{"id":1278,"date":"2026-05-27T14:14:45","date_gmt":"2026-05-27T14:14:45","guid":{"rendered":"https:\/\/sicompanysrl.com\/?p=1278"},"modified":"2026-05-29T14:16:05","modified_gmt":"2026-05-29T14:16:05","slug":"gestione-delle-relazioni-con-i-clienti-dopo-la-qualifica-epc","status":"publish","type":"post","link":"https:\/\/sicompanysrl.com\/it\/gestione-delle-relazioni-con-i-clienti-dopo-la-qualifica-epc\/","title":{"rendered":"Gestione delle relazioni con i clienti dopo la qualifica EPC"},"content":{"rendered":"[vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; constrain_group_1=&#8221;yes&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;15px&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;clip-path&#8221; clip_path_animation_type=&#8221;default&#8221; clip_path_animation_applies=&#8221;default&#8221; clip_path_animation_addon=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221;][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><strong>Punti chiave<\/strong><\/h2>\n[\/vc_column_text]<div class=\"nectar-fancy-ul\" data-list-icon=\"icon-salient-thin-line\" data-animation=\"true\" data-animation-delay=\"0\" data-color=\"accent-color\" data-spacing=\"default\" data-alignment=\"left\"> \n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Entrare in una <\/span><b>vendor list<\/b><span style=\"font-weight: 400;\"> non significa aver ottenuto il progetto.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Nei mercati <\/span><b>EPC<\/b><span style=\"font-weight: 400;\"> il lavoro pi\u00f9 delicato inizia <\/span><b>dopo<\/b><span style=\"font-weight: 400;\"> la <\/span><b>qualifica<\/b><span style=\"font-weight: 400;\">.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Errori organizzativi<\/b><span style=\"font-weight: 400;\"> e <\/span><b>mancanza<\/b><span style=\"font-weight: 400;\"> di <\/span><b>follow-up<\/b><span style=\"font-weight: 400;\"> possono compromettere opportunit\u00e0 concrete.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Relazioni, continuit\u00e0 e presenza costante<\/b><span style=\"font-weight: 400;\"> diventano elementi strategici.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\">Negoziazioni, tempi di consegna e gestione operativa influenzano la <b>percezione<\/b> del <b>supplier<\/b>.<\/li>\n<\/ul>\n <\/div>[vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]<span style=\"font-weight: 400;\">Quando un\u2019azienda ottiene la <\/span><a href=\"https:\/\/sicompanysrl.com\/it\/qualifica-epc-requisiti-e-documenti-per-aziende-fornitrici\/\"><b>qualifica EPC<\/b><\/a><span style=\"font-weight: 400;\"> o riesce ad entrare nella <\/span><a href=\"https:\/\/sicompanysrl.com\/it\/entrare-nella-vendor-list-nei-progetti-epc-complessi\/\"><b>vendor list<\/b><\/a><span style=\"font-weight: 400;\"> di un grande cliente del <\/span><b>settore energia<\/b><span style=\"font-weight: 400;\">, spesso quel risultato viene percepito come il punto di <\/span><b>arrivo<\/b><span style=\"font-weight: 400;\"> del <\/span><b>percorso commerciale<\/b><span style=\"font-weight: 400;\">. Dopo mesi dedicati alla preparazione documentale, alle certificazioni ISO, ai caricamenti sui portali procurement e alle verifiche tecniche, \u00e8 naturale pensare che il grosso del lavoro sia concluso e che le opportunit\u00e0 inizieranno ad arrivare automaticamente.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nei <\/span><b>progetti EPC complessi<\/b><span style=\"font-weight: 400;\">, per\u00f2, succede molto spesso l\u2019esatto contrario. La <\/span><b>qualifica<\/b><span style=\"font-weight: 400;\"> rappresenta soltanto il <\/span><b>primo passo<\/b><span style=\"font-weight: 400;\"> di un percorso molto pi\u00f9 lungo, fatto di:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>relazioni<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>follow-up<\/b><span style=\"font-weight: 400;\">;<\/span><b>\u00a0<\/b><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>monitoraggio dei progetti<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>presenza continua<\/b><span style=\"font-weight: 400;\"> all\u2019interno dell\u2019ecosistema del cliente.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Ed \u00e8 proprio in questa fase che molte aziende iniziano lentamente a <\/span><b>perdere opportunit\u00e0<\/b><span style=\"font-weight: 400;\"> importanti, non per problemi tecnici o per mancanza di qualit\u00e0, ma perch\u00e9 il rapporto con il contractor o con il cliente finale si interrompe troppo presto.