Customer Value Chain
Seven core stages of the customer lifecycle — understanding their business to create maximum impact.
AI KNOWLEDGE
Step 2 of the Value Selling Framework — AI maps each pursuit to the customer's lifecycle stage for targeted value propositions
Run Step 2: Value Chain Analysis
1
Strategic Planning & Capital Justification
How We Help
- Peer/comp project insights
- Professional network leverage
- Sponsor network facilitation
- Capital planning support
- Industry benchmarking
2
Concept and Design Development
How We Help
- Early planning & budgeting
- Solutions to enable design concepts
- Efficiency improvements (safety, quality, cost, schedule)
- LEAN construction concepts
- Craft strategies
- RFQ development support
- LEED & sustainability designations
3
Procurement and Contracting
How We Help
- Delivery model strategy
- RFQ clearinghouses & bid evaluation
- Commercial strategy support
- Construction methodology & AWP
- Craft management (shared-service)
- Safety & productivity by product/service/process
4
Construction and Field Execution
How We Help
- 40,000+ skilled workforce
- Full product & service portfolio
- PC/PM project controls
- Systems/process for managing work
- Shared service model
- Multi-service integration
- Safety programs & QA/QC
5
Commissioning and Handover
How We Help
- Quality documentation packages
- Turnover packages & records
- Product/service warranties
- As-built documentation
6
Operations & Maintenance
How We Help
- R&M technicians
- Products for ongoing operations
- Stewardship & program teams
- Technical services
- Routine maintenance support
7
Renovation, Expansion & Lifecycle Renewal
How We Help
- Historical project data
- Peer project benchmarking
- Unique capabilities from original projects
- Lifecycle planning support
Assess / Analyze — Entry Point Framework
Who's in the game?
Identify all stakeholders and competitors in the pursuit
SWOT?
Strengths, weaknesses, opportunities, and threats analysis
Entry Points?
Where in the value chain can we make the biggest impact?
Challenges We Solve?
Specific customer challenges our solutions address