Matching Items (8)
Filtering by
- All Subjects: Best Value Approach
- All Subjects: Civil Engineering
- Resource Type: Text
Description
This paper explores the intersection between principles of Information Measurement Theory (IMT) and sales techniques to identify a best value approach for sales professionals. Developed at Arizona State University and supported by numerous academic publications, IMT is a thinking paradigm that utilizes deductive logic and reasoning to understand how the world works and identify best value practices that minimize risk, decision making, and stress. One core concept of IMT is that individuals have no influence on the people around them, an idea that directly contradicts with traditional beliefs of the sales industry. The goal of this paper is to understand the qualities that make a sales professional successful from an IMT perspective, while outlining best value practices to apply in the real world. Comparison research for the sales industry was conducted by analyzing classic and modern sales literature, author participation in an industry-leading, professional sales training program, and input from sales professionals. The analysis identifies how top sales experts utilize techniques that allow them to efficiently uncover dominant information about their prospects' needs and then use that information to sell a valuable product to their customers. The analysis also outlines the common personality traits amongst well-aligned sales professionals. By adopting the practices and thinking paradigms outlined in this paper, individuals can maximize their potential in a sales career.
ContributorsFrelka, Benjamin (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor)
Created2015-05
Description
Abstract The purpose of this project is to utilize the models and concepts from Information Measurement Theory (IMT) to help minimize future decision making with respect to my career path. When I began this project, my future was clouded, my initial conditions were unknown, my stress over future career-path decisions was high, and I had eight possible career paths in mind. I have narrowed my career-path options from eight to four. In addition, I have determined a one-year plan that enables me to be prepared to pursue any of the four career paths that I have found align with me. In this project, I explored my dominant initial conditions with respect to my career path. I tracked the job history of my grandparents and parents. These efforts allowed me to identify the strengths and weaknesses that I was exhibiting by the age of three. Natural law dictates that the strengths and weaknesses of my younger self will be the same strengths and weakness that I excel at and struggle with today. I then used my understanding of natural law and the event model process to map the strengths and weaknesses of my parents and grandparents and to compare and contrast these to my strengths and weaknesses, including those that were apparent by the time that I was three years old. Focusing in on what I really want from a job, four main goals were established to grade the various future career-path options. Finally, I documented my transition from uncertainty to clarity. It began with my sobriety and ended with a milestone one-year plan that will give me information that I need to commit to my career path. This transition has had significant impact. The elusive "who am I" has been addressed, not completely but addressed sufficiently so that the question no longer plagues me. I know from where I have come. I have gained significant insight from those around me who know me. All of this has been documented for my own personal use, and for my children someday. This process permitted me to eliminate outliers from my eight original career paths, reducing them to four. In addition, application of IMT models and concepts has allowed me to see one year into the future. With my new-found knowledge, I will listen and watch the doors close on three of the remaining four career paths, as there is only one path I am meant to take.
ContributorsRichardson, Trevor Woods (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Industrial, Systems (Contributor) / Barrett, The Honors College (Contributor) / Del E. Webb Construction (Contributor)
Created2014-05
Description
The Performance Based Studies Research Group (PBSRG) at Arizona State University has provided a new approach to improve efficiency within industry called Best Value (BV). The core idea of BV is simplicity, which trains people to improve efficiency and understand things better with minimum information provided. The tool developed based on BV, the Kashiwagi Solution Model (KSM), is widely tested and used across a variety of industries. It has successfully helped many companies to cut their costs and improve the efficiency when running the company. With the help of BV and KSM, the authors of this paper are able to identify some problems experienced by a number of international companies. With the growth of global economy, globalization becomes popular, many companies try to enter more markets in order to earn bigger profits. However, many companies fail at achieving same level of performance in foreign markets. The authors adopts the idea from BV, KSM as well as the concepts from the Information Measurement Theory (IMT), which tries to dissolve complicated questions to the simplest concepts, and are able to explain the core reason why many international companies face the dissatisfying performance abroad. With numerous research, IMT helps to identify the characteristics of companies doing well domestically as well as companies doing poorly abroad. This paper demonstrates the possible solutions in order to help companies expand globally and achieve success in different markets.
ContributorsYang, Di (Co-author) / Liu, Weikang (Co-author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / WPC Graduate Programs (Contributor) / School of Accountancy (Contributor) / Department of Finance (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
Saudi Arabia has been having many issues with large construction projects such as delays, low performance and high cost. Some studies show that around 70% of the public projects in Saudi Arabia are delayed. These issues have resulted from many factors. One of the factors believed to be delaying projects is the Saudi procurement system. The Saudi procurement system only selects contracts based on the lowest bid price offered. However, the Saudi procurement system has been found to not only produce delayed low quality projects, but also has resulted in higher costs.
