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Sales Acquisition Go/ No Go Decision

Sales Acquisition Go/ No Go Decision:

 

• Sales Funnel Tracking   (Project List):

A Sales Funnel is a useful prognostic and forecast instrument.  It is recommended to create a Sales Funnel tracking tool. It helps to know about the previous experience with the customer, and whats the probability of getting the contract.

The concept is, to track the projects from scratch in terms of number of projects and Its individual sales values and Gross Margins. The Sales Funnel tracking starts before the respective offers  are reaching the order intake status in the accounting and reporting  Books. Therefore, potential projects will be tracked when they still are leads, prospects, Bids (proposals/quotations) and bids in negotiation phase.

A major indicator of success in the sales phase is the Strike Rate. Strike Rate is defined as the number of orders in percentage of the number of bids released. The strike rate has to be captured engineer wise  on regional basis. Format of sample Sales Funnel enclosed below:

Sales Funnel Sample Format:

GAUTAM KOPPALA ORG

 

 

 

 

 

 

 

 

SALES FUNNEL

 

 

 

 

 

 

 

 

 

 

 

 

Region

Sales Person

Project Number

Customer

Project Segment / Application

Branch

Contact

Products & Systems

Project Classification
(A,B,C,D,E,F)

 

 

 

 

 

 

 

 

 

WR

SDV

1

GE-FANUC

Healthcare

MUM

MEP

HVP

A

 

 

 

 

 

 

 

 

 

 

Offer Details

Offer Number

Offer Date

Decision

Export Control
(Y / N)

Credit Approval
(Y / N)

 

 

 

 

 

GEORGE/MUM/AKK/1/1

1-Jan-09

B: Bid

N: No

Y: Yes

 

 

 

 

 

 

 

Status

Category

Order Expected Date

Order Won Date

Loss Price Level
(w.r.t. SBU Cost)

Order Lost To

Order Loss Date

 

 

 

 

 

 

W:Won

 

1-Jan-06

20.0

 

1-Jan-06

 

 

 

 

 

 

 

Values

Chance
(A/B/C)

Remarks

ELECRONICS

ELECTRICAL

SOFTWARE

Total

 

 

 

 

 

 

1.0

1.0

1.0

3.0

 

L1 tender

 

 

 

 

 

 

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Column 1

Column 2

Column 3

0

Integrated

Management

Options

1

Total

Organisational

Flexibility

2

Systemised

Monitored

Capability

3

Parallel

Reciprocal

Mobility

4

Functional

Digital

Mobility

5

Responsive

Logistical

Concept

6

Optimal

Transitional

Time-Phrase

7

Synchronised

Incremental

Projection

8

Compatible

Third-generation

Hardware

9

Balanced

Policy

Contingency

 

 

• Credit check and credit evaluation for Go/ No Go Sales Evaluation:

Based on the monthly sales funnel, all projects with a volume greater than some specified amount and with probability (Higher value Orders) are referred to Corporate Finance(CF) for obtaining the sanction of credit limit in the below format. This process could be applicable for all new customers. For existing customers, the limits are fixed together with Corporate Finance, basis being the projected volume and exposure. This exercise is done annually. Below fund the sample format of Credit Check and Credit Evaluation.

 

 

Credit Check Sample Format:

Date :

Customer Name (Country):

Project Name (Country):

 

New Offer:

 

Current Status:

 

Particulars

 

Credit Limit – INR million

 

 

 

 

 

Requesting Division & Contact Person

 

Total Credit Exposure – INR million

____ Unexecuted Order Value(UOV) ____ + Rec. ____)

 

 

 

 

Tender Due Date

 

Total Over dues – INR million

 

Value – INR million (all inclusive)

 

 

 

 

 

Expected Collection Plan of Over dues

 

Sales margin (%)

___%

 

 

 

 

Existing Unexecuted Order Value( UOV) Turnover Plan

 

EBIT (%)

___%

 

