Informe de Auditoría

In order to successfully conduct a tender or contract, there will be a search for the indicator ‘experience with the client’. This search is stopped when the previous relations with clients are searched through and a match is found for the same client or all the previous relations are searched through. When BAM Wegen Zuidwest has experience with the client, this experience will be used for determining the strategy to win the tender and the strategy to successfully conduct the possible future contract. When BAM Wegen Zuidwest has no experience with the client, the characteristics of the client will be explored by consulting other regions or BAM business units or extern consulting.

Priority heuristics

Within the bid/ no bid decision making process BAM Wegen Zuidwest prioritize its tenders by assigning a priority number, within a range from 1 (highest priority) till 4 (lowest priority). By taking the way in which this priority number is determined into account, two different reasoning perspectives can be distinguished. Within the first reasoning perspective the tender has a high priority because the tender has a large positive effect on the realization of the strategic goals, and because of this large positive effect for BAM Wegen Zuidwest there is a high need to distinguish themselves from the competitors. However there are also tenders which acquire a high priority number because BAM Wegen Zuidwest can distinguish themselves from the competitors, so the priority number in this case is assigned based on a high estimated win-ratio for the tender. Based on these two different reasoning perspectives the priority rules of BAM Wegen Zuidwest are described below.

Determining priority number on the need to distinguish ourselves from the competitors:

In determining the priority number on the need to distinguish ourselves from the competitors, BAM Wegen Zuidwest takes the estimated turnover level and duration of the contract, the probability of acquiring additional work in the future within the same or a future contract, and the degree in which the current strategic cumulative level of turnover is in line with the scheduled cumulative turnover level, into account. - Estimated turnover level and duration of the contract, which is related to the tender

Based on the estimated turnover level and the duration of the future contract, which is related to the tender, BAM Wegen Zuidwest assigns a priority number for the tender. First of all there will be a search for the height of the estimated turnover level of the tender. This search is stopped when the turnover level for the tender is estimated and the annual strategic target of turnover is known. When the turnover level of the tender represent a significant proportion of the annual strategic target of turnover, in order to assign a priority number the duration of the contract will be determined. When the turnover level of the tender does not represent a significant proportion of the annual strategic target of turnover, the tender will have a low priority (represented by a priority number three or four).

The search for the duration of the contract is stopped when the duration of the contract is estimated and there are insights about the average duration of contracts. When the duration of the contract is above the average duration, the tender will have the highest priority (represented by a priority number one). When the duration of the contract is below the average duration, the tender will have a high priority ( represented by a priority number one or two).

- Probability of acquiring additional work in the future for the same client

Based on a search for the probability of acquiring additional work in the future within the same contract or within future contracts for the same client, BAM Wegen Zuidwest assigns a priority number for the tender. This search is stopped when an estimation about the probability of acquiring additional work in the future is acquired. When there is a high probability for additional work within the same or future contract for the same client, this will increase the priority level of the tender. When there is a low probability for additional work within the same or future contract of the client, there will be now effect on the priority level of the tender.

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- Degree in which the current strategic cumulative level of turnover is in line with the scheduled level of turnover

Based on the degree in which the current cumulative acquired turnover is in line with the scheduled strategic turnover targets, BAM Wegen Zuidwest decides to improve the priority for tendering on projects. The search for if the current cumulative turnover is behind of or on or ahead on schedule is stopped, when the current cumulative acquired turnover level is reflected on the scheduled cumulative turnover level. When the current cumulative turnover is behind of the scheduled turnover level, the priority for tenders with relatively low degrees of turnover level will be increased. When the current cumulative turnover is on or ahead on the scheduled turnover level, there will be no effect on the priority levels of tenders.

Determining priority number on the possibilities to distinguish ourselves from the competitors:

In determining the priority number on the possibilities to distinguish ourselves from the competitors, BAM Wegen Zuidwest takes the positive experiences with the client, the degree of unusual risks, the opportunities within the tender and related contract, the proportion of ‘MEAT’ criteria within the tender specifications, and the ongoing projects in the direct environment of the tender, into account.

- Positive experiences with the client

In order to determine the priority level of the tender based on the possibilities for BAM Wegen Zuidwest to distinguish themselves from competitors, there is a search for the kind of experience with the client, in special for a positive experience. This search is stopped when a perception about the kind of experience with the client is acquired. When there are positive experiences with the client, the tender will have a high priority. When there are negative experiences with the client, the tender will have a low priority.

- Degree of unusual risks

In determining the priority level of the tender, BAM Wegen Zuidwest searches for the degree of unusual risks within the tender and contract and the manageability of these unusual risks. This search for unusual risks is stopped when a perception about the degree of unusual risks is acquired. When there is a low degree of unusual risks within the tender and contract, the priority level of the tender remains unchanged. When there is perceived a high degree of unusual risks, BAM Wegen Zuidwest takes the manageability of these unusual risks into account.

The search for the manageability of the unusual risks is stopped when a perception about the current amount of unusual risks and a perception about the risk capacity for these unusual risks are acquired and the current amount is reflected on the risk capacity. When the current amounts of unusual risks are in line with the risk capacities, the tender will have a high priority level. When the current amounts of unusual risks are not in line with the risk capacity, the tender will have a low priority level.

- Opportunities within the tender and related contract

In determining the priority level for the tender based on the possibilities for BAM Wegen Zuidwest, there is a search for the indicator if there are opportunities within the tender and related contract. In this opportunities can be described as possibilities to perform the contract in a shorter time, with other more sustainable or cheaper materials or with the BAM Wegen Zuidwest’s familiar process structure. The search for opportunities is stopped, when a perception about the degree of opportunities within the tender and possible contract is acquired. When there are opportunities within the tender and contract, the tender will have a high priority. When there are no opportunities within the tender and contract, the tender will have a low priority.

- Proportion of ‘MEAT’ criteria within the tender specifications

BAM Wegen Zuidwest searches for the proportion of ‘MEAT’ criteria within the tender specifications in order to determine the priority level of the tender. This search is stopped when all the criteria within the tender specifications are searched through and the ‘MEAT’ criteria are identified and the proportion of

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