Matias, Business Development Director Latin America at VINCI Construction Grands Projets
Giving ourselves the means to establish a strong, lasting presence
“For the past three years I have coordinated VINCI Construction Grands Projets’ expansion strategy in Latin America. We work from our Chilean office to expand into other areas, with the support of the Engineering and Technical Resources Department. Competition is strong. Because of it, we have opted for a specific business development strategy that is not used elsewhere in the Latin American building and civil engineering sector. It consists in positioning ourselves in the very early stages of projects.
We cultivate customer relations, identify an opportunity to create value for the customer and propose a fact-finding mission or study to bring it to fruition. We also bank on Early Contractor Involvement type preliminary design projects to demonstrate our expertise and ability to provide support. Lastly, we work with strategic partners such as VINCI Concessions in transport infrastructure. This strategy takes time to develop but it sets us apart and enables us to forge strong long-term ties with major private-sector customers and to win major projects with substantial technical content. In addition, the major structures we are currently building in the region will give us outstanding project references going forward.”