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The business development manager as a value creation worker

Smyth, HJ; (2016) The business development manager as a value creation worker. In: Chan, PW and Neilson, CJ, (eds.) Proceedings 32nd Annual ARCOM Conference. (pp. pp. 1069-1078). Association of Researchers in Construction Management (ARCOM): Manchester, UK. Green open access

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Abstract

The sales function, called business development management in construction, is located at the front of the front-end of the project. The work of the business development manager is twofold: to secure sales opportunities and to align client needs with firm capabilities through value propositions. The balance between sales role and value related work depends upon the theoretical marketing lens applied. Applying the lens of the service-dominant logic implies the business development manager helps to configure value propositions derived from their work in contacting and understanding potential clients. This work is conceptually part of the co-creation of value and feeds into value realization in two ways: (i) value in use and context as serviced provision during the project lifecycle, (ii) value in terms of benefits and impact post-completion. The empirical examination addresses the extent to which practice aligns with the theorization of the service-dominant logic. Semi-structured interviews across ten different main contractors provide the source of information over the period during the economic downturn. Interpretative analysis is employed. The findings show a low level of awareness of the theoretical scope of the work among business development managers, a lack of support from senior managers and variable involvement at different stages of the project lifecycle. The theory-practice gap is broad and an evaluation of the appropriateness of the theory and practitioner work is provided as a conclusion.

Type: Proceedings paper
Title: The business development manager as a value creation worker
Event: 32nd Annual ARCOM Conference
Location: Manchester
Dates: 05 September 2016 - 07 September 2016
ISBN-13: 9780995546301
Open access status: An open access version is available from UCL Discovery
Publisher version: http://www.arcom.ac.uk/-docs/proceedings/8edfbafed...
Language: English
Additional information: This version is the version of record. For information on re-use, please refer to the publisher’s terms and conditions.
Keywords: Business Development Manager, Co-Creation of Value, Service, Dominant Logic, Project Lifecycle, Value Propositions
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
URI: https://discovery.ucl.ac.uk/id/eprint/1559303
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