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nel <\/span><b>mercato energetico<\/b><span style=\"font-weight: 400;\"> ed <\/span><b>elettromeccanico<\/b><span style=\"font-weight: 400;\"> i progetti hanno tempistiche lunghe, coinvolgono pi\u00f9 livelli decisionali e si sviluppano attraverso continui aggiornamenti tra procurement, engineering e project management.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Per questo motivo, la <\/span><b>gestione delle relazioni con i clienti <\/b><span style=\"font-weight: 400;\">diventa una componente strategica del percorso commerciale successivo all\u2019ingresso nella vendor list, soprattutto nei contesti EPC dove la continuit\u00e0 relazionale pesa quanto la capacit\u00e0 tecnica del supplier.<\/span>[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;10px&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221;][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><b>Indice<\/b><\/h2>\n[\/vc_column_text][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"#1\"><span style=\"font-weight: 400;\">Perch\u00e9 la qualifica EPC non garantisce il progetto<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"#2\"><span style=\"font-weight: 400;\">La fase post-vendor list \u00e8 spesso quella pi\u00f9 critica<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"#3\"><span style=\"font-weight: 400;\">Gestione delle relazioni con i clienti nei progetti EPC<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"#4\"><span style=\"font-weight: 400;\">L\u2019approccio di SI Company nella gestione post qualifica<\/span><\/a><\/li>\n<\/ul>\n[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;none&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; id=&#8221;1&#8243; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221; column_padding_type=&#8221;default&#8221; gradient_type=&#8221;default&#8221;][vc_column_text css_animation=&#8221;none&#8221; css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><strong>Perch\u00e9 la qualifica EPC non garantisce il progetto<\/strong><\/h2>\n[\/vc_column_text][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]<span style=\"font-weight: 400;\">Molte aziende affrontano il processo di qualifica come un obiettivo finale e, una volta ottenuta l\u2019approvazione, tendono ad aspettare semplicemente l\u2019arrivo delle <\/span><b>RFQ<\/b><span style=\"font-weight: 400;\"> pensando che il mercato inizier\u00e0 automaticamente a muoversi.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nel <\/span><b>modello EPC<\/b><span style=\"font-weight: 400;\">, per\u00f2, la realt\u00e0 \u00e8 molto diversa, perch\u00e9 essere inseriti nella vendor list significa soltanto essere stati <\/span><b>approvati<\/b><span style=\"font-weight: 400;\"> dal punto di vista <\/span><b>tecnico<\/b><span style=\"font-weight: 400;\">, <\/span><b>documentale<\/b><span style=\"font-weight: 400;\"> e <\/span><b>organizzativo<\/b><span style=\"font-weight: 400;\">, ma non essere ancora diventati un <\/span><b>supplier<\/b><span style=\"font-weight: 400;\"> realmente coinvolto nel progetto.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nel <\/span><b>settore energia<\/b><span style=\"font-weight: 400;\"> e <\/span><b>oil &amp; gas<\/b><span style=\"font-weight: 400;\">, infatti, tra la qualifica iniziale e l\u2019apertura concreta delle richieste d\u2019offerta possono passare mesi. In questo periodo:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">cambiano <\/span><b>buyer<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">si evolvono le specifiche tecniche;\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">vengono ridefiniti i package di progetto;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">e spesso cambiano anche le priorit\u00e0 procurement del contractor.