Secrets of successful project relationships: Perceived project competencies of sellers and buyers

Abstract

Some companies arc more successful at closing a deal with buyers than others in the project industry. We argue the answer lies in the presumed competence-based capabilities of actors. Some of these competences draw on the company’s past, whereas others represent a promise for a successful outcome. Nevertheless, as the outcome (and success) of a project transaction is uncertain for the actors until it is completed, the utilization, promotion and “selling” of these competences in business-to-business contexts is of strategic importance for any project supplier. This uncertainty applies to both parties, while suppliers might not feel confident in their capability to successfully deliver on their promises, project buyers usually lack the required knowledge to complete the project. Therefore, this study aims to explore the project actors’ competence profile and aims to create a general framework to understand the main factors of successful project-relations.