Project control toward lifecycle value at the front end of delivery projects

: Martinsuo M, Vuorinen L

Publisher: Nordic Academy of Management

: 2015

: 23rd Nordic Academy of Management Conference

: https://researchportal.tuni.fi/en/publications/ea6f6dc6-afb2-4b5a-8a0d-b69fbfa54d20

The lifecycle value of delivery projects is defined in the early phases of the project, and it implies benefits both for the supplier and the customer. Companies increasingly expect value beyond tangible technologies, for example through project-related services. This study develops new knowledge on creating lifecycle value in delivery projects and how lifecycle value creation is controlled in the early phases of the project. An embedded case study with two delivery cases in an engineering firm is conducted, to map the means of controlling the creation of lifecycle value. The results demonstrate that suppliers promote and control lifecycle value particularly through sales argumentation, relationship management, and contracting processes. We contribute by identifying and categorizing the relevant dimensions of project control used for promoting lifecycle value at the front end of delivery projects. This pilot study will pave way toward a broader multiple-case study covering different companies and delivery project types.