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IPMA ITALY Journal of Applied Project Management
Volume 2 no. 4 (October 2016)

one of the most challenging investing in the local talent
part of the Project competencies growth.
Management. When selecting
team members for a long-
duration project then it is 11. Customer Project Results
fundamental to keep in mind
that a special personality and The first pillar of the Five GE Beliefs is
specific soft skills are required: “Customer determines our success”.
1. Prolonged forced interaction Customer centrality is the view that
is not simply for everyone. the Customer's needs, interests and
For key positions, team objectives must be the starting point
members who were resilient for all the decision-making within the
against physical and Organization. True Customer centrality
emotional stress had been means that the Company should be
selected. seeking to create Value for Customers
2. Conflicts are inevitable in a as they perceive it. This is not done for
complex project a sense of pure altruism, but because
environment. Conflicts can the Customer is the business demand
arise because of individual creator and the most important
working styles, lack of resource of any Company.
communication, and The difficult part is that only the
improper roles definition. The Customer is the one who gets to
ability and the willingness to decide what “Value” actually means.
communicate, to leverage Sometime a result perceived as
the differences to create “excellent” from a Company can be
value, the problem solving considered just “sufficient” from the
attitude, and the teamwork Customer perspective or vice versa.
capacity were considered Capturing Customer value criteria is
essential values in the essential and an efficient Customer
resources selection process. centric Project Management
3. The entire Organization, identifies these value criteria and
supported by the Human aligns them with the project targets. It
Resource function, invested is fully clear now the importance of
significant time and effort to Stakeholders identification, mapping,
select the right profiles, with management and continuous
the right skills and expertise, feedback described on previous
available for an intense and paragraphs to properly define what
insightful 18 months’ Customer Value is and keep it
experience in Recife. At the updated.
end a balanced mix of GE GE has been appreciated in writing
local (45%) and expat from Customer throughout an official
employees (55%) was Letter confirming the excellent and
selected with the target to outstanding results achieved by GE
have enough expertize to and the high value delivered to
lead the operations while Customer as they perceive it.

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