Dissertation Submitted to
Hebei GEO University
for
The Master Degree of
Business Administration
Research on bidding management of IT operation and
maintenance enterprise-taking XH company as an example
by
Zhao Guangli
Supervisor: Prof. Liu Cuie
December 2021
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摘 要
自十三届全国人大四次会议通过了“十四五”规划纲要会议，会议提到加强信息
数字化发展，建设数字化强国 。迎接数字时代的到来，激活数据元素的内在潜力，
[1]
推动网络力量的实施和建设，加快建设数字经济和数字政府。推进生产体系转型，生
活方式和治理模式与数字技术作为一个整体。尽情发挥海量数据全面应用场景的优点，
促进了数字相关技术和实体经济紧密融合，实现产业升级。产生新形式、新模样的新
产业，拓展经济结构发展速度的新引擎体系。IT运维服务品牌企业发展的新形文化土
壤—IT运维服务的发展。市场竞争的日渐加剧，对行业和企业提出了更高的要求，在
此种情况下，企业必须不断提升内部治理能力，才能在激烈的市场竞争中取得优势地
位，应对激烈的市场竞争环境，并获得难得的高速发展机遇 。因此IT运维服务项目
[2]
本质上就是各IT运维服务商投标管理水平的竞争。
本文以 XH 公司作为研究对象，该公司成立于 2011 年，具有丰富的 IT 运维服务
经验，处于行业领先地位，是中国三家运营商的合作伙伴。由于 XH 公司的实力水平
有限，具有中小企业运营特征，主业务在IT运维服务市场，对移动的过度依赖，给公
司的发展带来了局限。本文通过客观地分析XH公司IT运维服务项目的投标管理现状，
分析出该公司在投标管理活动中的问题。对投标管理中面临的诸多因素，通过对问题
的梳理和分类，总结了XH公司在IT运维服务项目投标管理中存在的几个问题。运用
项目管理的基本知识和鱼骨分析等使用方法，分析出投标管理问题的主要原因分别是：
投标小组成员专业能力弱、公司实力较差、投标管理体系不够健全。考虑到投标管理
存在的问题和深层次原因，从提高投标小组成员专业素养、完善企业资质、完善投标
管理体系等方面提出了对策。
关键字：投标；投标管理；IT运维服务；
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ABSTRACT
Since the fourth session of the 13th National People's Congress (NPC) adopted the 14th
Five-Year Plan, it has been mentioned in the meeting that the digital development of
information should be strengthened and a digital power should be built . We will welcome
[1]
the advent of the digital age, activate the inherent potential of data elements, promote the
implementation and construction of network power, and accelerate the construction of a
digital economy and digital government. Promote the transformation of production systems,
lifestyles and governance models with digital technology as a whole. The advantages of a
comprehensive application scenario for massive amounts of data are exploited to the fullest,
facilitating the close integration of digital-related technologies and the real economy to
achieve industrial upgrading. Generate new forms, new models of new industries, expand the
economic structure development speed of the new engine system. it operations and
maintenance services brand enterprise development of the new shape of the cultural soil - IT
operations and maintenance services development. Increasing market competition, the
industry and enterprises put forward higher requirements, in this case, enterprises must
continue to improve internal governance capabilities, in order to achieve an advantageous
position in the fierce market competition, to cope with the fierce market competition
environment, and to obtain a rare opportunity for high-speed development . Therefore IT
[2]
operation and maintenance service projects are essentially the competition of the bidding
management level of each IT operation and maintenance service provider.
This paper takes XH, a company established in 2011 with rich experience in IT O&M
services and a leading position in the industry, as a partner of three Chinese operators, as the
object of study. Due to XH's limited level of strength, its SME operational characteristics, its
main business in the IT O&M services market and its over-reliance on mobile, it has brought
limitations to the company's development. This paper analyses the current situation of bid
management for XH's IT O&M service projects by objectively analysing the company's
problems in its bid management activities. By sorting out and classifying the many factors
faced in bid management, it summarises several problems that exist in XH's bid management
of IT operation and maintenance service projects. Using the basic knowledge of project
management and the use of methods such as fishbone analysis, the main causes of the bid
management problems were analysed as: weak professional capacity of the bid team
members, poor company strength and inadequate bid management system. Considering the
problems and deep-rooted causes of bid management,
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