Impact of Commercial Decision Making in the Cost at the Pre-Tendering Stage
Abstract The Indian construction industry has the cognitive frame of operating in the cost-based approach rather than the value-based approach, and the project process and strategies are framed in such a manner to increase the profitability of the project by the organization. Nevertheless, the profitability margin of the construction project is very comparatively low compared to the other Industrial sectors. There is much reason for not attaining a higher profitability margin in the construction sector. Some of the reasons are the low innovative business plan, ineffective data-driven decision-making, ineffective management of the transaction, and construction risks.The responsibilities of increasing profitability and managing the transactional flow in the project are given to the commercial manager. The roles and responsibilities of the commercial manager vary globally. The quantity surveyor's job role further enhanced the commercial manager, where the latter can take the commercial decisions about the project.This research paper's primary outcome is the framework model for making effective decisions by the commercial manager, which increases the project's profitability. The systematic decisions, which are made in the projects by the commercial manager are studied. Considering the external factors like the COVID-19 outbreak, market condition, and existing factors affecting the decision-making process, the tools and techniques for making efficient decisions in the construction project are suggested. The synergies between these tools and techniques are studied, and a decision-making model is framed to reduce the cost and time overrun, and the benefits associated with implementing the model in the project are detailed.