Order Minimums, Winners, and Losers - What Owner's Desire from Consultants (A/E's)
Timothy D. Blackburn, MBA, P.E.
Course Outline
This course provides
practical information related to Order Minimums, Winners, and Losers for Architect/Engineers
(A/E's). Do you wish to know what Owners really want, need, or pleases them?
Do you wish to have a competitive advantage that naturally results from excellence?
You must first understand the minimums required to obtain and sustain work (Order
Minimums), add to it those things that ensure repeat work and a competitive
advantage (Order Winners), and avoid those things that prevent work (Order Losers.)
This course includes
a multiple choice quiz at the end,
Learning Objective
The
following are the course learning objectives. Upon completion of this course,
the student will be able to understand and apply the following:
Intended Audience
The intended audience can include the Architect/Engineer in a leadership role, business development staff, and others interested in learning what it takes to meet and exceed the Owner's expectations.
Benefit to Attendees
The benefit for the attendee is to learn in a structured way the differences between the minimum attributes to acquire work, and those winners that yield a competitive edge. The Attendee should better understand what an Owner needs and expects, so by providing the same, better ensuring continued work.
Course
Introduction
Consultants desire
to know what will them a competitive edge. Owners desire certain things from
consultants. Why don't the two perspectives merge to a mutually beneficial arrangement?
A/E's simply don't always deliver what the Owner wants. This course presents
the things Owners need in an Architectural/Engineering (A/E) consultant based
on extensive experience from the Instructor in both worlds. There are Order
Minimums, and Order Winners. Order Minimums are those minimum attributes the
Consultant must possess/provide if they are to gain repeat work or competitive
contracts. Order Winners are those attributes that further ensure repeat work
and a competitive advantage. The attributes are different between Order Minimums
and Order Winners, but the categories under which the attributes fall are the
same. We will cover six categories that must be considered when planning a business
development strategy. In your particular case, you might choose to assign attributes
differently, but the goal is to teach the student to think strategically when
attempting to acquire new or maintain old business.
Course Content
The
course content is in a PDF file (59 KB) Order
Minimums, Winners, and Losers - What Owner's Desire from Consultants (A/E's).
You need to open or download this document to study this course.
Course Content
1) Introduction
2) Overview of Order Minimums and Winners Categories
a) Values
b) Financial
c) Schedule
d) Technical
e) Quality
f) Other
3) Assignment/Exercise
4) Instructor's Categories and Attributes Summary Table
5) Order Minimums by Category
6) Order Winners by Category
7) Order Losers
8) Course Summary
Course
Summary
In this course, we study six categories of Order Makers and Winners - Values, Financial, Schedule, Technical, Quality, and Other. Within each category are attributes. Order Minimums are those attributes that represent the minimum deliverables and criteria necessary to secure an order. Order Winners are those attributes that ensure repeat work, and offer a competitive advantage. As well, there are Order Losers, which are simply the opposite of one or more of the Order Minimums, and a discussion of Order Winners.
Quiz
Once you finish studying the above course content, you need to take a quiz to obtain the PDH credits.