influence of relationships and winning projects _construction_ conference 2012

The Influence of Relationships

“Does a Client / Contractor / Consultantrelationship influence winning work?”

Why?

Invitation to respond

Project Lifecycle

Phase one

Phase twoContractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Business Effort

Phase one

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Business Effort

Phase one

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Business Effort

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Relationship Influence?

?

?

Selection, Delivery & Assessment

Phase twoContractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Assessm

ent

Selection, Delivery & Assessment

Phase twoContractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Assessm

ent

Selection, Delivery & Assessment

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Assessm

ent

Business Effort

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Relationship Influence?

?

?

Areas of Influence?

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Area of Influence

Area of Influence

Assessm

ent

Areas of Influence

Contractor/Consultant

Effort

Client

Effort

Request to Industry Selection

Area of Influence

Assessm

ent

Does a Client / Contractor/ Consultant relationship influence winning work?

Client Perspective:

� Well……….Yes and No

� Move to relationship principles in all forms of contracts.

� More informed selection processes.

� No excuse not to know the project.

� Work together with the Client representatives so that both parties deliver great outcomes.

Does a Client / Contractor/ Consultant relationship influence winning work?

Contractor Perspective:

1. Delivery Phase Relationship

- Delivering on our promise- Client interface relationship

2. Relationship impact on selection

- Existing Contractors- New Players

Selection:

• Level Playing Field

• More informed process

• Past performance counts

• Know the project

Delivery:

• Focus on the quality

• Focus on promises made

• Assessment of contract performance is important for the next job

• Joint understanding of success

‘Upfront Business Effort is not a prequalifier to winning’

Relationship Influence

Thank you