CSFS IN COMPETITIVE TENDERING AND NEGOTIATION MODEL FOR BOT PROJECTS

The build-operate-transfer (BOT) model of project development is imple mented through the award of a concession to a private sector consortiu m for the financing, building, and operating of infrastructure project s. Project promoters must, however, realize that the process of winnin g a major BOT contract in a competitive tender is full of uncertaintie s and risks. This paper shows that the financial and technical strengt h of the consortium is regarded as the most important critical success factor in a BOT tender. It also presents the competitive tendering an d negotiation model for BOT promoters involved in tendering BOT projec ts. BOT promoters must give special and continued attention to the mod el in order to develop a superior proposal that will increase their ch ances of securing a profitable BOT contract.