Malek Hussami

Runway Refurbishment and Taxiway Rehabilitation projects - Supply of LED Lighting Fixtures.

Turnkey project where the company had to bid as a prime international "overseas" contractor.
The end customer is governmental who runs a very complicated contractual structural, through a central tender committee (who's responsible for the construction and development for the whole country).
The competition started with 5 companies, but then they were down mainly to 2.
Internally: I had to deal with great pressure in order to convince my management to accept to bid in such… عرض المزيد

Turnkey project where the company had to bid as a prime international "overseas" contractor.
The end customer is governmental who runs a very complicated contractual structural, through a central tender committee (who's responsible for the construction and development for the whole country).
The competition started with 5 companies, but then they were down mainly to 2.
Internally: I had to deal with great pressure in order to convince my management to accept to bid in such scenario:
a) - Working in new - very complex political- country where there is no experience with the customer before.
b) - Taking full responsibility of doing a successful project, with the selected local partner.
c) - Arrange to deal with all the financial issues "internationally" like: Dual taxation, Insurance, Bid bonds, beside others local tax policies.
d) - Worked with all internal departments from bid preparation to system engineering and to legal in order to guide them to make sure that they understand the real risk and come up with a competitive price.
Externally:
a) - Monitor the competitor activities and create the best strategy to be very competitive.
b) - Deal with the political structural of the customer's tender committee.
c) - Make sure that the end user and the consultant are satisfied with the company technologies, products and services.
d) - Understand the real concerns of the end user and their requirements, whicth might not be addressed in the tender book.
e) - Make sure that the local partner understands the project aspects and that he has taken all the correct measures.
As a result, I could have a complete and competitive bid and my company "ADB Airfield solutions) was the winner of this project. Strategically this meant for ADB:
- Accessing of new country.
- Replaced the existing competitor system, and d take over the airport business from him.
- Strengthen the company market position by winning a turnkey project.
عرض أقل

CAT II full addressable runway lightimg and control system, for Northern Runway.