![Page 1: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/1.jpg)
The Influence of Relationships
![Page 2: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/2.jpg)
“Does a Client / Contractor / Consultantrelationship influence winning work?”
Why?
Invitation to respond
![Page 3: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/3.jpg)
Project Lifecycle
Phase one
Phase twoContractor/Consultant
Effort
Client
Effort
Request to Industry Selection
![Page 4: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/4.jpg)
Business Effort
Phase one
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
![Page 5: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/5.jpg)
Business Effort
Phase one
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
![Page 6: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/6.jpg)
Business Effort
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Relationship Influence?
?
?
![Page 7: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/7.jpg)
Selection, Delivery & Assessment
Phase twoContractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Assessm
ent
![Page 8: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/8.jpg)
Selection, Delivery & Assessment
Phase twoContractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Assessm
ent
![Page 9: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/9.jpg)
Selection, Delivery & Assessment
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Assessm
ent
![Page 10: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/10.jpg)
Business Effort
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Relationship Influence?
?
?
![Page 11: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/11.jpg)
Areas of Influence?
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Area of Influence
Area of Influence
Assessm
ent
![Page 12: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/12.jpg)
Areas of Influence
Contractor/Consultant
Effort
Client
Effort
Request to Industry Selection
Area of Influence
Assessm
ent
![Page 13: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/13.jpg)
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.
![Page 14: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/14.jpg)
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
![Page 15: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/15.jpg)
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
![Page 16: Influence of Relationships and Winning Projects _Construction_ Conference 2012](https://reader031.vdocuments.site/reader031/viewer/2022030310/58f041011a28abef4f8b458d/html5/thumbnails/16.jpg)
Thank you