Construction: turning warm words into
real behaviours
FACILITATING REAL COLLABORATION
Project 13 and multiple reports in the sector have called out the need for collaborative not transactional behaviour as a way of dramatically improving performance in infrastructure delivery.
Yet procurement professionals, programme managers, contractors and suppliers rapidly revert to type when there’s a major contract, building in problems when the project goes live.
A Mutual Value approach establishes that behaviour is as important as technical capability in major projects. How you do it is as critical as what you do. We support the conscious design of the key relationships, coupled with mutual accountability for consistency in behaviour.

Trust: the differentiator
for major contractors

In major projects an intelligent customer isn’t just buying on price. They are embarking on a long term relationship with major suppliers in a world which will inevitably change, and so your task is to show them that they can trust you and you can align your interests with theirs.
There are three ways we can help:
- Our Mutual Value Major Account Programme is an approach that impacts how you and your teams show up to your most important customers. It can also affect with which customers you choose to work.
- Our Ecosystem Leadership Programme enables you to provide diverse services with aligned trust behaviours among partners. This is a move away from transactional relationships with service providers. Hierarchical management won’t work
- Our Executive Leadership Support can help you achieve more to enable your leadership to work in an aligned way, with an ambitious collective vision and agreed behaviours.
INTERVENTION AT THE 4 STAGES OF INFRASTRUCTURE
- Strategic relationships – developing a trust-based Mutual Value approach between contractors, partners, clients and the supply chain
- Pre-construction business development – differentiating contractors through their behaviours
- Mobilisation of major projects – building teams that achieve higher performance
- Delivery of major projects – facilitating higher levels of collaboration to achieve a collective vision of success

WE THINK….
CLIENTS
For further information get in touch now...
SOPHIE@MUTUAL-VALUE.COM
MUTUAL VALUE HELPS YOU BUILD TRUST.
Let's have an open conversation about the value this can bring to your organisation. Contact sophie@mutual-value.com to arrange a free video call with Stuart Maister or Kevin Vaughan-Smith.