th to ra bng cch khng ngng nng cao cht lng v h gi thnh cng trnh ng thi cn phi tm hiu i th cnh tranh ca mnh v c gng gi gn i th khng tm hiu c g v mnh. b. S ng h ca ch u t v cc c quan lin quan i vi t chc xy dng ang xt S ng h ca ch u t v cc c quan lin quan i vi t chc xy dng c nh hng khng nh ti kh nng thng thu ca nh thu. S ng h ca ch u t vi nh thu c th c to dng bng uy tn ca nh thu v cht lng cc cng trnh thi cng, c th bng mi quan h qua li gia nh thu vi ch u t trong, trc v sau khi u thu.
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Cc c quan lin quan khc bao gm cc b, ban ngnh, ngi c thm quyn quyt nh u t. Nu to c mi quan h tt v to c s ng h t b phn ny nh thu s c nhiu iu kin thun li nh thng tin v cng trnh thi cng cn u thu, nh hng v u t xy dng trong tng lai v cc thng tin lin quan khc nh thu c phng n quyt nh tham gia d thu ngay vi cc cng trnh c iu kin thi cng trn mt bng tng t hoc cng trnh cng ty c kinh nghim thi cng. c. iu kin th trng - Th trng lao ng: Hin nay nc ta th trng v cung lao ng l tng i ln, gi nhn cng r. Vi cc cng trnh xy dng vic s dng nhn cng theo cc hp ng ngn hn, nhn cng ngay ti a im thi cng s gip gim gi thnh cng trnh tng kh nng cnh tranh v gi d thu. - Th trng cc nh thu xy dng: R rng th trng xy dng vi nhiu cc nh thu trong nc v quc t cng tham gia tranh thu cc cng trnh cn u thu s lm gim st kh nng trng thu i vi cc nh thu yu km v nng lc ti chnh v trnh k thut. 6. Tiu chun nh gi hiu qu cng tc u thu vi cc doanh nghip xy lp 6. 1. Ch tiu s lng cng trnh trng thu v gi tr trng thu hng nm Gi tr trng thu hng nm l tng gi tr ca tt c cc cng trnh m doanh nghip xy dng tham gia u thu v trng thu trong nm (k c gi thu ca hng mc cng trnh). Ch tiu gi tr trng thu v s cng trnh trng thu qua cc nm cho ta bit khi qut nht tnh hnh kt qu d thu ca cc doanh nghip. Thng qua nh gi hiu qu cng tc d thu trong nm.
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6. 2. Ch tiu xc sut trng thu Ch tiu ny c xc nh theo hai mt biu hin l: T ng s cng trnh - Xc sut trng thu theo s cng trng thu trnh = T ng s cng trnh d thu T ng gi tr trng thu - Xc xut trng thu theo gi tr = T ng gi tr cc cng trnh d thu Cc ch tiu ny cng c nh gi theo tng nm. Trn thc t hai ch tiu ny thng khng bng nhau do gi tr u thu cc cng trnh khc nhau. Vic nh gi c cn c vo tng kt qu c th. 6. 3. Ch tiu th phn v uy tn ca doanh nghip xy dng trn th trng xy dng. Ch tiu th phn cng c o bng hai mt biu hin l phn th trng tuyt i v phn th trng tng i. gi tr SLXL do DN thc hin Tng gi tr SLXL thc hin ca ton ngnh
- Phn th trng tuyt i = =
- Phn th trng tng i ca doanh nghip c xc nh trn c s so snh phn th trng tuyt i ca doanh nghip vi phn th trng tuyt i ca mt hoc mt s i th cnh tranh mnh nht. - i vi ch tiu uy tn doanh nghip y l ch tiu nh tnh mang tnh cht bao trm. N c lin quan ti tt c cc ch tiu trn v nhiu yu t khc nh: hot ng marketing, quan h ca doanh nghip vi cc t chc..
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chng II
tnh hnh thc hin cng tc u thu ti cng ty xy dng Sng II

