1、1.demand-oriented 着重需要的；面向需要的2.A consequence is expansion of marking activities and of who is involved accompanied by diminution in the importance of competition 其结果是，随着竞争重要性的不断减弱，市场营销活动与参与营销的人员数量都在不断增加3.In the sample of contractors,the majority cgose a definition of marketing which is closest to eq
2、uating marketing with selling 在接受调查的承包商中，多数人几乎将市场营销的定义等同于出售的定义4 SWOT 为 strengths,weaknesses,opportunites 和threats 的缩略形势5 Two sets of qualifiers exist-one by which contractors enter a (standing) tenderlist(general qualifier) and the other by which contractors are selected for a particular project(par
3、ticular qualifiers) 共有两组衡量标准：一组用来决定承包商能否被列入（长期的）投标者入选名单（一般标准）；另一组用来决定选择承包商承担某一项特定的项目（特定标准）6 QA 为 quality assurance的缩略形式，意为“质量保证”7 Client also consider other factorsprice risks in their selection of the contractor，the likely total price perceived by clients，bid price plus“ acquisition cost”，is used 业
4、主在选择承包商时还会考虑其他因素的价格风险，因此，一般使用投标价格加“获取费”这种可能为业主所 能预测到的总价格8 Ahigh bid is the primary loser 投标价格偏高时导致失利的主要因素9 although a contractor may have good reasons to buy work，its perception by clie nts leads to extreme scrutiny of the bid and its possible rejection for being too low-wary clients may not be will
5、ing to take the risks perceived to be inherent in accepting such bids 虽然承包商可能有充分的理由以低标价获取项目，但他给业主的感觉将导致业主对投标方案进行极为详尽的调查，因此，反而可能由于报价过低而遭拒绝。因为谨慎的业主不愿承担由于接受此类投标而可能带来的内在风险10 IT 为informatio n technology 的缩略形式，意为“信息技术“11 CAD 为computer aided design 的缩略形式，意为 “计算机辅助设计”12 The developing nations of the Pacific
6、 Rin and SE Asia，especially PR C，to which UK organizationgs may gain advantageous entree through Hongkong， are very attractive areas。太平洋周边及东南亚地区的发展中国家都是十分具有吸引力的地区。特别是中国人名共和国，英国的季后可通过香港儿捷足先登13 For large projicets and repeating clients， partnering（clients，f inanciers，consultants and construnctors）is l
7、ikely to become widespread so that mutual benefit is obtained fron the advantage of regular working amongst organization well known to and trusted by each other对于大型项目及其经常参与项目的业主来说（业主，出资人，咨询顾问和建造商之间），合伙的方式可能会被广泛地采用，以使这些胡想了解，彼此信赖的季后从长期合作的优势中，共同受益14 Clientspreference for design and build is particulail
8、y marked； any additional risksbeing outweighted by percived advantages-single point responsibility and speed of delivery with adequate quality业主对设计与建造方式的优先考虑特别明显，责任单一，交付时间短且质量可靠，这些显著的优点要比其所带来的任何附加风险显得更为重要15 quasi-pricatized boby 准私有化 的机构16 .it is to this critertion that contractorsmaketing should be
9、 derected，bearing in mind that native clients often rely on consultantsrecommendations .所以，承包商的市场营销应朝着这一目标迈进，同时不要忘记，缺少经验的业主经常依赖于咨询顾问的推荐（二）1 .invitations are addressed to leading conpanies.向大公司发出邀请2 Such unrestricted tendering does not always facilities appropriate competition because the number of t
10、enderers may be so great as to make the odds against tendering successfully unacceptable那种无限制招标并不总是有利于合理竞争，因为，投标者数量可能太多以致影响到成功的投标反而不能被接受3 Additionally，prequalificat ion has the advantage of reducing the inflationary effect which must arise where firms incur unproductive expense in the knowledge that
11、 a high proportion of these must be unsuccessful此外，如果各公司明知大部分投标不可能中标儿扔递交大量投标，他们将为此付出无效的费用从而导致大量的多余投标，儿资格预审就具有减少上述多余投标的优点4 Details must be included of samples to be provided an tests to be carried out by the Contractor during the couurse of the Contract规范还应包括合同期间承包商提供的样品及其进行的试验的细节5 Only rarely ，i s i
12、t possible to provide ，at tender stage， ac omplete set of drawings so fully detailed that he work can be executed without any further drawings becoming necessary 在投标阶段，极少可能提供出一整套完备的图纸，从而也极少可能在不需要提供任何进一步的图纸的情况下进行工作6 It is common for Tenders to be identified by a tender reference or contract number wh
