Pricing Strategy of Construction Company Participating in the Tender

The aim of this study is development of methodology (including models, estimation methods and analysis methods for input data) for the formation of pricing strategy of the construction company participating in the tender on the basis of the potential participants’ cost estimates and their competitive positions, and testing of this methodology in the context of the particular tender. The analysis of theoretical aspects of tendering strategies was conducted in this work, as well as the analysis of the conditions of participation in the real tenders. On this basis the models of construction companies pricing strategies, which can be adopted depending on the conditions of the particular tender, were created. The main factors that are taken into account in the methodology are the following: cost estimate, capabilities of the company and importance of winning the tender for the company. Based on results of the research, including the results of models testing, the perspective lines of future research, which would improve models accuracy, were indicated.