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The value of project execution services: a problem and uncertainty perspective

机译：项目执行服务的价值：问题和不确定性的视角

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摘要

Like services in general project execution services ought to be marketed and sold based on the value they add rather than the cost they accrue. Project services are typically complex and abstract, and hence their benefits are difficult to directly explicate. The aim is to investigate how contractors and suppliers can overcome this dilemma and exercise value-based selling in terms of the typical services they provide. A design science inspired study was used to create a service configurator addressing the dilemma. At the same time the configurator provided a means for studying the value identification and communication process in six sales projects. It is concluded that contractors and suppliers ought to approach customer value by looking for problems that create uncertainty in the underlying investment and to match them with suitable services. Key in communicating the value of the services is to focus on creating certainty as to the parties' ability to cope with the uncertainty in the investment with the help of these services.
机译：像一般项目执行服务中的服务一样，应该根据其增加的价值而不是它们产生的成本来营销和出售服务。项目服务通常是复杂和抽象的，因此很难直接说明其收益。目的是研究承包商和供应商如何克服这一困境，并根据他们提供的典型服务进行基于价值的销售。设计科学启发性的研究被用来创建服务配置器来解决这个难题。同时，配置器提供了一种方法来研究六个销售项目中的价值识别和沟通过程。结论是，承包商和供应商应通过寻找会给基础投资带来不确定性的问题并为他们提供合适的服务来寻求客户价值。传达服务价值的关键是着重于确定各方在这些服务的帮助下应对投资不确定性的能力。

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