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                            This Guest paper was submitted for publication 4/27/13 and is copyright to David Harrison, © 2013.
                            This paper is an update of a paper originally published in 2008.
                            Published here October 2013.

                            Notes:
                            PQQ = PreQualification
                                Questionnaire
                            ITT = Invitation To
                                Tender
                            RFP = Request For
                                Proposal

                            Editor's Note | Introduction | Corporate Background 
                            Competitive Advantage | Relationships | PART 2

                            David Harrison is qualified in quantity surveying; project management; procurement; business development and business management. He has extensive experience at a senior level in all of these disciplines across most sectors of the UK Construction/Built Environment Industry. He is well known and well-connected in the UK Construction Industry. David has run businesses at regional and national level for major construction companies for 11 years prior to setting up his own company in 2003. His web site is: winthatcontract.com/ and he can be reached at david@winthatcontract.com.

                            Editor's Note:

                            Much of this author's experience is derived from contracting work in the UK. However, we consider his recommendations are down-to-earth and relevant to contract/procurement worldwide and in most areas of project management application.

                            In this Part 1, David Harrison covers:

                            Introduction

                            Corporate Background

                            Competitive Advantage

                             

                            Mistake #1 - Pursuing unsuitable opportunities

                             

                            Mistake #2 - Lack of innovation and creativity

                             

                            Mistake #3 - Failing to differentiate your solutions

                            Relationships

                             

                            Mistake #4 - Weak relationships with the customer and their evaluators

                             

                            Mistake #5 - Failing to build trust and rapport

                             

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