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Project Cooperation

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Business Project Management and Marketing

Part of the book series: Springer Texts in Business and Economics ((STBE))

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Abstract

Many projects reach volumes and complexities that are no longer manageable for one supplier alone. The acquisition and implementation of these kinds of projects is only possible in cooperation with various suppliers. This chapter covers project cooperation. After analyzing how cooperation contributes, or can contribute, to the development of competitive advantages, various forms of horizontal and vertical cooperation are then discussed. This is followed by the presentation of how cooperation contributes to a customer orientation, what the cooperation process looks like and the conditions under which cooperation is useful. Another focus is the management of risks in a cooperation. The forms of cooperation among general contractors, consortia and syndicates are discussed in detail. The chapter concludes with an excursus on product development cooperation and a theoretical consideration of the “cooperation” form of coordination as an intermediate form between market and hierarchy.

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Author information

Authors and Affiliations

  1. Faculty of Business Administration and Economics, Heinrich-Heine-Universität Düsseldorf, Düsseldorf, Germany

    Bernd Günter

Authors
  1. Bernd Günter
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Corresponding author

Correspondence to Bernd Günter .

Editor information

Editors and Affiliations

  1. Freie Universität Berlin, Berlin, Germany

    Michael Kleinaltenkamp

  2. European School of Management and Technology, Berlin, Germany

    Wulff Plinke

  3. Freie Universität Berlin, Berlin, Germany

    Ingmar Geiger

Exercises

Exercises

  1. 1.

    What are the different phases of proposal planning and order processing?

  2. 2.

    What reasons may lead to cooperation in proposal planning?

  3. 3.

    For what kind of purchases does cooperation with other suppliers seem appropriate? Justify your answer!

  4. 4.

    What is meant by a multi-organizational selling center, and how is it related to inter-company project management?

  5. 5.

    What are the reasons for the early formation of a supplier coalition?

  6. 6.

    What content of a proposal do the key coordination requirements relate to for cooperative proposal planning?

  7. 7.

    What selection criteria for proposal partners are particularly important if a supplier has to cooperate with foreign cooperation partners of which they have almost no knowledge?

  8. 8.

    What reasons may induce a supplier to favor a less well-known foreign supplier as a proposal partner instead of a well-known German supplier?

  9. 9.

    What are the key reasons why company A, who (only) delivers the boilers for a power plant to be constructed, would not take on the role of general contractor?

  10. 10.

    Under what conditions is a supplier in a position to take on the role of a general contractor?

  11. 11.

    Why may cooperation, e.g. in a consortium, also be required between competing suppliers?

  12. 12.

    Customer K requests the installation of control units manufactured by electronics provider E from machine manufacturer M for a new development. What could be the key reasons for these kind of preferences?

  13. 13.

    Why would a plant customer request a supplier coalition

  14. 14.

    in the form of a consortium,

  15. 15.

    in the form of a general contractor?

  16. 16.

    To what extent do the financing requirements of a plant customer influence a plant supplier’s cooperation decisions?

  17. 17.

    How important are property rights (licenses) for decisions on and in supplier coalitions?

  18. 18.

    What is the basic reason for a consortium cooperation?

  19. 19.

    What is the specific importance of aligning cooperation and supplier contracts to the plant contract (customer contract)?

  20. 20.

    What are the benefits of a “Build-Own-Operate-Transfer” solution from a project investor’s perspective?

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Günter, B. (2016). Project Cooperation. In: Kleinaltenkamp, M., Plinke, W., Geiger, I. (eds) Business Project Management and Marketing. Springer Texts in Business and Economics. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-662-48507-1_8

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