 

 

 

Existing Unexecuted Order Value (UOV) Collection Plan

 

Payment Terms

Credit Rating / Bankers' Opinion:

 

 

Customer's Internal Rating

To be filled by CF

Order backed by which negotiation instrument

 

SFS Country Rating

To be filled by CF

Delay in Payment factored in order

____ days processing time for ____% dues

External Rating

To be filled by CF

Financing cost factored

_____% of order value (@____% pa)

 

 

Expected Turnover Plan

 

Bankers' Opinion

To be filled by CF

 

 

 

 

Expected Collection Plan

 

Past Experience (____ Div.)

_____ months delay

Name of multilateral agency funding the Project

 

 

 

Business Case:

CF Views:

 

 

 

 

• Forex Risk -

 

Particulars

USD

EUR

 

Exports

 

 

 

 

Imports

 

 

 

 

Assumed Rate

 

 

 

 

 

Possible Actions:

 

 

 

• To be filled by Chief Financer( CF)

 

 

Notes: -

a) Please ensure that only brief information is given so as to fit in the said format preferably, in 2 pages with Business Case / Risks starting on the 2nd page. Any additional information could be given in Annexures.

b) Information needs to be given against all the headings (except wherever marked "To be filled by CF") & wherever Not Applicable, please mention NA.

c) Forex risks / details to be provided for respective Exports & Imports currencies and the INR conversion rates assumed for same.

Contract Acceptance Procedure ( CAP) Review Sample Format for Higher Order Values:

GAUTAM KOPPALA ORG

Contract Review Checklist for Offer Submission /Order Confirmation > x% Greater Value( as per the company norms)

 

 

 

 

 

 

 

 

Location / PC

 

 

 

Enquiry No. & date

 

 

 

Offer No. & Date

 

 

 

Client

 

 

 

End User

 

 

 

 

 

 

 

Commercial / Technical Aspects

Tender Requirement/ Order Specifications

Offer Conformity to Tender

Remarks

Commercial

EMD

BG/DD/Not Required

Yes / No

 

Bid due date

Specify

Yes / No

 

Offer Validity

Specify Date

Yes / No

 

Type of Contract

Divisible/ Indivisible / Ex-Works/ FOT Site

Yes / No

 

EPCG Benefits / STPI/ Free Zone benefits available & considered

Yes / No

Yes / No

 

Price Basis

Firm / Variable

Yes / No

 

Delivery / Completion

Specify Date /Period

Yes / No

 

Terms of Payment

Specified/Not specified

Yes / No/ NA

 

LD / Penalty Clause for delay

Applicable/Not Applicable

Yes / No

 

LD / Penalty Clause for eqpt.performance

Applicable/Not Applicable

Yes / No

 

Warranty/Guarantee

Specified/Not specified

Yes / No/ NA

 

Insurance

Required/Not Required

Yes / No

 

Bank Guarantee

Required/Not Required

Yes / No

 

Arbitration

Specified/Not specified

Yes / No

 

Force Majeure

Specified/Not specified

Included /Not included

 

Statutory Variation in taxation

Allowed/Not Allowed

Yes / No

 

Any special comments

Specify

Yes / No/ NA

 

 

 

 

 

Technical

 

 

 

 

 

 

 

Single Line Diagram

Required / Not required

Included / Not Included

 

System Architecture

Required / Not required

Included / Not Included

 

Data Sheets

Required / Not required

Included / Not Included

 

GA Drawings/Dimensions – Indicative

Required / Not required

Included / Not Included

 

Technical Clarifications / Deviations

Required / Not required

Included / Not Included

 

Technical product / system Specs

Required / Not required

Included / Not Included

 

Screens for Software

Required / Not required

Included / Not Included

 

Scope of Supply/ Itemized BOQ

Required / Not required

Included / Not Included

 

Reference Lists

Required / Not required

Included / Not Included

 

Catalogues

Required / Not required

Included / Not Included

 