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">\u00c8 proprio in questa fase che molte aziende smettono di <\/span><b>presidiare il cliente<\/b><span style=\"font-weight: 400;\"> e iniziano lentamente a <\/span><b>perdere visibilit\u00e0<\/b><span style=\"font-weight: 400;\"> all\u2019interno dell\u2019<\/span><b>organizzazione EPC<\/b><span style=\"font-weight: 400;\">, lasciando spazio a <\/span><b>competitor <\/b><span style=\"font-weight: 400;\">pi\u00f9 <\/span><b>presenti <\/b><span style=\"font-weight: 400;\">e <\/span><b>strutturati<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Per questo motivo, dopo la qualifica diventa fondamentale continuare a <\/span><b>seguire<\/b><span style=\"font-weight: 400;\"> il <\/span><b>cliente<\/b><span style=\"font-weight: 400;\"> e mantenere <\/span><b>attiva<\/b><span style=\"font-weight: 400;\"> la <\/span><b>relazione<\/b><span style=\"font-weight: 400;\"> con <\/span><b>EPC contractor<\/b><span style=\"font-weight: 400;\">, <\/span><b>buyer<\/b><span style=\"font-weight: 400;\"> e <\/span><b>figure tecniche<\/b><span style=\"font-weight: 400;\"> coinvolte nel progetto.<\/span>[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;none&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; id=&#8221;2&#8243; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221; column_padding_type=&#8221;default&#8221; gradient_type=&#8221;default&#8221;][vc_column_text css_animation=&#8221;none&#8221; css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><strong>La fase post-vendor list \u00e8 spesso quella pi\u00f9 critica<\/strong><\/h2>\n[\/vc_column_text][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]<span style=\"font-weight: 400;\">Uno degli errori pi\u00f9 comuni nei <\/span><b>mercati EPC<\/b><span style=\"font-weight: 400;\"> \u00e8 interrompere il <\/span><b>follow-up<\/b><span style=\"font-weight: 400;\"> dopo l\u2019approvazione nella <\/span><b>vendor list<\/b><span style=\"font-weight: 400;\">. Molte aziende <\/span><b>ottengono la qualifica<\/b><span style=\"font-weight: 400;\"> e poi <\/span><b>spariscono<\/b><span style=\"font-weight: 400;\"> dai radar del cliente per mesi, aspettando semplicemente l\u2019arrivo di una <\/span><b>RFQ<\/b><span style=\"font-weight: 400;\">, senza considerare che nel frattempo il <\/span><b>progetto<\/b><span style=\"font-weight: 400;\"> continua ad <\/span><b>evolversi <\/b><span style=\"font-weight: 400;\">e che l\u2019<\/span><b>organizzazione interna<\/b><span style=\"font-weight: 400;\"> del <\/span><b>contractor<\/b><span style=\"font-weight: 400;\"> cambia continuamente.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nel corso dello sviluppo di un <\/span><b>progetto EPC<\/b><span style=\"font-weight: 400;\"> come detto in precedenza possono cambiare <\/span><b>buyer<\/b><span style=\"font-weight: 400;\">, <\/span><b>project manager<\/b><span style=\"font-weight: 400;\">, <\/span><b>package manager<\/b><span style=\"font-weight: 400;\"> e <\/span><b>referenti procurement<\/b><span style=\"font-weight: 400;\">, cos\u00ec come possono modificarsi <\/span><b>priorit\u00e0 operative<\/b><span style=\"font-weight: 400;\">, <\/span><b>specifiche tecniche<\/b><span style=\"font-weight: 400;\"> o attivit\u00e0 legate alla <\/span><b>supply chain<\/b><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In contesti industriali complessi, anche <\/span><b>errori<\/b><span style=\"font-weight: 400;\"> apparentemente <\/span><b>piccoli<\/b><span style=\"font-weight: 400;\"> possono avere <\/span><b>conseguenze<\/b><span style=\"font-weight: 400;\"> molto <\/span><b>importanti<\/b><span style=\"font-weight: 400;\">, soprattutto quando si parla di:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>indirizzi email<\/b><span style=\"font-weight: 400;\"> non aggiornati;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>contatti procurement<\/b><span style=\"font-weight: 400;\"> non pi\u00f9 attivi;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>documentazione<\/b><span style=\"font-weight: 400;\"> tecnica <\/span><b>scaduta<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>ritardi<\/b><span style=\"font-weight: 400;\"> nelle risposte;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>assenza di follow-up<\/b><span style=\"font-weight: 400;\"> periodici;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>perdita di visibilit\u00e0<\/b><span style=\"font-weight: 400;\"> interna presso il <\/span><b>contractor<\/b><span style=\"font-weight: 400;\">.