From Project to Strategic Partnering : The Critical Step

Abstract: Partnering as a collaborative procurement procedure has gained a lot of attention during the recent years in construction, and has been associated with many positive outcomes in the industry. However, previous research indicates that it has generally failed to reach its full potential in the form of strategic partnering and has stopped at the project level. A critical moment for the successful shifting from project to strategic, long-term partnerships is the completion of the first project, since it has to create momentum for subsequent projects to be awarded. This study proposes a general strategy, with focus on this critical moment. After the relationship between the two main partners, client and main contractor is consolidated, further integration of the supply chain is necessary. Therefore, a new mindset has to be adopted and the focus should be shifted from temporary to developing long-term relationships. Furthermore, the traditional adversarial relationships will have to give way to relational trust among actors that promotes collaboration. Loosening the couplings on the temporary, project network and at the same time tightening the couplings on the permanent network is essential. Finally, since the partnering endeavors are won on the interpersonal level, the main focus should be shifted from procedures to strengthening interpersonal relationships between the people that represent the actors in the partnership.