Contractor tendering research: Going beyond bid/no-bid and markup models

Abstract

Within a wider research programme into the effectiveness and efficiency of the tendering procedures of construction contractors (CCs), a content analysis of tender research published in 27 journals between 2010 and 2016 found that CC tendering procedure research remains a low-focus area. CC-related tender research commonly focuses on factors influencing ‘bid/no-bid’ and markup decisions, often combined with developed decision modelling. Comparing the content analysis results with semi-structured interviews with 20 Australian civil engineering CCs (including some of Australia’s largest contractors, and with eight involved in international operations), it was found that the industry remains largely unaware and unsupportive of such developed tender decision tools. Instead, CCs suggest tender research should focus on efficient tendering procedures, encouraging clients to use standard rather than bespoke contracts, and improved quality and risk transfer in tender documents. The combined semi-structured interview findings and content analysis results provide researchers with contemporary tender research themes that civil engineering CCs, and potentially more general contractors, are more likely to embrace, thereby advancing the efficiency of construction tendering and contractors’ work procurement management.