Research On Large Customers Project Management Of XT Company

Due to the rapid development of economy and the continuous progress of science andtechnology，enterprises from the original product competition gradually transformed intocustomer service competition，and the conversion speed is accelerated day by day. Thecompany is needed to better control of internal risk except facing shortening delivery time，enhancing products quality，reducing costs and improving services. All request enterprises toreact quickly to changing market，and continue to strengthen internal management capacityand risk control ability as well in order to improve enterprise competitiveness.At present the phenomenon of differentiation of2/8customer system value has beentrading in the market of law，to them，Value contribution of key customers rate of more than50%of the enterprise profit，the rate will be higher in engineering installation servicesindustry. Customer resource is very important strategic resource for engineering installationservices enterprises，which also is an important guarantee and the breakthrough point ofenterprise profit. Currently project management has been gradually penetrated in variouswalks of life including government，military， education and all kinds of businessorganization， its advantage has been embodied in the management of key clients. Theproject management is the development direction for enterprise future and the essential pointto improve the efficiency of the operation.What is the VI engineering management? It is the project management in the dailymarketing management，enhancing the customer satisfaction，enhancing the specific internalwork and operable，controllability and achieve the purpose of marketing strategyCustomer project management theory gradually developed a lot in recent10years. It isa relatively new topic to the domestic enterprises，By access to information and throughvarious channels to understand that.For the domestic product engineering installation services enterprises，research on VIengineering project management aspects of the basic or blank(MeDonald， Millman and Rogers1997) In Burnellk’s opinion， the focus of theenterprise management is the core of customer relationship management in KCRM. Throughthe study of engineering installation for enterprise customer project management to find a setof solutions for customer project management of engineering installation enterprises， it willhelp them to shift from sales to serve the customer and internal risk control. Furthermore the continuing and effective services to the large customers will have huge benefits to theirmarketing competiveness.This paper takes the VI engineering project of Guangzhou XT company internalmanagement as a case，analysis the company’s current situation of the key accounts’ projectmanagement and business chain enterprises based on it. Reconstruction is carried out onthree levels: demand management， the order placing， cargo transportation， installationand acceptance to achieve effective implementation and control for the reconstructedbusiness model through a set of project management system. All hope to standardize theinside management model，improve the control ability， business profitability and riskcontrol ability. Furthermore， the case can play a valuable role on the internal business andrisk control for other companies especially for the key accounts.The research methods of this paper will mainly adopt the method of Theory andPractice，according to the characteristics of the XT company VI engineering projectmanagement and Industry， reviewing of the company’s business process and managementin order to improve the project management of the enterprises especially in cost managementand risk management andfurther enhance the competitiveness of enterprises.The innovation of this research lies in three aspects. One way is to start from thecharacteristics of the industry conducting a comprehensive analysis of the XT companycustomer product project combined with the enterprise internal practice，The formation ofthe modern management model is combined with customer relationship management andproject management. The second way is the dynamic cost control in the period of stagemanagement to promote the inside employees to be well aware of the cost. The third way isto execute the risk and service management in the progress of the project to provide thenecessary low risk guarantee for the company’s customer service.