第一篇：標書翻譯流程

譯國譯民翻譯公司—中國十大翻譯公司

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雖然在不同法規體系下的招投標書文本規范有較大的區別，但在招投標流程方面基本是一致的。熟悉招投標流程對招投標書翻譯的項目組織會有很大的幫助。一般公開招標或選擇性招標的招投標流程如下：

?招標公告/邀請——招標人在報紙或者互聯網等公眾媒體上發布招標公告邀請不特定的法人或其他組織投標（適用于公開招標），或者以投標邀請書的方式邀請特定的法人或組織投標（適用于選擇性招標）。

?獲取招標文件——投標人從招標人獲取招標文件。

?準備投標書——投標人研究招標文件，準備投標書。

?招標澄清——招標人可自行對招標文件進行必要的修改和補充，或者根據投標人的對招標文件的疑問進行澄清。

?提交投標書——投標人在招標文件規定的截止日期前將投標書提交到招標文件規定的地點。投標書必須用信封密封，并蓋投標人公章。在開標前任何投標書不得拆封，否則投標書被判為無效。

?開標——在招標文件規定的時間和地點，邀請全部投保人或其代表到場的情況下，招標人或招標代理公開開啟全部有效的投標書，并現場宣布投標人名稱和投標書報價等（唱標）。

?評標/比較標書——開標后，投標人組織平標委員會按照招標文件規定的評標標準和方法對全部有效的投標書進行評審和比較。投標人根據評標結果確定中標人，接受該投標人的投標書（投標人也有權決定不接受任何投標書）。在評標過程中，招標人可以要求投標人對投標書中的一些細節進行補充或更正，但不能對投標書做重大變更。

?中標公告/中標通知書——確定中標人后，投保人根據招標文件規定的日期和方式宣布中標人，如在刊登招標文件的公開媒體上發布中標公告（適用于公開招標），或者向中標人簽發中標通知書并向未中標人簽發未中標通知書。

?授予合同——招標人與投標人根據招標文件和投標書的內容簽署合同。

自此，整個招投標流程結束，進入下一步合同履行流程。

專心翻譯，做到極致

第二篇：經典標書翻譯案例

經典標書翻譯案例

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北京世聯標書翻譯有限公司: 朝陽區奧運村天創世緣B2座25層，郵編:100012 世聯翻譯公司建筑翻譯成功案例-中國土木工程集團標書翻譯

中國土木工程集團有限公司 一．基本情況介紹

中國土木工程集團公司（簡稱：中土）經國務院批準成立于1979年，是最早進入國際市場的中國公司之一，其前身是鐵道部援外辦公室（組織實施過中國最大的經援項目-坦贊鐵路）。在2003年，中土集團公司并入中國鐵道建筑總公司，成為中國鐵道建筑總公司的全資子公司。

重組后，中土集團公司履行總公司海外事業管理職能，統一管理、組織協調總公司海外市場業務，承辦總公司外事管理工作。中國鐵道建筑總公司是具有特級工程總承包資質的特大型企業集團，主要承擔鐵路、公路、市政、環保、水利電力、城市軌道交通、機場、港口、礦山與民用建筑等工程的設計、施工、設備制造安裝、工程監理、技術咨詢與建設管理，同時進行投融資等多種經營。至2004年底，已累計修建鐵路27000多公里，修建高速公路13760公里，承建城市地下工程、軌道工程和大型水利、電力、機場工程140余項，年完成營業額130億美元。標書翻譯

中土集團公司擁有特級工程總承包資質，是以鐵路工程為特色，以承包工程、設計咨詢、勞務合作為主業，房地產開發、進出口貿易、實業投資、酒店管理等多業并舉的大型企業集團，連續多年入選全球最大225家國際承包商行列并位居前70名之內。China Civil Engineering Construction Corporation I.Brief introduction China Civil Engineering Construction Corporation(hereinafter referred to as CCECC)was established in 1979 according to the approval of the State Council of the People’s Republic of China.As one of the pioneers performing international contracting and economic cooperation, CCECC has been developed from the earlier Foreign Aid Department of the Ministry of Railway(with the experience of executing the biggest foreign-aid project of China, the TAZARA)into a wholly-owned subsidiary of China Railway Construction Corporation after being incorporated into China Railway Construction Group in 2003.After the reorganization, CCECC Overseas Group fulfills management function on overseas business with unified management, organization and coordination of operations with head office in overseas markets, and undertakes foreign affairs management for head office.China Railway Construction Corporation is an especially large group with Super Grade Qualification for project contracting, is mainly responsible for design, construction, equipment manufacture and installation, project supervision, technical advice and construction management of railways, environmental protection, water, electricity, urban rail transport, airports, ports, mines and civil construction projects, and conducting diversification covering investment and financing at the same time.CCECC has accomplished railway over 27,000 km, constructed 13,760 km expressway, contracted to build more than 140 urban underground works, track works and large-scale water conservancy, electric power, airport projects to the end of 2004.The annual turnover was 13 billion U.S.dollars.CCECC is a large enterprise group with Super Grade qualification for project contracting, characteristics of railway engineering, main industry of contract engineering, design consulting, labor service cooperation and simultaneous multi-industry of real estate development, import and export trade, industrial investment, hotel management etc.It is ranked the world’s largest 225 international contractors for consecutive years and listed top 70.標書翻譯 工程項目總承包管理(二)

7.3項目總承包管理措施 7.3.1實行項目經理負責制

工程總承包部受公司法人委托進行工程總承包管理，是企業法人在項目上的代表，履行合約責任和義務，工程項目管理以項目經理負責制為核心，對工程進行全過程、全方位的管理。7.3.2健全各項規章制度

一、若有幸中標，我公司將承擔實現工程綜合管理目標和完成對雇主的合同履約的總協調和總控制的責任。為此我們將制定高標準的管理目標（即“以規范化、標準化、科學化、程序化的管理方法，高效優質地完成與雇主簽訂的合同”），項目總承包部根據項目管理目標和工程特點編制施工組織設計和主要施工方案，根據目標分階段編制符合項目運行規律的《質量設計》和《安全設計》，明確各種情況下的處理方法、要求、標準及責任。

二、按照經濟合同法，結合集團總承包管理手冊，與所有的配屬作業隊簽訂相應的經濟合同，與所有的分包商簽定總包管理協議，以合約方式規范、約束相關各方的經濟及管理行為。

三、針對本工程項目特點，我們將編制發布經雇主備案、監理批準的統一實施的現場管理文件，對自有施工隊伍、指定分包商和雇主直接發包的其他分包商，制定《分包隊伍管理手冊》，以此作為項目全過程的管理依據和標準，嚴格實行“凡事有人負責，凡事有章可循，凡事有據可查，凡事有人監督”的管理原則。