I. Gii thiu chung v cng ty xy dng Sng II
1. Qu trnh hnh thnh v pht trin Cng ty xy dng Sng II l mt doanh nghip Nh nc thuc Tng cng ty xy dng Sng (B xy dng) c thnh lp theo quyt nh s131 A/BXD-TCL. Cng ty c hn 1000 cn b cng nhn vin lnh ngh nhiu kinh nghim trong cc lnh vc xy dng. Qua gn 40 nm hot ng cng ty v ang tham gia hot ng xy dng nhiu cng trnh quan trng nh: Nh my thu in Ho Bnh, Nh my thy in Thc B, Nh my giy Bi Bng, Nh my xi mng Bt Sn. Nh my ma ng Ho Bnh, Cng trnh thy in Nm La - Lo, i hc Quc gia H Ni, ng cao tc Lng - Ho Lc, ng quc l 1A, cc trm bin p... v hng trm cng trnh c quy m khc. Cc cng trnh do cng ty thi cng, vn hnh c hiu qu v c nh gi l nhng cng trnh t cht lng cao. T nm 1960 n nm 1999 cng ty c Nh nc tng mt hun chng c lp hng ba, hai hun chng lao ng hng nht, hai hun chng lao ng hng hai, hai hun chng lao ng hng ba v c b xy dng v cng on ngnh xy dng Vit Nam tng 10 huy chng vng cht lng cao ngnh xy dng Vit Nam. Trong qu trnh pht trin, cng ty tri qua nhiu bc i thng trm, nhng ton b qu trnh pht trin ca cng ty t khi thnh lp ti nay c th khi qut thnh 2 giai on pht trin chnh:
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1. 1. Giai on t khi thnh lp (1960) n khi c xp xp li(1993) Tin thn ca cng ty xy dng Sng II l mt n v xy dng thuc "Cng ty xy dng thu in Thc B" m hin nay l Tng Cng ty xy dng Sng c thnh lp t nm 1960 vi nhim v ban u l xy dng Nh my thy in Thc B. Sau khi hon thnh nh my thy in Thc B cng ty tip tc xy dng cc cng trnh ln khc nh: Nh my dt Minh Phng - Vit Tr, Nh my giy Bi Bng... Nm 1975, chun b cho vic khi cng xy dng Thy in Sng (1979), Tng cng ty xy dng thy in Sng ra i trn c s "Cng ty xy dng thy in Thc B" trc y v cng ty xy dng Sng II tr thnh 1 n v nm trong t chc sn xut lin hp khp kn ca Tng cng ty vi nhim v thi cng cc cng trnh ph tr phc v cho vic xy dng v vn hnh Nh my Thy in Ho Bnh. Trong qu trnh tham gia thi cng cng trnh cng ty xy dng Sng II hon thnh vt mc k hoch nhiu hng mc cng trnh vi cht lng m bo, gp phn cng Tng cng ty xy dng Sng hon thnh cng trnh th k - Thy in Sng vo nm 1994. Tm li, c trng ni bt trong giai on pht trin ny ca cng ty l tham gia thi cng nhng cng trnh trng im ca t nc. Qua nhng nhi th xy dng ca cng ty trng thnh v mi mt, c bit l trnh tay ngh c nng cao p ng c cc yu cu i hi v mt k thut. 1. 2. Giai on sau khi sp xp li (3/1993) n nay. Cng nh cc Doanh nghip Nh nc khc cn c xp xp li cho ph hp vi tnh hnh v nh hng pht trin kinh t t nc trong nn kinh t chuyn i. Ngy 3 6
Lun vn tt nghip
26/3/1993, cn c vo quy ch v thnh lp v gii th doanh nghip nh nc, B trng B xy dng ra quyt nh s 131A/BXD - TCL thnh lp li cng ty xy dng Sng II trc thuc Tng cng ty xy dng Sng theo hnh thc hch ton kinh t c lp. Quyt nh ny nh du mt bc chuyn mi trong qu trnh pht trin ca cng ty, cho php cng ty c y iu kin pht huy quyn t ch trong sn xut kinh doanh, nng ng sng to tm ra phng hng v bin php pht trin ca mnh nhm hot ng c hiu qu ph hp vi c ch kinh t mi. Trong giai on ny, bn cnh vic thc hin thi cng cc cng trnh do Tng cng ty giao cho th cng ty cng t mnh tm kim v tiu th sn phm xy lp thng qua u thu. thch ng vi nn kinh t th trng, cng ty v ang a dng ho ngnh ngh hot ng nng cao v ci tin nng lc my mc thit b thi cng, m rng th trng tm kim v huy ng thm cc ngun vn. Chnh t hng i ng n k trn cng ty xy dng Sng II tm cho mnh mt ch ng ti th trng xy dng Vit Nam v th trng xy dng Lo qua vic trng thu xy lp mt s cng trnh ln, c tnh cht quan trng nh: ng Lng - Ho Lc (gi thu s 9 v 10), ng quc l 1A (H Ni-Bc Ninh), Thy in Nm La (Lo), Thy in Xing Kh (Lo)... l cc d n u thu quc t c quy m ln v va, hnh thc u thu phc tp, nh tch lu c nhiu kinh nghim qu bu. Trong nhng nm qua cc cng tc u thu tip th t c mt s kt qu ng k l: gi tr u thu so vi gi tr xy lp chim ti 42% nm 1996, 65%nm1997, 75% nm 1998, 95% nm 2000. Gi tr trng thu (trong 5 nm gn y) mi nm bnh qun 85 t. i sng ca cn b cng nhn vin trong cng ty khng ngng c ci thin, nng cao v mi mt. 3 7
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Hin nay cng ty ang tp trung nng cao mi mt nng lc my mc thit b, u t chiu su thc hin v sn sng nhn thu xy lp thi cng cc cng trnh xy dng khc. 2. c im v c cu t chc qun l v c cu t chc sn xut 2.1. C cu t chc qun l. Chc nng nhim v c th ca tng b phn c cu t chc b my qun l ca cng ty nh sau:
Gim c cng ty
Ph gim c kinh t
Ph gim c c gii vt t
Ph gim c k thut cht lng
Phng kinh t k hoch
Phng t Phng ti Phng vt chc hnh chnh k t thit b ton lnh o cao nht, l ngi chnh * Gim c cng ty: l ngi Phng k thut
chu trch nhim trc Tng cng ty v vic thc hin k hoch c giao v iu hnh chung mi hot ng sn xut kinh doanh. * Ph gim c kinh t: gip gim c cng ty trong cng tc kinh t k hoch, nh mc n gi d ton v tin lng, cng tc hch ton kinh t, cng tc tip th u thu, thu hi vn. * Ph gim c c gii vt t: Gip gim c trong vic lp k hoch theo di, qun l vt t, my mc thit b, cng ngh xy dng.
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* Ph gim c k thut cht lng gip gim c cng ty v cc mt gii php k thut, m thut, tin an ton cc cng trnh cho cng ty thi cng. * Phng kinh t k hoch: L c quan tham mu gip gim c trong cc khu xy dng v ch o cng tc k hoch, cng tc kinh t, cng tc giao tip, cng tc tip th v qun l u t xy dng c bn ca cng ty. Nhim v c th ca cc cng tc nh sau : a. Cng tc tip th - Theo di cc ngun thng tin trong v ngoi nc v u t xy dng Vit Nam, cc ngh quyt, ch chnh sch ca ng v Nh nc v u t xy dng ni chung v chnh sch v xy dng ni ring xc nh nh hng cho cng tc tip th ca cng ty. - Xem xt cn i kh nng v lc lng, trnh phn giao cc cng trnh cho cc doanh nghip thnh vin d thu. - Xc nh cc th trng xy dng, cc cng trnh kh thi, ngun vn, ch u t, thi gian tin hnh xy dng, cc i tc cnh tranh, quy m v tnh cht cng trnh, kh nng tham gia ca cng ty v cc ti liu khc phn tch nh gi v phn loi cng trnh, trnh gim c v phng n tham gia d thu. - Chun b cc mu h s ca cng ty lin quan n cng tc u thu (giy php hnh ngh, ng k kinh doanh, cc nng lc ca cng ty, quan h bo lnh tn dng...) cng ty d thu hoc cung cp cho cc doanh nghip khi c cng ty u quyn d thu. b. Cng tc k hoch - Xy dng k hoch sn xut k hoch hng nm, hng qu, hng thng cho cng ty bo co vi tng cng ty. 3 9
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- Bo co tnh hnh thc hin cc ch tiu kinh t k hoch, cc mc tiu tin cng trnh, phn tch nh gi tham mu cho gim c trong cng tc ch o iu hnh sn xut, cng tc iu ng nhn lc, thit b my mc cc phng n thi cng m bo cc mc tiu k hoch ra. c. Cng tc kinh t - Trc tip lp k hoch, thu hi vn i vi cc cng trnh do cng ty ch o tp trung. - Hng dn cc n v trc thuc xy dng cc nh mc v n gi mi, hng dn vic p dng a vo tnh ton trong cc d ton. - Qun l cc nh mc n gi mi, cc ch ph ph da vo cc chnh sch ch ca Nh nc v iu kin c th ca mi cng trnh m xut, b xung sa i c c s lm vic vi ban qun l cng trnh v cc c quan Nh nc, p dng vo gi cng trnh m bo hch ton kinh doanh. d. Cng tc hp ng kinh t D tho cc hp ng kinh t cho gim c k kt thi cng cc cng trnh c Nh nc giao thu, cc hp ng t cng trnh u thu vi cc ch u t. Cc hp ng kinh t lin doanh, lin kt d thu cng trnh, cc hp ng kinh t trong cc lin doanh khi cng ty l B ph. e. Cng tc qun l u t xy dng c bn - Qun l v u t my mc thi cng da trn nhim v, sn xut cn i v tng hp nhu cu my mc thit b cn trang b. - Qun l u t cc cng trnh xy dng. - Qun l sau u t: Phi hp vi cc n v vn hnh nh gi, kt lun hiu qu cu vic u t. * Phng k thut 4 0
Lun vn tt nghip
Phng k thut cht lng - an ton l mt b phn chc nng gip vic cho gim c cng ty trong lnh vc qun l cht lng - an ton, tin thi cng cc cng trnh, cc hot ng khoa hc k thut, i mi cng ngh trong mi hot ng sn xut kinh doanh ca cng ty. Vi cng tc cht lng: - Tip nhn qun l h s k thut cng trnh bao gm: H s thit k, h s nghim thu k thut v bn giao cng trnh. - Cng vi cc n v tnh ton bc tch khi lng, lp bin php v tin thi cng, tnh ton nhu cu vt t, thit b, nhn lc cho tng cng trnh trc khi thi cng. Cng vi phng kinh t k hoch tnh ton d ton thi cng. - Cng vi phng kinh t k hoch v cc n v lin quan tnh ton lp h s d thu cc cng trnh. * Phng ti chnh k ton C nhim v qun l v mt ti chnh, cung cp ti chnh cho hot ng sn xut kinh doanh ca cng ty cng nh cho cc x nghip v cc i sn xut trc thuc, lp bo co ti chnh hng k, xc nh mc vn lu ng ph hp, xc nh t chc ngun vn m bo cho sn xut kinh doanh, huy ng ngun vn sn c vo sn xut kinh doanh. * Phng t chc hnh chnh C nhim v nghin cu ci tin t chc qun l, xy dng cc chc nng v nhim v cho cc b phn thc hin tuyn chn bt s dng cn b, lp k hoch v nhu cu lao ng, o to phc v kp thi cho nhu cu thc hin sn xut kinh doanh. * Phng vt t c gii C nhim v t chc cung ng vt t kp thi, ng b, ng s lng, cht lng v chng loi, lp k hoch v cung 4 1
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ng vt t, t chc khai thc, sn xut, thu mua, vn chuyn, bc r vt t, gim st tnh hnh s dng vt t, thit b. Qun l v theo di tnh trng my mc thit b, sa cha v bo dng my mc thit b ca cng ty. Nh vy s hp tc chuyn mn ho gia cc phng ban trong cng ty c tin hnh mt cch cht ch v c mi lin h mt thit tng h ln nhau. Cng vic ca b phn ny c s gip v hp tc ca cc b phn khc. 2.2. C cu t chc sn xut. C cu t chc sn xut ca cng ty c b tr theo s vi 6 n v thnh vin t di s qun l ca c quan cng ty, di cc xi nghip l cc i cng trnh trc thuc vi nhim v c th nh sau: C quan cng ty
xn 201
xn 202
xn 203
xn 204
xn 205
cn. H ni
- X nghip 201 l n v chuyn sn xut vt liu . - X nghip 202 l n v xy dng thy li v cng trnh cng nghip nh. - X nghip 203 l n v qun l thi cng c gii.
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- X nghip 204 l n v thi cng cc cng trnh Lo (nm 2000 do gp kh khn chuyn hng nhn cc cng trnh in nh trong nc). - X nghip 205 l n v thi cng cu ng. - Chi nhnh H Ni l n v c truyn thng xy dng dn dng v cng nghip. Bn di s qun l ca cc x nghip l cc i cng trnh trc tip tham gia thi cng xy dng cc cng trnh.
II. Nng lc hin ti ca cng ty
1. c im ngnh ngh kinh doanh Theo giy php hnh ngh kinh doanh s "493BXD/CSKD" ngy 18/11/1997 do S k hoch v u t H Ty cp, Cng ty xy dng Sng II c nng lc ngnh ngh nh sau: - Xy dng cng trnh cng nghip, dn dng ti quy m ln; nhm A - Xy dng cng trnh thy li: , p, h cha nc, h thng ti tiu. - Xy dng cng trnh Giao thng: ng b ti cp 1, sn bay, bn cng. - Lp t thit b C - in - Nc cng trnh, kt cu v cu kin phi tiu chun, ng dy v trm bin p in. - No vt v bi p mt bng, p nn, o p cng trnh. - Thi cng cc loi mng; khoan phun va xi mng - ho cht. - Thi cng bng phng php khoan m mn cc cng trnh h. - Sn xut vt liu, cu kin xy dng.
