1. CONSTRUCTINGREAL VALUEProject Relationships and Business Services

2. Over the next 45 mins1 WHAT DOES VALUE MEAN - OPINIONSHOW HOWRELATIONSHIPS CAN ADD VALUE AND HOW TOIDENTIFY AND CREATE THEM34 DIFFERENT OUTCOMES AND EXAMPLES OF PREVIOUS PROJECTS22 PROBLEMS WITHIN THE INDUSTRY AND WHYITS IMPORTANT 3. WHO AM I3 4. What does VALUE mean to youin your projects & industryIncreased(Quality)More for Less &Quantity(Substitute)Experience(Difficulty)4The differentiators2009 Pr Teck - University of Japan 5. Value is an opinion5 6. Other Determiningfactors1.Your price is the lowest2.Your product is uniquely better3.I make your life easier4.Your win is our winThe discipline market Michael Tracey 7. Why these ALONEdon't work inconstruction7 8. HIGHLYCOMPETITIVE8 9. MATUREMARKET9 10. 10SIZE OFTHE INDUSTRY 11. HIGHTURNOVER11 12. Full bleed image and text.Construction (or any project)is focused on the taskby default we areTRANSACTIONAL BASED12 13. HIGH TURNOVER CREATES BAD ATTITUDESThe problem with Transactional Based ModelsLet's get thejob done first;we'll spend timegetting to knoweach other later.Noel Kreicker13 14. 14So how can we overcome theseINDUSTRY CHALLENGES14 15. With relationshipsPromotesIdeasBUT MOST IMPORTANTLY IT CREATES ?ImprovescommunicationRelationshipsmake us go aboveand beyond (value)Createalliances15 16. 16 17. Managing aTRANSACTIONALrelationship17 18. Stakeholders Project Team (3)ClientCommunicationTriangleProjectManagerSupplier-Contractor18 19. EXPAND OURCAPABILITY19 20. PlanningScopingBusiness CaseSupplierContractorsMaintainStrategyLeverageConsolidationExample PropertyConstruction Process20Were ourclientsHAVE BEENWere ourclients areNOWWere arethey GOING 21. What tools do we have -procurement structures211 Lump Sum2 Design & Construction3 Construction Management4 Business Case or Site Selection5 Maintenance Programs6 Turnkey solutions7 GMP 22. How would they fit within Property LifecyclesBusinessCase Site SelectionTurn KeySolutions / GMPDesign &ConstructionMaintenanceProgramLumpSumConstructionManagement35Back projectFunding 23. Project ExampleDouble Bay Bowling ClubCLIENT RELATIONSHIPwith its CustomersIdeas Based,SOLUTION SELLING1235 24. Project ExampleMangez Moi24CLIENT RELATIONSHIPTransactionalImproved the relationshipby ADDING SERVICES12 25. Project ExampleVinh Duc Centre25CLIENT RELATIONSHIPRelationshipIdeas Based,SOLUTION SELLING12 26. Where to from here26LOOK AT 1 YOUR CLIENT and how they interact with there clients2 UNDERSTAND that there are different ways of cementing those relationships3 Bringing more to the table (ADDING SERVICES) adds value in itself 27. THANKYOUQ & A 28. 28Available at all goodbookstores