Project Controls International

FPSO and Topsides

West African Costs

Basis of Estimate

(procedures)
(analyses)
(white papers)

 

         Project Knowledge = Success

                    

www.projectcontrolsinternational.com

Que$tor Estimates

(white papers)

www.projectcontrolsinternational.com    |   contact: jorge.alberch@gmail.com   |   check me out at

Home

 

Analysis

- Construction Unit Costs

- FPSO and Topside Costs

- Offshore Fabrication Costs

- Welding Consumables

 

B.Dev./ Contracts

- Contracts: Quantum Meruit

- Guide to Business Acquisition

- Proposal Development

- Relationship Building

- Video: LATTE (Starbucks)

Mind Maps

- Estimating

- Planning

- Schedule Development

- Schedule Maintenance

- Risk Management

 

Procedures

- Constructability

- Document Management

- Estimating Process

- Project Claims and COs

- Project Controls

- Project Execution Plan

- Project Execution Strategy

- Contract Synopsis

Scheduling

- Basis of Schedule

- Number of Schedule Activities

- MS Project vs. Primavera P6

- Planning and Scheduling

- Schedule Extension of  Time

- Typical Primavera P6 Settings

- Updating a P6 Schedule

- Video: Liquidated Damages

- Why Your Project will be Late

 

Courses

- Construction Estimating

- Estimating Course

- Planning and Scheduling

White Papers

- Basis of Estimate

- Communicating Effectively

- Construction Escalation

- Earned Value Management

- Estimating Productivity

- Evaluating Change Orders

- International Multipliers

- Nigerian Content Development

- Project Execution Plan

- Project Risk Contingency

- Project Variables

- Que$tor Estimates

- Risk Analysis Spreadsheet

- Risk Breakdown Structure

- Risk Management

- Spreadsheets vs Databases

- Starting the Project

- Why Project Controls

- Work Breakdown Structure

Interesting Stuff

- Programmable Robot

- Pipe Dimensions and Weights

- Concurrent Database

- LibreOffice Base vs. MS Access

- SharePoint Database

- SAP vs Oracle ERP

- Free Unit Converter

- Motivational Food for Thought

- Passionate about Meetings?

- Video: Project Controls

 

 

Contact Us

- Bio

- PMC Consultancy

Introduction

 

The goals of the business acquisition process during positioning and relationship building are to focus

our resources on high-value customers (called strategic accounts), to systematically build stronger

relationships with key decision makers and influencers, and to position Company so it’s more likely to

be awarded the prime contracts and to achieve a higher margin on them.

 

 

Strategy Accounts

 

A strategic account is a targeted customer that has the potential to contribute to the attainment of a

business unit strategy and is managed within the company’s guidelines for strategic account management which involve:

 

- A conscious choice to be fundamentally proactive, not reactive.

- Evaluating which existing customers merit strategic planning.

- Locating new customers that merit strategic planning.

 

The implications of strategic account management include:

 

- It guides all activities during the process.

- It holds someone accountable for building long-term relationships.

- If forces selectivity.

 

 

Roles of an Account Manager

 

- Strategist for the Company; consultant to the customer.

- Project team leader, customer team player.

- Positioning champion for the company; customer liaison.

- Intelligence gatherer; capabilities expert.

- Overseer of proposal development; advocate for customer’s key issues.

- Facilitator of contract negotiations.

- Facilitator for future business opportunities; customer advocate.

- Monitor of customer satisfaction; investigator of customer’s changing needs.

 

Note! Account management is a role, not a position. Doer-sellers, as well as project managers or other operations people can manage strategic accounts. However, they should have the knowledge and skills necessary to succeed, and they should be responsible for managing these key customer relationships.

 

 

Deliverables of an Account Manager

 

- They should accept responsibility and accountability for building the account, for maximizing Company’s business potential with particular key customer.

- They should develop and maintain a “living” account plan that highlights their strategy for the account and details how to achieve their account objectives.

- They should have exceptional knowledge of the customer and the competitors who are active in the account - including ho the key people think. They should be well versed with the customer’s problems, needs, issues, biases, and concerns.

- They should be coordinating with other business units that serve the customer and creating synergy in intelligence gathering, needs analysis, competitive assessment, and opportunity pursuits.

- They should have an urgency for profitable awards and understand the customer.

 

 

Positioning and Relationship Building

Communication

The importance of good communication. Or telepathy as the alternate!

An “armchair scheduler” or frontline messenger?

Why Project Controls

Selected Articles

Meetings

Love them or hate them. How to conduct successful productive meetings.

Funny, but true. Video on the functions of Project Controls.

Enjoy!

Settings do matter: pick the wrong settings and your schedule’s output will be meaningless.

What the text books didn’t tell you
Primavera P6 Settings
Video - Project Controls

Selected Articles

Tips on Scheduling

50% Science, 50% Art, 100% Communication

Why Project Controls?

Email: Friend/colleague?subject=Interesting link - Positioning and Relationship Building&body=Interesting link from Project Controls International:        http://www.projectcontrolsinternational.com/customer-relationship-building.html