13、ich should be added to link the Tender to the projectin question 通常，为了将投标书与有关工程项目联系在一起，投标书应标明投标参考编号或合同号码7 Tenderers are free to extend or not ， if so re quested，and in the e vent that theychoose not to do so ，the Employer has no right to cash or holdtheir tenderbond投标者在接到次要求后，有权决定是否延长，倘若他们决定不予延长，则雇主
14、无权将他们的投标保函兑换成现金或持有该保函8 Under this heading should be included brief details of the organisation calling forTenders， together with an outline of the project to be covered by the Contract在此标题下 ，应包括对招标机构简短的具体介绍，以及合同所保函的项目的概况9 A list ofdocuments issued to tenderers should be included together with instru
15、ction as to which of these documents must be completed by the tenderer and handed in on the submission date办法给投标者的文件中赢包括一份文件清单，该文件清单应说明其中哪些文件应由投标者填写并在规定的提交日期提交10 It must also be made clear in the Instructions to Tenderers to whatextent thesupplementary information is reuired by the Employer purely t
16、o demonstrate that the tenderer has understood the extent and nature of the work and the programme required and to what extent ，if at all， the supplement ary information is required as a part of the offer for inclusion in the Contract documents on award同时还须在投标者须知中说明，完全为表明投标者对工作范围和性质以及所要求的进度计划的理解，雇主所
17、需的补充信息的程度，以及在合同授予时，作为包含在合同文件内的报价的一部分所需的补充信息的程度（三）1.the normal methed being by formal addenda.一般采用正式补遗的方式2.these rates shall be stated in Part 2 or,if not so stated,shall be those prevailing,as determined by the Central Bank of the country in which the works are to be executed,on the date 28days prio
18、r to the latest date for the submission of Tenders or as provided for in the Tender.此类汇率应在第二部分规定，如果没有这样的规定，则采用提交投标书截止日期前28 天当天或投标书中规定的日期，由工程实施所在的中央银行确定的通行汇率。3.Expenditure under Provisional Sums will affect the figures,and so also will changes in the source of supply of materials and modifications to
19、 the programme or variations of the works.暂定金额下的支出将对数额产生影响，同样，材料来源的变化，进度计划的修正或工程的变更也将影响此类数额。4,.Details should be given of the date and arrangements for visiting when satff of the Employer and the Engieer will be on site to answer questionsand when any exploratory work carried out will be available f
20、er inspection.当雇主的职员和工程师可在现场回答问题并可将已进行的任何勘探工作提供视察时，则应安排考察的具体日期和相关事宜。5.It should be made clear that all Terders must remain valid for a specified validity period and any extension thereo agreed to by the respective tenderer.应当说明，多有投标书必须在规定的有效期内保持有效，或在每位投标者同意的任何延长期内，保持有效。6.Tenderers should be advised
21、if any factors other than the Tender sum,such as foreign currency proportions,are to be taken into account when evaluating Tenders.评标时，如果考虑投标金额以外的任何其他因素，如外币比例，则应告知投标者。7.that he does not bind himself to award the Contract to the tenderer submitting the lowest tender or to any tenderer.他（雇主）自己不受将合同授予报
22、价最低的投标者或任何投标者的约束。8.Another task is to check that the Tenders are responsive,that all the required information has been provided and that everything is consistent with the terms of the Tender documents.另一任务是检查投标书是否全部填写，都有要求的资料是否已经提交一级所有事项是否与招标文件条款相一致。9.In most cases letters of intent are worded in su
23、ch a way as to create no commitent on the part of the Employer and the potential Contractor carries out any preliminary work or incurs at his own risk.大多数情况下，在意向书的措辞中雇主一方不做任何许诺，因此，有望中标的承包商只能自担风险进行任何准备工作和支付各类费用。10.it is necessary for the letter of intent to be clear about how,and to what extent,the p
24、otential Contractor will be paid for what he does if ,for any reason,the Contract is not ultimately entered into.意向书有必要阐明，如果由于任何原因没有最终缔结合同，对该有望中标的承包商所做的工作应如何支付，以及支付的程度。1.FIDIC Conditions of Contract国际咨询工程师联合会合同条件(四）2.Provided it is acceptable to the Employer,the Countrator will normally use his cust
25、omary sources for the provision of securities and insurance.价入雇主可以接受，则承包商通常使用其习惯选用的来源，提供保证和保险。3.The Employer can terminate the Contract in the event of the Contractor failing to perform or in certain other circumstances defined in,and law governing to the Contract.如果承包商未能履约或发生有关合同法中规定且制约的某些其他情况时，则雇主
