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Profitability for Prime Contractors

 

Hauptauftragnehmer im projekt zwischen kunde und Unterlieferant

Doing Successful Project Business between Customer and Subcontractor

Project managers at prime contractorshave to mediate between the interests and needs of the customer and the subcontractors without losing sight on their own business needs.

In the robustly growing market of customer-facing projects, driven by "Make or Buy" decisions that are more and more often made in favor of the "Buy" option, they are concurrently buyers and seller and have a central responsibility for project success.

Nutzengenerierung aus internen Projekten und Kundenprojekten

Project business is difficult and comes with high risks. Unaddressed problems on both sides customers and subcontractors can drive the prime contractor into crisis.

It is essential in complex project supply networks (PSNs) that all organizations involved cooperate closely. At the same time, each company must protect itself from problems in the other organizations, with whom they are connected in a tight matrix of commercial, technical, and interpersonal dependencies. The central position of the prime contractor allows a lot of influence, but also brings a high risk. Leeways between the often contradictory demands of the other players can become very narrow, and the problems of other players can quickly turn into problems of the own organization and the project.

Project managers should respond to these risks by focusing on their business competency. This competency makes the organization valuable for its contract partners and gives project managers a positive perception by colleagues inside the own company.

Based on experience and knowledge collected over more than three decades, we help companies to make their project business more profitable and their projects more satisfying for all parties involved: We add Project Business Management (PBM) as an additional competency of employees to their already existing knowledge in project management.

Please ask for more details at: team@oliverlehmann.com

Business Training for Project Managers (Prime contractors)

A professional Project Business Manager at a prime contractor brings value-adding changes to a project to prevent it from running into crisis or helps finding ways out of the crisis. The goal is to ensure Profitability and Liquidity and concurrently take care for Satisfaction on side of customer and subcontractors.

This program develops the competency of project managers to take over responsibility for the business success of customer-facing projects as a prime contractor.

Particularly important for the prime contractor is the ability to mediate between customer and subcontractors. Divergent business interests and corporate cultures bring mission-critical challenges. in international project supply networks (PSNs), differences in time zones, national cultures, and legal systems add to these challenges, whose mastering will make the difference between success and failure, but also between profit and loss.

Examples from practice show that project managers are mostly successful in such situations, when they establish a cross-corporate "Mission Success First" culture, in tight cooperation with the customer and the subcontractors but also with own management and all individuals involved in the various organizations to develop a culture of "Completing before Competing" and achieve project goals jointly.

Particularly important aspects of our offer are methods to avoid or handle crises. These include traditional approaches, but also new ones like Benefit Engineering and Rolling Award Fee contracts.

Seminar: Successsful Management of Customer-facing Projects as a Prime contractor

Duration:

3 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 in an "in-betweener" situation. 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

PDUs:

- Technical:      7
- Strategic & Business: 7
- Leadership 7
Total: 21
Further Support

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

****

Customized training program for your organization

****

Certification

****

Coaching, mentoring, consulting

****

Train-the-Trainer

****

Please enquire for further details: team@oliverlehmann.com.
(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 team@oliverlehmann.com or use our Contact form.

(Enquiries from training providers are welcome)

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

 

Profitability for Prime Contractors

 

Hauptauftragnehmer im projekt zwischen kunde und Unterlieferant

Doing Successful Project Business between Customer and Subcontractor

Project managers at prime contractorshave to mediate between the interests and needs of the customer and the subcontractors without losing sight on their own business needs.

In the robustly growing market of customer-facing projects, driven by "Make or Buy" decisions that are more and more often made in favor of the "Buy" option, they are concurrently buyers and seller and have a central responsibility for project success.

Nutzengenerierung aus internen Projekten und Kundenprojekten

Project business is difficult and comes with high risks. Unaddressed problems on both sides customers and subcontractors can drive the prime contractor into crisis.

It is essential in complex project supply networks (PSNs) that all organizations involved cooperate closely. At the same time, each company must protect itself from problems in the other organizations, with whom they are connected in a tight matrix of commercial, technical, and interpersonal dependencies. The central position of the prime contractor allows a lot of influence, but also brings a high risk. Leeways between the often contradictory demands of the other players can become very narrow, and the problems of other players can quickly turn into problems of the own organization and the project.

Project managers should respond to these risks by focusing on their business competency. This competency makes the organization valuable for its contract partners and gives project managers a positive perception by colleagues inside the own company.

Based on experience and knowledge collected over more than three decades, we help companies to make their project business more profitable and their projects more satisfying for all parties involved: We add Project Business Management (PBM) as an additional competency of employees to their already existing knowledge in project management.

Please ask for more details at: team@oliverlehmann.com

Business Training for Project Managers (Prime contractors)

A professional Project Business Manager at a prime contractor brings value-adding changes to a project to prevent it from running into crisis or helps finding ways out of the crisis. The goal is to ensure Profitability and Liquidity and concurrently take care for Satisfaction on side of customer and subcontractors.

This program develops the competency of project managers to take over responsibility for the business success of customer-facing projects as a prime contractor.

Particularly important for the prime contractor is the ability to mediate between customer and subcontractors. Divergent business interests and corporate cultures bring mission-critical challenges. in international project supply networks (PSNs), differences in time zones, national cultures, and legal systems add to these challenges, whose mastering will make the difference between success and failure, but also between profit and loss.

Examples from practice show that project managers are mostly successful in such situations, when they establish a cross-corporate "Mission Success First" culture, in tight cooperation with the customer and the subcontractors but also with own management and all individuals involved in the various organizations to develop a culture of "Completing before Competing" and achieve project goals jointly.

Particularly important aspects of our offer are methods to avoid or handle crises. These include traditional approaches, but also new ones like Benefit Engineering and Rolling Award Fee contracts.

Seminar: Successsful Management of Customer-facing Projects as a Prime contractor

Duration:

3 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 in an "in-betweener" situation. 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

PDUs:

- Technical:      7
- Strategic & Business: 7
- Leadership 7
Total: 21
Further Support

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

****

Customized training program for your organization

****

Certification

****

Coaching, mentoring, consulting

****

Train-the-Trainer

****

Please enquire for further details: team@oliverlehmann.com.
(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 team@oliverlehmann.com or use our Contact form.

(Enquiries from training providers are welcome)

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

 
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