Strategi peningkatan kinerja divisi gedung pt hutama karya (persero) dalam menghadapi persaingan bisnis konstruksi gedung

In the midst of the many private and multinational construction companies in Indonesia have an impact on state-owned construction companies. Company must prepare itself to be a competent partner in welcoming the arrival of multinational construction companies in helping accelerate the development of National infrastructure. PT Hutama Karya (Persero) Building Division is a Division of PT Hutama Karya, a state-owned company engaged in construction services specifically for the work of the High Rise Building. There is a phenomenon in 2017 when other companies experienced an increase in their revenue on the other hand, the Division of PT Hutama Karya Building experienced a decline in revenue in building construction services. Companies must have a performance improvement strategy to face competition from other construction service industry competitors. The purpose of this study is to analyze the condition of the company, identify external and internal strategic factors and make alternative strategies and priority strategies used to improve company performance. This research is a descriptive research with quantitative methods, which provides an in-depth description of the research problems with data expressed in the form of numbers. Primary data obtained is the result of in-depth interviews with experts. Respondents in this study were Head of Division, Senior Production Manager, Senior Manager of Construction Business Development, Senior Manager of Financial Administration, and from external respondents namely construction supervisors and project owners. Secondary data from company documents and journals. The processing and analysis techniques used are internal analysis, external analysis. Evaluate the external and internal environment using the EFE and IFE matrices. Formulation of alternative strategies with SWOT matrix and priority strategies with the Quanitative Strategy Planning Matrix (QSPM) method. The results of the study show that the factors caused the decline in company performance came from the lack of winnings in getting projects during tenders. Analysis external of the company's environment shows that in terms of opportunities for the presidential decree plan related to state-owned holding construction, it is a priority that can be utilized by the company. In terms of threat, the company is wary of competition between grade 7 contractor companies. Internal analysis shows the strength of the company in the big names of BUMN karya and company reputation. In terms of weakness, marketing personnel are less capable of initiating projects that will be obtained. The score for external analysis was 2.97 and the internal environmental analysis score was 3.04. In the IE matrix analysis, the company's grand strategy is in the position of cell IV where the position is growing and building. This research resulted in 7 alternative strategies, there are utilizing big names of BUMN to be aggressive in marketing (initiating projects / creating projects), offer tender prices with a Cost of 89%, applying MoU with specialist suppliers and sub-contractors, Accelerate the process of vendor billing for a maximum of 1 month disbursement, provide lobbying and negotiation skills training on the project team, carry out joint operations with other project planners / contractors, avoid the cost that are not in recorded. From 7 alternative strategies using the Quantitative Strategy Planning Matrix (QSPM) method, the 3 main priority strategies are utilize the big names of BUMNs to be aggressive in marketing (initiating projects / creating projects), provide lobbying and negotiation skills training on the project team, carry out joint operations with other project consultant planners / contractors. The suggestion in this study is that it is necessary to create a marketing team with the person in charge of each portfolio so that they can focus on getting the project and can oversee the project from the planning stage, the project team plays a role in marketing agents, joint operation with contractors or project consultant planners. After that, further analysis can be carried out on the implementation of the strategy