7.3.3以計劃管理為主線，實現工程總體進度目標

一、綜合配套計劃的制定：工程項目嚴格按控制計劃進行管理，與雇主、設計、監理以及各分包商共同制定一整套嚴密精細的工程配套計劃。在計劃編制說明中，明確闡述計劃完成所需的施工條件和要求，并予以落實。通過計劃，找出工程的關鍵環節和主導線路，從而為工程管理提供科學的依據，確保工程各階段目標按期實現。

二、對計劃進行及時合理調整：項目對于工期的控制實行滾動跟蹤制度，在編制下一個季度、月份以及工作周的計劃之前，進行上個工作期的計劃完成情況跟蹤，分析工程階段工期的偏差原因，找出可能對后續施工造成的影響，并及時調整后續計劃以及關鍵線路。7.3.4重視施工組織設計和施工方案的主導作用

一、項目建立以總承包編制的施工組織總設計為龍頭、各項施工方案為保障、施工技術措施為補充的技術管理保障體系，施工前編制分項施工組織設計和施工方案，按照施工組織設計和施工方案制定技術措施。

二、嚴格實行“三級技術交底制”：方案和圖紙完成后，必須確實傳遞到操作層，尤其是關鍵技術文件以及特殊節點技術要求、操作程序工藝、質量控制要點等必須及時準確地傳達到操作層，技術交底要具備針對性和可操作性，減少不必要的返工和質量問題的發生。標書翻譯

7.3.5建立例會制度，集中處理現場協調難點問題。

建立周工程例會制度，協調各專業施工工序和作業條件，確定周各專業工作內容及進度、質量要求、各單位需要相關專業提供的施工配合條件、工程驗收移交的時間、內容和方式。每周召開有雇主、設計、監理和總承包以及各施工分包、主要材料和設備供應商參加的例會，解決可能影響施工進度的問題，定出時間和責任單位，進行落實。7.4總承包與雇主、監理、設計、政府部門及周邊單位配合協調 7.4.1與雇主的關系處理

總承包與雇主的關系是合同關系，總承包按照合同約定，對雇主負責。

一、項目總承包全體人員要確立“雇主是顧客”的服務觀念，把工期目標和工程質量目標作為核心，建造一流的建筑產品，讓雇主滿意。

二、總承包站在工程全局的角度，認真履行合同條款中規定的義務，積極主動地為雇主服務，接受雇主的領導，落實雇主的各項指令、決策，解決工程實施過程中遇到的問題。協助雇主處理好與設計、政府監督部門、政府職能部門等的聯系、溝通工作。

三、總承包要科學、合理的組織工程施工，完成任務，實現雇主要求的各項目標。

四、定期向雇主提供工程進度報告，如實反應工程進展和需要雇主協調解決的問題，并積極配合雇主進行解決。

7.4.2與監理工程師的工作配合

監理單位受雇主委托，在國家和地方的各項法律法規框架下客觀、公正地對工程進行監理。監理單位在開工前向總承包進行監理交底，制定監理規劃并下發總承包。總承包從以下幾個方面配合好監理工程師的工作：

一、為監理單位在項目現場提供良好的工作條件，為其順利開展工作提供保障。

二、開工前將施工組織設計、施工總進度計劃報送監理工程師審批，書面報告施工準備情況，獲監理批準后方可開工。

三、嚴格按照監理規程及時全面地提供物資進場驗收、分包報驗、工程驗收檢查等書面資料，使監理單位及時充分地了解工程的各項進展，對工程實施全面有效的監理。

四、各類檢測設備和重要機電設備的進場情況向監理申報，并附上年檢合格證明或設備完好證明。

五、對有見證取樣要求的材料,現場取樣送檢時有監理或雇主代表見證。

六、若監理對某些工程質量有疑問，要求復測時，總承包項目部將給予積極配合，并對檢測儀器的使用提供方便。

七、及時向監理報送分部分項工程質量檢驗資料及有關材質試驗、材質證明文件。現場驗收申請、審批資料的申報要提前提交監理，為監理正常的驗收和審批留出足夠的時間。

八、積極組織總承包各部門、分包單位參加監理例會，聽取監理對工程施工的意見，認真落實監理對總承包提出的要求。

九、對監理提出的現場問題要及時進行總結整改，避免同類問題的再次發生；要求全體員工，包括總承包、分包單位人員，尊重監理人員，積極配合監理的工作，響應監理的指示和要求。

