Four strategies to deliver value with contract partnerships

摘要

Strategic alliance partnerships are a common contracting vehicle for maintenance and modifications work in industrial markets. Yet, as we see more and more opportunities to bid on such alliance contracts, I fear that the true value of an alliance is sometimes lost in the competitive procurement process. Alliances are special bonds between companies and should be formed any time there is an opportunity for both parties to operate and excel in a way that is greater when combined than when each is operating separately. It is this special relationship which creates value. So what should plant operators be looking at when evaluating alliance partners for maintenance services? Here are four strategies that plant operators can use to ensure that they will achieve valued alliance relationships.