注意：以下内容来自于民间程序员的个人访谈经历进行小说化改编。非作者本人事迹。
正文开始:
（一)
我是一个标准的软件公司技术人员，有很多搞开发的朋友对软件的架构、开发、实施都很在行，而且技术研究的也很深入。
这里首先我表示肯定，不过其实很多搞软件的朋友仅仅接触到的是软件合同签订完毕后接下来的过程，软件从意向确定、谈判、方案设计到最终达成协议其实有很多种方式。当今很多大中型企业软件(除了直接购买成品)如果要上信息化软件都是要通过一个方式，那就是招标(政府更加如此，通过一个电话派个销售去谈谈就签合同那是老早老早的事情了)。我个人认为做技术不应该只看到技术，而应该更多的着眼于技术外围的东西，否则你将只是一个“纯编码人员”，而非完整的技术人员。
这天我正在我的工位上投入的敲着代码，公司负责销售的MM传给我一个word文档。
我打开一看：是某大型企业要做一个车间管理软件，由于该企业需求比较曲折，涉及的功能方面也是某些市面上所谓的”一切都能搞定“的成品软件无法满足的。因此他们打算找成熟的、稳定的、可靠的本地化软件公司定制一套软件。
话说现在的企业真的贼精，一般做软件都是先去各种成品软件代理商忽悠一番，那些代理商一看有生意立马会像老鸨一样安排实施人员过来又是免费安装又是免费试用，等一切妥当后以不满足需求或者费用太高等问题直接把他们“扫地出门”。然后企业会在网上发布软件招标信息，一般投标的企业超过三家便可以开始进入招投标流程，此时他们经过了代理商轮番洗脑后已经临时的成为了专家，足可以在招标现场对各个供应商“指手画脚”。
这个大型企业采取的是邀请性谈判。
所谓邀请性谈判就是：邀请三家或者超过三家的单数量软件供应商来谈各自产品的理念、优势和功能，然后就是报价，一般来讲是最低价中标，但也有例外，这个过程原则上是正规、公正、透明的，其实是很讲究技巧和艺术感的。一般来讲，各个供应商会有第一轮报价，然后该次招标的项目负责人会把各个供应商的第一轮报价告诉大家，然后大家在隔壁的会议室在进行”各自反省“和”互相猜疑“，同时等待负责人挨个召唤和技术提问，最关键的是还要进行第二轮报价，注意：第二轮报价是保密的。也就是说，你第二轮报低了就算中了也是亏本，不小心报的比其余几家高，那直接就是出局，当然前提是你不能超过用户的预算价。
以上是软件招标的其中一个最常用模式的概念解释。
由于公司突然收到了该大型企业的邀请，平时专门负责投标的技术售前临时出差了，我们的老头子总监只能临时安排销售MM和我一起去投标。我其实经常被“临时抽调”也习惯了，晚上自然是免不了和销售MM一起加班炮制方案、打印标书、装订成册。
我很享受这个过程，有MM在旁边陪着，做事效率果断提高了不少。
（二）
第二天一大早，我们两人就赶到该大型企业的招标现场，此时已经有另外两家单位的投标厂商坐在那了，这些厮看我们的目光一律是那种”敌对”的目光。
我也回报给他们这种目光。
早上九点刚到，项目招标主持人挺着一个大肚子端着已经貌似已经用了二十年的茶杯走了进来。
说时迟那时快，各个供应商代表立马像见到了失散一百年的亲人一样热情，又是发名片又是递烟，和我同去的销售MM还帮大肚子的茶杯添了添水(悄悄话：其实大肚子的茶杯在他来之前就倒的满满的了)
就算如此，待我的销售MM加完水后，又被另外一家公司的销售MM狠狠地加了一遍水。
大肚子估计这种项目“主持”惯了，对待这种“虚情假意”的热情也很淡定，待大家热情完毕之后，他清了清嗓子，宣布本次软件招标会正式开始，于是大家立马回到原位，严肃并虔诚的等待着大肚子发号施令。
大肚子首先是介绍了本次与会的三家公司名称，我一听:都是耳朵出茧的名字。
公司A：是一家我们当地百搭型小软件公司，该公司没有任何拿得出手的典型案例和产品，而且经常被客户投诉，不过为了吃饭，只要有一听到有企业需要软件项目招标，必定是逢招必到，不过胜率据说一直保持在20%以下；
