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IPMA ITALY Journal of Applied Project Management
                                               Volume 1 no. 2 (July 2015)

4. Order variations... voice of the joint effort made in front of a

customer                                   challenging context.

In a 2 years lifetime, more than 15 order  5. Conclusions
variations were proposed, analyzed
and agreed between the stakeholders        When an ambitious project requires
with the intent to optimize the
package for the final Site conditions.     people to think out of the box and
One of the change orders which
required the project team to devote a      rationalize in a short time a new
significant effort was correlated to the
transportation of the goods at Site. In    scenario, in parallel to the initial
order to ensure that the project
equipment was suitable for both air        workload, the project manager is likely
freight and road transportation, GE Oil
& Gas was required to implement in         to be thrown out of his comfort zone.
the design some data collected at Site
through surveys and technical studies.     Original project targets are still to be
Engineers and logistic experts had to
verify and, in some instances, to modify   achieved, possibly maximized, whilst
the design of the machinery as well as
its packing method to be compliant         projects resources need to cover the
with the most stringent requirements.
In particular, all the goods were          scope of change orders and deliver
designed, manufactured and packed
in such a way to be suitable for the       more than what was planned.
outstanding accelerations expected
during takeoff/landing of the special      Sometimes, without having references
aircraft selected on purpose (Antonov
AN124). An unprecedented challenge         to previous and similar quotations, it
for the organization, which was
managed in close cooperation with          may be hard to estimate actual costs
the stakeholders.
To be also compliant with the              and implications on the project
dimensional constraints of roads and
bridges, in case of a ground               schedule. Furthermore, in the most
transportation, it was necessary to
consider a non-standard design for         difficult cases, the organization is not
some key items as well as specific
removable pieces.                          ready to accomplish the changes that
An equivalent volume of 15000 cbm of
materials was shipped to Site. Goods       are required and the project manager
reached Site in perfect conditions and
have been installed successfully. This     needs to promote a revision of an
was a tremendous recognition of a
                                           internal process to allow his quotation

                                           to be effective.

                                           Not only. In order to maintain credibility

                                           with the stakeholders, project impacts

                                           are to be carefully evaluated, not only

                                           against the specific request and

                                           context but also keeping an eye to the

                                           market. Indeed, even if profits do not

                                           have to be publicly shared, proposals

                                           and arguments are to be well

                                           grounded to be persuading. And in a

                                           global  competition          scenario,

                                           customers can easily compare

                                           aptitudes and commercial conditions

                                           offered by vendors, almost real-time.

                                           Compliance and transparency are

                                           therefore elements which cannot be

                                           ignored in putting together an official

                                           quotation, no matter this quotation has

                                           to be issued in rush.

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