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- Kinh doanh vt t vt liu xy dng. Nh vy cng ty xy dng Sng II c ngnh ngh kinh doanh rng to ra kh nng nhn thu thi cng v thc hin kh a dng v chng loi cng trnh v chng loi cng vic xy dng. Cng vi iu i tng phc v ca cng ty cng a dng v thuc nhiu khu vc khc nhau nn trong qu trnh tm kim thng tin v to lp quan h cn nm bt c c im khc bit v c bin php tip th ph hp vi tng i tng phc v. Thm vo , vi nng lc ngnh ngh a dng to ra li th v kh nng thng thu ca cng ty trong vic thc hin cc loi hp ng trn gi v hp ng cha kho trao tay. 2. c im v my mc thit b v nguyn vt liu: My mc thit b phc v sn xut kinh doanh l b phn ca ti sn c nh c gi tr ln thi gian s dng lu di v c c im tham gia vo nhiu chu trnh sn xut. Khi tham gia vo qu trnh sn xut b hao mn dn dn v chuyn dch tng phn vo chi ph sn xut kinh doanh, hnh thi vt cht ban u c gi nguyn cho n lc h hng. Do c im ngnh xy dng l mt ngnh sn xut vt cht c th, chu k sn xut thng ko di, khi lng cng vic ln i hi phi s dng nhiu loi my mc thit b khc nhau. V vy, tham gia thi cng xy lp cng ty phi c nhiu loi my mc thit b khc nhau v ln tng xng vi yu cu ca cng vic. Vi nng lc hin c v my mc thit b (bng 1) cng ty hon ton c kh nng t ch cao trong sn xut, m bo cho hot ng sn xut din ra mt cch lin tc, c lp p ng c yu cu v my mc thit b thi cng ca bn mi thu.
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Tuy nhin, vi nng lc my mc hin c nh trn ch gip cng ty ginh c u th khi tham gia tranh thu nhng cng trnh c gi tr va v nh th trng trong nc. Cn i vi nhng cng trnh c gi tr ln khi c s tham gia tranh thu ca cc nh thu nc ngoi cng nh khi tham gia tranh thu cc gi thu th trng nc ngoi th nng lc my mc thit b ca cng ty li thiu ng b, cng ngh lc hu so vi i th. Thm vo do c ch qun l cha hp l, nn nng khi xt duyt d n u t ln nh dy truyn thi cng ng b nht l trong giai on u t trm trn Lu m th hin vic nghin cu khng thu o th trng, chng loi thit b v thi im u t kt hp vi vic vn hnh, qun l my mc thit b chuyn dng, thiu kinh nghim. Qua 3 nm trin khai d n u t my mc thit b thi cng ng gi tr ln (trn 45 t) nhng hiu qu rt thp, nht l chm trn v my ri, lu lp chim gn 18 t gi tr u t nhng qua 3 nm mi tham gia lm ra sn phm trn ri b tng atphan cha n 6 vn tn-tc c dy chuyn trn-ri-lu m mi khu hao cha c 50 triu. Gnh nng li vay nh hng nghim trng n vic hch ton sn xut kinh doanh. V nguyn vt liu phc sn xut. y l yu t u vo phc v ch yu, chim t trng ln khong 60%-70% tng gi tr cng trnh. Cht lng, an ton ca cng trnh ph thuc rt ln vo cht lng ca nguyn vt liu. Bng 1: Thit b ca Doanh nghip
TT I 1 2 3 4 t t t t t L o i v m h i u c c lo i KRAZ 3256b KAM AZ - 55111 M A Z - 5 5 4 9 ;5 5 5 1 IF A - W 5 0 Nc SX S. L g n (C i) 86 23 10 10 1 Cng sut Thng s K T chnh
L. X L. X L. X c
240CV 210 CV 180 CV 125 CV
12 Tn 13 Tn 8 - 10 Tn 5 Tn
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TT 5 6 7 II 1 2 3 4 5 6 7 III 1 2 3 4 5 6 7 8 9 10 11 IV 1 2 3 4 V 1 2 3 4 5 6 7 8 9
L o i v m h i u
Nc SX
S. L g n (C i) 5 2 35 15 1 2 4 1 1 4 2 32 12 5 2 1 2 1 1 5 1 1 1 12 8 1 2 1 65 2 4 1 6 4 2 1 12 13
Cng sut 150 CV 115 CV 139 CV
Thng s K T chnh 5 Tn 2 Tn 5 Tn 2. 2M 3 1. 2 - 1. 5 M3 0. 6 - 0. 8 M3 1. 2 M 3 1. 5 M 3 1 M3 0. 85 M 3
t Z IL - 5 5 5 ;1 3 0 L. X t t c G A 3 - 5 3 L. X t G . p h n g C A 3 1 0 2 K 2 - 5 TQ M y x c , o c c lo i L. X M y x c d u b n h l p - Z L 4 0 B TQ M y x c d u b n h l p T O 1 8 ; T 1 5L . X 6 M y x c S A M S U N G HQ M y x c H IT A C H I Nht M y o b n h x c h C A T - 3 3 0 B M M y o b n h x c h E O - 4 2 2 4 L . X M y o b n h l p R O B E X - 2 2 0 W H Q -2 M y i, s a n m , lu M y i T 1 7 0 M ; T 1 3 0 ; D T 7 5 L. X M y i K O M M A T S U Nht M y s a n t h n h K O M M A T S U NG D t h 611A - GD521A M y m ru n g S D - 1 8 0 M M y m ru n g B IT E L LI - C 1 0 0 A LY ta ly M y m l p D Y - 1 6 B L. X M y lu b n h l p - R G - 2 4 8 Y ta ly M y lu b n h th p c c lo i Nht M y lu ru n g S D - 1 7 5 D M M y lu ru n g S D - 1 5 0 D M M y lu ru n g S D - D Y N A P A C Nht C n tr c c c lo i C n tr c l p c c lo i L. X C n tr c x c h D E K 2 5 1 L. X C n tr c th p K B 4 0 3 ; 3 0 8 L. X C u g i n K M S L. X M y c n g c M y ti n v n n n g L. X M y k h o a n B M K - 4 L. X M y k h o a n C B Y - 1 0 0 H L. X M y p k h c c lo i L. X M y M y M y M y M y p h t i n 1 2 5 p h t i n P O L Y M A p h t i n K O P U T A b mc c c lo i n h n x o a y c h i u L. X c Nht L. X L. X
130 130 130 222 108 139
CV CV CV CV CV CV
7 5 -1 7 0 160 CV 155 CV 230 CV 105 CV 240 CV 65KW 35 Tn 25 Tn 25 Tn 25 Tn 6 10 Tn 17. 5 Tn 15 Tn 20 Tn 9 125 Tn 25 Tn 5 8 Tn 10 Tn
230 CV 85 CV 75 - 180 108 CV 30KW 160KW 3- 10KW 5. 5 KW
D 102m m D 102m m 4. 5 20 m 3 /p h
125KVA 38KVA 1. 2KW 1 0 -4 0 m 3 /h 1 7 K W ;3 4
4 6
Lun vn tt nghip
TT 10 11 12 13 14 15 16 17 18 VI 1 2 3 4 5 6 7 8 9 10 11 12 M y M y Dn M y
L o i v m h i u un, c t s t ng cc p cc EC 60 - EC 100 tr n b t n g
Nc SX TQ L. X L. X TQ
S. L g n (C i) 4 1 2 10 2 1 1 2 1 47 1 2 3 1 12 b 13 b 2 2 10 2 2 4
Cng sut
Thng s K T chnh
1. 2 Tn 60 100 Tn 3 5 0 l t 5 0 0 l t 4KW 119 CV 85 CV 5 0 0 T n /c a 2 5 0 T n /c a 8 0 T n /h D 1 0 0 0 -2 0 0 0 1 5 -3 3 m 3 /h 1 0 0 m 3 /h
M y tu t th p C M K 3 5 7 L. X M y m i 2 3 B 6 3 3 L. X M y p b c th m M M y d i n h a g B IT IL L I - B B 6 7 0 Y ta ly n M y d i B T tp h a n M IT S IM O T O N h t C c trm v th i t b k h c T rm tp h a n S D 8 0 c D y c h u y n c c n g ly t m V N a m T rm n g h i n s n g C M 8 ; C M D 1 8 6L . X T rm n g h i n s n g N o rd b e rg P. Lan G io c h n g c c lo i D 5 4 - D 7 6 VN am G io x y 2 0 0 m 2 c c lo i D 4 2 V N a m T u th u y n c c lo i L. X B m d i + m b n c c lo i L . X B m y b a p h b t n g TQ M y k in h v T H E O 0 2 0 B c Thu b nh AX - 1S c M ia + Tc N IV A h c
50KW 1 5 0 T /h
SET 2C
Nh vy, vic s dng hp l v tit kim nguyn vt liu cng vi mt h thng cung ng nguyn vt liu tt s gp phn nng cao cht lng cng trnh gim chi ph sn xut. i vi cng ty xy dng Sng II, tn dng khai thc c cc nguyn vt liu cho thi cng cc cng trnh l phng chm ca cng ty. Khai thc nguyn vt liu theo phng chm ny va trnh c chi ph vn chuyn bc r va m bo c nhu cu kp thi cho thi cng. T gp phn gim gi d thu xy lp. lm c iu cng ty lun c gng to lp v duy tr mi quan h vi cc nh cung ng trn a bn hot ng ca mnh c c ngun cung ng nguyn vt liu y , kp thi, m bo cht lng m vn tit kim c chi ph, thu mua vi gi ph 4 7
Lun vn tt nghip
hp, ng thi tch cc tm kim nhng i tc cung ng mi. 3. c im v lao ng Lao ng trong xy lp l nhn t quyt nh nht trong qu trnh sn xut vi cc ngnh khc, lao ng trong xy lp khng n nh, thay i theo thi v hot ng trn a bn rng khp. Bng 2. 1: Cn b k s, k thut v nghip v ca doanh nghip
S nm trong ngh
STT
Cn b chuyn mn v KT theo ngh
S lng
5 nm 47 15 4 2
10 nm 114 19 8 10 5 7
15 nm 130 15 12 8 3 6 2 5 9 12 45 13
c kinh nghim Qua cc cng trnh Quy Quy Quy Quy Quy m m m m m ln ln ln ln ln cp cp cp cp cp I I I I I
Tng s 291 1 K s xy dng 49 2 K s thu li 24 3 K s cu ng 20 4 K s m, khoan n, 8 trc c 5 K s ng lc+ C kh, 13 my 6 K s cu hm, XD ngm 7 7 K s in + Cp thot 8 nc 8 C nhn kinh t + 33 TCKT 9 Cc loi k s khc 26 10 Trung cp 85 11 S cp + Cn s 18
Quy m ln cp I Quy m ln cp I Quy m ln cp I Quy m ln cp I Quy m ln cp I Quy m ln cp I Quy m ln cp I
3 3 14 11 29 5
10 3 11
Trong cng tc u thu lao ng l mt trong cc tiu chun nh thu xt thu n c nh hng n vic thng thu hay khng ca t chc xy dng. Nh vy mun ginh thng li khi tham gia d thu t chc xy dng phi c mt i ng cng nhn thc s c nng lc, trnh chuyn mn, trnh tay ngh cao, phi c i ng cn b c kinh nghim, nng lc trong vic qun l v thc hin hp ng.
4 8
Lun vn tt nghip
Hin nay, cng ty xy dng Sng II c 1227 cn b cng nhn vin. Trong , s cn b c trnh t i hc tr ln chim 15, 32% s cn b c trnh trung cp chim 6, 9%, lc lng cng nhn sn xut chim 76, 28%, khng c cng nhn c tay ngh bc 1 v bc 2. Vi c cu lao ng nh vy c th thy cng ty c mt lc lng lao ng vi cht lng tng i cao, c s chuyn mn ho theo ngnh ngh. (Bng 2)To ra u th cnh tranh khi tham gia u thu. Bng 2. 2: Cng nhn k thut ca doanh nghip
STT S lng Tng s 936 Cng nhn XD 254 Mc, n, st, b tng 134 Sn, vi, knh 40 Lp ghp cu kin, - 29 ng ng CN Chuyn ngnh ng 51 b Cng nhn c gii 286 o, xc, i, san, cp, gt, 93 lu Cn trc lp, xch 10 Cn trc thp di 9 Vn hnh my cc loi 22 Li xe t 152 Cng nhn c kh 226 Hn, rn, tin, ngui 97 Th in, nc 70 Sa cha c kh 59 CN sn xut vt liu 49 Khoan , bn mn 49 Cng nhn kho st 59 Trc c 59 Cng nhn khc 61 Tng hp 61 Cng nhn theo ngh Bc 1 Bc 2 Bc 3 287 96 53 14 5 24 62 27 1 1 3 30 43 21 14 8 23 23 24 24 39 39 Bc 4 288 73 37 10 11 15 108 28 4 4 7 65 67 27 25 15 7 7 17 17 16 16 Bc 5 253 57 30 9 9 9 74 25 4 2 8 35 85 35 28 22 15 15 15 15 7 7 Bc 6 101 28 14 7 4 3 42 13 1 2 4 22 24 12 3 9 4 4 3 3 Bc 7 7
I 1 2 3 4 II 1 2 3 4 5 III 1 2 3 IV V VI
7 2 5
Tuy nhin, i su vo nghin cu c th cht lng ngun lao ng ca cng ty c th thy: do phng php 4 9
Lun vn tt nghip
qun l ca cng ty cn mang nng tnh bao cp cng nhc thiu linh hot lm gim tnh nng ng tch cc cng nh tnh t chu trch nhim ca cc n v trc thuc v ca chnh ngi lao ng, nhiu cn b cng nhn vin c t tng v li, cc b, lm n u bit n , khng quan tm n li ch lu di ca tp th, ca cng ng dn n kt qu l: - B my qun l cc phng ban cng ty cng nh cc n v khng hp l m hnh t chc cng knh, cht lng cn b phn ln cha p ng yu cu qun l trong c ch th trng chi ph qun l ln nhng hot ng km hiu qu. - Lc lng cn b qun l x nghip, i, ch cng trnh cha ch ng, sng to, gim ngh gim lm, phn ln trng thnh theo phng thc bt trong c ch bao cp khng c kim nghim thc t. Trnh qun l chuyn mn khng tng xng vi yu cu cng vic m nhn, c mt ny th mt mt khc. - Cn b k thut th ng, thiu thc trch nhim, trnh chuyn mn nghip v ht hng, thiu thc phn u hc hi. Cng tc o to cn b nht l cn b tr cha c quan tm ng th hin t khu tip nhn, phn cng cng vic, gip to iu kin ban u, gy tm l khng an tm cng tc. - Lc lng cng nhn lnh ngh yu v khng ng b gia cc ngnh ngh, loi th bc th ni cn th thiu, ni c th thiu vic lm. Chnh nhng tn ti cng ty cha to dng c mt tc phong doanh nghip c th Sng II, cha pht huy c sc mnh tp th cng nh nhng ngun lc sn c, cha to ra c mt mi trng hp dn thu ht lc lng cn b v cng nhn c tay ngh cao.
5 0
Lun vn tt nghip
4. Nng lc ti chnh Nng lc ti chnh l mt ch tiu quan trng trong vic nh gi h s d thu ca bn mi thu. Theo bng k khai mt s ch tiu ti chnh ca doanh nghip (bng 3) c th thy hot ng sn xut kinh doanh ca cng ty nm 1999 gim st ng k, nu xt v quy m ngun vn cng nh tng gi tr ti sn lu ng ca cng ty th cng tng i ln c kh nng p ng cc yu cu ca bn mi thu vi nhng cng trnh c quy m va v nh. Nhng nu khi gp phi nhng cng trnh c quy m ln, thi gian thi cng di hay u thu nhng cng trnh quc t th vi ngun vn ny s nh hng khng nh ti kh nng thng thu ca cng ty. Bng 3.1: Tnh hnh ti chnh ca Cng ty
Tn ti sn 1. Tng s ti sn c 2. Ti sn lu ng 3. Tng s n phi tr 4. Ti sn n lu ng 5. Gi tr rng 6. Vn lun chuyn Nm 1998 93. 576. 969. 078 57. 566. 930. 212 86. 213. 250. 486 39. 296. 650. 962 7. 363. 718. 592 18. 270. 279. 250. Nm 1999 73. 594. 007. 986 45. 342. 447. 508 65. 096. 328. 827 42. 654. 600. 019 8. 497. 679. 159 2. 687. 847. 489 Nm 2000 128. 632. 580. 262 84. 858. 859. 972 118. 532. 244. 818 77. 852. 355. 341 10. 100. 335. 444 7. 006. 504. 631
Bng 3.2: Doanh thu qua cc nm