26、可终止合同。4.The Employer and the Engineer should maintain such contact with each other as will facilicates smooth and unhindered progress of the Works.雇主与工程师应保持相互联系，以利于工程顺利和不受阻碍的进行。5.The Employer should respond,without delay,on all matters for which the ENgineer is required by the Contract to consult th
27、e Employer before issuing an instruction,determining an amount to be added to or deducted from the Contract Price or granting an extension of time.对于按合同要求工程师在颁发指示，确定增加或减少合同价格或准许延期之前与雇主协商的一切事宜，雇主应立即做出反应。6.The Contractor is not responsible for the design and specification of the Permanent Works unless
28、 expressly provided for in the Contract nor for any Temporary Works not designed by him.除非合同明确规定，否则承包商不负责任永久工程的设计规范，同时，他也不负责任不是由他设计的任何临时工程。7.The Engineer will review the circumstances and after consultation with both parties will determine to what extent,if any,the Contractor may be reimbursed for a
29、dditional costs or granted an extension of the Time for Completion.工程师将检查实际情况，并在与双方协商后，确定（如果需要）应补偿承包商多少附加费用或准许竣工期限延长的时间。8.Once he has been accepted by the main Contractor the latter is responsible for the work of the nominated Subcontractor to the same exten as applies to the work of all other Subco
30、ntraxtors.一旦总承包商接受了一制定的分包商，则他应对该指定的分包商的工作负责，其负责程度与其他分包商的工作的责任相同。9.The certificates he issues for interim and final payments include all cost elements arising under the terms of the Contract other than those(if any)resulting from arbitration proceedings and the applicationg of the liquidated damages
31、clause.他为其中付款和最终付款签发的证书，包括了根据合同条件发生的所有费用因素，但仲裁诉讼和运用损害赔偿费条款所引起的费用因素（如有时）除外。10.It also ensures that the Tender Price from efficient contractors will be lower than would be the case if the Contractor did not feel sure that when he was required to do additional work his remuneration for such work would
32、be evaluated by a professional able to judge the value of such work.它还能确保高效率的承包商的投标价格低于下列情况时的价格，即当承包商被要求从事附加工作时，他不能确信，其从事该工作应得的报酬是否由一位有能力判定该工作价值的专业人员进行评估。11.The degree to which the Employer leaves the Engineer to determine matters affecting the extent and cost of the works and the time for their com
33、pletion will depend to a large extent on the in-house capability of the Employer.雇主在何种程度上允许工程师享有决定影响工程的范围和费用以及竣工期限等适宜的权力，将在很大程度上取决于雇主内部机构的能力。12.It should be understood by both paties to the Contract that in giving approval or consent and such other acts which are the duty of the Engineer his objecti
34、ve is to ensure that the Employer recieves the works at completion in accordance with the requirements of the Contract and that the Contractor is suitably rewareded for the work he carries out.合同双方均应明白，工程师在其责任范围内表示批准或同意，以及采取其他行动时，其目的在于保证按照合同要求，雇主在竣工时接受工程，并保证承包商能就其所从事的工作得到合理的报酬。（五）1.,and to put each
35、responsibility on the other poles of the triangle.并将每项责任皆推给三角关系中的其他两方。2.red book红皮书3.the Engineers department will have to seek approval of either or both of these before making any fundamental decision or even any decision at all involving any chang in the works.工程师部门在做出涉及工程变更的重大决定甚至任何决定之前，必须征得上述某一
36、部门或两个部门的同意。4.But in general ,the consultant nowadays has to deal not only with criticisms from the contractor about performance of the engineers supervisory duties,but also with the need to explain in detail to the client and to the clients auditor every matter on which he has given a decision under
37、 the red book ,particularly if extra cost results. 但是一般来说，如今咨询顾问不仅必须面对承包商针对其履行工程师的监理职责所提出的批评，而且还必须向委托人及审计人员详细地解释他根据红皮书已做出决定的一切事宜，在导致额外费用时尤应如此。5.they consider that additional expenses should be paid either by the contractor or the consultant according to the circumstances,or be recoverable from an in
