I have read your article on clients� insomnia (Issue 138) and I would like to make the following brief comment: The example in the last part of the article describes the “seller client�, which is in the business to procure and sell the building and hence is interested in protecting his or her margin at the buying-selling point.
The question is how big is this client�s market compared to the “value seeking� client market?
The customer/purchaser /user in your example needs to understand that he or she can get a better value service from industry through a more informed approach to the procurement of projects.
Otherwise the industry will continue to embrace practices that encourage inefficiencies such as the one you have described.
The industry needs to get its act together and find a better way of conducting its business before the rug is pulled from under its feet.
Dr Mohammed Dulaimi, head of Institute of Engineering, British University in Dubai
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