Question

Topic: Branding

Differentiation In Infrastructure Project Mgt.

Posted by Anonymous on 5/8/2008 at 7:32 AM ET 250 Points
i'm n intern @ an organisation that provides customised air conditioning, refrigeration, plumbing and fire fighting solutions to a wide range of businesses like hotels, hospitals, chemical industries.... i've been asked to find out the key differentiators because of which we've won or lost orders in the past.....

i came up with points like customer training and handholding, complaint redressal, etc. but was informed that all these are not POD's anymore... they r services which every player in the industry provides........

till now, i've been able 2 come up with only three or four things:
1. Meeting green building norms;
2. increased energy efficiency through power savings;
3. value engineering services;
4. before time completion of project deliverables.

would be great if someone could come up with some other ideas.....
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RESPONSES

  • Posted by adammjw on 5/8/2008 at 7:39 AM Accepted
    Let me ask you who gave you the information abt what you are great at?Was it your customers or your colleagues?
    I can hardly think of anyone within the KHE forum who can give you better information abt your differentiators than your customers.Unless some of people here are your customers.
  • Posted on 5/8/2008 at 7:51 AM Author
    @ adammjw
    thanks 4 your response....
    actually, i've 2 approach customers (both those that gave us the orders and those that did not) and get their insights......

    but i've been asked to draft a questionnaire of sorts before i approach them... i have been warned not to ask too many open-ended questions, because they won't be willing to devote that kind of time........

    which is why, i need to have a ready set of parameters, which they can respond to with a yes or a no.....
  • Posted by adammjw on 5/8/2008 at 8:22 AM Member
    I can come up only with generic questions while specific-to-industry ones are necessary here.To me 2 customers or precisely one customer and one non-customer is not enough to draw any conclusions.
    Drawing on generic ones I would add:
    - reliability of your solutions
    - warranty time
    - post-warranty service
    - pricing
    - referral rate or net promoter score
  • Posted on 5/9/2008 at 1:40 AM Author
    thanks for the responses..
    i'll have to look into the tco model angle.....
    that might be just the kind of thing my project guide had been looking for...............
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