公司B是外地城市的一个公司，在我市开了个分公司(其实类似办事处，你要突然上门拜访，帮你开门的不是总经理就是副总经理,其余没人了）,不过据说该公司的总部还是比较宏伟的，属于已经走上软件产品化道路的产业链公司；
而我们公司呢，属于靠山吃山、靠水吃水的公司，既本土软件公司，基本上我们本地能搞到软件项目的企业或者政府机关都被我们占领了，我用后脑勺预测一下我们公司如果现在开始不接新项目，至少还能靠老项目坐撑五年。
（三)
第一论报价大家都很坏蛋，各自报了一个足可以买下一套当前房价而且还是现房的价格。
大肚子端着满的已经不能再满的茶杯很辛苦的喝了一口，公布了第一轮报价，然后示意大家去隔壁会议室“做最后的思考和努力”，然后大肚子带着同时与会的两个评委开始看我们的标书。
接下来的过程是比较痛苦的，我和销售MM又是商量又是给我们的老头子总监打电话，老头子很轻松的让我们观察一下其他公司的表情，我很无语，现在我们几个人表情类似扑克牌的Q，能看出来才怪，不过我们也是拿着公司给的底线的，一旦低于这个底线，我和销售MM自然不敢拍板。
很快进入了技术答疑环节，作为程序员的我终于派上用场了。
运气还好，我们是第三家被召唤进去的，大肚子明显是技术”盲人”，不过他身边有两个小肚子评委不知道是从哪找来的，对技术和软件架构居然还挺懂，问的问题果断很专业。我使出浑身解数向他们解释我们开发此项目使用的架构和技术特征，并背诵公司的开发模式，从设计、开发、测试到文档一律齐全，讲了足足半小时，讲完后口干舌燥，我不禁的看了看大肚子茶杯里的水还满不满，大肚子下意识的用手护住了茶杯。
我自认为讲的很专业。两个小肚子评委微笑不语。
接下来是销售MM唾沫横飞的讲述我们公司的宇宙级的产品优势、商务优势以及卓越的、快捷的、高效的、无比温馨的售后服务。
等到快差不多讲完时，这时大肚子终于发话了，大意是我们公司的案例和实力他都了解了，还是比较满意的，不像前面两家公司在技术上准备的不是太充分，主要就是看我们的价格了。
“价格决定诚意嘛，哈哈哈”，大肚子最后一句话和“爽朗”的笑声瞬间让我的胃翻江倒海。
我可以很武断的认为大肚子这段话跟其他两家公司也是这么说的。
坐在旁边的销售MM此时脸已经憋的通红，我估计她在做最后的思想斗争，这单子下来她估计可以坐拥2%左右的”佣金”，换了我脸肯定比她憋的更红，我估计此时她不是在算公司到底能盈利多少，而是在算她年底可以拿多少奖金。
当我等的已经要崩溃了的时候，销售MM终于在单子上填了我们的二次报价。我就斜眼看了一眼，我预计回到公司要开始写项目计划表了。
(四)
三天后，估计是大肚子的助理给我们的销售MM打了电话(注:这点政府招标就比较人性化，要死要活当场给你结论)
我们居然没中标!!!而是让百搭公司A以世界末日般的低价中了。
那晚，一向温柔娴淑的销售MM砸了她桌上的电话机。
“要赔的哦” ,我小心翼翼的提醒销售MM。
“赔你妹”，销售MM拿起了我桌上的电话机。
。。。。
（五)
我像往常那样在我的个人日志里写上本次招标的心得，我很希望下次再写的时候能有新的内容，能够不要再重复的这么没有节操：
1、软件市场竞争太激烈
2、不光是程序员，其实做哪行都不容易
3、软件市场规则要靠大家来保持
4、软件的价值不能光靠价格来体现
5、中国软件的出路还有很长一段完善期
6、其实做技术还是比较轻松和幸福的
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以上内容转至沈逸的Bolg
http://blog.51cto.com/shenyisyn/1399880
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