十、若發現質量事故，及時報告監理和雇主，并嚴格按照設計、監理或雇主審批的方案進行處理。

十一、工程全部完工后，經認真自檢，再向監理工程師提交驗收申請，經監理復驗認可后，轉報雇主，組織正式竣工驗收。

7.3 The Measure of General Contractor’s Management of the Project 7.3.1 Practice the Project Manager Responsibility System The project general contract department, which carries out the management by receiving the commission of corporate juridical person, is the representative of the business entity in the project to fulfill the duty and obligation of the contact.Taking the project manager responsibility system as core, we will implement the management of whole phases and all respects.7.3.2 Perfect the Rules and Regulations 1.If we have the honor to be the bid winner, we will assume the responsibility to realize the comprehensive management purpose and complete the general coordination and control.So we will establish management purpose with high standard(i.e.“with the standardization, criterion, conforming to procedure and scientific management method, fulfill the contact signed for employer in high efficiency and good quality”).The general project contract department will compile construction organization design and main construction scheme according to the management purpose and project characteristic, establish the Quality Design and Safety Design meeting the operational rule of the project according to the purpose and different phases, and define the deal solution, requirement, standard and responsibility under different condition.2.We will sign corresponding economic contracts with all attached construction teams, and sign general contract agreement with all subcontractors according to Economic Contract Law and the Manual for General Management of our Group, in order to standard and restrict the economic and management action of related parties.3.Aim at the characteristic of this project, we will establish and issue the site management files recorded by the employer and the supervisor, and implement uniformly.For our own construction teams, nominated subcontractors and the contractors contracted by the employer directly, we will establish Management Manual of the Subcontractors Team, and use as the management basis and standard.Besides, we will adopt the management standard of “for every task there must be someone presided by, some regulations to abide by, some basis to check and someone to supervise”.7.3.3 Based on Plan Management, Realize the Purpose of Overall Project Progress 1.Establish the comprehensive fitting plan: in order to manage the project according to the control plan strictly, we will establish a set of fine project fitting plans together with employer, designer, supervisor and subcontractors.In the detailed description of the plan, the necessary construction condition and requirement shall be explained and implemented.Through the plan, we will find out the key link and main line, in order to provide scientific basis for project management, and ensure the purposes of different phases complete on time.2.Reasonably adjust the plan in time: for controlling the time limit of the project, we will adopt the rolling track system.Before establish the plan of next season, month or work week, we will track the completing condition of last plan, analyze the reason of the error exist in last phase, find out their influence on the later construction and adjust the plan and key line in time.7.3.4 The Leading Role for Attaching Importance to Organization Design and Working Scheme.1.For the project, we will build the technical management security system with the working organization general design compiled by the general contractor as leading role, with various working scheme as security and with the construction technical measure as complementarity.Before construction, edit sub-construction organizational design and working scheme, according to which the technical measure will be established.2.Strictly practice the “Three Grade Technical Disclosure System”: after being completed, the scheme and drawings must pass to the construction workers, especially the key technical documents and the technical requirements, operation procedure and techniques, and quality control of special joints and so on must be handed down accurately in time.The technical disclosure shall directional and exercisable, in order to decrease unnecessary rework and quality problems.7.3.5 Create Regular Meeting System, to Deal With the Coordination Difficulty on Site Create the weekly regular meeting, to coordinate the working procedure and operational condition, define the week work content and progress, quality requirement, the necessary construction matching condition provided by various specialized teams, and the time, content and mode of works acceptance.Convene a meeting presented with the employer, designer, supervisor, general contractors, subcontractors of various projects and the suppliers of main materials and equipments, to settle the problem which can impact on the construction progress, define the time and responsible units and implement.7.4 The Cooperation and Coordination between the General Contractor and the Employer, Supervisor, Designer, Government Sector and nearby Units 7.4.1 Relationship Management with Employer The relationship between general contractor and employer is contractual relationship, which means the general contractor should be responsible for employer according to the contents of contract.1.The whole contractor staff of project should establish the service idea of “employer is customer”, aim the construction period and quality as core purpose, to build top-ranking buildings and make employer satisfied.2.The general contractor should control the overall situation of project;seriously undertake the responsibilities required in items of contract, to serve the employer actively, carry out all the instructions and strategies given by employer and solve problems happened during the construction process under the guide of employer.Besides, it should provide assistance for the employer to communicate with design department, governmental watchdog, and governmental functional department and so on.3.The general contractor should organize the construction in a scientific and reasonable way, and finally complete the duty and meet all the requirements of employer.4.Regularly report the project programming to employer, respond the project progress according to the facts and tell employer those problems needed to solve by employer itself and actively provide assistance for employer.7.4.2 Work in Accordance with Supervising Engineer Entrusted by employer, the supervising unit should supervise the construction in an objective and fair way according to the national and local laws and regulations.The supervising unit should communicate with the general contractor before construction, draw up supervising plan and send it to the general contractor.The general contractor should work in conjugation with supervising engineer as follows: 1.Provide good working conditions for supervising unit at site, and guarantee them undertake works smoothly.2.Submit the construction organizing plan and overall programming plan to supervising engineer for approval, report the construction preparation information in writing, and start construction after being approved by supervising engineer.3.Provide such complete written materials as goods on-site acceptance, subcontracting inspection, project inspection and acceptance in time strictly according to the supervising regulations, let the supervising unit fully understand every progress of this project in time, to make complete and effective supervision for project constructing.4.Report the on-site information of all the inspection equipments and key electromechanical devices to supervisor;attach the annual survey qualifications or equipments certifications.5.When sampling and inspecting the required material at site, the general contractor should invite the representatives of supervising unit or employer to witness aside.6.If the supervising engineer doubts about some construction qualities and asks for re-inspection, the project department of general contractor should give quick responses and offer convenience for using detecting instruments.7.Submit the divisional and partial construction quality inspection materials and relevant material tests and certification documents.The approval materials and application for on-site inspecting and accepting should be submitted to the supervising engineer in advance, in order to save enough time for supervisor to undertake normal acceptance and approval procedures.8.Actively organize all departments and subcontracting units of general contractor to attend regular supervising meetings, listen to supervising engineer’s opinions for construction, and seriously carry out the requirements given by supervising engineer.9.Summarize and correct the on-site problems discovered by supervisor in time, avoid occurring the same problems.Ask all staff, including general contractor, staff of subcontracting units, to respect the supervisors, and work actively in conjugation with them, meet their instructions and requirements.10.If any quality accidents happen, report to supervisor and employer in time;handle these problems strictly according to the design and proposal approved by supervisor or employer.11.After completely finishing the construction and making serious self inspection, submit the inspecting and accepting application to supervising engineer.Then after being re-inspected and confirmed by supervisor, submit the application to employer, and organize formal final acceptance.標書翻譯 工程項目總承包管理(三)7.4.3與設計等協作單位的合作關系

總承包按合同、設計圖紙及規范要求，在監理的監督下，將設計藍圖轉化為實物工程。總承包技術管理部負責協調、處理與設計單位的各項工作關系：

一、施工前總承包組織相關技術人員對施工圖紙進行詳細的會審，提出圖紙中存在的問題；由設計單位對總承包及分包單位進行設計交底，解答圖紙中的疑問，接受總承包的修改建議和意見。

二、總承包根據施工總進度計劃向設計單位提出施工圖需求計劃，設計單位盡最大可能滿足總承包的要求，保證工程進度。

三、總承包對工程實施中出現的與設計相關的問題，及時向設計單位進行匯報，征求設計意見；及時向設計單位提供各專業設計上存在的或可能存在矛盾的情況匯報，協助設計單位解決各專業設計中存在的沖突，滿足工程實用需要。

四、總承包嚴格審核各種加工圖、安裝節點圖、專業深化設計、二次設計等，并報送設計單位批準。設計單位協助、指導總承包及各專業分包單位深化設計和詳圖設計工作，貫徹設計意圖，保證設計圖紙的質量。

五、嚴格執行設計圖紙要求、按圖施工，無設計變更或工程洽商，任何人無權改動施工圖紙，未經設計單位批準的圖紙不得使用。

六、在與設計單位的合作中，在開工前制定設計變更處理工作程序，遇有設計變更發生時，及時迅速地履行程序，并協調好各方面的工作。7.4.4與政府主管部門之間的關系協調

一、及時辦理各種工程手續。

二、積極與政府主管部門進行溝通，及時通報工程的各項進展情況，征得其對本工程建設的支持和幫助，保證大環境有利于工程建設。

三、自覺接受政府的監督和指導，依法建設。

四、主動與公安交通部門取得聯系，得到施工占用道路的批準和運輸的暢通。

五、主動與市容監察部門聯系，搞好施工現場周圍地區的環境衛生和環境保護。

六、主動與市建委、質監站聯系，取得他們對于工程質量和施工安全的指導與認可。7.4.5處理好與周邊社區的關系

一、加強與周邊社區、單位的聯系溝通，及時向其通報工程情況，宣傳工程建設的意義，對給其造成的不便征得諒解，減少或避免相互間的矛盾。對周邊社區居民、單位提出的問題，要合理解釋和盡量予以滿足和解決。

