Fcb 001 constructing real value-fa2 - copy
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AIPM 2014 National Conference Presentation Extract - Please contact me for full presentation and further details
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Fcb 001 constructing real value-fa2 - copy
- 1. CONSTRUCTING REAL VALUE Project Relationships and Business Services
- 2. Over the next 45 mins 1 WHAT DOES VALUE MEAN - OPINION SHOW HOWRELATIONSHIPS CAN ADD VALUE AND HOW TO IDENTIFY AND CREATE THEM 3 4 DIFFERENT OUTCOMES AND EXAMPLES OF PREVIOUS PROJECTS 2 2 PROBLEMS WITHIN THE INDUSTRY AND WHYITS IMPORTANT
- 3. WHO AM I… 3
- 4. What does VALUE mean to you in your projects & industry Increased (Quality) More for Less & Quantity (Substitute) Experience (Difficulty) 4 The differentiators 2009 Pr Teck - University of Japan
- 5. Value is an opinion 5
- 6. Other Determining factors 1.Your price is the lowest 2.Your product is uniquely better 3.I make your life easier 4.Your win is our win The discipline market – Michael Tracey
- 7. Why these ALONE don't work in construction 7
- 10. 10 SIZE OF THE INDUSTRY
- 11. HIGH TURNOVER 11
- 12. Full bleed image and text. Construction (or any project) is focused on the task by default we are TRANSACTIONAL BASED 12
- 13. HIGH TURNOVER CREATES BAD ATTITUDES The problem with Transactional Based Models Let's get the job done first; we'll spend time getting to know each other later. Noel Kreicker 13
- 14. 14 So how can we overcome these INDUSTRY CHALLENGES 14
- 15. With relationships Promotes Ideas BUT MOST IMPORTANTLY IT CREATES …? Improves communication Relationships make us go above and beyond (value) Create alliances 15
- 16. 16
- 17. Managing a TRANSACTIONAL relationship 17
- 18. Stakeholders – Project Team (3) Client Communication Triangle Project Manager Supplier- Contractor 18
- 19. EXPAND OUR CAPABILITY 19
- 20. Planning Scoping Business Case Supplier Contractors Maintain Strategy Leverage Consolidation Example – Property Construction Process 20 Were our clients HAVE BEEN Were our clients are NOW Were are they GOING
- 21. What tools do we have - procurement structures 21 1 Lump Sum 2 Design & Construction 3 Construction Management 4 Business Case or Site Selection 5 Maintenance Programs 6 Turnkey solutions 7 GMP
- 22. How would they fit within – Property Lifecycles Business Case – Site Selection Turn Key Solutions / GMP Design & Construction Maintenance Program Lump Sum Construction Management 35 Back project Funding
- 23. Project Example Double Bay Bowling Club CLIENT RELATIONSHIP with its Customers Ideas Based, SOLUTION SELLING 1 2 35
- 24. Project Example Mangez Moi 24 CLIENT RELATIONSHIP Transactional Improved the relationship by ADDING SERVICES 1 2
- 25. Project Example Vinh Duc Centre 25 CLIENT RELATIONSHIP Relationship Ideas Based, SOLUTION SELLING 1 2
- 26. Where to from here 26 LOOK AT 1 YOUR CLIENT and how they interact with there clients 2 UNDERSTAND that there are different ways of cementing those relationships 3 Bringing more to the table (ADDING SERVICES) adds value in itself
- 27. THANKYOU Q & A
- 28. 28 Available at all good bookstores
Editor's Notes
- RELAX PREMISE CAUGHT UP IN TRANSACTIONS LOOSE PICTURE OUTCOMES - SUCCESS & FINNCIAL or PROJECT HUMAN ASPECT
- Image - Swans
- Argued 3 common ddifer all of us
- Most government tenders 8-10 submissions,. Margins on CM as low as 2%. Setup costs are relatively small. Anyone can pay $200 for a company online and start trading no matter what business your in. Certain market levels are crowded
- Growth is dependant on Economic and Policy related changes…..There isn’t much movement better who the key players are, everyone is competing against the same competitors, it not until the market has a slight shift that anyone new comes into the market and even then it takes time to build up to the relevant competitive levels…importantly
- Current Master builders figures are 1.25 Trillion spend over the next decade, current employs 1.3M… Reinforces that we are in a competitive market
- In all aspects of the project… It could staff, project themselves, even down to the individual tasks, everything is done quickly but is also dismissed as the same rate…. AT THE END OF THE DAY Transactional based businesses are higher turnover –
- This is were the main problems lie – We are only as good as the price on the contract, fee proposal, RFT, or any of our submissions – Our last task, email its all interrelated between a set start and end to make up a bigger picture which is the whole project….Everything is segmented, piece mealed and assigned
- ,Overcrowded and the shear size of the market place, High turnover and High competition levels are key reasons for ways to differtiate ourselves in the eyes of the beholder
- Alliances create common interests keeping you on the leading side of communication Relationships make us perform better and make us go further, people don’t like letting other people down its human nature Idea and problem solving comes a lot easy, we are wired naturally to help other people Speak to one another efficiently and not letting our own judgments or that internal voice think that we should or shouldn’t say the righ or the wrong things
- Trust lets everyone else know you will do the right thing. If share the same VALUES, COMMUNICATE, SOLVE SAME PROBLEMS – trust me on this…
- Red- inefficient communication - Talking without trust Blue - Have got to know each other, were values have been shared If you have any more that two stakeholders in a project, your also going to have one who has
- Animated from lifecycle from left to right
- Book Image