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Nel settore energetico gli <\/span><b>EPC contractor<\/b><span style=\"font-weight: 400;\"> lavorano costantemente per ridurre il <\/span><b>rischio operativo<\/b><span style=\"font-weight: 400;\"> e, proprio per questo motivo, un <\/span><b>supplier presente<\/b><span style=\"font-weight: 400;\">, <\/span><b>organizzato<\/b><span style=\"font-weight: 400;\"> e facilmente <\/span><b>reperibile<\/b><span style=\"font-weight: 400;\"> viene percepito in modo completamente diverso rispetto ad un fornitore che compare soltanto durante la qualifica.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ed \u00e8 qui che la <\/span><b>continuit\u00e0 relazionale<\/b><span style=\"font-weight: 400;\">, la capacit\u00e0 di seguire il cliente nel tempo e il mantenimento di una presenza costante diventano un vantaggio competitivo concreto.<\/span>[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;none&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; id=&#8221;3&#8243; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221; column_padding_type=&#8221;default&#8221; gradient_type=&#8221;default&#8221;][vc_column_text css_animation=&#8221;none&#8221; css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><strong>Gestione delle relazioni con i clienti nei progetti EPC<\/strong><\/h2>\n[\/vc_column_text][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]<span style=\"font-weight: 400;\">Nei progetti EPC complessi il rapporto commerciale non si costruisce attraverso una singola trattativa o una semplice attivit\u00e0 di vendita, ma attraverso una presenza continua che accompagna il cliente lungo tutta l\u2019evoluzione del progetto. Per questo la <\/span><b>gestione delle relazioni con i clienti <\/b><span style=\"font-weight: 400;\">non riguarda soltanto il mantenimento di un contatto commerciale attivo, ma un vero e proprio presidio costante del mercato e delle attivit\u00e0 procurement.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nel settore energia ed elettromeccanico questo significa:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>monitorare<\/b><span style=\"font-weight: 400;\"> l\u2019evoluzione dei <\/span><b>progetti<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">seguire le <\/span><b>attivit\u00e0 procurement<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">mantenere il <\/span><b>dialogo con buyer<\/b><span style=\"font-weight: 400;\"> e <\/span><b>package manager<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>supportare<\/b><span style=\"font-weight: 400;\"> eventuali <\/span><b>chiarimenti tecnici<\/b><span style=\"font-weight: 400;\"> durante le <\/span><b>RFQ<\/b><span style=\"font-weight: 400;\">;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">comprendere le <\/span><b>tempistiche decisionali<\/b><span style=\"font-weight: 400;\"> dei contractor.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">La presenza continua del supplier contribuisce direttamente a ridurre quel rischio. La capacit\u00e0 di seguire correttamente il cliente, rispondere rapidamente alle richieste e mantenere una relazione stabile con le figure coinvolte nel progetto diventa quindi parte integrante della strategia commerciale nei mercati EPC, soprattutto nei settori energia, oil &amp; gas ed elettromeccanico dove i processi decisionali si sviluppano nel lungo periodo.<\/span>[\/vc_column_text][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;none&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; id=&#8221;4&#8243; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221; gradient_type=&#8221;default&#8221; shape_type=&#8221;&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; background_color_opacity=&#8221;1&#8243; background_hover_color_opacity=&#8221;1&#8243; column_backdrop_filter=&#8221;none&#8221; column_shadow=&#8221;none&#8221; column_border_radius=&#8221;none&#8221; column_link_target=&#8221;_self&#8221; column_position=&#8221;default&#8221; gradient_direction=&#8221;left_to_right&#8221; overlay_strength=&#8221;0.3&#8243; width=&#8221;1\/1&#8243; tablet_width_inherit=&#8221;default&#8221; animation_type=&#8221;default&#8221; bg_image_animation=&#8221;none&#8221; border_type=&#8221;simple&#8221; column_border_width=&#8221;none&#8221; column_border_style=&#8221;solid&#8221; column_padding_type=&#8221;default&#8221; gradient_type=&#8221;default&#8221;][vc_column_text css_animation=&#8221;none&#8221; css=&#8221;&#8221; text_direction=&#8221;default&#8221;]\n<h2><strong>L\u2019approccio di SI Company