This paper shows how to modify the Saudi procurement system by implementing a clarification phase, which is the most important phase in the Performance Information Procurement System (PIPS). The clarification phase requires the bid’s winning contractor to submit a project scope, a project schedule, to identify risks that not their responsibility, performance measurements and a milestone schedule. The PIPS system has been one of the most successful systems around the world and has shown a 98% success rate in six different countries with risks and cost reductions up to 30%.
This research conducted a survey of 157 engineers, 33 consultants, 9 owners, 5 vendors, 13 academics, and 28 architects to develop the public procurement system in Saudi Arabia. The participants work in government sectors with an interest in the Saudi Arabian procurement system. 80.61 % of participants believe that the traditional Saudi procurement system consistently selects poor performing contractors. Moreover, 95.97% of participants think that the selection of contractors based only on the lowest price criterion affects projects negatively. Also, 96.20% of participants in the survey feel that there needs to be a change in the traditional Saudi Arabian procurement system. 88.7% of participants agree to require the contractor to identify risks, and 96.03 % of participants agree that the contractors must have a plan. Moreover, 95.45% of participants agree to require a contractor review the scope of a project and verify that it is correct. Finally, 82.18% of participants agree to require a contractor to resolve all owner concerns before signing a contract to improve construction projects performance. The paper shows the need to change the Saudi procurement system and a solution to this growing problem.
This paper shows how to modify the Saudi procurement system by implementing a clarification phase, which is the most important phase in the Performance Information Procurement System (PIPS). The clarification phase requires the bid’s winning contractor to submit a project scope, a project schedule, to identify risks that not their responsibility, performance measurements and a milestone schedule. The PIPS system has been one of the most successful systems around the world and has shown a 98% success rate in six different countries with risks and cost reductions up to 30%.
This research conducted a survey of 157 engineers, 33 consultants, 9 owners, 5 vendors, 13 academics, and 28 architects to develop the public procurement system in Saudi Arabia. The participants work in government sectors with an interest in the Saudi Arabian procurement system. 80.61 % of participants believe that the traditional Saudi procurement system consistently selects poor performing contractors. Moreover, 95.97% of participants think that the selection of contractors based only on the lowest price criterion affects projects negatively. Also, 96.20% of participants in the survey feel that there needs to be a change in the traditional Saudi Arabian procurement system. 88.7% of participants agree to require the contractor to identify risks, and 96.03 % of participants agree that the contractors must have a plan. Moreover, 95.45% of participants agree to require a contractor review the scope of a project and verify that it is correct. Finally, 82.18% of participants agree to require a contractor to resolve all owner concerns before signing a contract to improve construction projects performance. The paper shows the need to change the Saudi procurement system and a solution to this growing problem.
ContributorsAlofi, Ahmed Abdulrahman (Author) / Kashiwagi, Dean (Thesis advisor) / Sullivan, Kenneth (Committee member) / Kashiwagi, Jacob (Committee member) / Arizona State University (Publisher)
Created2015
Description
Research has shown that construction projects in Saudi Arabia have had a perceived poor performance for the past three decades, from 1970-2016. The Saudi construction industry relies on a Contractor Classification System (CCS) to determine contractors’ capabilities, and prevent underperformance. Through this study, a survey was conducted among persons involved in the Saudi Arabian construction industry to identify the perception of the performance of the Saudi Arabian construction industry, and the satisfaction with the CCS. The results of the survey showed that 71.59% of the participants agreed that the CCS does not accurately assess contractors’ capabilities for projects they are allowed to work on. A critical review of the CCS is presented through a case study and comparisons are made from worldwide CCSs found in a literature review. All the parts of the Kingdom of Saudi Arabia’s CCS, including the work flow and the evaluation criteria were reviewed. Several observations of the CCS include a lack of transparency in the process, no performance feedback, complexity of the system, the system being outdated in relation to the worldwide systems, and no continuous performance measurements. To develop an appropriate continuous performance measurement model and benchmarking, other worldwide performance measurement models and benchmarking models were reviewed and discussed. Through these findings, a modified version of the current CCS was developed. A test was performed on the financial assessment portion of the developed model using 5,751 contractors who were classified at the time of this study. The results showed that only 14% of the 5,751 contractors are financially capable in their respective CCS grades. The proposed new CCS model which is outlined in this study includes two major modifications. The first modification is on existing components, which will improve the transparency, simplicity, and speed of the CCS process. The second modification is the addition of a new component, which will continually track contractor performance over time and motivate contractors to improve their performance.