List of Makes, where applicable

Specified / Not Specified

Accepted / Not accepted / Suggested

 

QAP

Required / Not required

Included / Not Included

 

Project Schedule bar chart

Required / Not required

Included / Not Included

 

Type of execution

SL Standard / Non-Standard

Considered / Not considered

 

Applicable Standards

Specify

Yes / No

 

Comm. / Maint.spares

Specify scope

Included / Not Included/ NA

 

Training to client

Required / Not required

Included / Not Included

 

Special / Type Tests

Required / Not required

Included / Not Included

 

Third Party Inspection

Required / Not required

Included / Not Included

 

Statutory Approvals

Required / Not required

Included / Not Included

 

Any specific information related to projects

Specify

Included / Not Included/ NA

 

 

 

 

 

Note : For Documents required during execution, please enter in "Remarks" column.

 

 

The offer  has been checked for completeness and adequacy.

 

 

The order  has been checked for completeness and adequacy.

 

 

 

 

 

 

Project Commercial

Project Manager

Group Leader

 

( Signature)

( Signature)

( Signature)

 

 

The Technical Discussions related to the Deviations to be given by sales to customers during the technical discussions Meeting, with the help of Sales supporting Engineering Team and also internally to evaluate the techno economic reports to be made about the feasibility of the success of the project ideally and practically.

Price Calculation sheet available with this document is to be followed for project cost calculation. It must check the EBIT (Expenditure before Interest and Taxes). Normally, it to be looked in the regional level.

Sample Price calculation Sheet:

GAUTAM KOPPALA ORG

Price Calculation Sheet

 

 

 

 

For Domestic Projects

 

 

 

Offer No.

 

 

 

 

Department

 

Order No.

 

 

Customer

 

 

Tech Name

 

Checked by

Offer date

 

 

 

 

 

 

 

 

 

Project

 

 

Comm Name

 

Checked by

Order date

 

Consultant

 

 

 

 

 

 

 

 

Price Basis - Inhouse Products

 

Price valid for

 

 

For Imports

 

 

 

 

 

Delivery upto

 

Months

Costing with

____% CD

F Price Basis:

 

 

Inst/Comm upto

 

Months

Source of Licence

 

Discounts

 

 

 

Total execution

 

Months

CIF Considered

_____%

 

 

 

 

Time of

 

 

Clearance charges

_____%

 

 

 

 

Offer validity for

 

Months

Rate for imports

Currency:

Subsidies

 

 

 

placement of order

Date

 

Cost of licence

 

Price Variation Clause

 

 

Specify as per tender documents

 

 

 

 

Exchange Rate Variation-A/C

gautam koppala org  / Customer / Sub-supplier

 

 

 

Payment Conditions : Supply ( As per tender conditions )

 

Payment Conditions: Instl. & Comm.( As per tender conditions )

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Item

 

 

Supply

Supply

 

 

Installation &

Total

Description

 

 

In-house

Bought-out

 

 

Commissioning

 

Currency

 

 

INR

INR

 

 

INR

INR

Planned Cost

 

 

 

 

 

 

PIP expected Rs.

 

 

 

 

 

 

Expected Cost

 

 

 

 

 

 

Excise duty

 

 

 

 

 

 

 

Sales Tax &Works Contract Tax ( WCT)

 

 

 

 

 

 

Freight & Octroi

 

 

 

 

 

 

Total Expected Cost

Price Increase

 

 

 

 

Sum additions (a)

 

Agency Commission

 

 

 

 

 

 

 

Financing Cost

 

 

 

 

 

 

 

Insurance

 

 

 

 

 

 

 

 

Bank Guarantees Charges

 

 

 

 

 

 

 

Taxes, Duties, if any

 

 

 

 

 

 

 

Any other inclusions

 

 

 

 

 

 

 

Contingency

 

 

 

 

 

 

 

 

Negotiation Margin

 

