KSCE Journal of Civil and Environmental Engineering Research (대한토목학회논문집)

Korean Society of Civil Engeneers (대한토목학회)
권호 표지
DOI QR코드

DOI QR Code

Partnering Strategy for Bidding Success in World Bank's Vietnam Consulting Project

ODA 컨설팅 사업 낙찰을 위한 기업의 협업 전략 도출 - 세계은행의 베트남 사업을 중심으로 -

  • 이지섭 (연세대학교 건설환경공학부) ;
  • 이정훈 (연세대학교 건설환경공학부) ;
  • 한승헌 (연세대학교 건설환경공학부, 한국건설기술연구원) ;
  • 강신영 (해외건설협회)
  • Received : 2018.11.02
  • Accepted : 2018.11.06
  • Published : 2018.12.01
Download PDF
⟨ Previous Next ⟩

Abstract

As entering the international construction market became more difficult than the past, ODA projects can be a breakthrough for domestic engineering companies to enter the international market. However, since many companies compete for limited projects, it is necessary to reinforce the competitiveness of bidding success. The competitiveness is the result of accumulating experience, reputation, and networking through partnering. Therefore, depending on which partnering strategy has been taken over a long period, the bidding success is decided. The objective of this study is to identify the effective partnering strategy for bidding success. For this, the World Bank bid results, focusing on consulting projects in Vietnam, are collected. Using the bid results, inter-firm network representing the partnering relationship is constructed and the Social Network Analysis is conducted. After then, by conducting the Logistic Regression Analysis, effective partnering strategies are suggested. The result shows that the diversification strategy is advantageous for transportation and city development projects and the concentration strategy is advantageous for water projects. The partnering strategy for the consulting project proposed in this study will be used as a reference for the domestic engineering companies to enter the Vietnam construction market in the future.

엔지니어링 기업의 해외시장진출이 어려워지는 상황 속에서 ODA 사업은 해외진출의 돌파구가 될 수 있다. 그러나 다수의 해외 기업들이 한정된 사업을 두고 경쟁하기 때문에 사업 수주를 위해 다른 기업과 협업하여 입찰 경쟁력을 상승시켜야 한다. 기업의 경쟁력은 기업의 경험, 평판, 협업을 통한 네트워킹이 축적된 결과물이기 때문에 장기간에 걸쳐 어떤 협업전략을 취하느냐에 따라 낙찰 여부가 달라질 수 있다. 따라서 본 연구의 목적은 ODA 사업 낙찰에 유효한 협업 전략을 도출하는 것이다. 이를 위해 세계은행에서 제공하는 베트남 컨설팅 사업의 입 낙찰 정보를 수집하여 기업 간 협업을 나타내는 협업 네트워크를 구축하고 사회연결망분석을 수행하였다. 이후 로지스틱 회귀분석을 수행하여 공종별로 낙찰에 유효한 협업 전략을 제시하였다. 분석 결과 교통인프라 및 도시개발 사업은 다양화 전략이 수자원인프라 사업의 경우 집중 전략이 낙찰에 유리한 것으로 도출되었다. 본 연구에서 제시한 컨설팅 사업의 공종별 협업 전략은 향후 국내 엔지니어링 기업이 베트남 시장 진출 시 참고 자료로 활용될 수 있다.