二、對受施工的噪聲、強光、灰塵影響的單位和居民采取必要的彌補措施。同時也積極采取預防措施減少這些危害，盡可能地保護周圍單位和居民的利益。7.5與各專業分包單位的配合

與各專業分包單位的配合內容如下：

一、塔吊等垂直運輸機械的協調配合

總承包向專業分包單位提供現場已有的塔吊、升降設備、垂直運輸機械等。各專業分包應每周以書面形式向總承包提出運輸申請，總承包調配安排塔吊和其他提升設備進行運輸。

二、施工腳手架的協調配合

專業分包按照總承包的管理規定規范的使用腳手架。需要總承包專門搭設腳手架的，應提前提出書面申請，由總承包予以安排。

三、施工場地協調管理

施工場地管理實行動態管理。專業分包單位進場施工前，應向總包提交其施工材料及設備堆放、加工廠、辦公、居住所需場地面積，總承包根據施工現場總體布置和現場實際情況，合理安排場地，并劃分責任區。臨建設施由總承包統一規劃，統一布置，統一建設。標書翻譯

四、施工用水、用電 總包在施工期間在現場周圍布置若干供水接口，以便于專業分包單位用水方便。專業分包施工前提出施工用電計劃，總承包審核后提供用電接口位置、數量，以確保其用電方便。在設備測試、調試、試運轉期間，總承包按照專業分包提出的要求，提供其所需的水壓、電壓及容量要求，保證相應專業測試、調試及試運轉正常進行。

五、垃圾清理

專業分包應做好作業面的垃圾清理工作，做到工完料盡場地清。廢棄物與垃圾的處理按總包的要求集中到指定地點，由總承包統一處理。

7.4.3 Cooperation Relationship with Relevant units as Designing Unit, etc., The general contractor should turn the designing blueprint into real construction according to contract, designing drawings and regulations while under the supervising of supervisor.The technical management department of general contractor should be responsible for coordinating and handling working issues of all kinds with designing unit as follows: 1.The general contractor organize relevant technicians to do joint checkup of drawings and raise problems existing in drawings;then the designing unit introduces designing conditions to general contractor and subcontracting units, answer their questions about drawing , accept the modifying opinions of general constrictor.2.The general contractor should give designing unit the construction drawing requirements according to the general construction programming.And the designing unit should try its best to meet the requirements, in order to guarantee the construction programming.3.For the problems relating to designing occur during the constructing process, the general constrictor should report these problems to designing unit in time and seek the designing opinions;also the general contractor should report to the designing unit on all the possible conditions or problems existing in professional design, assist the design unit to solve all the contradiction in professional design for meeting the practical needs in constructing.4.The general contractor should strictly examine all the operation drawing, installation nodes drawing, professional deepening design, secondary design, etc, and submit these drawings to designing unit fro approval.The designing unit should assist and help the general contractor and all professional subcontracting units to deepen the design and make detail design, to completely carry out the designing intention and guarantee the quality of design drawings.5.Strictly carry out the requirements of design drawings and construction according to these drawings.No one has the right to modify the constructing drawings without design alteration or constructing negotiations.The drawings without the approval of designing unit are prohibited to use.6.Draw up the processing procedures for design alteration before construction during the cooperation with designing unit.If any design alterations happen, carry out the processing procedures quickly and coordinate works of every aspect well.7.4.4 Coordinate the Relationship with the Governmental Authorities 1.Transact all kinds of the formalities about the project in time.2.Communicate with the governmental authorities positively，brief the progress of the work in time, to obtain support and help of this construction and make sure big environment benefit construction works.3.Accept the supervision and instruction of government conscientiously and construct according to the law.4.Connect with public security and transportation departments to get approval of on-road situation during construction and ensure smooth transportation.5.Connect with municipal appearance supervision departments actively, clean up and protect construction site and surrounding areas.6.Connect with city construction official and Administration of Quality Supervision of Municipality to get their instruction and approval of construction quality and safety.7.4.5 Get on well with Surrounding Communities 1.Increase connection and communication with surrounding communities and companies.Brief the progress of the work to them in time and advocate the significance of construction works so as to get understanding and lessen or avoid contradiction.Explain the questions, try best to meet the requirements and solve the problem raised by residents of surrounding communities and companies.2.Take essential compensation measures to the companies and residents that influenced by construction noise, high light and dust.7.5 Cooperate with all the Subcontractors of Special Fields The following are content of cooperation with all special subcontractors: 1.Coordination and Cooperation of Tower Crane and other Vertical Transportations General contractor provides special subcontractors with tower crane, lifting appliance and vertical transportations which are already at the site.All special subcontractors should present transportation request toward general contractor in written form weekly.General contractor allocates and arranges tower crane and other lifting appliances to transport.2.Coordination and Cooperation of Construction Scaffold Special subcontractors use scaffold according to rules of general contractor.A written application is required when general contractor is needed to erect scaffold, so as to offer arrange.3.Coordination Management of Construction site Dynamic management is applied to coordination management of construction site.Special subcontractors should submit requested site area, including construction material, equipment, processing factory, office and living, to general contractor before their approach.General contractor bases on general layout and real condition on construction site, reasonably offers places and divides response districts.General contractor is responsible for unified planning, unified decorating and unified construction of temporary build.4.Construction Water and Power General contractor fixes several water connectors at the site surroundings during construction period, which is convenient for special subcontractors to use water.Special subcontractors propose construction power plan before construction.After auditing, general contractor provides power joint position and amount to ensure they use power conveniently.During the period of equipment testing, debugging and commissioning, general contractor follows require of special subcontractors and meet their requirements of water pressure, voltage and capacity, in order to guarantee relevant special testing, debugging and commissioning to operate normally.5.Construction Debris Cleaning Special subcontractors should clean up debris on the operation side.When the works is completed，materials should be used up and the side is clean.On request of general contractor, waste and debris is disposed to designated location, and handled uniformly by general contractor.

