Galera Zarco, Carlos; (2014) Servitized business models in project-based firms: The case of energy efficient architecture. In: Baines, Tim and Clegg, Ben and Harrison, David, (eds.) Proceedings of the Spring Servitization Conference (SSC2014). (pp. pp. 72-80). Aston Business School: Birmingham, UK.

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Abstract

Business models of project-based firms have traditionally been based on delivering value through the product. In the building sector, the customer perceives value only when it receives the finished building, at which point it terminates its relationship with the firm. New research strands on value in use and the employment of new business models lead us to propose the creation of new solutions that can include services as part of the firm’s offering for the consumer. This proposal involves increasing both the value perceived by the customer and the benefits to be obtained by integrating all phases of the business, thereby achieving a lasting relationship with the customer. In the context of energyefficient buildings, technological innovation and the particularities of design, installations, maintenance and use are presented as an ideal framework for studying the introduction of the phenomenon of servitization into the business models of project-based firms (PBFs). In this article, we attempt to evaluate how servitization gains a leading role in existing business models in this area. We will propose a structure for new business models in this sector and, through case study, examine what kinds of models are emerging. We will then analyse these models and propose improvements for integrating services into all phases of the business.

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