Tender Winning Strategy for State-Owned Enterprises (BUMN) TIC: A SWOT Analysis Case Study for Optimizing Competitive Advantage and Effective Tender Management
Abstract
The testing, inspection, and certification (TIC) industry in Indonesia is currently facing an increasingly competitive landscape where tender mechanisms serve as the primary determinant for business sustainability. This study aims to analyze and formulate a tender-winning strategy for the Marketing and Corporate Sales Division (PPK) of a State-Owned Enterprise (BUMN) in the TIC sector using the SWOT framework. The research is driven by a recorded decline in the company's tender win rate from 52% to 45% in 2024, despite an increase in tender participation. The research employs a qualitative approach with a single case study method. Data were collected through a survey involving 57 specialists across various technical units within 2 directorates, followed by an in-depth interview involving 5 key respondents with the most comprehensive answers in the survey, to determine the weight and rank in the internal and external factors matrices. The analysis utilized Internal Factor Analysis Summary (IFAS) and External Factor Analysis Summary (EFAS) matrices to determine the organization's strategic positioning. The findings identify that the company's core strengths lie in its strong track record and the high competence of its human resources, particularly in the natural resources sector. Conversely, uncompetitive pricing and administrative "human error" were identified as primary internal weaknesses. The matrix analysis yielded mean coordinates of (0.69; 0.55), placing the company in Quadrant I (SO Strategy – Intensive Expansion). The recommended winning strategies include leveraging institutional reputation for regulatory access, offering integrated "one-stop solution" service packages, and strengthening BUMN synergies through strategic consortiums for national projects. Furthermore, the study suggests that implementing automated document management and cost-efficiency measures is essential to mitigate administrative risks and price competition.
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DOI: http://dx.doi.org/10.30659/jrbi.v23i2.52861
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