Know Your Prospect's Project BSE
The construction M&E contract world can be a dark place, full of shadows.
Contractors on the biggest tickets are felt by some to value one attribute above all others when awarding subcontracts; BSE, Big Site Experience.
This three letter acronym I’d only ever come across before as mad cow disease or for any stock exchange in a place with the initial ‘B’.
Here, it is the essential element for getting work on a large job.
This annoyed me for several reasons:
more detailed suitability can come from elsewhere
big deals do not automatically breed the best people
any deal is ‘one sig fig’, (1sf), take the telephone-number and ignore all the zeroes
big deals don’t necessarily mean big margins
shutting out other perspectives can be suicidal
My career began at a time when Tender Responses often asked for CVs of key vendor players. Sales, Delivery, Maintenance, Receptionist.
I remember asking what one potential buyer was looking for. Only to be scolded with a dismissive, “when we see it we’ll know”. Not the hottest.
Every project surely has its BSE. The one over-riding trait which could trounce all others.
Perhaps the M&E world of plumbers and sparkys could be a useful analogy to share and find that vital intel.