Untangling the Complexities of Successful Tendering Practices: Exploring the Factors Leading to Bidding Success from a General Contractor’s Perspective

Abstract

The purpose of this paper is to explore the complexity of tendering practices from a contractor perspective by investigating the conditions that lead to successful bid results. To do this, the Qualitative Comparative Analysis (QCA) method is used to describe combinations of conditions and their results. Empirical material collected through data mining of previously completed building projects in Denmark (quantitative data) is supported by data obtained from project managers of the same general contractor company (qualitative data) in order to holistically describe the combination of conditions that has resulted in particular tender results. The major finding of the analysis is a solution set explaining the path leading to the winning of project contracts; previous work experience between the client and general contractor, together with either previous work experience between the architect and general contractor for design-bid-build projects, or senior project manager involvement on the contractor’s side in design-build projects. The analysis illustrates how contracting companies whose existence is highly dependent on winning new contracts can learn from patterns abstracted from previous projects. The results will contribute to the development of more predictable project organizations and might thereby be used to help construction organizations allocate valuable resources during the bidding phase in the best way possible.