Nm Doanh thu Nm 1998 57. 801. 355. 732 Nm 1999 45. 475. 891. 955 Nm 2000 88. 976. 952. 321
Nhn vo bng doanh thu qua cc nm ca cng ty c th thy hiu qu sn xut kinh doanh ca cng ty qua cc nm khng n nh: 5 1
Lun vn tt nghip
Tc tng trng doanh thu nm 1999 gim 12.325.463.777 t so vi nm 1998. Tc tng trng doanh thu nm 2000 tng 43.501.060.366 t so vi nm 1999. Tc tng trng doanh thu nm 1999 c s gim st ng k nh trn l do nhiu nguyn nhn. Tuy nhin, nguyn nhn (v pha cng tc d thu) dn n s gim st ng k nh trn l gi tr bnh qun mt cng trnh trng thu khng cao ch t 2,5 t ng. Nm 2000 doanh thu c bc tng ng k, gi tr tng tuyt i l 43.501 .060.366 t ng. Nguyn nhn dn n kt qu trn (v pha cng tc d thu) l gi tr bnh qun mt cng trnh trng thu tng i cao 5,69 t, c bit c cng trnh (D n quc l 1A gi 4-giai on 2) trng thu vi tng gi tr ln 63 t ng.
III. Tnh hnh thc hin cng tc u thu ca cng ty xy dng Sng II trong nhng nm gn y
1. Tnh hnh chung Tuy chuyn sang hch ton kinh t c lp t nm 1993 nhng trong giai on 1993-1996 Chnh ph cha ban hnh quyt nh (Quy ch u thu) do Cng ty vn tip tc thi cng xy lp cc cng trnh do tng cng ty giao. Cng ty ch thc s tham gia vo qu trnh cnh tranh trc tip trn th trng k t cui nm 1996. Khi m tham gia u thu tr thnh phng tin chnh cng ty c c hp ng xy lp cc cng trnh. Nh vy, xt v mt thi gian, cng tc d thu mi c thc hin ti cng ty 5 nm gn y. V kt qu c th trong 5 nm qua cng ty tham gia u thu hn 100 cng trnh vi tng gi tr 1.221,13 t ng v trng c 58 cng trnh vi tng gi tr trng thu l 429,49 t ng. Trong , c bit l 5 cng trnh thi cng ti Lo vi tng
5 2
Lun vn tt nghip
gi tr 37,2 t ng. y l cc cng trnh c u t bng vn nc ngoi v t chc u thu quc t ( bng 4) Bng 4: Cc cng trnh trng thu ca cng ty
ST Tn cng trnh T
Nm d thu 1996
1 Nh th nghim thng nh 2 ng Quc l 12Nam H 3 ngCao tc LngHo Lc 4 ng Quc l1A-H.NL.Sn 5 Cm Ging ng HQG 6 NMbia H ty 7 NM xi mng Phc sn 8 NM Ma ng Kin Giang 9 Tr s cng an kim bi Ho Bnh 10 Tr s cng an kim nh lp - Lng sn 11 Khu chung c Vin M - a Cht 12 Thu in Lm St Lo 13 Thu in Xing Kh -Lo 14 Nh khch UBDTMN 15 Ci to Quc L 21H nam 16 Tr s cng an Tn Lc Ho Bnh 17 Sa cha NMT Ho Bnh 18 in nng thn Mng P-Sn La 19 in nng thn Ph Bnh - Thi Nguyn 20 in nng thn, Vn qun Lng Sn
Php nhn u thu TCT
a Gi tr im Ch u t (T xy ng) dng H Ni i hc QGHN 2,1 0,5 18 188 4,2
1996 Cng ty Nam H S GTCC Nam H 1997 TCT H ty BQLDA 1997 1997 TCT TCT H Ni- BQLDA QL1 Bc Ninh H Ni i hc QGHN
1997 Cng ty H ty NMBia H Ty 4,5 1997 Cng ty Hi DBQLDAPhc 20 ng Sn 1997 Cng ty Kin BQLDA Vit 4 Giang Nht 1997 Cng ty Ho 1,6 Bnh 1997 Cng ty Lng CA Tnh HB 0,85 Sn 1997 Cng ty H Ni CA Tnh 1,2 L.Sn 1997 Cng ty Lo CTPTLo-M 20,6 1998 TCT Lo BQLDAVit Lo UBDTMN S GTVTH Nam CATnhHB 1,5 6,4 3 1 0,88 1,2 1,2 1,1
1998 Cng ty H Ni 1998 Cng ty H Nam 1998 Cng ty
Ho Bnh 1998 Cng ty Ho NMthu in Bnh HB 1998 Cng ty Sn La in lc S.La 1998 Cng ty Thi LThi nguyn Nguyn 1998 Cng ty Lng L.LSn Sn
5 3
Lun vn tt nghip
21 Nh n nguyn 3Thnh Cng 22 Thu Li Nm La Lo 23 Chng qu ti li in khu trung thnh 2 ng dy35KVv 4 TBA 35/0,4KV x Chng Sng 2 San nn trm in 5 Bc Giang 2 u mi nh Thu 6 in Nm La 2 Xy dng 3 p 7 trn huyn Vin Khm 2 Lm ng v sa 8 cha Hc vin CNBVCT 2 Nh bo v HQG 9 3 Kho cha vt liu 0 nh my xi mng Luksvasi- Hu 3 Nh hc chnh A3 1 trung tm o to BCVT 3 San nn khu tp 2 trung nh cng 3 a in v x Hong 3 Nng -i T Thi Nguyn 3 .dy35KVv TBAa 4 in v x Hong Thng V.yn 3 Ci to tr s lm 5 vic UBDSKHHGHN 3 ngdy35KV,trm 6 BA35/0,4KV La Hin 3 H Quc gia Lo 7 3 Khu ch bin St x 8 nghip KTCB St Ch Linh C.T Khai thc ch bin v khong sn 3 Cng trnh ng v 9 thot nc khu nh
1998 Cng ty H Ni BQLVin a cht 1998 TCT Lo ADB 1999 Cng ty Thi CT in lc1 Nguyn
1,5 9,3 1,2 1,2 1,48 2,9 2,2 0,3 0,3 1,16 9,7 3,2 0,997 0,93 0,082
1999 Cng ty Sn La CT in lc1 1999 TCT Bc TCTin VN Giang Lo B N.L nghip Lo B N.L nghip Hc vin BCVT HQG NM xi mng Hc vin BCVT
1999 Cng ty 1999 Cng ty
1999 Cng ty H Ty 1999 Cng ty 1999 Cng ty HN Hu
1999 Cng ty HTy 1999 Cng ty HN
BQLDA nh cng 1999 Cng ty T.Nguy in lc n T.Nguyn 1999 Cng ty Yn Bi CT in lc 1 1999 Cng ty HN UBDSKHHG
1999 Cng ty T.Nguy in lc 2,24 n T.Nguyn 1999 T. Cng Lo H Quc gia 10 ty Lo 2000 Cng ty H.Dng CT.KTCB 2,5 v KSH.Dng
2000 Cng ty
HN
BQLkhu 1,956 th mi .Cng
5 4
Lun vn tt nghip
4 0 4 1 4 2 4 3 4 4 4 5 4 6 4 7 4 8 4 9 5 0 5 1 5 2 5 3 5 4 5 5 5 6 5
cng Sa cha ga ra t, Nh ABK Nh my THB Nng cp trung tm y t huyn Mc Chu a in v x H p- tnh Bc Giang XD ng HCM on ARong-Tp Lp t h thng in nh TEL, Lan,MATV-BCVT Cng trnh in Xun Long-Ngc Chn-YnBi D n Quc L 1Agi4-Giai on2 Sa cha,nng cp trng Tiu hc Thi Thnh-Q.ng a Ci to nng cp nh lp hc cp 4 trc B4-HQG Sa cha trng Trung hc a chnh 1-T Lim HN Sa cha Cung vn ho Tnh HB Cng trnh thu li Mng Hung-Sng MSn La a in v x T L huyn Vn Chn-Yn Bi Cng ho knh chnh v knh mng cp I Trm bm Ni BiSc Sn XD trngTiu hcTul Bc-HB a in li QG v huyn Qunh NhaiS.La Chng qu ti khu th trng h 4-Thun Thnh -Bc Ninh Chng qu ti li
2000 Cng ty 2000 Cng ty 2000 Cng ty
HB S.La
NM thu in 0,333 HB BQLDA h tr y 1,389 t QG
Bc CT in lc1 2,268 Giang 2000 Cng ty Qung BQLDA ng 25 Tr HCM 2000 Cng ty H.ng BCVT 0,47 2000 Cng ty Yn Bi Cng ty in lc 1 2000 Lin danh 2000 Cng ty 2000 Cng ty 2000 Cng ty Bc ninh HN HN HN BQLDAQL1BGTVT BQLDAcng trnh Q.ng a HQGHN 2 63 1,173 0,265 0,459 0,364 1,991 1,984 1,549
Trng trung hc a chnh1 2000 Cng ty HB Trung tm VH tnhHB 2000 Cng ty S.La BQLDA c s h tng nng thn 2000 Cng ty Yn Bi in lc YBi 2000 Cng ty HN BQLDA Sc Sn
2000 Cng ty 2000 Cng ty
HB S.La
SGD THBnh 0,4984 in lc S.La in lc B.Ninh in lc 5,104 0,5575 4 0,564
2000 Cng ty B.Ninh 2000 Cng ty T.Nguy
5 5
Lun vn tt nghip
7 in h Tn Nguyn 5 Sa cha 8 thu in
th khu Long-Thi nh my Thc B
n 2000 Cng ty Yn Bi
T.Nguyn EVN 6,15
T nhng kt qu nu trn c th thy c nhng n lc ca cng ty trong hot ng sn xut kinh doanh ni chung v thc hin cng tc d thu ni ring. l kh nng hot ng trong hot ng sn xut kinh doanh, ch ng tham gia u thu t ginh quyn u thu xy lp ch khng trng ch vo cng trnh do tng cng ty giao cho. Cng ty cng mnh dn tham gia vo nhng cng trnh quan trng manh tnh quc gia v nhng cng trnh c t chc theo hnh thc u thu quc t. thy r hn ta lp bng phn tch (bng 5)
Cng trnh d thu Nm S lng Gi tr (t ng) Cng trnh trng thu S lng Xc sut trng Gi tr bnh thu (%) qun mt cng Gi tr V V trnh trng mt mt thu (t ng) (t s lng gi tr ng)
199 7 199 8 199 9 200 0
20 499,0 5 19 162,6 8 28 118,0 9 36 370,2 8
9 224,3 5 10 27,08 15 37,89 21 119,5 7
24,93 2,71 2,50 5,69
45 53 53 58
45 17 32 32
Nhn vo bng ta thy xc xut trng thu ca cng ty cha cao, xc xut trng thu v mt s lng ch t 53% nm 98, 99, ch c nm 2000 t 58% v gi tr bnh qun mt cng trnh tng i cao 5,69 t. V mt gi tr, xc xut ny cng cn thp c bit nm 1998 ch t 17%. 5 6
Lun vn tt nghip
V mc tng tuyt i bnh qun mt cng trnh trng thu qua cc nm : Nm 1997 tng so vi nm 1996 l 18,25 t. Nm 1998 tng so vi nm 1997 l - 22,22 t. Nm 1999 tng so vi nm 1998 l 0,21 t. Nm 2000 tng so vi nm1999 l 3,19 t.
Nh vy, c th thy s lng cc cng trnh trng thu qua cc nm c tng ln nhng gi tr bnh qun mt cng trnh trng thu tng gim tht thng v c gi tr rt thp so vi nm 1997( l nm t gi tr bnh qun mt cng trnh trng thu t gi tr cao nht 24,93 t). Trn y, l nhng thnh tch cng nh nhng tn ng ca Cng ty xy dng Sng II. hiu c cn k hn v vn ny ta cn tm ra cc nguyn nhn tn ti trn thng qua vic phn tch trnh t thc hin cng tc d thu ca cng ty lm c s tm ra nhng gii php c th, hiu qu nhm ti mc tiu trc mt l tng xc sut trng thu v mt s lng cng nh gi tr. ng thi tin ti hon thin mi mt cng tc d thu to th v lc n nh nng cao kh nng tranh thu khi thng lc cn hin ti, cho php cng ty t c s pht trin cao hn trong nhng nm ti. 2.Trnh t tham gia d thu ca cng ty Nh chng ta bit kt qu ca cng tc d thu chu nh hng khng nh ca qu trnh thc hin. Nm bt c v tr trng yu ca cng tc ny i vi hot ng tham gia u thu, ban lnh o cng ty la chn nhng cc b c nng lc nht v cc lnh vc c lin quan giao nm trng trch ch yu trong vic thc hin cng tc d thu. V trnh t tham gia thc hin cng tc d thu ca cng ty c thc hin theo cc bc:
5 7
Lun vn tt nghip
2.1.Tm kim thng tin v cc cng trnh cn u thu Cng vic ny do b phn tip th trc thuc phng kinh t k hoch m nhim v t di s ch o trc tip ca gim c cng ty. c c thng tin v cc cng trnh cn c u thu xy lp cng ty s dng rt nhiu ngun thng tin v cc cch tip cn khc nhau: - Thu thp thng tin v cc cng trnh cn u thu trn cc phng tin thng tin i chng nh i, bo, tivi... ng thi cng quan tm n cc thng tin v nhng cng trnh d nh u t trong tng lai gn trn cc phng tin ny, m ch yu l xc nh ch u t v ngun vn u t. - Duy tr mi quan h vi nhng ch u t (Ban qun l d n PMU 18 - Quc l 1A; Ban qun l d n Thng Long ng Lng - Ha Lc: U ban dn tc min ni, Hc vin cng ngh bu chnh vin thng) m cng ty tng c cng trnh nhn thu thi cng xy lp v thng qua cht lng ca nhng cng trnh ny c c cc mi thu. - To lp quan h vi cc c quan qun l nh nc cc cp chnh quyn (Tng cng ty, B xy dng) ly thng tin v k hoch u t ca cc b, ngnh cng nh Nh nc. - Sau khi c c thng tin v cng trnh cn u thu, cng ty mi phn tch nh gi c tham gia tranh thu hay khng. Nu tham gia s thc hin cc bc cng vic tip theo. 2. 2. Tip xc ban u vi bn ch u t v tham gia s tuyn (nu c) Khi c quyt nh tham gia tranh thu, cng ty s c ngi ca b phn tip th theo di sut qu trnh, d thu cng trnh v tin hnh v tip xc vi ch u t. Bn cnh 5 8
Lun vn tt nghip
vic tm hiu cc thng tin nh: Thi gian bn h s mi thu, cc yu cu s tuyn... th cng ty cng kt hp vi vic qung co gy uy tn ban u vi ch u t, to iu kin thun li cho qu trnh tham gia u thu sau ny. Nu cng trnh c nhu cu t chc s tuyn th thng thng b phn tip th lp cc h s s tuyn v cc b h s gii thiu cng ty, cc thng tin v nng lc, thit b, kinh nghim thi cng cc cng trnh, cc chng nhn cng trnh t cht lng cao... gi trc tip cho bn mi thu theo yu cu v a im trong h s mi s tuyn. 2. 3 Chun b v lp h s d thu y l bc cng vic ch yu trong ton b qu trnh d thu ca cng ty. Trc khi lp h s d thu cng vic chun b u c thc hin chu o vi cc phn vic nh: Lm r cc ni dung yu cu trong h s d thu, kho st v thm quan hin trng, phn cng nhim v c th cho tng b phn tham gia lp h s d thu c th. V vic chun b cc ti liu thng tin chung Cc ti liu nh: Giy php hnh ngh, ng k kinh doanh, cc nng lc ca cng ty, quan h bo hnh tn dng, nng lc mi thu, chng nhn cht lng... s c cc b phn cn c vo c im, yu cu ca cng trnh cng nh yu cu nu trong h s mi thu c s chun b p ng y kp thi. V vic lp bin php thi cng Cc k s, kin trc s ca phng k thut s cn c vo thng tin t vic kho st hin trng v cc yu cu k thut trong h s mi thu tin hnh kim tra li thit k k thut m bn mi thu cung cp pht hin kp thi nhng bt hp l v a ra cc gii php k thut iu chnh, nng cao uy tn ca cng ty vi ch u t. Bn cnh , cng c th tin hnh thit k nu nh cng ty m nhn vic ny. Vic lp gi d thu 5 9
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Vic lp gi d thu ca cng ty do phng kinh t k hoch kt hp vi phng k thut bc tch khi lng cng vic lp gi d thu. 2. 4 Np h s d thu v tham gia m thu Sau khi cc b phn tham gia lp h s d thu hon tt nhim v ca mnh, b phn tip th s nim phong h s d thu giao cho phng kinh t k hoch np cho bn mi thu. Cn c theo thi hn v a im ghi trong h s mi thu phng kinh t k hoch c cn b trc tip i tham gia mi thu. Trong thi gian ch nh gi h s d thu, nu bn mi thu c cng vn yu cu l gii nhng vn trong h s d thu th cc b phn trong cng ty tu theo nhng khc mc bn mi thu hi c nhim v gii p v lm r gi uy tn vi ch u t v pht huy ti a tnh cnh tranh ca h s d thu. 2.5 K kt hp ng kinh doanh (nu trng thu) v theo di thc hin hp ng. Ngay sau khi nhn c kt qu trng thu, cng ty s c cng vn gi cho pha ch u t chp nhn vic thc hin thi cng v tho thun ngy gi, a im c th thc hin vic k kt hp ng. Tin hnh chun b xin bo lnh hp ng theo yu cu ca ch u t v n c cc b phn c lin quan r sot li k hoch huy ng cc ngun lc cho vic thi cng cng trnh, to iu kin thun li cho vic m phn k kt hp ng thi cng. Sau khi k kt hp ng, cng ty nhanh chng trin khai thi cng cng trnh v lc ny, cc cn b k thut phng kinh t k hoch m nhn cng tc d thu s c nhim v theo di v thi cng v lm cu ni gia cng trng vi ch u t, xut kp thi cc vn lin quan n vic thc hin hp ng, c bit l cc vn nh 6 0
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hng n cht lng v tin thi cng cng trnh. ng thi, thc hin nhim v thanh quyt ton vi ch u t. 3. nh gi tnh hnh thc hin u thu ca cng ty trong nhng nm qua 3.1. Nhng thnh tch a. Vi b dy kinh nghim v s on kt nht tr trong ni b, cng ty ang n lc vn ln khng nh v tr ca mnh trong c ch th trng. Cng tc u thu - tip th tng bc n nh v hot ng i vo n np ph hp vi c ch mi v p ng c bn nhu cu vic lm ca cng ty. c bit l vic trng thu thi cng cc cng trnh ln nh cng trnh i hc quc gia, cng trnh ng Lng - Ho Lc v cc cng trnh thi cng ti Lo... c nhiu cng trnh t huy chng vng cht lng cao ca ngnh, gi c ch ng ti th trng trong nc v vn ra th trng nc ngoi. b. B phn tip th c trch nhim cao hn trong cng tc thu thp v tng hp thng tin v nh hng u t xy dng c bn ca Nh nc v cc c quan, ban ngnh. Cng lnh o cng ty xc nh cc cng trnh c tnh kh thi xy dng chin lc v sch lc trong cng tc tip th u thu nhm nng cao hiu qu thng thu m vn m bo chi ph vi mc ti thiu. Chnh qua thi gian ny, cng ty xy dng c mt i ng lm cng tc tip th u thu c trnh v nhit tnh vi cng vic m bo hon thnh tt nhim v theo ng tin ra. c. huy ng mt i ng k s, nh qun l v lao ng gii tham gia vo cng tc d thu. Cng vi qu trnh hot ng tay ngh, nng lc v kinh nghim cn b cng nhn ca cng ty ang ngy mt nng cao hn. d. ch ng tm kim cc cng trnh trong mi lnh vc xy dng v m rng c ngnh ngh xy dng.
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e. nh gi ng v tr ca cng tc u thu ngy cng to ra chuyn bin tt v mt t chc v thc hin, c bit trong lnh vc quan h vi bn ngoi nh vi cc t chc ti chnh, nh cung ng, i tc kinh doanh v ch u t. Nhn chung li, trong vi nm tr li y, c bit l t cui nm 1996, cng ty xy dng Sng II c nhng c gng trong vic ch ng tm kim cng n vic lm v c nhiu tin chuyn tt trong t chc, qun l, m rng quan h vi bn ngoi. Nh em li cng n vic lm u n cho cn b cng nhn vin v ngy cng khng nh c ch ng cng nh uy tn ca cng ty trn th trng. 3. 2. Nhng tn ti trong cng tc d thu ti cng ty Mc d trong cng tc d thu, cng ty c nhiu c gng t c nhng thnh tch nht nh, song cng vn cn mt s tn ti dn n kh nng trng thu cao nh hng ti s pht trin chung ca cng ty. a. Vic thc hin cng tc d thu cha thc s din ra mt cch c h thng v cht ch, nhiu bc cng vic nhn thc c song cha thc hin. Th ng trong vic ra cc bin php tranh thu. b. Cha a ra c cc xut v gii php k thut hp l, c o lm tng kh nng cnh tranh trong u thu. c. Cng tc tip th, u thu bc u chim lnh c th trng nhng kh nng cng tranh yu. Kh nng Marketing trong thng trng trn cc lnh vc mua bn hng ho, tiu th sn phm ln trong tm kim vic lm cn rt hn ch, th ng. d. Gi b thu nhiu khi khng hp l, lc th qu cao so vi gi xt thu ca ch u t, hoc so vi gi b thu ca
