Perspective 2015 and Beyond

SIMS June 2013

Agenda
Introduction to Industrial/Engg environment Types of companies and players Typical

usiness development process

Types of roles you can c!oose "ay a!ead#

Overview
Industrial mar$eting/ usiness mar$eting is to mar$et t!e

products and services to usiness organi%ations&

manufacturing companies' government underta$ings'

private sector organi%ations' educational institutions' !ospitals' distri utors' and dealers
Typical e(amples&
) company manufacturing and mar$eting precision steel

tu es to icycle manufacturer
) company giving tec!nical advice and service for

installation of *ater purification plant to c!emicals manufacturing company

) comple( system for automation of t!e entire

manufacturing plant to companies

What are sold / bought

+lant ,onstruction

Industrial E-uipments

Manufacturing .ines Systems Integration Services

,ivil Engineering Services

+roduct Engineering Services

)utomotive Engineering Services

Tec!nical ,onsultancy for /perations Efficiencies

+lant automation / monitoring Systems

!o what is the di""erence

Mar$eting is one0to0one in nature 1ig!ly professional and trained people in

uying processes are

involved
In many cases' more t!an one decision ma$ers must approve a

purc!ase plan
/ften t!e

uying or selling process is comple(' and includes many stages 2for e(ample' re-uest for proposal' re-uest for tender' selection process' a*arding of tender' contract negotiations' and signing of final contract3 -ualifying' *ooing' ma$ing representations' preparing tenders' developing strategies' and contract negotiations

Selling activities involve long processes of prospecting'

Who are the Players

Engineering Services

End User / Brand Owner

In0!ouse Engineeri ng Team

Systems Integration

Engineering 0 +rocuremen t0 ,onstructio n

E-uipments / Instruments

1eavy E-uipments

Engineering ,onsultants / ,ontractors

Engineering Services

Buying #enter
Buyer

Gatekee per

Decider

Buying Center
Inf luenc er

Initiator

User

Business $evelop%ent #ycle

Mar$eting Management Sales Management )ccount Management

.ead 5eneration

Sales ,losure

)ccount 6evelopment

Suspect

Prospect

Qualified ead

Custo!er

Searc!

4ualify

)ssess

+ropos e

,lose

E(ecut e

5ro* a/c

7esearc! ,ampaigns ,alls

,ollaterals 8roc!ures ,alls

Identification Ma$e of decision contracts ma$ers Secure +/ Meetings 9eeds Identifications Solution proposals 7:I response 6emonstratio ns

:arming 9e* pro;ects En!anced engagements :orm teams E(ecute and monitor

&ypes o" roles

"arketing !anage!ent
,ampaigns'

randing' communications' si%ing' segmentation' positioning#

Product !anage!ent
+roduct en!ancements' ne* release' tec!nical solutions#

Pre#sales / sales support

+roposals' pricing' estimations' vendors list

Sales !anage!ent
:ront facing' closing' targets setting#

Contract specialists
.egal' payment terms' lia ility#

Deli$ery / Operations !anage!ent

E(ecution' trac$ing' pro;ect controls' c!ange management#

%ccount !anage!ent
:arming' relations en!ancing' collections#

#areer 'nduction
5eneral Managemen t +roduct Managemen t )ccount Managemen t Support /perations Management +roduct Managemen t )ccount Managemen t +rogram Management +ro;ect Management +ro;ect Management /ffice +ro;ects ,ontrol Mar$eting Sales Support

Personality &raits (e)uired

+ro lem solver 7elations

uilder

Self motivation Et!ics +ositive attitude 8uilding Sports Mentality

(oad Ahead at !'*!

Every su ;ect is important 7eading outside t!e academic +articipate and +articipate 6evelop a !o

oo$s

8e good sports' at least one 8uild good net*or$s 8uild your support system 8uild your credi ility

All the best "or a bright career