ABSTRACT
Many projects have important milestone events that drive the procurement programme. Perhaps there is a need to complete elements of the building within a certain time so that the client can qualify for a government grant. Some projects may have extremely tight programmes and it is useful to know what is driving these deadlines. There may be a need to call in some external experts to give the readers a competitive edge – perhaps industry experts who will be available to help the client during the briefing stage or an external consultant with a niche skill set. Alternatively, if the readers' quality, service and technical ability are not as good as their competitor’s, then perhaps their time would be better spent pursuing those contracts where the value for money rating is much higher. During the relationship-building stage it is important to find out the aspects of the project in which each relevant group or individual has an interest.