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cc i th cnh tranh, lc li qu thp tuy cng ty trng thu nhng khng c hiu qu. e. Kh nng t ch v ti chnh thp, cha nng lc ti chnh tham gia u thu c lp v nhn thi cng nhng cng trnh c gi tr ln, thi gian thi cng di. f. Thit b xe my thi cng hin ti nhn chung cha p ng c cc yu cu k thut v mc hin i trong vic thi cng cc cng trnh i hi cht lng cao, k thut phc tp. 3. 3. Nguyn nhn ch yu ca nhng tn ti trn a. Lc lng cn b tip th cn mng v nng lc c hn cha pht huy ht sc mnh tng hp ca cc cn b k thut, ch cng trnh, cc n v trong qu trnh tip th, lp, chn phng n ti u. b. Vic lp gi d thu mi ch tnh ti cc yu t bn trong m cha gn cht vi tnh hnh th trng v cc i th cnh tranh. Thm vo , cng tc kho st cng trnh, gi c i khi cha st thc t. c. V cng ngh v thit b xe my thi cng th tr lnh vc thi cng ng b cn trong cc lnh vc khc mc d c nng lc kh ln song cn nhiu my mc thit b c, lc hu, s dng khng hiu qu. Vic u t mua sm mi cn gp nhiu kh khn v vn. d. Mt s cng trnh do ch u t c s sp t trc do mc d gi d thu thp nht, h s d thu m bo cht lng nhng vn b trt. 4. T chc qun l v phi hp gia cc b phn thc hin cng tc d thu ti cng ty T cui nm 1996, khi bt u tham gia u thu ginh quyn bao thu xy lp cc cng trnh, cng tc u thu c giao cho phng kinh t - k hoch phi hp vi phng k thut thc hin v t di s ch o trc tip ca 6 3
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gim c cng ty. Qua mt thi gian hot ng, trn c s nhn thc r v tr quan trng ca cng tc u thu v sc p v vic lm ngy cng tng, ban lnh o cng ty thy cn thit phi c mt b phn tr gip Gim c cng ty trong vic tm kim thng tin v cng trnh cn u thu, qun l v phi hp thc hin. Chnh v vy, ngy 1-101998, gim c cng ty ra quyt nh thnh lp b phn tip th, trc thuc phng kinh t- k hoch ng thi chu s lnh o trc tip ca gim c cng ty vi cc chc nng v nhim v ch yu sau: + V chc nng: L b phn chuyn trch v cng tc tip th ca cng ty, tm hiu v x l cc thng tin c lin quan n cng tc tm kim vic lm xc minh xc thc ca cc thng tin bo co gim c x l hoc ch ng xut phng n gii quyt. Mc ch cui cng l gip cho gim c trong cng vic tm kim vic lm. + V nhim v: - Nm bt kp thi thng tin, cc d n u t xy dng trong mi lnh vc v cc a phng. Khi d n c iu kin th chun b v lp h s ng k d thu (cn c tng cng trnh c th s dng h s ca cng ty, Tng cng ty hoc lin doanh, lin kt vi cc n v bn ngoi). Cung cp y thng tin ca cng ty cho ch u t lm vic vi c quan ch o d n, ch u t c cc thng tin cn thit bo co gim c, tip tc duy tr cc quan h trn trong sut qu trnh u thu cng nh lu di. - Chu trch nhim chp ni, hon tt h s d thu t khu chun b cho n khi np h s d thu. Trong qu trnh lm h s d thu phi cung cp y thng tin lin quan n d n cho phng kinh t - k hoch lm gi d thu v phng k thut lp bin php thi cng v tnh khi lng, cc phn vic cn li thuc b phn tip th. Phn
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cng cc b phn theo st cc d n sau khi np h s d thu cho n khi c kt qu cui cng Vic thnh lp b phn tip th qua mt thi gian ngn em li nhng tc ng tch cc n hot ng d thu ca cng ty, th hin c th cc kha cnh sau: - a cng tc d thu ca cng ty dn i vo hot ng c tnh h thng. Qu trnh thc hin cng tc d thu c theo di cht ch v st sao hn, to ra c u mi lin kt cc b phn c lin quan. Vic lp k hoch d thu hng thng c thc hin y . - Tng cng v thit lp tt mi quan h vi bn mi thu. Cc thng tin v d n c thu thp y v cung cp kp thi cho cc b phn c lin quan. - S lng cc cng trnh c tip th la chn, quyt nh d thu cng tng ln, to c hi la chn c cc d n c trin vng nhm t hiu qu cao hn cho tc d thu. Trong cc kha cnh tc ng trn, kha cnh mang li nhiu hiu qa nht cho vic thc hin cng tc d thu l theo di v phi hp gia cc b phn c lin quan trong vic lp h s d thu, n gim c ch tc trong cc b phn, thc hin m bo cho qu trnh lp h s d thu din ra nhanh hn. V mt cht lng ca h s th hnh thc trnh by c ci thin, cc li s c kim tra v pht hin kp thi, iu ny l kh quan trng v nhiu khi ch cn mt li nh trong h s d thu s nh hng khng tt n kt qu nh gi ca bn mi thu i vi nh thu. C th l khi chun b h s d thu, b phn tip th s lp bng phn cng nhim v v phi hp thc hin theo bng 6. Bng 6: Bng phn cng nhim v lp h s d thu
B phn thc hin B phn phi hp
STT I
Ni dung cng vic Quyn 1: Bng gi d thu
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1 2 3 4 5 6 II 1 2 3 4 III 1 2 3 4 5 6 IV 1 2 V 1 2 3
n v d thu Cc ph lc (bo hnh, gim gi) Bng tng hp gi thu Chit tnh gi thu Bo lnh d thu Bo chng Quyn 2: Bin php thi cng Thuyt minh bin php Tin thi cng Cc bn v minh ho Catalo, tiu chun k thut Quyn 3: Thng tin chung H s t cch php nhn Gii thiu cng ty Nng lc ti chnh Nng lc thit b Nhn lc Cc thng tin khc Cc cng vic khc Kho st hin trng Tham kho gi, khu vc thi cng Cc cng vic kt thc Duyt h s ng gp thng tin Np h s
Phng KT_KH Phng KT_KH Phng Phng Phng Phng Phng thut Phng thut Phng thut Phng thut Phng thut B. B. B. B. B. B. P P P P P P KT_KH KT_KH TC_KT TC_KT k
Phng k thut Phng k thut Phng Phng Phng Phng Phng k thut k thut KT_KH KT_KH KT_KH
k Phng KT_KH k Phng KT_KH k Phng KT_KH k Phng KT_KH
Tip Tip Tip Tip Tip Tip
th th th th th th
Phng Phng Phng Phng Phng Phng
KT_KH KT_KH KT_KH KT_KH KT_KH KT_KH
Phng KT_KH Phng KT_KH
Gim c B. P Tip th Phng KT_KH
B. P lm h s B. P Tip th
Cn c vo tin (ngy hon thnh) ra, b phn tip th theo di tng b phn thc hin, thng xuyn gi mi quan h thng tin qua li pht hin nhng vng mc xut vi ban lnh o c kin ch o kp thi. Nhng mt khc, thi gian qua cch thc t chc qun l cng tc d thu trn y cng cn bc l nhng hn ch. y l mt trong nhng nguyn nhn lm cho cht lng cng tc d thu ca cng ty cha c ci bin r rt mc d t chc qun l v phi hp thc hin c thit lp tt hn. Trong hn ch ni bt nht l s phn tn trong qun l v 6 6
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nhng ngi tham gia cng tc d thu phi kim nhim nhiu cng vic khc nhau khng lin quan trc tip n cng tc d thu dn n nhng tn ti c th sau: Th nht: Ch dng li vic lp k hach tip th u thu hng thng song cha ra chin lc tranh thu c th ph hp vi tnh hnh v iu kin thc t ca cng ty, dn n vic a ra cc bin php tranh thu thng mang tnh cht tnh th v b ng. Th hai: Kh c kh nng nm bt su st nhng bin ng trong cc yu t ca th trng v quan trng hn l yu t gi c. iu ny s nh hng khng nh ti tnh cnh tranh ca gi d thu.
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Chng III
mt s gii php v kin ngh nhm nng cao hiu qu cng tc u thu ti cng ty xy dng Sng II
Nng cao hiu qu cng tc u thu ca cng ty thc cht l nhm mc tiu nng cao kh nng thng thu ca cng ty. Do vy, nhng gii php a ra chnh l khc phc nhng mt tn ti, pht huy nhng mt tch cc nh phn tch, cui cng l gip cng ty khi tham d u thu s c c b h s d thu p ng tt nht cc yu cu ca bn mi thu, ng thi vn m bo c li cho cng ty. iu ny khng ch lin quan trc tip ti vic t chc thc hin cng tc u thu m cn l mt vn rng ln, i hi nhng n lc v mi mt ca cng ty. Trc khi i vo phn tch mt s gii php ta nghin cu s lc nh hng k hoch pht trin trong nhng nm ti ca cng ty.
I. nh hng k hoch sn xut kinh doanh 5 nm 2001- 2005 ca cng ty xy dng Sng II
1. nh hng pht trin Pht huy sc mnh tng hp truyn thng 40 nm xy dng v pht trin, tng cng on kt, ra sc i mi, n nh t chc, pht huy cao hiu qu my mc thit b thi cng u t, pht huy cao cc ngnh ngh truyn thng, duy tr pht trin sn xut cng ngh hin c, phi hp cht ch vi tng cng ty c d n u t mi theo cc hnh thc thch hp. Phn u nhn thu lm tng B mt s d n quy m va. Tng bc khng nh mnh trong c ch th trng tch lu v pht trin. Xy dng i ng cn b qun l tinh thng, i ng cng nhn lnh ngh, n nh i sng cn b cng nhn vin an c lc nghip gp phn vo s nghip pht trin chung ca Tng cng ty. 6 8
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2. Mt s mc tiu chnh 2.1. Mc tiu trong kinh doanh xy lp Trong kinh doanh xy lp tp trung ch yu khai thc nng lc my mc thit b hin c bng cch thc hin tt d n cng trnh giao thng, cc cng trnh thu li, thu in nh vi gi tr t 40 -45% gi tr xy lp hng nm xp x khong 70-80 t. a. C cu sn lng - Trong nh hng k hoch ca mnh t nm 2001 nhim v kinh doanh xy lp vn u tin xy dng cc cng trnh: c s h tng dn dng cng nghip, thu li, thu in, ng dy v trm. - V gi tr xy lp hng nm chim 80% gi tr sn xut kinh doanh sau tng t trng u t m bo n nm 2001 c d n u t theo hnh thc BT, BOT tin ti nm 2005 gim dn gi tr sn lng xy lp, tng sn lng sn xut hng ho cng nghip, bo m ch ng hon ton trong k hoch sn xut kinh doanh. b. V c cu cc cng trnh trong thi cng xy lp - Gi tr xy lp cc cng trnh c s h tng chim khong 50% gi tr. - Kinh doanh xy lp cc cng trnh: dn dng, cng nghip thc hin gi tr chim khong 30% gi tr xy lp hng nm. - Gi tr xy lp cc cng trnh ng dy v trm, thu in, thu li, nh trong v ngoi nc chim khong 20% gi tr. c.V c cu a bn hot ng - Kinh doanh xy lp cc cng trnh khu vc H Ni v cc vng ln cn 30%. - Kinh doanh xy lp cc cng trnh khu vc vng su, vng xa 50%. - Kinh doanh xy lp cc cng trnh khu vc Lo v cc nc khc 20%. 2.2 Kinh doanh SXCN + SX dch v, kinh doanh khc 6 9
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- Gi tr SXCN cc nm u l 15% tng dn ln 20 v 25% vo cui thi k, ch yu sn xut cc loi ti m Trung Mu, cn m Tn Trung ch duy tr mc bo m i sng cn b cng nhn vin hin c, khng u t thm. Tn dng nng lc nghin - trn pht trin cc hnh thc khai thc cung cp lm mng ng cc m Ch, cc m khu vc Ni Bi - Bc Ninh trn c s cung cp theo nhu cu khch hng . - Nhanh chng n nh t chc v phn cp qun l ti trm trn ng Anh theo hng t qun vi mc giao sn lng tnh khu hao, li vay ph hp vi tnh hnh tiu th trong 1 2 nm u, tin ti khon theo mc trch np t nht khu hao, li vay. C c ch c th v chi ph tip th qung co trong tiu th sn phm cng nghip . - ng k vi Tng cng ty nhn qun l 1 -3 d n ttheo hnh thc BT - BOT vi quy m thch hp, trc mt d kin hai cng trnh l : Khu vc th mi M nh, M Tr ; khu vc cng nghip Ph Ct, H Ty ti Ho Lc hoc nhn thu B chnh xy lp Nh my xi mng Qung Ninh. 3. Mt s ch tiu ch yu n nm 2005 - Tng trng hng nm 12- 15%. - Tng gi tr SXKD 210 t. - Doanh thu 200 t. - Vn kinh doanh bnh qun nm : 95 t. - Np ngn sch bnh qun nm : 6,3 t. - Li nhun bnh qun t 2- 3 t. - Lao ng bnh qun nm 1000- 1300 ngi. - Thu nhp bnh qun 1 ngi/ thng t 1,25- 1,65 triu ng.
II. Mt s gii php nhm nng cao hiu qu cng tc u thu ti cng ty xy dng Sng II
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Bin php 1: Vn dng phng php dng ch tiu tng hp ra quyt nh tranh thu Nh phn tch phn thc trng xc xut trng thu ca cng ty trong nhng nm qua vi cc cng trnh cng ty tham gia u thu cha cao lm. Khi tham gia tranh thu cng ty s phi chi ph mt khon tin cho mua h s d thu, tip th ngoi giao.... Nu thng thu s gii quyt c vic lm v c th thu c mt khon li nhun. Ngc li s mt ton b chi ph b ra trong giai on lm h s d thu. trnh c phi b ra nhng khon chi ph khng ng mt trn v nng cao kh nng lng ho ti a khi phn tch v a ra quyt nh tranh thu, cng ty nn p dng gii php dng ch tiu tng hp ra quyt nh tranh thu. Ni dung ca gii php ny bao gm cc vn sau: 1) Xc nh danh mc cc ch tiu nh hng n kh nng thng thu ca cng ty Vic u tin l cng ty phi cn c vo kinh nghim ca bn thn, nhng quy nh ca php lut v quy ch u thu hin hnh xc nh mt danh mc ch tiu c trng cho nhng nhn t c nh hng n kh nng thng thu. Cc ch tiu ny cng st vi ch tiu xt thu cng tt. S lng ch tiu l tu , nhng ti thiu phi bao qut c y cc ch tiu thng dng dnh gi h s d thu, phi tnh n tnh hnh cnh tranh ca cc i th, phi ch trnh trng lp ch tiu v phi xc nh ng nhng nhn t thc s c nh hng. Khng a vo bng danh mc nhng ch tiu khng c nh hng, hoc nh hng rt t (khng ng k ) n kh nng thng thu ca cng ty. Ch tiu a ra chi tit, c th bao nhiu, th cho kt qu chnh xc by nhiu. 2) Xy dng thang im Cc ch tiu la chn s c phn tch theo trng thi tng ng vi tng bc trong thang im. C nhiu loi 7 1
Lun vn tt nghip
thang im. Yu cu ca cc thang im l m bo tnh chnh xc, khng gy phc tp cho tnh ton. C th s dng thang im 3 bc, 5 bc hoc 9 bc. Thang im 3 bc c chia thnh 3 mc im l 4, 2, 0 tng ng vi trng thi ca tng ch tiu l tt, trung bnh, km. Thang im 5 bc c chia thnh 5 mc im l 4, 3 2, 1, 0 tng ng vi 5 trng thi ca tng ch tiu l rt tt, tt, trung bnh, yu, km. Thang im 9 bc c cc mc im l 8, 7, 6, 5, 4, 3, 2, 1, 0. Nh vy, mi thang im u c cc mc ti a tng ng vi trng thi tt nht v mc im ti thiu tng ng vi trng thi ti nht ca cc ch tiu. Vic s dng thang im no l ph thuc vo s la chn ca cng ty. 3) Xc nh tm quan trng (trng s) ca tng ch tiu. Trong s cc ch tiu c la chn a vo tnh ton th r rng mi ch tiu c mt mc nh hng ring n kh nng thng thu ca cng ty. Do vy, cng ty phi s dng kinh nghim ca bn thn, nhng quy nh ca php lut v quy ch u thu hin hnh, nhng thng l v tiu chun thng c dng nh gi h s d thu, kt hp vi vic s dng phng php chuyn gia nh gi mc nh hng ca tng ch tiu. Tm quan trng ca cc ch tiu (c gi l trng s) c th c th hin bng 1 nu th hin bng s thp phn v bng 100% nu th hin bng %. Vic xc nh danh mc cc ch tiu, xc nh trng s v xy dng thang im nh trn, cng ty ch phi lm mt ln v c dng n nh cho mt khong thi gian khi m cc iu kin v mi trng hot ng kinh doanh ca cng ty cha c s bin ng. 4) Tnh ton ch tiu tng hp cho gi thu c th Khi xut hin mt gi thu c th, cng ty cn khn trng nghin cu h s mi thu, nghin cu gi thu, phn tch mi trng u thu, nh gi kh nng ca mnh i 7 2
Lun vn tt nghip
vi gi thu v d on cc i th cnh tranh xc nh trng thi ca tng ch tiu trong bng danh mc v s im tng ng vi tng trng thi . Cui cng tnh ton ra ch tiu tng hp theo cng thc sau : TH= A i * Pi (1)
i =1 n
Trong : TH: Ch tiu tng hp n : S cc ch tiu trong danh mc Ai : im s ca ch tiu th i Pi :Trng s ca ch tiu th i 5) nh gi kh nng thng thu v ra quyt nh Kh nng thng thu c o bng t l % theo cng thc sau: K=
TH M.
.1 0 0 (2)
Trong : K: Kh nng thng thu tnh bng % TH: im tng hp c tnh theo cng thc (1) M : Mc im ti a trong thang im c dng Nu tt c cc ch tiu u trng thi trung bnh, th kh nng thng thu s l 50% th doanh nghip khng nn tham gia tranh gi thu V d: Vi cc cng trnh chuyn v sa cha v nng cp cng trnh trong nc. y l nhng cng trnh c gi tr u thu nh, thi gian thi cng ngn. Ta xy dng mt danh mc cc ch tiu v thang im 5 bc nh sau:
TT 1 2 3 Cc ch tiu Mc tiu li nhun Thang im v trng thi 4 Rt thp cao cao 3 Thp Cao Cao 2 TB TB TB 1 Cao Thp Thp 0 Rt cao Rt thp Rt thp
Kh nng p ng cc yu Rt cu k thut thu Mc quen thuc v gi Rt
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4 5 6
Kh nng p ng v tin Rt thi cng lc thi cng tranh cao cao yu Kh nng p ng v nng Rt nh gi v i th cnh Rt
Cao Cao Yu
TB TB TB
Thp Thp Mnh
Rt thp Rt thp Rt mnh
Trng s ca tng ch tiu nh sau:

