Acp efc as 2012-maio_rev2

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EFCA Conference presentation, Lisbon, 2012.05.25

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Acp efc as 2012-maio_rev2

  1. 1. Alexandre Portugal | Board Director
  2. 2. To be able tosatisfy our clientswe need to knowwhat they want. 2
  3. 3. Do weactuallyknowwhat they want? 3
  4. 4. Do we knowwhat our clientsneed? 4
  5. 5. Are we preparedto deliverwhat they need? 5
  6. 6. To answer these questions we have to: - Know the client - Understand his needs - Check if what he wants is what he needs - Be able to deliver both … at a reasonable price… within the available time frame 6
  7. 7. Knowing the clientClients areever more diverse intheir natureand capabilities 7
  8. 8. • Being close• Listening - communication skills • Local environment • Local constraints • Aversion to risk • Innovation openness 8
  9. 9. Clientshave less and less in house capability want more and more speed Projects are more and more complex 9
  10. 10. - We need to be close and flexible - Decentralized production is a must- Clients want “one-stop-shop” - Comprehensive services - We need to be multidisciplinary (or associate/merge to become) - Dimension becomes an issue 10
  11. 11. Understanding the client’s drives - Speed in delivery – why? - Cost effectiveness - Innovation - Image - Political constraints 11
  12. 12. TRUST 12
  13. 13. Understanding the project - Goals - Complexity - Budget - Technical limitations (availability of technology or staff) - Local tradition 13
  14. 14. Do we know how to do it?- Have we done it before domestically?- Can we produce a differentiated product? • Is there such a thing in our field? • Is our product more and more commoditized?- Do we have the financial resources? • Large on-site dedicated teams are financially demanding- Do we have the human resources required? • Hard and soft skills correctly blended • Multicultural ability • Expatriation availability • Language ability 14
  15. 15. Are we able to explain clearly therisks and uncertainty to the client?Are we ready to take asignificant part of the risk?How much risk can we bear? 15
  16. 16. - Liability limits- Insurance- Contract models - Traditional - Back-to-back - Alliance 16
  17. 17. If we have the right answersfor these questions, Yeswe do knowhow to satisfyour clients !!! 17

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