How international tenders contribute to business performance? Europ Assistance

Résumé du document

Nowadays, in the current economic context, which is characterized by internationalization and a growing demand for quality and quick services, information is fastly spread. In the firms, international tenders have an increasing role to play in both economic and strategic performance. Thus, we thought it would be interesting to see how tenders participate in business performance. As a matter of fact, we tried to answer the following question: Do international tenders really make an input to business performance?

Extraits

[...] In the words of Gilles Garel, the project has three characteristics; • Setting an example: the project is not an everyday or banal activity; it refers to a new thing. • The operability: the project is not just an intention or a dream but is embodied in a concrete realization. • Signature: the project is not anonymous; it will be signed by a group of actors from several jobs. We will see later the exact cartography of role players during a tender process. Thus, the sale by tender is a specific mode; each tender is different and leads us to consider new factors. [...]

[...] Lexical definitions Benefit: called in French “prestations”, a benefit is the product sold to the client within assistance field. It includes various benefits, a towing, a road fix is benefits taken in the automotive market. Premium: a premium is the periodic payment of the customer, in traditional companies, we talk about turnover. EA: Europ Assistance List of figures Figure 1 Generali implantation in the world Figure 2 Legal structure of Generali Figure 3 The entity that will finance the modifications (Gilles Garel, 1998) Figure 4 Key factors of success wihtin assistance field Figure 5 A typical balance sheet of an insurance company Figure 6 Main issues of risk management moral hazard Figure 7 Four main typologies of projects Figure 8 Different dimensions to optimize performance Figure 9 Process of tenders within Europ Assistance Figure 10 Concrete organization during bidding process Figure 11 Cycle of actors involved in the project Figure 12 The learning curve of bidding activity Figure 13 Four generations of Renault Espace Figure 14 Example of P&L project on automotive market Figure 15 Criteria to place itself in the vision of the customer Figure 16 The cycle of a tender project in two axes Acknowledgements 3 Introduction 6 Research methodology and references 7 Research methodology 7 Bibliographic and human references 7 Chapter A new market inside an evolving environment 8 Preliminary background information 8 Delimiting scope of the study 8 Defining job position 8 Presenting the Holding and the company 9 Generali, a solid parent company 9 Europ Assistance, an exponential growth 11 Strategic analysis of the company 14 Diagnosing strengths and weaknesses of the company 14 Analyzing environment throughout strategic tools 15 The necessity of business controlling 20 A necessity emanating from the law 20 Various families of risk pertaining to assistance field 22 Chapter Tenders, a particular tool in a specific sector 24 Showing special features of the business 24 A narrow link between insurance and assistance 24 Special features of assistance 25 Adverse selection and moral hazard 27 Setting out particularities of a widespread selling methods 29 Answering to tenders, a full project 29 Project structure within Europ Assistance 30 Confidentiality, a key word for customers 31 Performance, a polysemous word 32 A first look in the literature 32 Performance, in the context of tenders 34 International tenders at Europ Assistance 35 Answering to tenders, a strong human emulation 38 Economical dimension of tenders 43 Achievement of strategic objectives 45 Recommendations 48 Conclusion 51 Appendices and List of figures 52 Insee – 2007 (http://www.insee.fr/fr/themes/document.asp?ref_id=T10F062) http://www.lefigaro.fr/societes/2014/06/25/20005-20140625ARTFIG00134- les-assureurs-constatent-une-explosion-du-nombre-de-cambriolages-depuis- 2008.php Toute chose étant égale par ailleurs The group of research ECOSIP (Economy of Integrated Systems of Production) gathers practitioners, administrators and academics interested in the analysis of the current transformations in the organization and the instrumentation of the piloting of companies. [...]

[...] How international tenders contribute to business performance? Example: Europ Assistance Master's degree in International Trade Business Work linked training Contractual Period: [January – December 2015] Job title: Underwriter/Business Controller International tenders, at the centre of business performance Main issue How international tenders contribute to business performance? Special features of underwriting tenders within the assistance field Acknowledgements If a Master's Thesis is like a long-distance race, this race, in certain respects, is comparable to a marathon but the effort is not only attributable to a solitary effort but also to a large team I would like to thank here. [...]

[...] Thus, we thought it would be interesting to see how tenders participate in business performance. As a matter of fact, we tried to answer the following question: Do international tenders really make an input to business performance? To answer this question, we actually define performance and demonstrate throughout this report that tenders do contribute to performance. They do so by team working tasks which lead to a veritable group cohesion and thus, a reduction of mistakes. Moreover economic stakes are important and it enables the checking and the safeguarding of data. [...]

[...] By the way, it shows the strong bargaining power of customers within assistance field as specified in our earlier analysis. Also, in a very competitive context, projects owners do not choose providers that give the lowest prices but rather the most competent, that one susceptible to bring innovations to products. This strategy can create interesting margins for the successful tenderer. The word “economical” in this context also means financial because turnover is both an accounting data and a cash inflow. Indeed, sales will be transformed soon or later into cash flow. [...]