38、surance company.他们认为附加的支出应视具体情况，由承包商或咨询顾问支付，亦或从一保险公司处得到赔偿。6.for very large projects ,however ,where the client will be the government of a country,it is perhaps lejitimate to ask whether it is right for the employer to expect to recover from an insurance company and therefore from the premiums paid
39、by other contributors world wide any extra cost that may arise in his project.然而，对于大型项目来说，如果委托人为一国政府时，人们就会合情合理地提出这样的疑问：雇主期望由保险公司使用世界各地其他投保人支付的保险金来补偿其项目中可能出现的任何额外费用，这种做法是否妥当。7.he must therefore be confident that the engineer will not capriciously change the work which the contractor has undertaken to
40、 do and that he will exercise careful,thoroughly professional care ,knowledge and skill when examining the work which the contractor has done.因此，承包商必须确信，咨询工程师不会反复无常地改变承包商已承担的工作，而将谨慎地运用职业标准，知识与技能去检查承包商已完成的工作。8.if the contractor has no such confidence in the experience and professionalism of the engin
41、eer ,he will cover himself against possible greater expense by increasing his tender by an amount which he thinks will cover his risk of loss.如果承包商对咨询工程师的经验与职业道德缺少足够的信任，他即会根据他认为将遭受到损失的风险之大小，提高其投标金额，从而保证自己避免因可能出现的更大支出而遭受损失。9.it is of little help to the contractor to be able to claim interest on outst
42、anding monies due.承包商即使能够索取到期未付款额的利息，几乎也是毫无帮助的。10.contractors in recent years have become increasingly concerned about what they fear is the “erosion of the powers of the engineer“近些年来，承包商越来越关注他们所担心的“咨询工程师的权力遭到侵蚀” 的现象的出现。11.in order to maintainhis authority as between the client and the contractor,t
43、he consultant must so conduct himself that neither the one nor the other should gain the impression that he is influenced by the interests or the views of either of them to the exclusion of those of the other .为在委托人与承包商之间维持自己的权力，咨询顾问的表现不应给任一方造成这样的印象，即：他受到某一方利益或观点的影响，而置另一方的利益与观点于不顾。12.it would be ver
44、y easy for him to gain a reputation,however underserved ,of covering up his own mistakes if he had designed the works as well as supervising their construction,unless he is absolutely dispassionate when design problems arise.如果咨询顾问既负责工程的设计又监理施工，那么，除非在出现设计问题时他绝对秉公办事，否则，他都极易染有掩盖自己错误之嫌，而不论该嫌疑如何缺乏依据。13.
45、the consequences of selecting a consulting engineer by competition on the basis of price are no less severe in the case of construction of works than in the case of studies or design work.以价格竞争选择咨询工程师的做法，在工程建造中产生的严重后果不亚于在研究与设计中这样做时产生的后果。 14.It would seem,however,pos sible that it is not so such 14.c
46、urtail the powers of the engineer under the Red Book but rather the reverse.然而，似乎有这样一种可能性，即精通业务的委托人并不十分希望削弱红皮书中赋予的工程师的权力，而是恰恰与之相反。15.Also the informed client probably appreciates by experience the value of employing an independent engieer whose certificates are honored by the clints administrative a
47、nd financial departments and who is answerable separately from the clients technical staff,for all aspects of the construction of the works.精通业务的委托人可能也会从经验中懂得，雇佣一名既拥有委托人的行政和财务部门认可的证书，又独立于委托人的技术人员之外的独立的工程师，负责工程建造各个方面的工作，这是很值得的。六1 the general contractor must have an adequate amount of meney due and pa
48、yable at the propre time to anable him to finance the work of each of his subcontractors as well as the work which he will perform directly.总承包商必须得到应能按时支付给他的足够资金，以使他能为其直接从事的工程及其每个分包商的工程提供资金。2 In addition,provisions are necessary to establish fair and precise procedures for handling changes in the wo
49、rk to be performed.此外，还须做出某些规定，以便确定严格合理的程序，用以处理拟完成工程中的工作变更。3 Although there are variations in payment clauses,there basic ways of calculating the compensation that the contractor will receive under the contract:a lump sum or fixed price ,unit pricing,and cost plus a fee.尽管支付条款各有不同，但在计算承包商按合同应得的补偿时，共有三种基本方法：包干，即固定价格计价法;单价计价法；成本加酬金计价法。4 Thus,a contractor must pay as much attention to those provisions in the general contract defining the scope of work as he does to those provisions concerning payment.因此，承包商必须像对待有关支付的条款那样，密切注意总承包合同中限定工程范围的那些规定。5 More recetly, the role of the gen