TT 1 2 3 4 5 6 Ch tu Mc tiu li nhun Kh nng p ng cc yu cu k thut Mc quen thuc vi gi thu Kh nng p ng tin thi cng Kh nng p ng v nng lc thi cng nh gi v i th cnh tranh Trng % 30 20 15 5 10 20 s
Trn c s danh mc cc ch tiu v thang im cng nh trng s v cc ch tiu trn ta i vo phn tch mt v d c th: sa cha nng cp trng tiu hc Thi Thnh Qun ng a, a im xy dng ti H Ni; php nhn u thu Cng ty gi tr u thu 1.173.000.000 ng
Trng im Trn thi TB cao TB Rt 2 4 2 3 4 1 g s 0,3 0,2 0,15 0,05 0,1 0,2 Kt qu 0,6 0,8 0,3 0,15 0,4 0,2
TT 1 2 3 4 5 6
Ch tiu Mc tiu li nhun thut Mc quen thuc vi gi thu cng
Kh nng p ng cc yu cu k Rt
Kh nng p ng tin thi Cao
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Kh nng p ng nng lc thi cao cng nh gi v i th cnh tranh Tng s im 2,45 Mnh
Kh nng thng thu i vi gi thu ny
M=
2, 4 5 . 4
100 =
61, 25%. Vi kt qu tnh ton, Cng ty nn tham gia tranh thu vi gi thu ny v thc t cng ty trng thu cng trnh ny v k hp ng ngy 1/9/2000 Nh vy, phng php ny lng ho c s nh hng ca cc nhn t cn xem xt v cho php cng ty p ng yu cu phn ng nhanh khi ra quyt nh tranh thu. y l phng php c tnh kh thi rt cao. Phng php va dng cho vic ra quyt nh trc khi lp phng n v chin lc tranh thu, va dng cho vic ra quyt nh trc khi np h s d thu. Khi s dng phng php ny cn lu rng, tnh ng n ca quyt nh c a ra ph thuc rt ln vo vic phn tch v xc nh chnh xc trng thi ca tng ch tiu, cng nh tm quan trng ca n. trnh vic b l c hi hoc gy thit hi do vic a ra quyt nh sai Cng ty cn c bin php m bo tin cy ca thng tin v phn tch cn thn trng thi ca cc ch tiu ngay t vng ra quyt nh th nht. Bin php 2: T chc b my u thu ca cng ty cho ph hp vi yu cu ca th trng Nh phn tch phn thc trng, cng ty cha t chc c b phn chuyn trch lm cng tc d thu dn n s phn tn trong qun l v cc cn b tham gia thc hin nhng khu quan trng trong vic lp h s d thu phi kim nhim nhiu cng vic khc nhau. iu c nh hng khng tt ti hiu qu cng tc u thu ni chung cng nh cht lng h s d thu v ton b qu trnh u thu ni
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ring. u thu v thng thu c hiu qu th vic t chc li b my u thu l iu kin ht sc quan trng. 1) Nguyn tc t chc b my u thu ca cng ty. a. Nguyn tc tp chung chuyn mn ho Yu cu ca ch u t, s nghim ngt ca cc nh t vn nh gi h s d thu v c bit l cc yu cu v cht lng, hiu qu ca vic xy dng h s d thu c sc cnh tranh ln trong iu kin u thu rng ri i hi cng ty phi c mt t chc u thu tp trung, thng nht v chuyn mn ho. b. Nguyn tc kt hp cht ch gia t chc u thu ca cng ty vi cc lc lng chuyn mn ho ti cc x nghip thnh vin. Cng ty l n v trung tm iu hnh mi cng vic chung cn cc x nghip trc thuc c phn b trn hu ht cc a phng. Cc cng trnh d n u t, xy dng tri rng trn a bn rng, trong cng mt thi im, cng ty c th phi tham gia u thu nhiu gi thu. Hn na, chi ph phc v cng tc u thu khng nh, nht l cc chi ph kho st hin trng, tm ngun nguyn vt liu, giao dch vi chnh quyn a phng... Nguyn tc ny cho php cng ty s dng chuyn gia, lc lng chuyn mn k thut nm ti cc x nghip tn dng cc u th ca h v tit kim chi ph. c. Nguyn tc m bo b mt u thu l mt cuc cnh tranh khc lit gia cc doanh nghip xy dng. chin thng trong cnh tranh, cc doanh nghip khng ch tm hiu i th, quyt nh tham gia u thu gi thu no, m iu v cng quan trng l phi gi b mt ni dung ca h s d thu t khi bt u chun b h s cho n khi cng b thng thu. Vic la chn nhn s cng nh sp xp cng vic cho tng chuyn gia phi xut pht t nguyn tc ny. C th:
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- Vic quyt nh gi b thu ch c lnh o cao nht ca cng ty quyt nh cng vi mt n hai chuyn gia tin cy nht c kim tra. - Vic quyt nh gi b thu ch c quyt nh st vi thi im np h s d thu cho ch u t. - Cc chuyn gia ca t chc u thu phi c la chn k, l nhng ngi gn b, trung thnh vi s tn ti v pht trin ca cng ty. d. Nguyn tc lun phin gia chuyn gia u thu v chuyn gia iu hnh d n khi thng thu. Chuyn gia u thu
Chuyn gia k s iu hnh d n Vic lun phin ny s m bo vic b sung kin thc thc tin cho cn b chuyn gia u thu. 2) Yu cu i vi chuyn gia trong t chc u thu ca cng ty a. c o to chnh quy v o to li cho ph hp vi thc tin. u thu xy dng l tng ho ca cc lnh vc qun l kinh t v kinh doanh ca doanh nghip, chu s cnh tranh gay gt ca cc nh thu quc t v nhng quy nh cht ch ca t vn gim st, mt khc cng ngh xy dng ngy nay thay i v c bn. Trong khi , cc chuyn gia c kinh nghim nht ca cng ty c o to trc nhng nm 90 theo cc cng trnh c, do cn phi c o to. S k s, chuyn gia mi ra trng tuy c o to chnh quy nhng li cha c thc tin, ng thi vic tip thu kin thc t thc tin ca nh trng o to cha theo kp din bin thc t ca qu trnh cnh tranh gay gt trong th trng xy dng, do cn tip tc c o to li. 7 7
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b. Nng ng, chnh xc ph hp vi th trng Qu trnh u thu nh mt c my hon chnh chy ht cng sut, va phi bo m chnh xc nhng ng thi va phi rt linh hot, tu theo mc tiu ca cng ty v tu thuc vo qu trnh cnh tranh. V vy, cc chuyn gia c la chn phi bo m yu cu ny. c. Chuyn su mt cng vic v hiu bit nhiu lnh vc trong hot ng xy dng, hot ng u thu, trin khai cc d n Hot ng u thu l mt dy truyn, cc ni dung ca h s u thu c lin quan mt thit vi nhau, ng thi tng ni dung c nhng yu cu chuyn su ring. Do , vic b tr cc chuyn gia phi p ng yu cu chuyn su mt lnh vc v bit nhiu lnh vc nhm nng cao hiu qu, cht lng cng vic. 3) Hnh thnh t chc u thu xy lp ca Cng ty T chc u thu xy lp ca Cng ty cn c hnh thnh mt cch trc tip, chu s ch o trc tip ca gim c, c ph gim c chuyn trch v d n u thu thng qua mt u mi tp trung l phng d n u thu. Vic b tr, sp xp cc nhm chuyn gia trong phng d n u thu ca cng ty bao gm : Nhm chuyn gia v th trng Chu trch nhim nghin cu v th trng, c rt nhiu loi th trng nghin cu nh :Th trng cng vic(th trng u vo ); Th trng i tc; Th trng vt liu ; Th trng thit b thi cng ; Th trng lao ng.... Nhm chuyn gia v kinh t Chu trch nhim ton b v ni dung kinh t cc d n u thu. Thng thng, ni dung kinh t l yu t c bn u tin v cui cng quyt nh s thnh cng ca qu trnh u thu xy lp (Do h l ngi quyt nh cc yu t lin quan n gi b thu, thm ch c vn li nhun cng nh hiu qu cc d n ng dng sau ny ) Nhm chuyn gia v k thut - cng ngh thi cng Nhm ny tp trung gii quyt cc vn v k thut cng ngh ca h s d thu, i hi phi l cc chuyn gia 7 8
Lun vn tt nghip
c o to chuyn su v thng qua thc tin ch o thi cng ti cc cng trnh xy dng, tt nht l cc chuyn gia tng tham gia cc d n thi cng theo tiu chun quc t. Gim c
PG
PG D n
PG Cc phng chc nng c lin quan
Cc phng chc nng c lin quan
Phng d n u thu
Nhm chuyn vin th trng
Nhm chuyn vin kinh t
Nhm chuyn vin vn phng phin dch
Nhm chuyn vin v thit b thi cng th
ngim
Nhm chuyn vin v k thut cng ngh thi cng
T chc u thu ti b my u S t chccc x nghipthu thnh vin Nhm chuyn gia v thit b thi cng Thit b thi cng l yu t rt quan trng i vi vic thi cng cc cng trnh xy dng. Chi ph my thi cng thng chim t 15% n 25% gi thnh xy dng cng trnh. Thit b thi cng khng nhng c nh hng n chin lc u thu v mt gi thnh xy dng m cn nh hng n nng lc, uy tn, ca nh thu cng nh nh hng n k thut, cng ngh, phng n thi cng. Nhm chuyn gia v thi cng chu trch nhim v vic la chn loi thit b ph hp cho d n, tnh ton chi ph thit b cng nh b tr giy chuyn thit b v cc vn khc c lin quan,
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k c thit b thi cng, thit b th nghim, cc thit b phc v cho u t v k s t vn. Nhm chuyn gia v th nghim Cc d n xy dng ngy nay i hi vn cht lng rt nghim ngt, c s gim st rt cht ch ca t chc t vn bn cnh ch u t, tt c cc vt liu a vo thi cng s phi th nghim tiu chun. Trong thi cng, tng hng mc ca cng trnh xy dng u phi c th nghim trc khi chuyn sang hng mc khc, vic th nghim cc yu t ca d n l rt quan trng, nu th nghim chnh xc s l c s chc chn cho giai on thi cng cng nh m bo cho kh nng thng thu. Bin php 3 : Pht huy cc bin php ci tin k thut v thc hin u t c trng im,tp trung vo thit b xe my thi cng. Nng lc my mc thit b thi cng ca cng ty l kh ln. Tuy nhin, trong tng s my mc thit b v xe my thi cng ca cng ty th hn 50% l do Lin X(c ) sn xut v c trang b t nhng nm 80, cng sut thc t ti a ch cn 60% cng xut thit k tr xung, dn n chi ph s dng my cao, cht lng v tin thc hin thp, nh hng n kh nng huy ng thng thu. Do c nhng kh khn v vn, khc phc tnh trng trn, cng ty nn tin hnh phn loi s thit b xe my ny thnh 2 nhm. + Nhm 1: Nhng thit b v xe my cn c kh nng phc hi v ci tin nng cp. y l nhng thit b xe my thi cng cn gi tr s dng vo khong 40% - 60%. i vi nhm ny cn c k hoch c th sa cha v nng cp, pht ng phong tro ci tin k thut trong ni b cng ty nhm khi phc v nng cao gi tr s dng ca s thit b v xe my ny. Gii php p dng c th hng vo vc thay th tng b phn. 8 0
Lun vn tt nghip
+ Nhm 2 : Nhng thit b xe my qu c v lc hu, gi tr s dng cn di 40%. Loi thit b ny nn thanh l b sung vo ngun vn u t mi Thm vo , vic u t trang thit b my mc nhm nng cao kh nng cnh tranh trong u thu cng nh p ng nhu cu trong thi cng l cng vic cn lm ngay. Cng ty cn u t 2 chic xe t t HYUNDAI HO vi gi khong 43000USD/1 chic phc v cho vic vn chuyn nguyn vt liu cho vic thi cng cc cng trnh phi vn chuyn nguyn vt liu qua cc tuyn ng nh hp v nhng xe t hin ang c ti cng ty c kch c ln kh khn trong vic vn chuyn v 2 chic my o KOMATSU tr gi 22. 000. 000 JPY thay th cho loi my cng chc nng qu c ca Lin X. Loi my o ny s gp phn thay th my o c cng nh tng thm nng lc thit b thi cng ng, ginh u th khi d thu cc cng trnh thuc lnh vc thi cng ng. Bin php 4 : iu tra nghin cu th trng v xy dng cc chnh sch, cc chin lc cnh tranh trong u thu cho ph hp vi nhu cu ca th trng Thng qua iu tra nghin cu th trng cng ty s c c nhng thng tin cn thit phc v cho cng tc u thu, ng thi m rng th trng hot ng ca cng ty. V vy, cng ty nn t chc m nhn thc hin cng vic ny (Nu bin php 2 c chp nhn th phn vic ny s do phng d n u thu m nhn ). Hot ng iu tra nghin cu th trng tp trung vo cc vn sau : +V ngun lc tiu th v cc i th cnh tranh : Nhu cu u t xy dng ca mi khu vc (Nh nc, cc doanh nghip thuc mi thnh phn kinh t, dn c v nc ngoi ); nghin cu tnh hnh cc ch u t c th, nht l cc d
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Lun vn tt nghip
n u t m h sp tin hnh ; nghin cu cc chng loi cng trnh km theo cc loi vt liu v kt cu xy dng c tin hnh trong tng lai kp thi nm bt cc thng tin gi thu ca cc ch u t ; trong khi nghin cu cn ch : Do sn phm xy lp c tnh c bit cao, ph thuc vo tng cng trnh xy dng m cng ty tham gia u thu. Do vy, vi mi cng trnh khc nhau i hi cng ty phi tp trung iu tra thng tin cn thit a ra chnh sch v chin lc thch hp. c im ny do tnh c bit v ph thuc vo iu kin a phng ca sn phm xy dng quy nh. +V t liu sn xut u vo cho qu trnh xy dng : Tnh hnh ngun nguyn vt liu xy dng, gi c v xc nh kh nng mua sm hay t sn xut, tnh hnh ngun thit b my mc xy dng v d kin kh nng mua sm hay i thu, nghin cu thc hin s dng ngun t liu sn xut c ti a phng, nghin cu kh nng lin kt vi cc lc lng xy dng ti ch. +V ngun lao ng : Kh nng thu cc loi th, nht l th c tay ngh cao ; chi ph c lin quan n thu nhn cng; kh nng tn dng lc lng lao ng c tnh cht thi v cho cc cng vic khng quan trng, kh nng thu lao ng ti ch. +V ngun vn u t xy dng (ngn sch, ODA, FDI.. ); cc ngun vay vn di hn v ngn hn cng vi li sut... + Nghin cu quy ch u thu v cc thng t, ngh nh, cc vn bn mi sa i b xung lin quan n u thu. Bi v, vic mua bn sn phm xy lp ch yu c thc hin theo quy ch cht ch do ngi mua a ra, l: Quy ch u thu xy dng cng trnh. Mi ch u t ( phn loi theo ngun vn ) thng a ra quy ch u thu ring. V d cng trnh s dng vn ca Nh nc phi tun theo quy ch u thu quc gia, cng trnh s dng vn 8 2
Lun vn tt nghip
vay t cc t chc ti chnh quc t nh WB, ADB, OECF... th phi tun theo quy ch u thu cu cc t chc ny. c im ny chi phi n vic iu tra nghin cu th trng, thm nhp th trng, ra cc chnh sch ng n v cc chin lc tranh thu thch hp cho tng cng trnh tng ng vi tng ngun vn. Trn c s nhng thng tin ny, cng ty c th xy dng v la chn cc chnh sch cng nh cc chin lc tranh thu mt cch ph hp s gp phn nng cao hiu qu cng tc u thu, tng kh nng cnh tranh khi cng ty tham gia d thu : 1) Cc chnh sch trong chin lc marketting ca cng ty Nh chng ta bit quy lut cnh tranh ca nn kinh t th trng va l ng lc thc y nn kinh t pht trin, va l con ng a n s dit vong ca cc doanh nghip yu km. Xt trong lnh vc sn xut kinh doanh xy lp, cuc cnh tranh gia cc doanh nghip xy dng khng km phn khc lit, thm ch cn gay gt hn mt s lnh vc khc. tn ti v pht trin, cc doanh nghip xy dng buc phi hc lm th trng, phi t tm ti cc phng php, bin php v phng thc thch hp p dng cho hot ng sn xut kinh doanh ca mnh. Mt trong nhng gii php quan trng nht l cc doanh nghip phi tin hnh cc hot ng marketing. i vi cc doanh nghip xy dng cc hot ng markeing din ra mt cch thng xuyn, lin tc nhng tp trung nht l thi im doanh nghip tham gia tranh thu. C th ni, thc cht ca chin lc marketing xy dng l chin lc tranh thu. Tc dng v hiu qu ca cc chnh sch sn phm, chnh sch gi, chnh sch tiu th v chnh sch khuch trng giao tip u th hin ch doanh nghip c thng thu hay khng. a.i vi chnh sch khuch trng, giao tip. c im ni bt c nh hng ln nht n chnh sch khuch trng, giao tip l: Marketing xy dng mang 8 3
Lun vn tt nghip
tnh cht trc tip v c bit, khch hng xy dng khng phi l qung i qun chng. Do bin php giao tip m phn c ngha quan trng nht. + Giao tip vi cc ch u t c cng trnh cn xy dng : Cng ty cn y mnh hn na vic giao tip trc tip vi cc ch u t cn xy dng. Khi nm bt c thng tin v cc cng trnh cn xy dng cng ty cn c cc cn b c trnh nghip v chuyn mn su gp v giao tip vi ch u t. Thng qua giao tip cng ty c th gii thiu tuyn truyn v hnh nh v uy tn ca cng ty, ch yu thng qua cc thnh tch m cng ty t c ( cc cng trnh m cng ty thc hin cng cc chng ch cht lng ) v nng lc ca cng ty ( trnh k thut, trnh t chc qun l, my mc thit b thi cng). Cng thng qua giao tip trc tip vi ch u t cng ty c th c c nhng thng tin cn thit phc c cho cng tc chun b u thu. + Giao tip vi cc t chc ti chnh Vic giao tip vi cc t chc ti chnh to ra mi quan h thun li trong vic huy ng ngun vn cng nh tit kim c thi gian i li to iu kin thun li phc v cho vic mua sm nguyn vt liu cng nh p ng c cc yu cu cn thit cho thi cng cng trnh. + Giao tip vi cc i tc cung ng vt t thit b Vt t thit b l yu t ht sc quan trng khng th thiu cho vic thi cng xy dng cng trnh. Vic giao tip vi i tc ny to mi quan h n nh lm n lu di, gip cho cng ty c vt t thit b y , kp thi cho vic thi cng trnh gin on dn n ko di thi gian thi cng. Vic to mi quan h tt vi cc i tc ny cc a phng ni c cng trnh ca cng ty thng thu chun b khi cng cng lm gim chi ph vn chuyn bo qun t tit kim chi ph dn n gim gi d thu. + Giao tip vi cc c quan lin quan n cng trnh c u thu.
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Lun vn tt nghip
