Case Study: Civil Construction

The case

A global oil company was to negotiate the civil construction of new infrastructure at an estimated cost of some 300 000 Euros.

The approach

8 potential suppliers were identified and invited to the negotiation process and supplied with electronic specifications. Different cost and quality attributes were managed in the bidding forms.

After an initial quality and price qualification phase, a transparent iterative bidding took place.

The result

The initial sealed RFQ resulted in almost 10% saving compared to the estimate. In the transparent final negotiation, the price was reduced further to almost 15%.

The entire process, from first contact to the final negotiation took less than 6 weeks.

Back to Case Studies