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Cooperative Engagement to Define and Deliver Client Value in the Construction Industry

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Modelling Value

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

Abstract

Relations in the construction industry are traditionally of arms-length, and client value is realized by contractual arrangements. Partnering, as a concept of strategic and project alliances, has been suggested to change the adversarial behaviour by moving towards a more cooperative climate. In the consumer market there are recent examples of changes from firm-centric view of value creation to a co-creation view, with intimate interaction between consumer communities and producers to jointly define and deliver value. The case study has an explorative purpose of describing a cooperative contracting engagement of a local Swedish contractor, when engaging in a recent project. The result shows the opportunities of applying the building blocks of improved interactions to reach co-creation of value: dialogue, access, risk-benefit and transparency. The early and interactive involvement of the contractor with the developer and end-user established project objectives valued and favoured by all parties before the procurement. Important capabilities of the contractor included project management, cooperative behaviour and design and calculation, and a strive to have a pleasant and friendly realisation of the project.

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Author information

Authors and Affiliations

  1. Division of Industrial Marketing/Department of Management and Engineering, Linköping University, Linköping, Sweden

    Tomas Nord

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  1. Tomas Nord
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Correspondence to Tomas Nord .

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Editors and Affiliations

  1. FH Oberösterreich, Wehrgrabengasse 1-3, Steyr, 4400, Austria

    Herbert Jodlbauer

  2. , Department of Management, Linköping University, Linköping, 58183, Sweden

    Jan Olhager

  3. Schonberger & Associates, 107th Avenue N.E. #2101 177, Bellevue, 98004, Washington, USA

    Richard J. Schonberger

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Nord, T. (2012). Cooperative Engagement to Define and Deliver Client Value in the Construction Industry. In: Jodlbauer, H., Olhager, J., Schonberger, R. (eds) Modelling Value. Contributions to Management Science. Physica-Verlag HD. https://doi.org/10.1007/978-3-7908-2747-7_6

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