Cc c quan lin quan n cng trnh c u thu y bao gm :Cp c thm quyn, chnh quyn a phng, cc n v khu dn c nm trn mt bng thi cng... Vic giao tip tt vi cc c quan ny to iu kin thun li cho vic gii to mt bng cng nh cng vic lin quan khc din ra thun li nhanh chng. Thm vo , bin php tuyn truyn qung co trn cc phng tin thng tin i chng cng l bin php qung co t hiu qu cao. b.i vi chnh sch sn phm Chnh sch sn phm lun gi vai tr then cht trong marketing xy dng. c im ny th hin ch trong cc ch tiu xt thu th ch tiu gi c c xem xt sau khi cc ch tiu lin quan n vic to ra cng trnh gm ch tiu k thut, cht lng, ch tiu kinh nghim, nng lc nh thu ; v ch tiu tin thi cng t mc tiu chun tr ln. Hn th na, cng trnh xy dng mang tnh c bit, a dng v n chic ( khng th sn xut hng lot), b ph thuc cht ch vo iu kin t nhin, ni sn xut cng l ni tiu th sn phm. Chnh v vy, cng ty cn p dng vn phn khu, phn khc th trng, nghin cu c cu sn phm v mt a l v la chn th trng mc tiu. Vi vn phn khu, phn loi th trng, cng ty phn chia th trng xy dng thnh cc th trng c tnh ng nht cao la chn v kinh doanh cn c vo kh nng thc tin ca cng ty : Phn loi th trng theo chng loi xy dng Th trng xy dng dn dng ; th trng xy dng cng nghip ; th trng xy dng cng trnh giao thng vn ti ; th trng xy dng cng thnh thu li, hoc theo chng loi cng vic xy dng nh : cng vic lm t, cng vic lm b tng, cng vic san nn... - Phn loi theo nhn t a l Th trng xy dng trong nc v ngoi nc, th trng xy dng thnh th hay nng thn. 8 5
Lun vn tt nghip
- Phn loi th trng theo tnh cnh tranh Th trng c quyn th trng cnh tranh khng hon ho. Cn c vo tnh hnh phn loi th trng v tnh hnh nng lc thc tin ca mnh cng ty ra cc chnh sch thm nhp vo th trng no, th trng no ang c th mnh pht huy. lm c iu ny, cng ty phi c chin lc tip cn vi ch u t t quan h hp tc gi vng th trng m cng ty chim lnh c. c.i vi chnh sch phn phi tiu th Hot ng tiu th sn phm xy ra trc khi sn phm c ch to, tc l t khi cng ty tham gia tranh thu. y thc s l mt qu trnh ko di qua cc giai on tranh thu, thng tho v k hp ng, trin khai thi cng xy dng, nghim thu k thut v thanh ton khi lng trung gian, nghim thu bn giao cng trnh, thanh quyt ton hp ng v bo hnh cng trnh. Hn na, ni tiu th sn phm cng l ni ch to sn phm nn khng c khu lu kho ch bn nhng khi lng xy dng d dang li c nh hng rt ln n chnh sch tiu th sn phm v tc quay vng vn ca doanh nghip xy dng. V vy, cng ty cn ch o thi cng nhanh, dt im tng hng mc cng trnh, rt ngn thi gian xy dng nhanh chng c c ngun vn do ch u t thanh ton theo tng hng mc cng trnh. d.i vi chnh sch gi Nh chng ta bit " gi " l nhn t quan trng quyt nh n vic " c " hay " mt" khi tham gia tranh thu. Vic tnh ton gi d thu l rt kh khn, phc tp v ph thuc vo nhiu nhn t nh quy m cng trnh, thi gian xy dng iu kin a phng, iu kin t nhin, c im k thut, iu kin v vn v ngun vn. Do , cng ty cn phi thn trng trong vic xy dng chnh sch gi khi a ra chin lc gi tranh thu. Gi tranh thu phi ln trang tri chi ph v m bo li nhun mc tiu nhng cng phi nh c kh nng thng thu. 8 6
Lun vn tt nghip
2) Cc chin lc tham gia d thu a. Chin lc cng ngh v t chc xy dng Nu thc hin chin lc ny th cng ty c kh nng ginh thng li vi tin cy cao. Thc cht ca chin lc ny l khi lp d n tranh thu, cng ty phi dc ton lc vo vic thit k t chc xy dng hp l da trn cc cng ngh xy dng c hiu qu. Vic cng ty a ra c mt cng ngh c o duy nht m ch u t ang cn cho vic thi cng cng trnh s tng kh nng trng thu ca cng ty. b. Chin lc lin kt L mt n v thnh vin thuc Tng Cng ty xy dng Sng th vic lin kt vi cc n v thnh vin cn li s to ra cho cng ty sc mnh tng hp ng thi s gii quyt c nhng vn m nu mt cng ty thc hin th s khng kh nng. Chin lc ny cng bao gm c vic cng ty chp nhn lm thu ph cho cc cng ty ln hn tham gia xy dng cc cng trnh ln. c.Chin lc thay i thit k cng trnh Nu c ch u t chp nhn v cng ty c kh nng tt v thit k th sau khi nhn c h s mi thu, cng ty c th xut phng n thay i thit k hp l hn v a li li ch ln hn cho ch u t. Trng hp ny cng ty c th s c ch u t ginh cho vic thc hin cng trnh vi mt s kim tra nht nh ca cc c quan thit k v t vn c uy tn. tng kh nng thng thu i hi cng ty phi tp trung tt c lc lng v c th s dng mt chin lc tng hp. Bin php 5: Qun l nhn cng Vi cc cng trnh chi ph nhn cng thng chim t trng trong gi thnh kh ln. Do cng ty tr lng cho cng nhn theo thng v vy cn gim st cht ch tin thi cng ca mi cng trnh trnh vic ko di tin thi cng lm tng chi ph nhn cng, gim tin bn giao, dn n gi d thu cao gim kh nng trng thu ca cng ty. 8 7
Lun vn tt nghip
trnh tnh trng ny cng ty nn p dng mt s bin php trong qun l d n khi lp bin php thi cng xc nh thi gian thi cng cho cng trnh nh: Biu thanh hay biu GANTT, S mng hot ng (PERT/CPM). i vi biu thanh (GANT): Sau khi th hin trn biu b phn qun l thi cng s nhn ra d dng cc nhim v, cng vic c th tin hnh ng thi nhm c k hoch phi hp.i vi s mng hot ng(PERT/CPM) ngi qun l thi cng s xc nh c qung thi gian ti thiu cn hon thnh cng trnh, xc nh c ng Gng m bt k s chm ch no u lm gim tin thi cng. Vi bin php ny cng ty c th qun l cht ch tin thi cng ng thi c th tng tin gp phn h c gi thnh d thu, tng kh nng cnh tranh khi tham gia d thu
III. Mt s kin ngh nhm nng cao hiu qu cng tc u thu ca cng ty xy dng Sng II.
1. kin ngh Tng Cng Ty - K hoch pht trin kinh t nm 2001 v 5 nm tip theo vi sc tng trng t 10-15% mi nm. V vy, cng tc tip th tm kim vic lm ca Cng ty cng tr nn nng n hn. Cng ty s pht huy nhng thnh tch trong nhng nm va qua v ngh Tng cng ty ht sc to iu kin gip n v thng thu cc d n qui m ln lm nn tng cho nm 2001v cc nm v sau. - Cc d n BOT ca Tng cng ty ngh cho cng ty c tham gia xy dng hoc c c hi u t t u. 2. Kin ngh vi Nh nc Kin ngh 1: Ngh nh 88CP ngy 01-09-1999 ban hnh quy ch u thu v ngh nh 14CP ngy 05-05-2000 ca Chnh ph sa i b sung quy ch trn l mt bc ci tin, i mi so vi nhng quy ch u thu ban hnh theo Ngh nh 43/CP v 93/CP trc y, nhm tng bc hon thin c ch u thu xy dng Vit Nam. Tuy nhin, vn cn mt 8 8
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s im cn phi tip tc nghin cu c hon chnh hn. i vi u thu xy lp, nh quy nh hin nay, v mt k thut nu ch nh gi t hay khng t (t 70% im tr ln l t, di 70% im l khng t ) th ng nhin v nng lc, k thut v cht lng cng trnh khng c coi trng. iu ny nguy him, nht l i vi cng trnh c yu cu v cht lng cao. Vy kin ngh vi nh nc nn a mc sn yu cu t cn nng ln trn 80% hoc cao hn, tu theo yu cu k thut ca cng trnh. Bi v, ch c nh vy th cng trnh xy dng khi u thu mi t c gi c hp l, m bo cht lng cng trnh. c bit l loi tr c nhng n v yu km hn v k thut, nng lc thi cng v gp phn vo vic lm gim nhng tiu cc trong u thu xy dng. Kin ngh 2: Nh nc cn c nhng bin php xo b hin tng cnh tranh khng lnh mnh trong hot ng u thu nh hin tng " i m", mc ngoc, mua bn thu ... ang kh ph bin v lm ph v nguyn tc bnh ng v cng khai trong cnh tranh gia cc doanh nghip xy dng thng qua phng thc u thu, gy khng t thit thi cho cc doanh nghip xy dng lm n chn chnh.
Kt lun
u thu ni chung v u thu xy lp ni ring l mt hot ng cn mi nc ta, vic p dng phng thc ny trn c phng din qun l nh nc cng nh gc cc ch u t v cc doanh nghip u i hi phi c s thch ng dn mi mong t c hiu qu nh mong mun. Tuy 8 9
Lun vn tt nghip
nhin, do vic tham d u thu xy lp c v tr quan trng trong hot ng sn xut kinh doanh ca cc doanh nghip xy dng, quyt nh s tn ti ca cc n v ny trong c ch th trng nn vic coi trng v khng ngng nng cao hiu qu hot ng u thu ca mnh i vi cc doanh nghip xy dng c ngha thc tin rt ln. Trn c s nhng vn l lun v u thu, sau qu trnh xem xt cng tc u thu ti Cng ty xy dng Sng II, bi vit phn tch v ng gp mt s bin php cng cc kin ngh nhm hon thin hn na cng tc u thu ti cng ty, vi mc ch nng cao kh nng trng thu t nng cao hiu qu kinh doanh ca cng ty. Ti mong rng nhng kin ng gp ca mnh c xem xt, ghi nhn ng thi cng hy vng vi nhng n lc v kh nng ca mnh, cng ty s khng ngng khng nh vai tr ch o ca mt doanh nghip Nh nc, ng gp hn na vo tin trnh pht trin chung ca nn kinh t t nc.
Danh mc Ti liu tham kho
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1.Gio trnh Kinh t qun tr Kinh doanh xy dng GS.TS Nguyn Vn Chn- NXB Khoa hc k thut-1996. 2. Gio trnh Hiu qu v qun l d n Nh nc TS.Mai Vn Bu- NXB Khoa hc k thut-HN 1998 - Khoa khoa hc qun l - Trng HKTQD. 3. Ngh nh CP 88/ 1999 / N-CP ca chnh ph v vic ban hnh quy ch u thu ngy 01/9/1999. 4.Thng t s 04/2000/th trng-BKH ngy 26/5/2000 hng dn thc hin quy ch u thu (Ban hnh km theo ngh nh s 88/ 1999 / N-CP ngy 01/9/1999 v ngh nh s 14/2000/N-CPngy 05/5/2000 ca Chnh Ph. 5.Tp ch kinh t xy dng - S 6/1999 6.Tp ch kinh t xy dng - S2/2000 7.Tp ch kinh t xy dng - S3/2000 8.Tp ch kinh t xy dng - S4/2000 9.Tp ch kinh t xy dng - S 8/2000 10.Tp ch kinh t xy dng - S11/2000 11.Tp ch kinh t pht trin - S 32 thng 9-10/2000 12 .Tp ch kinh t v d bo - S 3/2000
Mc lc
Trang
Li ni u..........................................................1 Chng I 3 Nhng vn c bn v hot ng u thu.....3 I. Mt s Khi nim chung ...........................................3 1. Khi nim u thu ni chung..............................3 9 1
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2. Khi nim v u thu xy dng ........................4 3. ngha ca cng tc u thu.............................4 4. Vai tr ca u thu trong xy dng....................4 4.1. i vi cc nh thu .........................................4 4.2. i vi ch u t .............................................5 4.3. i vi Nh nc..................................................5 II. Mt s vn v quy ch u thu .....................6 1. Phm vi v i tng p dng...................................6 1. 1. Phm vi p dng..............................................6 1. 2. i tng p dng..............................................6 2. Nguyn tc u thu............................................7 2. 1. Nguyn tc cnh tranh vi iu kin ngang nhau.................................................................7 2. 2. Nguyn tc d liu y .........................7 2. 3. Nguyn tc nh gi cng bng ...................8 2. 4. Nguyn tc trch nhim phn minh..............8 2. 5. Nguyn tc "ba ch th "..............................8 2. 6. Nguyn tc tun th nghim ngt s qun l thng nht ca nh nc.....................................9 2. 7. Nguyn tc bo lnh, bo hnh v bo him thch ng......................................................9 3. Hnh thc la chn nh thu v phng thc p dng.....................................................................10 3. 1. Hnh thc la chn nh thu.......................10 3. 2 Phng thc u thu...................................12 III. TRnh t t chc u thu xy lp ..................14 1. iu kin thc hin u thu .............................14 1. 1. iu kin mi thu.......................................14 1. 2. iu kin d thu ........................................14 1. 3. Bn mi thu khng c tham gia vi t cch l nh thu i vi gi thu do mnh t chc. 15 2. iu kin u thu quc t v u i nh thu . .15 3. Trnh t t chc u thu xy lp .................16 Bc 6: nh gi xp hng nh thu ...........................18 Vic nh gi s b l nhm loi b cc h s d thu khng p ng yu cu,bao gm: .........19 4. Trnh t d thu xy lp ca cc doanh nghip xy dng.............................................................23 5. Nhng nhn t nh hng n vic thng thu ca mt t chc xy dng .................................27 5. 1. Nng lc ca t chc xy dng...................27 5. 2. Kh nng cnh tranh ca t chc xy dng 29 9 2
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5.3. Nhng nhn t bn ngoi t chc...............32 6. Tiu chun nh gi hiu qu cng tc u thu vi cc doanh nghip xy lp..............................33 6. 1. Ch tiu s lng cng trnh trng thu v gi tr trng thu hng nm................................33 6. 2. Ch tiu xc sut trng thu........................34 6. 3. Ch tiu th phn v uy tn ca doanh nghip xy dng trn th trng xy dng. . .34 - i vi ch tiu uy tn doanh nghip y l ch tiu nh tnh mang tnh cht bao trm. N c lin quan ti tt c cc ch tiu trn v nhiu yu t khc nh: hot ng marketing, quan h ca doanh nghip vi cc t chc.........................34 35 chng II 35 tnh hnh thc hin cng tc u thu ti cng ty xy dng Sng II............................35 I. Gii thiu chung v cng ty xy dng Sng II....35 1. Qu trnh hnh thnh v pht trin....................35 1. 1. Giai on t khi thnh lp (1960) n khi c xp xp li(1993)..........................................36 1. 2. Giai on sau khi sp xp li (3/1993) n nay. ...............................................................36 2. c im v c cu t chc qun l v c cu t chc sn xut..................................................38 2.1. C cu t chc qun l. ..............................38 2.2. C cu t chc sn xut. ............................42 II. Nng lc hin ti ca cng ty..................................43 1. c im ngnh ngh kinh doanh.....................43 2. c im v my mc thit b v nguyn vt liu:......................................................................44 3. c im v lao ng.......................................48 4. Nng lc ti chnh................................................51 III. Tnh hnh thc hin cng tc u thu ca cng ty xy dng Sng II trong nhng nm gn y ...............................................................................52 1. Tnh hnh chung................................................52 2.Trnh t tham gia d thu ca cng ty ................57 2.1.Tm kim thng tin v cc cng trnh cn u thu......................................................................58
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2. 2. Tip xc ban u vi bn ch u t v tham gia s tuyn (nu c)....................................58 2. 3 Chun b v lp h s d thu ....................59 2. 4 Np h s d thu v tham gia m thu......60 2.5 K kt hp ng kinh doanh (nu trng thu) v theo di thc hin hp ng. ...................60 3. nh gi tnh hnh thc hin u thu ca cng ty trong nhng nm qua ......................................61 3.1. Nhng thnh tch .......................................61 3. 2. Nhng tn ti trong cng tc d thu ti cng ty ...................................................................62 3. 3. Nguyn nhn ch yu ca nhng tn ti trn .......................................................................63 4. T chc qun l v phi hp gia cc b phn thc hin cng tc d thu ti cng ty .........................63 Quyn 1: Bng gi d thu........................................65 Quyn 2: Bin php thi cng......................................66 Quyn 3: Thng tin chung..........................................66 Cc cng vic khc.....................................................66 Cc cng vic kt thc...............................................66 Chng III 68 mt s gii php v kin ngh nhm nng cao hiu qu cng tc u thu ti cng ty xy dng Sng II...................................68 I. nh hng k hoch sn xut kinh doanh 5 nm 20012005 ca cng ty xy dng Sng II...................68 1. nh hng pht trin.............................................68 2. Mt s mc tiu chnh .........................................69 II. Mt s gii php nhm nng cao hiu qu cng tc u thu ti cng ty xy dng Sng II .............70 Bin php 1: Vn dng phng php dng ch tiu tng hp ra quyt nh tranh thu .............71 Bin php 2: T chc b my u thu ca cng ty cho ph hp vi yu cu ca th trng ...................75 Bin php 3 : Pht huy cc bin php ci tin k thut v thc hin u t c trng im,tp trung vo thit b xe my thi cng. .....................................80 Bin php 4 : iu tra nghin cu th trng v xy dng cc chnh sch, cc chin lc cnh tranh trong u thu cho ph hp vi nhu cu ca th trng . .81 Bin php 5: Qun l nhn cng ............................87
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III. Mt s kin ngh nhm nng cao hiu qu cng tc u thu ca cng ty xy dng Sng II. ....88 1. kin ngh Tng Cng Ty............................88 2. Kin ngh vi Nh nc ..........................................88 Kt lun 89 Danh mc Ti liu tham kho.............................90
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Lun vn tt nghip

