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.
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