第三篇：標書中英文翻譯

1.投標書Tender

1.1 投標人應完整地填寫招標文件中提供的商務投標書、技術投標書、投標一覽表和投標報價表(包括投標報價匯總表和分項報價表)。價格表（表中項目除價格數字外都要填寫）及報價說明三份（一正二副）和投標人銀行保函應分別單獨密封，隨投標文件一同遞交。

Among the tender documents, tenderers shall fill out completely the Business Tender, Technical Tender, Tender List and Tender Quotation.The Quotation(all items in the Quotation shall be filled out except for the prices)and three copies(one Original and two Duplicates)of the Instructions to Quotations as well as the letter of guarantee from the bank of tenderers must be sealed separately, and be submitted together with the tender documents.1.2 在投標文件澄清后提交的附件6價格表部分正、副本應用信封單獨密封，封面上注明項目名稱、招標編號、投標人名址、“正本”“副本”字樣及“分項價格”和“保密”字樣。同時提供單獨密封的價格表電子版本一份（WORD格式）。The Attachment 6 to be submitted after the tender documents have been clarified the Original and Duplicate copies of the Quotation must be sealed separately in different envelops, on which the item names, tender codes, tenderer addresses, words of ‘Original’, ‘Duplicate’ and ‘Item Price’ and ‘Confidential’ must be written.An e-version of the Quotation(in WORD format)that is separately sealed must be furnished at the same time.標書翻譯

2.投標報價Tender Offers

2.1 投標人應在投標報價匯總表和投標分項報價表上標明本合同擬提供貨物的單價(如適用)和總價。On the tender offer summary sheet and the item tender offer sheets, tenderers shall indicate clearly the unit price(if applicable)and the total price of the goods planned to be provided according to the Contract.2.2 投標分項報價表上的價格應按下列方式分開填寫：

Prices on the item tender offer sheet shall be filled out in the following manner:

2.2.1從中華人民共和國提供的貨物：Goods provided from the People’s Republic of China:

1)貨物交到現場價，包括出廠價（含增值稅），工廠至現場的運輸費、保險費和伴隨貨物交運的有關費用，其他雜費。

Price of delivering goods to the site, inclusive of the EXW(inclusive of VAT), transportation cost from factory to site, insurance premium, costs generated because of the delivery of goods, as well as other incidental expenses.2)技術服務及培訓的費用Cost for technical services and trainings 本項包括：This item includes:

A)賣方人員技術服務費用：Cost for technical service provided by the

Seller’s personnel:

項目現場安裝指導、調試、檢驗等費用Expenses for on-site installation instruction, debugging, and inspection

B)對買方人員的培訓費用Expenses for training the personnel of the Buyer

3)投標人應在投標價格表中報出技術規范中所列的隨機備品配件、專用工具及儀器的單價。這些貨物的價格應包括在投標總價中，評標時計入該費用。In the tender price sheet, tenderers shall include the unit prices of the attached parts and components, special tools and instrumentations that are listed in the Technical Specifications.The price of these goods shall be included into the tender sum, and shall be deliberated at the tender evaluation.4)投標人應將滿足設備正常運行的推薦性三年備品配件單獨列出并報出單價。這部分貨物由業主選擇購買，其費用評標時供招標機構參考。Tenderers shall list separately parts and components that satisfy the recommended three years’ normal operation, and quote their prices.The owner has the option to purchase these goods, and their expenses will be referred to at the tender evaluation.標書翻譯

2.2.2從中華人民共和國境外提供的貨物：Goods provided outside the People’s Republic of China:

1)中國上海港CIF班輪條件（該價格包含設備和文件的包裝費用以及在目的港的卸貨費用），報價時投標人可以從中華人民共和國或買方同意的其他合格來源國取得保險服務。Shanghai CIF berth terms(the price is inclusive of the packaging cost of equipments and documents, as well as unloading expenses in the destination).When offering, tenders may obtain insurance services from an eligible country of origin that is to the satisfaction of the People’s Republic of China or the Buyer.2)技術服務和培訓的費用Expenses for technical services and trainings 本項包括：This item includes:

A)賣方人員技術服務費用：項目現場安裝指導、調試、檢驗等費用

Expenses for technical services provided by the Seller: costs for on-site project installation instruction, debugging, and testing

B)對買方人員的培訓費用Training expenses for the Buyer

上述A)、B)二條僅指賣方自身的費用，不包括買方人員的出國所需費用。The above A)and B)clauses refer to the expenses of the Seller itself and do not include the cost for Buyer’s personnel for traveling abroad.投標人須在投標分項報價表后單列、報出買方人員出國參加設計聯絡會、工廠檢驗和買方人員在國外接受賣方培訓的人日費用。以上三項單列的費用，供買方在簽訂合同時參考，不包括在投標總報價中，目的是為方便買方對最終合同價的組成進行選擇和比較，這并不限制買方采用任何一種報價或幾種報價組合而簽訂合同的權力。

Tenderers shall list and offer separately after the item tender offer sheet the cost per person per day for Buyer’s personnel to attend designing communication meetings and factory inspection outside China and

to receive trainings from Seller outside China.Expenses of the above three items will serve as references for Buyer when the Contract is signed, but will not be included into the tender sum.It is to make it convenient for Buyer to compare and choose from the combinations of the final contract price.It does not restrict the rights of Buyer to choose one quotation or the combination of several quotations to sign the Contract.3)投標人應在投標價格表中報出技術規范中所列的必備的備品配件、專用工具及儀器的單價。這些貨物的價格應包括在投標總價中，評標時計入該費用。In the tender price sheet, tenderers shall list the unit price of the required parts, components, special tools and instrumentations that are listed in the Technical Specifications.The prices of these goods shall be included in the tender sum for tender evaluation.4)投標人應將滿足設備正常運行的推薦性三年備品配件單獨列出并報出單價。這部分貨物由業主選擇購買，其費用評標時供招標機構參考。

Tenderers shall list and quote separately parts and components that satisfy the three years’ recommended normal operation.The owner has the option to purchase these goods, the price of which will serve as reference for Tenderee at tender evaluation.11.3 出廠價(EXW)、到岸價(CIF)和“運費、保險付至??”價(CIP)等術語。應根據巴黎國際商會二OOO版本的《國際貿易術語解釋通則》(Incoterms 2000)的規定來解釋。

Ex works(EXW), CIF, ‘carriage and insurance paid to’(CIP)and other technical terms shall be construed according to the 2000 Paris version of International Chamber of Commerce Terms(Incoterms 2000).11.4 投標人根據本須知第11.2條的規定將投標價分成幾部分，只是為了方便招標機構和買方對投標文件進行比較，并不限制買方以上述任何條件訂立合同的權力。

According to Clause 11.2 of the Notice, tenderers shall divide the tender price into several parts, the sole objective of which is to make it convenient for Tenderee and Buyer to compare the tender documents, but will not restrict Buyer’s rights to conclude the Contract according to any of the above terms.11.5 投標人所報的投標價在合同執行期過程中是固定不變的，不得以任何理由予以變更。根據本須知第24條的規定，以可調整的價格提交的投標文件將作為非響應性投標而予以拒絕。A tender price offered by a tenderer shall remain unchanged during the performance of the Contract, but shall not be modified because of any reasons.According to Clause 24 of the Notice, tender documents containing any adjustable prices will be rejected as non-responsive tenders.3.投標貨幣Tender Currency

投標人提供的貨物和服務用美元貨幣報價。Goods and services to be provided by tenderers shall be quoted in the currency of US dollar.4.投標保證金Tender bond

