Authors: Bernard Cova; Robert Salle
ABSTRACT
To improve its chances of success, a project supplier will look at shaping the projects very
early in the project cycle. These shaping approaches are well known for being particularly
difficult to apply within the framework of public markets where the purchasing procedure is
highly regulated. However, for Public Private Partnerships (PPP) a specific approach is
covered by the regulations for a very precise case, that of unsolicited proposals. Through the
case study of a company which presented an unsolicited proposal to the Italian Minister of the
Interior aimed at reducing the financial outlay of the Italian State in the fight against fires, this
paper aims at conceptualizing new macro-shaping practices that enable the nature of the
project to be co-defined. The case makes it possible to bring the understanding of project
marketing and the marketing of solutions up to date by investigating in detail the combination
of the dual upstream-downstream movement of project suppliers and of the enlargement of
the offering.
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Conference: Glasgow, Scotland (2011)