A quantitative contractor selection technique which embraces the pre‐qualification, evaluation and final selection processes is being developed. The emphasis is on evaluating contractors' performance potential in terms of their ability to achieve time, cost and quality standards. This approach is in contrast to the majority of current selection techniques which tend to prequalify, then discriminate predominantly on the cost component of tenders. The conceptual model is applied to a hypothetical but realistic scenario of a contractor competing for a small industrial contract. This illustrates the mechanics of the new technique, emphasizing that contractor selection should include identifying the contractor with the best performance potential and not merely the lowest bidder.
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