Keywords

TMHHC2_2018_v38n6_1021_f0001.png 이미지

Fig. 1. Research Process

TMHHC2_2018_v38n6_1021_f0002.png 이미지

Fig. 2. Adjacency Matrix

TMHHC2_2018_v38n6_1021_f0003.png 이미지

Fig. 3. Example of Network

TMHHC2_2018_v38n6_1021_f0004.png 이미지

Fig. 4. Collaboration Network of Transportation Sector

TMHHC2_2018_v38n6_1021_f0005.png 이미지

Fig. 5. Collaboration Network of Water Sector

TMHHC2_2018_v38n6_1021_f0006.png 이미지

Fig. 6. Collaboration Network of City Development Sector

Table 1. Data Summary

TMHHC2_2018_v38n6_1021_t0001.png 이미지

Table 2. Profile of Variables

TMHHC2_2018_v38n6_1021_t0002.png 이미지

Table 3. Properties of Collaboration Network

TMHHC2_2018_v38n6_1021_t0003.png 이미지

Table 4. Logistic Regression Analysis Result

TMHHC2_2018_v38n6_1021_t0004.png 이미지

References

  1. Akgul, B., Ozorhon, B., Dikmen, I. and Birgonul, M. (2017). "Social network analysis of construction companies operating in international markets: case of Turkish contractors." Journal of Civil Engineering and Management, Vol. 23, No. 3, pp. 327-337.
  2. Almaas, E., Kulkarni, R. V. and Stroud, D. (2002). "Characterizing the structure of small-world networks." Physical Review Letters, Vol. 88, No. 9, p. 098101. https://doi.org/10.1103/PhysRevLett.88.098101
  3. Bonacich, P. (1972). "Factoring and weighting approaches to status scores and clique indentification." Journal of Mathematical Sociology, Vol. 2, No. 1, pp. 113-120. https://doi.org/10.1080/0022250X.1972.9989806
  4. Borgatti, S. P. (2005). "Centrality and network flow." Social Networks, Vol. 27, No. 1, pp. 55-71. https://doi.org/10.1016/j.socnet.2004.11.008
  5. Chan, A. P. C., Chan, D. W. M., Chiang, Y. H., Tang, B. S., Chan, E. H. W. and Ho, K. S. K. (2004). "Exploring critical success factors for partnering in construction projects." Journal of Construction Engineering and Management, Vol. 130, No. 2, pp. 188-198. https://doi.org/10.1061/(ASCE)0733-9364(2004)130:2(188)
  6. Construction Industry Institute (CII) (1991). In Search of Partnering Excellence, Publication no. 17-1, Report CII, Austin, TX.
  7. de Nooy, W., Mrvar, A. and Batagelj, V. (2005). Exploratory Social Network Analysis with Pajek, Cambridge university press.
  8. Freeman, L. C. (1978). "Centrality in social networks conceptual clarification." Social Networks, Vol. 1, No. 3, pp. 215-239. https://doi.org/10.1016/0378-8733(78)90021-7
  9. Gann, D. M. and Salter, A. J. (2000). "Innovation in project-based, service enhanced firms: the construction of complex products and systems." Research Policy, Vol. 29, No. 7-8, pp. 955-972. https://doi.org/10.1016/S0048-7333(00)00114-1
  10. International Contractor Association of Korea (2019). International construction Information service, Available at: http://www.icak.or.kr/ (Accessed: October 31, 2018).
  11. Jung, W., Lee, B. and Han, S. (2017). "A performance analysis of risk management for international engineering project." Korea Journal of Construction Engineering and Management, Vol. 18, No. 2, pp. 99-107 (in Korean). https://doi.org/10.6106/KJCEM.2017.18.2.099
  12. Koo, B., Shin, B., Yu, Y. and Jung, J. (2017). "Formulating international entry strategies for World Bank consulting projects through country-level competitive analysis: a vietnam case study." Korea Journal of Construction Engineering and Management, Vol. 18, No. 4, pp. 57-66 (in Korean). https://doi.org/10.6106/KJCEM.2017.18.4.057
  13. Liu, L., Han, C. and Xu, W. (2015). "Evolutionary analysis of the collaboration networks within national quality award projects of China." International Journal of Project Management, Vol. 33, No. 3, pp. 599-609. https://doi.org/10.1016/j.ijproman.2014.11.003
  14. Lu, S. and Yan, H. (2007). "A model for evaluating the applicability of partnering in construction." International Journal of Project Management, Vol. 25, No. 2, pp. 164-170. https://doi.org/10.1016/j.ijproman.2006.09.009
  15. Ng, S. T., Rose, T. M., Mak, M. and Chen, S. E. (2002). "Problematic issues associated with project partnering - the contractor perspective." International Journal of Project Management, Vol. 20, No. 6, pp. 437-449. https://doi.org/10.1016/S0263-7863(01)00025-4
  16. Nohria, N. and Garcia-pont, C. (1991). "Global strategic linkages and industry structure." Strategic Management Journal, Vol. 12, No. S1, pp. 105-124. https://doi.org/10.1002/smj.4250120909
  17. Park, H., Han, S. H., Rojas, E. M., Son, J. and Jung, W. (2011). "Social network analysis of collaborative ventures for overseas construction projects." Journal of Civil Engineering and Management, Vol. 137, No. 5, pp. 344-355.
  18. Sedita, S. R. and Apa, R. (2015). "The impact of inter-organizational relationships on contractors' success in winning public procurement projects: The case of the construction industry in the Veneto region." International journal of project management, Vol. 33, No. 7, pp. 1548-1562. https://doi.org/10.1016/j.ijproman.2015.05.001
  19. Wasserman, S. and Faust, K. (1994). Social Network Analysis: Methods and applications, Vol.8, Cambridge university press.
  20. West, J. (2014). "Collaborative patterns and power imbalance in strategic alliance networks." Journal of Construction Engineering and Management, Vol. 140, No. 6, p. 04014010. https://doi.org/10.1061/(ASCE)CO.1943-7862.0000846
  21. Yu, Y., Shin, B., Koo, B. and Han, S. (2018). "Using logistic regression for determining the factors affecting bidding success in world bank's international consulting projects in indonesia." Korea Journal of Construction Engineering and Management, Vol. 19, No. 1, pp. 80-89 (in Korean). https://doi.org/10.6106/KJCEM.2018.19.1.080