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nhng vn c bn v hot ng u thu

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

II. Mt s vn v quy ch u thu

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Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

III. TRnh t t chc u thu xy lp

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

- Phn th trng tuyt i = =

Nguyn Mnh Cng QLKT 39B

tnh hnh thc hin cng tc u thu ti cng ty xy dng Sng II

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Ph gim c k thut cht lng

Phng kinh t k hoch

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

Nguyn Mnh Cng QLKT 39B

240CV 210 CV 180 CV 125 CV

Nguyn Mnh Cng QLKT 39B

Cng sut 150 CV 115 CV 139 CV

130 130 130 222 108 139

7 5 -1 7 0 160 CV 155 CV 230 CV 105 CV 240 CV 65KW 35 Tn 25 Tn 25 Tn 25 Tn 6 10 Tn 17. 5 Tn 15 Tn 20 Tn 9 125 Tn 25 Tn 5 8 Tn 10 Tn

230 CV 85 CV 75 - 180 108 CV 30KW 160KW 3- 10KW 5. 5 KW

125KVA 38KVA 1. 2KW 1 0 -4 0 m 3 /h 1 7 K W ;3 4

Nguyn Mnh Cng QLKT 39B

1. 2 Tn 60 100 Tn 3 5 0 l t 5 0 0 l t 4KW 119 CV 85 CV 5 0 0 T n /c a 2 5 0 T n /c a 8 0 T n /h D 1 0 0 0 -2 0 0 0 1 5 -3 3 m 3 /h 1 0 0 m 3 /h

Nguyn Mnh Cng QLKT 39B

Cn b chuyn mn v KT theo ngh