influence of relationships and winning projects _construction_ conference 2012
TRANSCRIPT
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