tender?
tracked and an understanding about the experience of the calculator is obtained.
by an inexperienced calculator, the cost price should be reviewed by one experienced calculator.
When the cost price for the tender is determined by an experienced calculator, a review of the cost price is not needed.
17. Do we have experience with the client?
When previous relations with clients are searched through for the same client, this search takes place as long as a match is found or all relations are searched through.
When we have experience with the client, it will be determined if this experience was a positive experience. (match strategy to win with experience)
When we have no experience with the client, the characteristics of the client will be explored. Timing heuristics
Id: Search rule: Stopping rule: Decision rule:
18. Is there a project team available for the execution of a contract won?
When the current planning of builder’s managers is reflected on the number of possible tenders in the future.
When there is a project team available for the tender, a bid will be placed for the tender.
When there is no project team available, it will be determined if it is possible to obtain a project team externally.
19. Is it possible to obtain a project team externally for the execution of a contract won?
When insights about the availability of project teams externally is reflected on the number of possible tenders in the future.
When it is possible to obtain a project team externally, a bid will be placed for the tender.
When it isn’t possible to obtain a project team externally, no bid will be placed for the tender. 20. Do we possess the types and
amounts of (raw) materials which are required within the contract?
When both insights about the required types and amounts of (raw) materials within the contract and the available types and amounts of (raw) materials are acquired.
When we do not possess the types and amounts of (raw) materials which are required within the contract, it will be determined if it is possible to obtain these missing types and amounts of (raw) materials.
When we possess the types and amounts of (raw) materials which are required within the contract, it is possible to place a bid on the tender.
21. Are there possibilities in obtaining the types and amounts of missing (raw) materials?
When both insights about the missing types and amounts of (raw) materials and the available types and amounts of materials on the market are acquired.
When it is possible to obtain the missing types and amounts of (raw) materials, it is possible to place a bid on the tender.
When it isn’t possible to obtain the missing types and amounts of (raw) materials, the tender will be cancelled.
Priority heuristics
Id: Search rule: Stopping rule: Decision rule:
22. Does the tender have a high level of turnover?
When the level of turnover of the tender is estimated and the annual targeted level of turnover is known.
When the level of turnover of the tender represents a significant proportion of the annual targeted level of turnover, the duration of the project will be determined.
When the level of turnover of the tender does not represent a significant proportion of the annual targeted level of turnover, the tender will have a low priority.
23. Does the contract related to the tender have a long duration?
When the duration of the project is estimated.
When the project has a long duration, the tender will have the highest priority
When the project has a short duration, the tender will have a high priority.
24. Will there probably be additional work in the future for the same client?
When an estimation is made about the chance on additional work for this tender.
When there is a high probability of additional work for this tender, this will increase the priority.
When there is a low probability of additional work for this tender, there will be no effect on the priority of the tender.
25. Is the current cumulative level of turnover behind of schedule?
When the current cumulative annual level of turnover is reflected on the scheduled annual level of turnover.
When the current cumulative annual level of turnover is behind of the scheduled level of turnover, the priority of the tender will be increased.
When the current cumulative annual level of turnover is on or above the scheduled level of turnover, there will be no effect on the priority of the tender
26. Did we had positive When a perception about the kind of When we had positive experiences with the
Page 115
experiences with the client? experience with the client is acquired. client, the tender will have a high priority.
When we had negative experiences with the client, the tender will have a low priority. 27. Are there opportunities within
the contract of the tender?
When a perception about the degree of opportunities within the tender and possible project is acquired.
When there are opportunities within the project, the tender will have a high priority.
When there are no opportunities within the project, the tender will have a low priority. 28. Is there an ongoing project in
the direct environment of the tender?
When the locations of the ongoing projects are reflected on the location of the tender and the distance between these locations are estimated.
When there are ongoing projects within the direct environment of the tender, the priority of the tender will be increased.
When there are no ongoing projects within the direct environment of the tender, there will be no effect on the priority of the tender.
29. Is the proportion of MEAT criteria prescribed within the tender specifications higher than 15% of the total criteria?
When the MEAT criteria within the tender specification documents are identified and this proportion of criteria is reflected on the total criteria described within the tender specification documents.
When the proportion of MEAT criteria is higher than or equal to 15% of the total criteria described within the tender specification documents, the priority of the tender will be increased.
When the proportion of MEAT criteria is smaller than 15% of the total criteria described within the tender specification documents, there will be no effect on the priority of the tender.
30. Is there a high degree of unusual risks within the contract?
When a perception about the degree of unusual risks within the tender is acquired.
When there is a high degree of unusual risks within the project, it will be determined if it is possible to manage these unusual risks.
When there is a low degree of unusual risks within the project, there will be no effect on the priority level of the tender.
31. Is it possible to manage the unusual risks?
When a perception about the manageability of the unusual risks is acquired
When it is possible to manage the unusual risks, the tender will have a high priority.
When it isn’t possible to manage these unusual risks, the tender will have a low priority.
Page 116
Table 10: Overview of the three building blocks for the four different types of opportunity capturing heuristics of BAM Infratechniek Telecom.
Selection heuristics
Id: Search rule: Stopping rule: Decision rule:
1 Is the tender located within our approved working area?
The search is stopped when the location of the tender is acquired and there are insights about the approved working area.
When the location of the tender is within the approved working area, it is determined if the prescribed activities within the tender are in line with the activities within the Operational Plan.
When the location of the tender is not within the approved working area, there should be a permission to bid from the board.
