Project business phases (modified from Cova and Holstius, 1993)
| Phases | Segment | Main activities |
|---|---|---|
| Stage 1 | Market development and opportunity search | Scanning the targeted markets and identifying project opportunities, creating market demand on the basis of products and services the MNE offers, evaluating the resource need for doing profitable business in a particular market |
| Stage 2 | Project preparation and development | Developing opportunities through influencing and conjunction with key players in the market, getting information and participating in preparing tender specifications |
| Stage 3 | Bidding and negotiation | Setting up a proposal and agreeing on the business terms in the form of formal contracts, assembling specifications for preparing tender-specific solutions to be delivered |
| Stage 4 | Implementation | Execution, supervision, delivery and testing of the delivered solution; evaluation of delivery process and stakeholder relationships for future project business as the success of one project leads to multiple similar opportunities in the same country |
| Phases | Segment | Main activities |
|---|---|---|
| Stage 1 | Market development and opportunity search | Scanning the targeted markets and identifying project opportunities, creating market demand on the basis of products and services the MNE offers, evaluating the resource need for doing profitable business in a particular market |
| Stage 2 | Project preparation and development | Developing opportunities through influencing and conjunction with key players in the market, getting information and participating in preparing tender specifications |
| Stage 3 | Bidding and negotiation | Setting up a proposal and agreeing on the business terms in the form of formal contracts, assembling specifications for preparing tender-specific solutions to be delivered |
| Stage 4 | Implementation | Execution, supervision, delivery and testing of the delivered solution; evaluation of delivery process and stakeholder relationships for future project business as the success of one project leads to multiple similar opportunities in the same country |
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