ContributorsAlmutairi, Saud (Author) / Kashiwagi, Dean (Thesis advisor) / Kashiwagi, Jacob (Committee member) / Sullivan, Kenneth (Committee member) / Arizona State University (Publisher)
Created2017
Description
ABSTRACT
The current Saudi Arabian (SA) procurement system leads to many losses in money and benefits in projects. Also, the use of the traditional procurement system in SA has been identified as one of the causes for poor performance in the delivery of construction and the major risk to the SA government. A questionnaire has been developed and carefully designed based on literature review. The purpose of the survey was to identify the validity of the recent claims that the procurement system in SA is broken and to improve the current SA procurement system. The questionnaire was sent out to 1,396 participants including included 867 engineers, 256 consultants, 93 contractors, 35 owners and 132 architects and 13 academics.
All participants have been registered and licensed professionals at the SA Council for professional engineers, who work in both private and public sectors. The participants are interested in the SA procurement and contracts system with experience ranging from one to more than twenty-five years with the majority of twenty-five years of experience in common construction sectors such as; residential and commercial buildings, healthcare buildings, industrial building and heavy civil construction.
Most of the participants from both private and public sectors agreed with the survey questions subject matter regarding: zone price proposals, contractors' evaluation, risks, planning, projects' scope, owners concern and weekly risks reports (WRR). The survey results showed that the procurement system is the major risk to projects, affects construction projects negatively and is in need of improvement.
Based on the survey and literature review, a model, called Saudi government performance procurement model (SGPPM), has been developed in which the most expert contractor is chosen through four phases: submittals& education, vendors selection, illustration and execution. The resulting model is easy to implement by SA government and does not require special skills or backgrounds.
The current Saudi Arabian (SA) procurement system leads to many losses in money and benefits in projects. Also, the use of the traditional procurement system in SA has been identified as one of the causes for poor performance in the delivery of construction and the major risk to the SA government. A questionnaire has been developed and carefully designed based on literature review. The purpose of the survey was to identify the validity of the recent claims that the procurement system in SA is broken and to improve the current SA procurement system. The questionnaire was sent out to 1,396 participants including included 867 engineers, 256 consultants, 93 contractors, 35 owners and 132 architects and 13 academics.
All participants have been registered and licensed professionals at the SA Council for professional engineers, who work in both private and public sectors. The participants are interested in the SA procurement and contracts system with experience ranging from one to more than twenty-five years with the majority of twenty-five years of experience in common construction sectors such as; residential and commercial buildings, healthcare buildings, industrial building and heavy civil construction.
Most of the participants from both private and public sectors agreed with the survey questions subject matter regarding: zone price proposals, contractors' evaluation, risks, planning, projects' scope, owners concern and weekly risks reports (WRR). The survey results showed that the procurement system is the major risk to projects, affects construction projects negatively and is in need of improvement.
Based on the survey and literature review, a model, called Saudi government performance procurement model (SGPPM), has been developed in which the most expert contractor is chosen through four phases: submittals& education, vendors selection, illustration and execution. The resulting model is easy to implement by SA government and does not require special skills or backgrounds.
ContributorsAlofi, Ahmed Abdulrahman (Author) / Kashiwagi, Dean (Thesis advisor) / Sullivan, Kenneth (Committee member) / Kashiwagi, Jacob (Committee member) / Arizona State University (Publisher)
Created2017
Description
With the help of some Information Measurement Theory (IMT), Kashiwagi Solutions Model (KSM), and deductive logic background, supply chain managers can start utilizing a new way to effectively and efficiently negotiate contracts. Developed by Dr. Dean Kashiwagi, the Best Value Approach has been 98% successful with over 1,800 projects for the past 20 years. The process gives vendors/suppliers the power to use their expertise. In return for not having to follow the rules set by the client/buyer, the vendor must show documentation and plans of risk management, value added processes, and metrics.
ContributorsPhan, Alice (Co-author) / Holtzman, Krista (Co-author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / School of International Letters and Cultures (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05
Description
The overall purpose of this investigation is to examine the differences between the Best Value Approach and Best Value Procurement, and to test if the Best Value Approach can be used for the successful delivery of roofing systems. Best Value Procurement has been run on delivering roofing services for many years. However, in the last three years, it was discovered that Best Value Procurement was not sustainable and filled with risk. To examine if the Best Value Approach can be used for the successful delivery of roofing systems, the researcher identified a client in need of a new 70,000 sq. ft. industrial roof installation at their facility in the Phoenix Metropolitan area. The client willingly agreed to test the Best Value Approach as the project delivery method. The results of the project were documented, and they show that the Best Value Approach can be successfully implemented on an industrial roofing project with high performance results. The Best Value Approach’s advantage over Best Value Procurement is it addresses risk using “level of expertise” and cost to select a vendor. This paper identifies the differences between the methodologies and shows how the Best Value Approach can be an optimal approach for other roofing projects.
ContributorsBills, Andrew Marius (Author) / Sullivan, Ken (Thesis advisor) / Badger, William (Thesis advisor) / Kashiwagi, Jacob (Committee member) / Arizona State University (Publisher)
Created2017