1. The Influence of Relationships

2. “Does a Client / Contractor / Consultant
relationship influence winning work?”
Why?
Invitation to respond

3. Project Lifecycle
Phase one
Phase two
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection

4. Business Effort
Phase one
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection

5. Business Effort
Phase one
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection

6. Business Effort
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Relationship Influence?
?
?

7. Selection, Delivery & Assessment
Phase two
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Assessment

8. Selection, Delivery & Assessment
Phase two
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Assessment

9. Selection, Delivery & Assessment
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Assessment

10. Business Effort
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Relationship Influence?
?
?

11. Areas of Influence?
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Area of Influence
Area of Influence
Assessment

12. Areas of Influence
Contractor/
Consultant
Effort
Client
Effort
Request to
Industry Selection
Area of Influence
Assessment

13. 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.

14. 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

15. 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

16. Thank you