Edkins, AJD;
Smyth, HJ;
(2016)
Business development and bid management's role in winning a public–private partnership infrastructure project.
Engineering Project Organization Journal
, 6
(1)
pp. 30-44.
10.1080/21573727.2016.1149813.
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Abstract
This paper focuses on a single real project delivered successfully using principles of public–private partnership (PPP). The case uses detailed accounts from both the winning and losing bidder of an infrastructure project delivered in the UK. The research enquiry focuses specifically on the bidding phase of the project and gains a unique perspective of this phase through primary data that are considered very rare to acquire. Using an inductive approach involving both multiple interviewing and an in-depth reflective workshop, and through drawing upon the marketing literature, the insight gathered from both the winner and loser reveals different marketing strategies used by major commercial contracting organizations as well as contributing to the relatively unexplored area of bid management. The case reveals how both the emerging principles and practices of entrepreneurial marketing can lead to the formation of successful win-strategies for complex PPP projects.
| Type: | Article |
|---|---|
| Title: | Business development and bid management's role in winning a public–private partnership infrastructure project |
| Open access status: | An open access version is available from UCL Discovery |
| DOI: | 10.1080/21573727.2016.1149813 |
| Publisher version: | http://doi.org/10.1080/21573727.2016.1149813 |
| Language: | English |
| Additional information: | Copyright © 2016 Informa UK Limited, trading as Taylor & Francis Group. This is an Accepted Manuscript of an article published by Taylor & Francis in the Engineering Project Organization Journal on 31st may 2016, available online: http://www.tandfonline.com/10.1080/21573727.2016.1149813 |
| Keywords: | Public–private partnership, bid management, entrepreneurial marketing, infrastructure project, project marketing strategies |
| UCL classification: | UCL UCL > Provost and Vice Provost Offices UCL > Provost and Vice Provost Offices > UCL BEAMS UCL > Provost and Vice Provost Offices > UCL BEAMS > Faculty of the Built Environment UCL > Provost and Vice Provost Offices > UCL BEAMS > Faculty of the Built Environment > The Bartlett Sch of Const and Proj Mgt UCL > Provost and Vice Provost Offices > UCL BEAMS > Faculty of the Built Environment > The Bartlett Sch of Const and Proj Mgt > Bartlett Real Estate Institute |
| URI: | https://discovery.ucl.ac.uk/id/eprint/1527540 |
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