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Bidding Execution for a Top Russian Steel Group to Source Rolling Mills in China

 

Objective

After conducting initial research to establish the possibility and potential value of sourcing steel mill equipment from China, The Beijing Axis was authorised by a top Russian steel group to execute the bidding process in China.

Methodology

Combining general market research with The Beijing Axis' wide network in China's steel industries, The Beijing Axis identified a shortlist of suppliers/contractors. By further engaging these suppliers/contractors, The Beijing Axis compiled a final list of suppliers to recommend to the client.

During the bidding execution, The Beijing Axis obtained sufficient support from the bidders due to our good understanding of both Chinese and Russian business culture and our proper application of networks and Guanxi.

Outcome

After completion of the research, The Beijing Axis arranged a pre-bid trip to introduce the client to the major suppliers/contractors, including the biggest institute, the biggest equipment manufacturer and the most experienced contractor in supplying rolling mills. The trip proved to be productive and, subsequently, the suppliers we introduced were all invited to be bidders. The Beijing Axis was then made responsible for managing the whole progress of Chinese bidders. As some of the bidders did not have any experience in bidding for a Russian project, The Beijing Axis also assisted each supplier with preparing Russian documents and helped them to overcome a range of language and commercial difficulties.