Complex Services
Industrial Business Systems Academy
There is a better way to sell, procure, and deliver B2B projects
IBS Academy helps organizations master the Development Phase — the critical stage where relationships are built, decisions are made, and project outcomes are decided.
Win Projects. From The Start. Together.
B2B Projects are Won or Lost in the Development Phase
The Development Phase is the most strategic and complex stage of any B2B project. It is where projects are truly won or lost — for both client and supplier.
Project Business Management (PBM) is the unified management discipline dedicated to this phase. Just as Project Management governs implementation and Asset Management governs operations, PBM governs how projects are shaped, agreed, and set up for success.
PBM redefines how organizations procure and sell complex projects, systems, technical solutions, products, and services in the 21st century.
The Phase Where Business Is Won or Lost — Yet Almost No One Manages It
Why the Development Phase Remains a Blind Spot
Most organizations have no dedicated discipline for managing the Development Phase. For both clients and suppliers, this stage is highly uncertain, high-stakes, and business-critical. Yet it remains full of inefficiencies, fragmentation, and miscommunication — both inside organizations and between them.
Typical symptoms include:
- Silos and gaps between functions
- Trial-and-error, “hope for the best” management
- Over-the-wall handovers and blame games
- Opportunistic behavior and arm’s-length relationships
- An “us vs. them” mindset
- Improvisation, surprises, stress, and elevated risk
Everyone Loses When the Development Phase Is Left Unmanaged
The Cost of the "No-Management" Approach
The cost of poor collaboration in this phase is high:
- Clients and project owners struggle to procure high-value solutions.
- Suppliers, vendors, and contractors struggle to sell effectively and win the right work.
- Projects themselves fail to deliver the expected value and benefits.
So the question is: How do we manage the Development Phase properly?
PBM: The Discipline Built for The Development Phase
From Fragmentation to Collaboration
In B2B projects, clients and suppliers are fundamentally interdependent. They succeed — or fail — together. The real challenge is not whether to collaborate, but how to collaborate effectively.
Project Business Management provides the answer. It offers organizations a structured Body of Knowledge that includes:
- Common principles for developing projects together
- Collaborative methods for joint planning and design
- A shared project language that works across business, technical, commercial, and operational teams
- Clear governance practices that define decisions and roles
Instead of focusing on products, boxes, price, and cost, PBM shifts attention to the project itself — building stronger relationships, co-developing solutions, and co-creating lasting value.
Win-Win-Win Outcomes
Better Collaboration. Better Decisions. Better Projects.
PBM helps clients and suppliers:
- Develop, plan, design, and engineer projects with greater clarity
- Strengthen collaboration both internally and externally
- Make better and faster decisions
- Create higher-value projects
- Reduce waste, rework, and friction
Succeed. Together.
Who Is PBM For?
Everyone who Shapes a Project Before the Contract is Signed
IBS Academy serves organizations and professionals involved in Project Business:
→ Clients, owners, and developers — How to procure better
→ Suppliers, contractors, and vendors — How to sell more and sell better
→ Public authorities and financiers — How to govern smarter
→ All parties — How to win their projects together
Building the Project Business Profession
IBS Academy is the international competence center dedicated to advancing Project Business Management
Why PBM now?
Projects have become more complex. AI is accelerating innovation while raising expectations for speed, quality and collaboration. Supply chains have become more fragmented, and organizations increasingly specialized. Yet the way projects are developed has barely changed. PBM was created to meet this new reality.
How organizations work with us:
- Executive Education
- Corporate Training
- Organizational Assessments
- Consulting & Implementation
- Certification
- Keynotes