 

 

 

 

 

 

Sum Inclusions (b)

HO Charge

 

 

 

 

 

 

 

 

Net Selling Costs

 

 

 

 

 

 

 

Operating Profit

 

 

 

 

 

 

 

Gross Operating Profit (c)

Total Factor=(100+a)/[100-(b+c)]

K-Price

 

 

 

 

 

 

 

Excise duty

 

 

 

 

 

 

Sales Tax & WCT

 

 

 

 

 

 

Freight & Octroi

 

 

 

 

 

 

K Price to client - with Negotiation Margin

K Price to client - without Negotiation Margin

 

 

 

 

 

 

 

 

 

EBITwith negotiation margin

 

 

 

 

 

 

 

 

 

EBITwithout negotiation margin

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Financing Cost Calculation Module

 

 

 

 

 

 

 

 

 

 

 

 

Comp. of Work. Cap

%

Number of

Rate of

Factor

Months

Interest p.a.

%age

 

 

 

 

 

 

 

 

 

CAP

 

10

 

19.00

 

 

 

 

Against dwg. approval

10

 

19.00

 

 

 

 

Debtors with Taxes & Duties

70

 

19.00

 

 

 

 

Retention

10

 

19.00

 

 

 

 

Retention

 

 

19.00

 

 

 

 

Nett for Drs/CAP

 

 

 

 

 

 

 

 

 

Advance to suppliers

10

 

19.00

 

 

 

 

Creditors/Anticipation

40

 

19.00

 

 

 

 

Unbilled Cost

10

 

19.00

 

 

 

 

 

 

 

 

 

 

 

 

 

Nett Financing

 

 

 

 

 

 

 

 

 

 

 

 

Bank G'tees

 

 

 

 

 

 

 

 

 

 

 

 

For Advance

20

 

0.50

 

 

 

 

For Performance

10

 

0.50

 

 

 

 

 

 

 

 

 

 

 

 

 

Nett Bank G'tees

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Note : Financing cost to be calculated based on the tender conditions.

Note : 'Number of Months' denote the period for which either CAP( Contract Acceptance Period) will remain open or the number of months from the

date of invoicing till collection of payment. Similarly for UBC( Inbilled Cost), this would mean the number of months costs would

remain unbilled on an average.

 

 

 

 

 

 

Project risk analysis has to be performed based on a case to case basis based on the following criteria (LOA Process)

 

About the Author

With over ten years, track record of successful leadership, excellent results through strategic skills in driving revenue and profit growth. Demonstrated ability to identify and trouble shoot critical issues impacting productivity, cost, distribution, marketing, Strategic positioning, sales and financial operations, with innate ability to build and maintain strong client relationships in operations. Expert in distilling and managing processes, enhancing internal structures, and promoting multi-skilled team competencies via nurturing mentorship and inspirational leadership. Engagements have spanned operational, strategic, technological and change management roles. Academically, I am a cum laude graduate with a Bachelor of Technology degree in Electrical and Electronics Engineering (B-Tech E.E.E.) and a post graduate in Masters in Human Resources Management (M.H.R.M.) and Masters of Foreign Trade (M.F.T.). As you will see my Post Graduation's were been studied part-time, as well as working full-time as an Engineer. I feel that this demonstrates my ability to maintain dedication, motivation and enthusiasm for a project management over a long period of time. In addition, balancing full-time work with study has perfected my time-management and organizational skills. I believe that my college degrees and gamut certifications in combination with my extensive broad-based work experience along with my drive, resourcefulness and determination, would make me an excellent candidate for a senior management position with any company. Highlights of my background include Operations related Commercial, Supply chain, Sales with a magnificent experience in Project management, technically oriented towards Automation and Security Systems in Industrial and Building sectors. Presently, writing a book on Projects and Operations Management (comprise of 12 volumes, 6K pages), and awaited for the reputed publications. These books can be checked in Google books and scribd websites too.