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Profitability for Customer Projects


Trends in make-or-Buy Entscheidungen stärken den Projektmarkt

Spot on Customer Projects:
Bringing Money Home, Satisfying the Customer

Project managers in customer projects must generate income for the company and ensure meeting requirements, both contractual and non-contractual.

The first secures the presence of the firm, the second its future.

Performing projects as commercial undertakings for paying customers is a robustly growing market, driven by "make-or-buy" decisions, that are more and more often responded choosing the "Buy" option, but many sellers have to re-position themselves to remain successful in it.

Nutzengenerierung aus internen Projekten und Kundenprojekten

Project business is difficult and entails high risk. Unresolved problems of the customer can easily lead the contractor into crisis – and vice versa.

In complex project supply networks (PSNs), all involved organizations must collaborate, but at the same time, each firm must protect itself from problems in other companies, with which they are entangled in a tightly woven web of commercial, technical, and inter-personal dependencies.

Based on three decades of experience and gathered knowledge, we help making customer project business more profitable and satisfying for all key stakeholders by adding a key competency to the existing project management competencies of employees: Project Business Management.

Please enquire for further details:

Business Training for Project Managers (Contractor-Side)

A professional Project Business Manager on contractor side has the the skills to induce changes in a troubled project to effectively increase the profitability of the project and ensure the satisfaction of the customer.

This program expands the set of project management competencies with those needed to successfully manage a customer project under contract.

Performing project work for paying customers enables firms to turn their specific know-how into monetary income, but does also bear risks. Different business interests, corporate cultures and legal systems (for international contractual assignments) can become critical challenges, and the effectiveness of the response to them can make the difference between success and failure, profit and loss.

Observations in practice show that project managers are mostly successful in these situations, when they establish a "Mission Success First" culture together with management, employees and contractors to ensure "Completing before Competing" and attain project goals in a joint effort.

Particularly important aspects of our offering are avoidance of and response to crises, for which we present established approaches, but also new ones like benefit engineering.

Seminar: Successful Management of Customer Projects

Seminar duration:

2 days

Target audience:

  • Experienced project managers interested in further education
  • Project business managers, who manage customer projects
  • Employees from account management and bid/proposal managers
  • Supervising managers in contractor-side project business
  • Employees from project management offices (PMOs)
  • Freelancers
  • Trainers and Consultants

Seminar objectives:

Improved management of customer projects. Solutions for the management of conflicts and crises.

Excerpts from the seminar contents:

  • The market for customer projects
  • Hit rates
  • The "bid/no-bid" decision
  • Business process and roles in project business management (PBM)
  • Contract types - benefits and disadvantages
  • Waterfall, rolling wave and agile methods in customer projects
  • Avoiding dilemma situations with "Mission Success First"
  • Conflict resolution, avoidance of crises
  • Contract management - national and international
  • Salvaging a PBM project from crisis
  • Successful completion of PBM projects


- Technical:      4
- Strategic & Business: 5
- Leadership 5
Total: 14
Further Support

Speaking on your event (½-1h): "Bringing money home with projects"


Customized training program for your organization




Coaching, mentoring, consulting




Please enquire for further details:
(Enquiries from training providers are welcome)

Make Contact!
  • For an evaluation of ways to increase hit rates and focus on lucrative business
  • For the development of an integrated strategy from business development over project management to post-project service management to increase the strategic and monetary value of this business
  • For approaches to resolve crises in projects under contract
  • For an individual proposal to improve project business management in your organization

Please send your enquiry to or use our Contact form.
(Enquiries from training providers are welcome)

New: Join our LinkedIn group "Project Business Management" to share knowledge and experience with other professionals working in projects under contract..

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