University of Twente Student Theses
Improving tender performance : creating awareness by steepening the learning curve
Uil, S. (2021) Improving tender performance : creating awareness by steepening the learning curve.
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| Abstract: | The construction market in the Netherlands shows a shift towards collaborative contracting. This type of procurement is considered as a significant change for contractors since they are forced to present themselves in a different way during tendering procedures. Successful tendering requires therefore a development of soft skills and the ability to communicate these skills in tenders. In this project-based and competitive environment, steep learning curves provide advantages towards competitors. Nevertheless, learning is not a strong competence of the construction industry. This research investigates a Dutch contractor´s approach to this challenge and reflects on the contractor´s tender processes and strategies from different learning perspectives. Findings show that the inter-tender couplings across sequential tenders and the inter-tender couplings related to clients are still loose since there is a strong focus on separate tenders. Separate tenders are mostly perceived as ´islands´ and knowledge sharing is generally based on the sender/receiver approach. The tightening of inter-tender couplings related to clients require long-term client-contractor relationships to constantly identify the gap between desired skills and evolved skills. In addition, the tightening of inter-tender couplings across sequential tenders requires a social learning approach to consistently encourage the development of these skills. Eventually, contractors need to shift from single-loop learning to double-loop learning in order to become self-aware of their skills, the gap between desired skills and evolved skills and their skills development. |
| Item Type: | Essay (Master) |
| Faculty: | ET: Engineering Technology |
| Programme: | Construction Management and Engineering MSc (60337) |
| Link to this item: | https://purl.utwente.nl/essays/87710 |
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