4.1 投標人應提交金額為不少于投標報價總價2%的投標保證金，并作為其投標的一部分。Tenderers shall submit a tender bond that is no less than 2% of the total sum of the tender offer.It shall be part of the tender.4.2 投標保證金是為了保護招標機構和買方免遭因投標人的行為而蒙受損失。招標機構和買方在因投標人的行為受到損害時可根據本須知第15.7條的規定沒收投標人的投標保證金。Tender bond is designed to protect Tenderee and Buyer from losses because of any actions of tenderers.In case Tenderee and Buyer suffers any losses because of any actions of tenderers, the tender bond will be confiscated according to Clause 15.7 of the Notice.4.3 投標保證金應用投標貨幣并采用以下形式：

The tender bond shall be in the tender currency and shall be in the following form:

由一家在中華人民共和國國內或國外信譽好的銀行用招標文件提供的格式或招標機構接受的其他格式出具的銀行保函、不可撤銷的備用信用證，其有效期應超過投標有效期三十(30)天；

A bank that enjoys good reputation in or outside the People’s Republic of China issues a letter of guarantee and an irrevocable stand-by letter of credit in the form provided by the tender invitation documents or in a form that is acceptable to Tenderee, the valid period being thirty(30)days more than the valid period of the tender;

4.4 凡沒有根據本須知第15.1和15.3條的規定隨附投標保證金的投標，應按本須知第24條的規定視為非響應性投標予以拒絕。

Tenders to which a tender bond is not attached according to Clause 15.1 and 15.3 of the Notice shall be rejected as non-responsive tenders according to Clause 24 of the Notice.4.5 未中標的投標人的投標保證金，將盡速并不晚于按照本須知第16條規定的投標有效期滿后三十(30)天原額退還投標人。

Tender bonds of tenderers who fail in the tender will be returned to tenders in full amount as soon as possible and no later than thirty(30)days after the expiration of the valid period of the tender as provided in Clause 16 of the Notice.4.6 中標人的投標保證金，在中標人按本須知第34條規定簽訂合同并按本須知

第35條規定交納了履約保證金后予以退還。

The tender bond of the successful tenderer will be returned after the tenderer signs the Contract according to Clause 34 of the Notice and submits the performance bond according to Clause 35 of the Notice.4.7 下列任何情況發生時，投標保證金將被沒收：

Tender bond will be confiscated in case:

1)投標人在招標文件中規定的投標有效期內撤回其投標；或

Tenderers withdraw their tenders within the valid period of the tender as provided in the tender invitation documents;or

2)中標人在規定期限內未能根據本須知第34條規定簽訂合同；或The successful tenderer fails to sign the Contract within the prescribed period according to Clause 34 of the Notice;or

3)中標人在規定期限內未能根據按投標人須知第35條規定提交履約保證金。The successful tenderer fails to submit the performance bond within the prescribed period according to Clause 35 of the Notice.5.投標有效期Valid period of tender標書翻譯

5.1 根據本須知第19條規定，投標應在規定的開標日后的180天內保持有效。投標有效期不滿足要求的投標將被視為非響應性投標而予以拒絕。According to Clause 19 of the Notice, a tender remains valid within the 180 days after the prescribed tender opening date.Tenders with an ineligible valid period shall be rejected as non-responsive tenders.6．因買方的便利而終止合同Termination of Contract for Buyer’s Convenience

6.1 買方可在任何時候出于自身的便利向賣方發出書面通知全部或部分終止合同，終止通知應明確該終止合同是出于買方的便利，并明確合同終止的程度，以及終止的生效日期。Buyer may send a written notice to Seller at any time for its own convenience to terminate all or part of the Contract.The termination notice shall indicate clearly that it is for Buyer’s convenience that the Contract is terminated, the scale to which the Contract is terminated, as well as the effective date of the termination.6.2 對賣方在收到終止通知后三十(30)天內已完成并準備裝運的貨物，買方應按原合同價格和條款予以接收，對于剩下的貨物，買方可：Buyer shall receive according to the original contract price and terms goods that Seller has completed and prepared for shipping within thirty(30)days after it receives the termination notice.For the rest of goods, Buyer may:

1)僅對部分貨物按照原來的合同價格和條款予以接受；或Accept only part of goods according to the original contract price and terms;or

2)取消對所剩貨物的采購，并按雙方商定的金額向賣方支付部分完成的貨物和服務以及賣方以前已采購的材料和部件的費用。Cancel the purchase to the remained goods, and pay Seller the amount agreed by both parties for part of the goods and services completed as well as materials and parts Seller has purchased.7．爭端的解決Dispute Settlement

7.1 合同實施或與合同有關的一切爭端應通過雙方協商解決。如果協商開始后60天還不能解決，爭端應提交仲裁。Both parties shall aim to settle any disputes concerning the Contract or the execution of the Contract through consultation.In case any dispute cannot be settled within 60 days after the consultation begins, it shall be brought to arbitration.7.2 仲裁應由中國國際經濟貿易仲裁委員會(CIETAC)按其仲裁規則和程序在北京或中國的其他地點進行。除非雙方另行同意，仲裁的官方語言應為英語。Arbitration shall be held in Beijing or some other place within China by China International Economic and Trade Arbitration Committee(CIETAC)according to its arbitration rules and procedures.Except where both sides otherwise agree, the official language for arbitration shall be English.7.3 仲裁裁決應為最終裁決，對雙方均具有約束力。The arbitration award shall be final and has legal binding forces to both sides.7.4 仲裁費除仲裁機關另有裁決外均應由敗訴方負擔。The cost for arbitration shall be borne by the losing party if it is not otherwise ruled by the arbitration authority.7.5 在仲裁期間，除正在進行仲裁的部分外，本合同其它部分應繼續執行。During arbitration, except for the parts of the Contract that is under arbitration, other parts of the Contract shall continue to rule.8．合同語言Contract languages

8.1 除非雙方另行同意，本合同語言為中文和英文，以中文為準。雙方交換的與合同有關的信函應用合同語言書寫。

Except where both sides otherwise agree, the Contract languages shall be Chinese and English, and the Chinese version shall prevail.Correspondences between both sides concerning the Contract shall be written in the Contract languages.9．適用法律Applicable law

本合同應按照中華人民共和國的法律進行解釋。The Contract shall be construed according to laws of the People’s Republic of China