2. Are the activities prescribed within the tender in line with the activities prescribed within the Operational Plan?
The search is stopped when insights are acquired about the activities prescribed within the tender documents and the core activities of BAM Infratechniek Telecom.
When the activities prescribed within the tender documents are in line with the core activities of BAM Infratechniek Telecom, it will be determined if there is enough time available for determining the price of the tender.
When the activities prescribed within the tender documents aren’t in line with the core activities of BAM Infratechniek Telecom, there should be a permission to bid from the board.
3. Is there enough time available for determining the cost price for the tender?
The search is stopped when the deadline for delivering the bid with the related cost price is known and perceptions about the degree of available time and available information are acquired.
When there is enough time available for determining the cost price for the tender, it will be determined if there is a balance between the bonus- and the penalty arrangements within the tender specifications.
When there is not enough time available for determining the cost price for the tender, this will result in a no bid decision. 4. Is there a balance between the
bonus- and the penalty- arrangements within the tender specifications?
The search is stopped when the bonus- and penalty arrangements within the tender specifications are read and a perception is acquired about the degree of balance between these two.
When there is a balance between the bonus- and penalty arrangements within the tender specifications, this will result in a bid decision.
When there is an imbalance between the bonus- and penalty arrangements within the tender specifications, this will result in a no bid decision.
Procedural heuristics
Id: Search rule: Stopping rule: Decision rule:
5. Do we have to deliver interim- and/or progress reports to the client?
The search is stopped when the tender specifications are searched through for the subject ‘interim or progress reports’ and all the tender specifications are passed or prescriptions about the required reports are found.
When interim- or progress reports have to be delivered to the client, resources and deadlines are assigned to the delivery of these reports within the execution plan.
When no interim- or progress reports have to be delivered to the client, no additional resources and deadlines are located within the execution plan. 6. Do we have to deal with
innovation or other new inexperienced processes or products?
The search is stopped when a perception about the experiences with the required processes or products within the tender is acquired.
When we have to deal with innovation or other new inexperienced processes or products, an execution plan for the required activities is developed.
When we have to deal with experienced processes or products, the usual execution plans and procedures are used. 7. Do we possess all the required
information related to the tender?
The search is stopped when a perception about the required information is acquired and is reflected on the available information.
When the perception about the required information is in line with the available information, all the information will be bundled in a folder.
When the perception about the required information is not in line with the available information, it is determined if it is possible to acquire the required information.
Page 117
8. Is it possible to acquire the required information?
The search is stopped when a perception about the possibilities to acquire the required information is acquired.
When it is possible to acquire the required information for the tender, all the information will be bundled in a folder.
When it isn’t possible to acquire the required information for the tender, the tender will be cancelled.
9. Are we familiar with the local norms of the municipality for the area of the tender?
The search is stopped when insights about the local norms of the municipality and a perception about the familiarity with these local norms are acquired.
When we are familiar with the local norms of the municipality, it will be determined if it is possible to take care of these local norms by ourselves.
When we aren’t familiar with the local norms of the municipality, it will be determined if it is possible to get familiar with the local norms.
10. Can we take care of these local norms by ourselves?
The search is stopped when a perception about the degree of manageability of these local norms is acquired.
When we can take care of these local norms by ourselves, the tender and contract will be conducted individually.
When we cannot take care of these local norms by ourselves, the tender will be conducted together with specialized partners
11. Does the tender have a level of turnover above 1 MIO €?
The search is stopped when the level of turnover for the tender is estimated.
When the estimated level of turnover of the tender is above 1 MIO €, an extensive risk assessment (A-Form) will be elaborated for the tender and the contract.
When the estimated level of turnover of the tender is below 1 MIO €, it will be determined if the tender contains a high degree of technical risks.
12. Does the tender contain a high degree of unusual risks?
The search is stopped when a perception about the degree of unusual risks within the tender is acquired.
When the tender contains a high degree of unusual risks, an extensive risk assessment (A-Form) will be elaborated for the tender and the contract.
When the tender contains a low degree of unusual risks, no extensive risk assessment is needed.
13. Does the area of the tender contains polluted soils?
The search is stopped when a soil sample of the tender area and a perception about the degree of pollution are acquired.
When the soil sample of the tender area contains polluted soils, it will be determined if it is possible to take care of these polluted soils internally.
When the soil sample of the tender area doesn’t contain polluted soils, no special actions within the execution plan are required.
14. Can we take care of these polluted soils by ourselves?
The search is stopped when a perception about the degree of pollution is reflected on the capabilities of the business unit.
When it is possible for BAM Infratechniek Telecom to take care of the polluted soils, the tender will be conducted individually.
When it isn’t possible for BAM Infractechniek Telecom to take care of the polluted soils, the tender will be conducted together with a specialized partner.
15. Is the tender located outside the working area, as described within the OP?
The search is stopped when the location of the tender is known and there are insights about the working area of the business unit.
When the tender is located outside the initial working area of BAM Infratechniek Telecom, within the calculation procedure a full coverage of costs and a result of 4% of the turnover level should be used.
When the tender is located within the initial working area of BAM Infratechniek Telecom, no decisive guidelines or financial thresholds are used within the calculation phase.
16. Is the tender located within or near a complex or dangerous situation?
The search is stopped when a perception about the danger or complexity of the direct environment of the tender is acquired.
When the tender is located within or near a complex or dangerous area/situation, there will be a site visit and an extensive execution plan will be formulated.
When the tender isn’t located within or near a complex or dangerous