nella gestione post qualifica<\/strong><\/h2>\n[\/vc_column_text][vc_column_text css=&#8221;&#8221; text_direction=&#8221;default&#8221;]<span style=\"font-weight: 400;\">Da oltre <\/span><b>20 anni<\/b> <b>SI Company<\/b><span style=\"font-weight: 400;\"> supporta aziende internazionali attive nei <\/span><b>settori energia<\/b><span style=\"font-weight: 400;\">, <\/span><b>oil &amp; gas<\/b><span style=\"font-weight: 400;\"> ed <\/span><b>elettromeccanico<\/b><span style=\"font-weight: 400;\"> nello sviluppo delle <\/span><b>relazioni<\/b><span style=\"font-weight: 400;\"> con<\/span><b> EPC contractor<\/b><span style=\"font-weight: 400;\"> e grandi <\/span><b>clienti italiani<\/b><span style=\"font-weight: 400;\"> ed <\/span><b>europei<\/b><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">L\u2019obiettivo non \u00e8 soltanto ottenere una qualifica o entrare in una vendor list, ma <\/span><b>accompagnare<\/b><span style=\"font-weight: 400;\"> il cliente lungo <\/span><b>tutto il percorso successivo<\/b><span style=\"font-weight: 400;\">, trasformando la qualifica in una <\/span><b>reale opportunit\u00e0 di business<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Per questo l\u2019approccio di SI Company combina attivit\u00e0 di <\/span><b>qualifica EPC<\/b><span style=\"font-weight: 400;\">, <\/span><b>monitoraggio<\/b><span style=\"font-weight: 400;\"> dei <\/span><b>progetti<\/b><span style=\"font-weight: 400;\">, verifica delle <\/span><b>opportunit\u00e0 procurement<\/b><span style=\"font-weight: 400;\">, gestione delle <\/span><b>relazioni con contractor<\/b><span style=\"font-weight: 400;\"> e buyer, <\/span><b>follow-up<\/b><span style=\"font-weight: 400;\"> commerciale e <\/span><b>supporto<\/b><span style=\"font-weight: 400;\"> nelle <\/span><b>negoziazioni<\/b><span style=\"font-weight: 400;\">.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Nei mercati EPC complessi, infatti, il lavoro non termina con l\u2019approvazione del supplier, ma continua attraverso un\u2019attivit\u00e0 costante di presidio del cliente, del progetto e delle dinamiche procurement che caratterizzano il settore energetico ed elettromeccanico.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u00c8 proprio da l\u00ec che inizia la fase pi\u00f9 delicata: trasformare una presenza in <\/span><b>vendor list<\/b><span style=\"font-weight: 400;\"> in un rapporto commerciale concreto, continuativo e realmente integrato nei progetti del mercato energia.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Per maggiori informazioni o per richiedere una consulenza aziendale <\/span><a href=\"https:\/\/sicompanysrl.com\/it\/contatti\/\"><span style=\"font-weight: 400;\">contatta<\/span><\/a><span style=\"font-weight: 400;\"> il team SI Company.<\/span>[\/vc_column_text][nectar_btn size=&#8221;large&#8221; open_new_tab=&#8221;true&#8221; button_style=&#8221;regular&#8221; button_color_2=&#8221;Accent-Color&#8221; icon_family=&#8221;none&#8221; text=&#8221;Scopri i nostri servizi&#8221; url=&#8221;https:\/\/sicompanysrl.com\/it\/servizi\/&#8221;][\/vc_column][\/vc_row][vc_row type=&#8221;in_container&#8221; full_screen_row_position=&#8221;middle&#8221; column_margin=&#8221;default&#8221; column_direction=&#8221;default&#8221; column_direction_tablet=&#8221;default&#8221; column_direction_phone=&#8221;default&#8221; scene_position=&#8221;center&#8221; text_color=&#8221;dark&#8221; text_align=&#8221;left&#8221; row_border_radius=&#8221;none&#8221; row_border_radius_applies=&#8221;bg&#8221; row_position_desktop=&#8221;default&#8221; row_position_tablet=&#8221;inherit&#8221; row_position_phone=&#8221;inherit&#8221; overflow=&#8221;visible&#8221; overlay_strength=&#8221;0.3&#8243; gradient_direction=&#8221;left_to_right&#8221; shape_divider_position=&#8221;bottom&#8221; bg_image_animation=&#8221;none&#8221;][vc_column column_padding=&#8221;no-extra-padding&#8221; column_padding_tablet=&#8221;inherit&#8221; column_padding_phone=&#8221;inherit&#8221; column_padding_position=&#8221;all&#8221; flex_gap_desktop=&#8221;10px&#8221; column_element_direction_desktop=&#8221;default&#8221; column_element_spacing=&#8221;default&#8221; desktop_text_alignment=&#8221;default&#8221; tablet_text_alignment=&#8221;default&#8221; phone_text_alignment=&#8221;default&#8221; 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