第四篇：標書制作流程

一、標書制作流程：

1.收到招標文件并進行登記（招標文件、圖紙、工程量清單、光盤等），接收人和移交人要簽字確認，做好招標文件及資料的移交工作。

2.投標保證金的申請：寫申請時要檢查好交投標保證金的賬

戶名稱、賬戶、開戶行、注意看清要求，是否從基本賬戶轉，是否可以現金轉賬，最遲到賬時間，轉賬單上需要備注的事項等。

3.針對每個項目，標書編制員間要相互溝通協調，并安排好

相應的標書制作員及檢查員，根據招標文件規定及標書編制團隊的時間安排，限時完成標書（包括檢查）。

4.標書制作員及檢查員對招標文件全面閱讀，對不理解的地

方或發現有不能滿足的條款立即提出并上報領導。對于廢標、打星號、或比較隱蔽的條款要特別標明出來。按標書制作要求制作分布重點對照表電子檔，并打印；記錄開標時所需攜帶的原件。

5.標書制作員嚴格按照招標文件格式制作標書，標書制作好

后對照招標文件逐一檢查后發送電子版給檢查員進行第二輪檢查。

6.檢查員按照招標文件要求逐一對標書進行檢查，發現錯誤

及時更改并把需更改的地方記錄下來，以便工作總結中做

案例分析等參考用。檢查完后發給標書制作員。

7.標書制作員拿到檢查好的標書電子版后再次確認經修改的地方并調整好格式、頁碼，等待打印（打印前與領導溝通

關注招標項目是否有補充公告、答疑公告和澄清公告等。）

8.跟領導確認好后，根據招標文件格式制作授權委托書（公

正）的電子檔格式（另存），并正本投標文件打印出來，標

書制作員再次檢查并交檢查員進行再次檢查。檢查無誤后

將副本打印（或復印）出來，通知開標員按標書要求簽字

蓋章。

9.根據招標文件裝訂和密封要求，制作投標文件封面、密封

套等；

10.被授權委托帶上投標文件、授權委托書或公證書（若需要）

復印件及開標時所需要的原件在規定時間前到達指定開標

地點。

二、標書制作細節及注意事項：

1.標書的排版參考：頁面設置要求：豎版上、下2cm，左3cm，右

1.5cm；橫版上3cm，下1.5cm，左、右2cm；編制目錄：可以使用WORD自帶的索引和目錄功能在工具欄-插入-引用-索引和目錄。（設置標題“目錄”為：黑體、小

一、加粗；一級目錄格式為：黑體、四號、加粗；二級目錄格式為：黑體、小四）。

2.制作標書時根據招標文件格式編制“投標函及投標函附錄”，可根

據要求套用模板，每個標的格式會有不同，需仔細對照格式是否有變動并進行更改。

i.注：投標函附錄表格內數據若有空，可根據招標文件的“項目專用條款數據

表”填寫，若數據與格式提供的數據有出入，可先電話招標代理機構或業主

了解信息。

3.閱讀招標文件時，別忘記詳細閱讀“評標辦法”中的內容

4.若投標文件需要標注連續頁碼時，需要添加的資料一定記得標上

頁碼，并檢查是否與前后頁銜接上。

5.制作施工組織設計時，要根據招標文件的要求、工程量清單及施

工圖設計文件制作施工組織設計，并填寫相應附表。如有疑問可以與其他同事或者公司領導請教學習。

6.在填寫資格審查資料時，注意資格審查條件要求需附的證件類型

（營業執照、施工資質證書、安全生產許可證、組織機構代碼證、開戶許可證等）以及檢查所用資料是否為最新的版本、是否符合招標文件的要求。

7.根據招標文件的要求填寫項目經理和項目總工資歷表并附上相關

證件，需注意職稱證與安全生產考核合格證上的信息相符，所附業績竣工證明材料之間邏輯上相符及與表格相對應。

i.注：需要注意需附何種主管部門的安全生產考核合格證書及其種類。

8.根據資格審查條件附錄填寫財務狀況表，需注意不同招標文件表

格格式會有相應改變。

i.注：是否需要準備銀行資信證明。

9.填寫滿足資格審查條件要求的今年完成類似項目、正在施工和新

承接的項目匯總表，若有出現項目經理與項目總工對應的業績，需檢查中標通知書、合同、竣工材料是否相符。

10.對照招標文件格式編制今年發生的訴訟及仲裁情況及承諾函。末

尾附上招標文件所需的其他有關材料，如雙A證明、行賄犯罪記錄等等。

11.檢查電子檔中封面格式、內容和目錄內容、編碼以及正文項目名

稱、編號、標段是否與標書要求一致、是否有錯別字。

12.檢查電子檔中資格審查資料內容如公司三大證件、人員證件以及

業績是否正確且相對應，并；‘、13.；‘、14.v對版面進行調整，排好頁碼后，根據開標時間決定打印一本投

標文件的正本。

15.第二次檢查資格審查資料內容，如開標前間資料有更新，及時將

打印的正文內容進行替換，并保存修改后的電子檔。

16.將工程量清單、公證書（如有）添加進正本之中，授權委托人員

簽字并逐頁蓋單位章。

17.檢查逐頁簽字與蓋章是否有遺漏，根據招標文件的副本數量要求

將正本復印，并裝訂，粘貼側封及正反封面，按招標文件要求密封并貼好封套。

18.檢查密封情況，并準備授權委托書或公證書（若需要）復印件，以及開標時所需要的原件。

第五篇：標書制作流程

標書制作流程

公司內部要有一個清晰的標書制作流程，實現夸部門運作。以IT公司為例，一個投標需要銷售部門（或商務，市場）售前方案部（或工程技術部）至少兩個部門的協同運作，流程一般是這樣：買到招標文件后，電子版給各部門關鍵責任人做基本解讀，然后成立投標委員會，開始執行投標事務，標書編制，一直到最后封標。詳細流程如下圖所示：

但是一個好的流程還不夠，還需要對其中十個關鍵節點進行控制。

第一節：成立投標委員會

投標委員會主要作用是對投標可行性分析，分工，以及對標書最后的審核，投標委員會由1名責任銷售，1名銷售主管，1-N名責任售前工程師（可以理解為銷售支持工程師），研發經理或實施主管1名，1名高管（可選），1名商務組成，配置6-7人，看標的大小而定。在這些人中間，首選確立的是標書操刀手，他有3個絕對因素：1熟悉目標客戶及業務；2熟悉技術；3熟悉投標事務；在IT公司，這個操刀手必是責任售前工程師（這里談論的都是IT公司的合格售前，必有數十次投標經驗，因為沒有人能超越他，副手就是責任銷售，別不服，平時搞客戶關系責任銷售是主，對于投標來說你是副職。而如果是工業品行業，技術相對簡單，銷售可以擔當操刀手）如果沒有合適的售前（工程師），再考慮責任銷售。

