Did you rec\u00adog\u00adnize it? The quote comes from Got\u00adtfried Keller\u2019s Green Hen\u00adry. But how do we get from the Swiss Goethe to a \u2014 some\u00adwhat pompous \u2014 \u201cbid\u00adding strat\u00ade\u00adgy\u201d? <\/p>\n
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Bid\u00adders in award pro\u00adce\u00addures decide not only on their bid, but also on their behav\u00adior before sub\u00admit\u00adting the bid. A some\u00adtimes unin\u00adformed, some\u00adtimes tac\u00adti\u00adcal\u00adly moti\u00advat\u00aded approach is to ask ques\u00adtions. One or two bid\u00adders even show\u00ader the con\u00adtract\u00ading author\u00adi\u00adty with ques\u00adtions, com\u00adments and instruc\u00adtions. Fig\u00adu\u00adra\u00adtive\u00adly speak\u00ading, he announces him\u00adself loud\u00adly, stands puff\u00ading in the mid\u00addle of the room and waves his arms. Here, the sales strat\u00ade\u00adgy of show\u00ading pres\u00adence is extend\u00aded into the bid\u00adding process. Such bid\u00adders are pre\u00adcise\u00adly not silent. They are not gods, but approach\u00adable peo\u00adple of flesh and blood. <\/p>\n
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It\u2019s dif\u00adfer\u00adent for bid\u00adders who come out of nowhere. Regard\u00adless of whether they were pre\u00advi\u00adous\u00adly invit\u00aded or bid in response to a pub\u00adlic announce\u00adment, whether their par\u00adtic\u00adi\u00adpa\u00adtion in the pro\u00adce\u00addure was fore\u00adsee\u00adable for oth\u00ader rea\u00adsons or comes as a com\u00adplete sur\u00adprise: their first word is the bid, whether it is indica\u00adtive or final. They speak \u2014 only \u2014 through their offer. <\/p>\n
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But what are the most tan\u00adgi\u00adble advan\u00adtages that these silent gods can claim? It depends above all on the pro\u00adce\u00addure, the indus\u00adtry and the appli\u00adcant envi\u00adron\u00adment. <\/p>\n
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In pub\u00adlic pro\u00adcure\u00adment pro\u00adce\u00addures, bid\u00adder ques\u00adtions are to be anonymized and \u2014 like the answers \u2014 com\u00admu\u00adni\u00adcat\u00aded to all inter\u00adest\u00aded par\u00adties. But this ten\u00adden\u00adcy can also be observed in the pur\u00adchas\u00ading of pri\u00advate com\u00adpa\u00adnies, which is becom\u00ading more and more for\u00admal\u00adized. The ques\u00adtion\u00ader there\u00adfore nev\u00ader works only in his own inter\u00adest. He uncov\u00aders ambi\u00adgu\u00adi\u00adties and gaps in the ser\u00advice descrip\u00adtion \u2014 for the ben\u00ade\u00adfit of all inter\u00adest\u00aded par\u00adties. He destroys sup\u00adple\u00admen\u00adtary or change request poten\u00adtial \u2014 to the detri\u00adment of his com\u00adpa\u00adny. Under cer\u00adtain cir\u00adcum\u00adstances, his ques\u00adtions reveal con\u00adsid\u00ader\u00adable spe\u00adcial knowl\u00adedge or sim\u00adply pecu\u00adliar\u00adi\u00adties of his com\u00adpa\u00adny \u2014 and the com\u00adpe\u00adti\u00adtion already knows who is involved. The silent god can only remain silent about this. We do not see him, we know noth\u00ading about him. He does not betray him\u00adself, he does not com\u00admu\u00adni\u00adcate any\u00adthing to us. <\/p>\n
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For out\u00adsiders seek\u00ading to enter the mar\u00adket, it may be advis\u00adable to remain silent. If nei\u00adther the incum\u00adbents nor the con\u00adtract\u00ading author\u00adi\u00adty have the out\u00adsider on their radar, but the spec\u00adi\u00adfi\u00adca\u00adtions of the RFP are met, \u201cbid\u00adding out of the blue\u201d can be an effec\u00adtive tool. The bid\u00adding envi\u00adron\u00adment has not received any warn\u00ading sig\u00adnals; it is not adjust\u00ading to any\u00adthing spe\u00adcial, espe\u00adcial\u00adly in terms of price. <\/p>\n
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Even for the mar\u00adket leader it may be appro\u00adpri\u00adate to remain silent. In the best case (for him), he has act\u00aded true to the mot\u00adto \u201cThe con\u00adtract is won before it is award\u00aded\u201d, not through ille\u00adgal influ\u00adence or pre\u00ademp\u00adtion, but by way of legal mar\u00adket cul\u00adti\u00adva\u00adtion and mar\u00adket pen\u00ade\u00adtra\u00adtion. In that case, how\u00adev\u00ader, he no longer has to flush any\u00adone out by ask\u00ading ques\u00adtions. <\/p>\n
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Play\u00ading God in silence does\u00adn\u2019t always work, and it does\u00adn\u2019t always make sense. But every bid\u00adder should know this pos\u00adsi\u00adbil\u00adi\u00adty and check it for him\u00adself in each indi\u00advid\u00adual case. <\/p>\n
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*This legal tip is no sub\u00adsti\u00adtute for legal advice in indi\u00advid\u00adual cas\u00ades. By its very nature, it is incom\u00adplete, it does not relate to your case, and it also rep\u00adre\u00adsents a snap\u00adshot, as the legal basis and case law change over time. It can\u00adnot and does not cov\u00ader all con\u00adceiv\u00adable con\u00adstel\u00adla\u00adtions, serves main\u00adte\u00adnance and ini\u00adtial ori\u00aden\u00adta\u00adtion pur\u00adpos\u00ades and is intend\u00aded to moti\u00advate you to clar\u00adi\u00adfy legal issues at an ear\u00adly stage, but not to dis\u00adcour\u00adage you from doing so. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":" Did you rec\u00adog\u00adnize it? The quote comes from Got\u00adtfried Keller\u2019s Green Hen\u00adry. But how do we get from the Swiss Goethe to a \u2014 some\u00adwhat pompous \u2014 \u201cbid\u00adding strat\u00ade\u00adgy\u201d? Absence makes \u2026 Bid\u00adders in award pro\u00adce\u00addures decide not only on their bid, but also on their behav\u00adior before sub\u00admit\u00adting the bid. A some\u00adtimes unin\u00adformed, some\u00adtimes [\u2026]<\/p>\n","protected":false},"author":4,"featured_media":15899,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"wp_typography_post_enhancements_disabled":false,"footnotes":""},"categories":[],"tags":[],"team_kategorien":[],"lexikon_kategorie":[],"class_list":["post-15989","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/posts\/15989","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/comments?post=15989"}],"version-history":[{"count":1,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/posts\/15989\/revisions"}],"predecessor-version":[{"id":15990,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/posts\/15989\/revisions\/15990"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/media\/15899"}],"wp:attachment":[{"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/media?parent=15989"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/categories?post=15989"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/tags?post=15989"},{"taxonomy":"team_kategorien","embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/team_kategorien?post=15989"},{"taxonomy":"lexikon_kategorie","embeddable":true,"href":"https:\/\/abante.de\/en\/wp-json\/wp\/v2\/lexikon_kategorie?post=15989"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}