責任銷售負責商務研判，責任售前和研發（或實施）經理負責技術研判，銷售主管和高管主要負責決策定奪。

第2節：可行性分析

可行性分析，又叫可操作度分析，就是分析這個標我們能否吃得下，怎么吃，一般來說要確認4塊內容：

1、標書商務情況基本摸底（比如：投標人要求，資信，能力，財務要求，商務偏離等）；

2、技術基本摸底（建設目標、需求規范，技術指標，質量工期，售后要求，技術偏離等）這里一般可以看到有否競爭對手控標的痕跡（比如排他性指標，現在對手一般不會做得這么明顯，但經驗老道的銷售和售前可以看到某些競爭對手才有的術語，就要注意了，還有一個技巧，甲方編制標書的時候都比較懶，某些圖形仔細一看就是對手公司的風格，那說明對手介入比較深了。

3、廢標條款（這一條大家都會嚴防死守，但有些地方有些強制要求要注意了，甚至要扣字眼）。

4、評分標準與依據（應標拿分依據）等。如果這4項對自己都有門檻，說明拿下這個標就越難，那么就基于拿分逆向推演，比如低價等手段。所以可行性分析最終的目標就是做出決策讓自己如何吃下這個標。

第3節：標前答疑

所謂疑惑越大，糾結越多，彎路越多。

在可行性分析的時候，解讀標書可能會存在大量的疑問，都要把這些疑問記錄下來，等標前會提出來讓甲方解答，也可以直接給甲方或代理機構電話征詢。標前答疑的好處就是讓團隊在沒有疑惑的情況下作標書，提高效率和戰斗力，凝聚力。

注意：如果經過可行性分析后，此標對我們極度不利，經過標前答疑也感覺無望，此時應該決定是不是要放棄投標，當然，一般情況下都要放手一搏，萬一別人失誤你撿漏呢？

接著分工：銷售做商務標，售前或技術做技術標。兵分兩路，各表一支，首先看售前做技術標。

第4節：技術標設計陣列

如上圖所示，技術標的設計可能是幾個人一起協作，售前操刀，每個人各付其責，統一格式，統一圖形風格，細節是魔鬼，這里的設計是非常耗時的，這里切記，要經常回顧招標文件，否則思路、設計結構很容易走樣，甚至偏離標書要求，等到標書評審的時候再發現，多半沒有時間來處理了，屆時只能湊合著修改了，這樣會導致倉促整合標書，反而留下隱患。所以我總結一個經驗是：小步快走多看標書，遇到偏離即時回頭。這里還有另外關鍵一點是，售前要快速地把功能模塊及產品配置清單，和初始報價清單做出來，用途是什么呢？看第5黃金節點。

第5節：初始報價協商干預

在技術方案整合之前，把功能模塊及產品配置清單和初始報價傳給做商務標的銷售，銷售要對初始報價進行商務干預，因為初始報價做出來以后，銷售要提前預知報價，與客戶預算或標底進行價格“對板”。有些企業等售前工程師把技術標做完才出價格，這個時候，銷售看到價格會很吃驚，于是急著要大幅調整價格，會反過來導致售前重新配置產品，重新調整方案，而且調完后又會覺得不妥，再來一輪，最后大量的寶貴時間都在處理雞毛蒜皮的事情，這樣導致很多售前工作到凌晨3點，不是弄配置就是整價格，最后然并卵，調整得多，邏輯錯誤概率越大（備注：有些公司是完全銷售把控價格，售前或技術不參與報價，如果是這種情況，那么售前或技術就要知道報價的產品配置）。

所以初始報價協商干預的好處就是讓銷售知道大概價位，可以提前給售前指令，售前獲得指令快速鎖定功能模塊及產品配置報價，同時銷售知道有那些產品，他可以提前索要授權，也有大量時間去跟第三方公司去索要低價折扣。

第6節：編制商務標書

由于有了初始報價協商干預機制，銷售獲得初始產品配置清單和初始價格，這對他修訂商務上的一些細節也是有幫助的，他可以調動商務部門發揮作用，要到最新的產品資料和價格折扣與授權。另外，商務標書也馬虎不得，也要時刻回顧招標文件：小步快走多看標書，遇到偏離即時回頭。

隨后銷售完成商務標書，售前完成技術標書，一并讓售前來整合，輸出標書，因為他是操刀手。

第7節：標書檢視

標書出來以后就要檢視，標書檢視由責任售前工程師和責任銷售擔綱，責任售前檢視技術標，責任銷售檢視商務標，檢視內容涉及：招標要求合規性，標書結構，格式，圖示圖表，錯別字，語句，名稱（關鍵名稱，特別是現在標書模板濫用，可能容易出現一些第三方客戶名稱或枚舉的不恰當項目名稱，這樣容易鬧笑話）。檢視完后，再換位交叉檢視，銷售檢視售前技術標，售前檢視銷售商務標，因為有時候自己寫的東西自己是檢查不出問題的，換一個人視角一變，就很容易發現問題，比如錯別字。有條件的話，最好有專門的商務人員進行額外檢視，這些外圍人員只做文字方面的校驗，檢視最好是打印出來檢視，紙質的文件比電子文件更容易發現錯誤。

標書檢視完成，可以送報投標委員會評審核定。

第8節：投標委員會審核

一般審核要在開標前2天內完成最好，太早擠占寫標書時間，太晚發現問題調整很難，審核的時候也要換位審核，先站在甲方角度，然后乙方角度，此時的審核重點和細節要分開，重點還是與招標要求合規性、配置報價以及亮點特色，標書結構，格式。這些重點理順以后，再審核最終的細節：圖示圖標，錯別字，語句，名稱等這些細節，發現隱蔽的魔鬼。不合格，就修訂；合格，把標書和第二次報價送給銷售部，進入下一個黃金環節：標書確認價格核定。

第9節：標書確認價格核定

此時責任銷售要通讀標書的關鍵章節，進行確認，然后對價格進行校驗核定，因為或許此時銷售能獲得某些渠道的內部消息，要調整價格，也或許要保護公司利潤，要調整價格，也或許純粹是提升競爭力要調整價格。那么售前沒有辦法只能待命，因為價格的調整會涉及方案的調整，這個時候要確保不要出錯，所以銷售要果斷，最好一次性調整，我的經驗是：深入思考，謀定后動，一錘定音。過了這一關：后面就是簽章封標了。

第10節：裝訂簽章封裝

此時離成功還有一步之遙，我遇到很多公司封標的時候，因為時間緊急，導致丟三落四，不是少簽了字，就是少蓋了章，還有連文件都缺少，所以要先做一個簽封列表（再次參考招標文件裝訂要求），把簽封的事項羅列出來，哪些地方要簽字，哪些地方要蓋章，蓋什么章，裝訂方式，裝訂步驟等等。這樣，標書封裝的時候，一條一條過，每過一條打一個勾，保證萬無一失。

如果按照這個流程，再對以上十個黃金節點嚴格把控，那么就解決了大伙制作標書的問題。