presentation - interiors

8/8/2019 Presentation - Interiors

1/19

Interior Projecton ABC LTD.


2/19

Agenda

y Discussion Topic

y Overview of the Project

y Sales Strategyy Sales/Procurement Process

y Questions


3/19

Discussion Topic

y Project Name: ABC Ltd

y Project Area: 20,000 + 15,000 sq.ft.

y Location: Delhi

y Scope of work: Interior of upcoming corporate officeand renovation of existing office.


4/19

Overview

Having worked in construction and interiorindustry for more than 6 years, I have handled

project ranging between USD 1 million. to USD10million. Every project has been incomparable andrequired an assortment of sales techniqueshowever, I would like to focus on my Interiorproject with ABC Ltd for this presentation.


5/19

Overview

ABC Ltd is an automobile manufacturingcompany and one of the NSE listed companies.

Winning this project was a challenge since I wastrying to get the work on Turnkey basis whereasthe client was keen on allotting the worktraditionally by appointing a Design firm and acontracting firm individually. Sales Process Ifollowed to obtain this project is outlined asfollows:


6/19

Sales Lead

y During our market research we came to know thatABC LTD. was expanding there corporate officeproviding a scope of Interior designing for our

company.

y Upon getting in touch with the AdminHead of thecompany for the details of the project we were further

guided to contact Mr. XYZ, consultant on board forABC.

yWe provided a detailed presentation to Mr. XYZ and

gathered all the necessary information about the


7/19

Qualified Prospect

yWe analyzed the data collected and understood thedynamics involved in the project. Some of the

preliminary discussions led to following conclusion:

y Is my firm qualified for this project?

y My firm had previously handled many projects of

similar and larger magnitude. Therefore, we had thevital resources like infrastructure, manpower, andexperience at our disposal.


8/19

Qualified Prospect

y Do we have an existing relationship with the client? Isit a positive relationship?

y There was no existing relationship with the client.

y Do we have the staff available for this project?

y To confirm staff availability I held discussion with theprojects team about the manpower and time required

to complete such a voluminous of project. The projectteam verified sufficient resources were at our disposal.


9/19

Qualified Prospect

y Is there decent profit potential?

y The expectancy of profit from this project was higherthan a usual project as this was on considerably higher

scale.

y Is this a desirable client?

y

The response that we received from the marketfeedback was positive and thus secured ourinterest in the project.


10/19

Need Identification

The next stage was to understand the requirement of the clientand convert it into a prospective sale. To achieve this, weconducted a series of meeting with the client for rapport andconfidence building. The meetings were effective in making theclient forthcoming in discussing past issues and potential hotbuttons.

During one such meeting, we came across one of the majorconcerns of the client that they were concerned about effectiveexecution of the project as our company was in Mumbai. In orderto resolve this issue I arranged for:

y A site visit for some of our completed projects in Delhi.

y A meeting with our technical team for discussing the project andto rightly assure them about the quality standards we maintain.


11/19

Need Identification

yWe explained and convinced the client benefits ofDesign+ Build (Turnkey project) which are as follows:

y Single Point responsibility

y Potential cost saving

y Early project completion

Client got convinced and really appreciated our idea ofhassle free execution and asked us to prepare proposalon the same format.


12/19

Proposaly At this stage it was very important for us to prepare a

proposal that educates the client about ourcapabilities in satisfying their needs, resulting in asuccessful project. Further, we decided to divideproposal into 2 parts:

1. Typical f loor: This floor caters to the employees andis relatively low in cost.

2. Corporate floor: This floor is for the managementpeople and is high in cost.

We also prepared our Design concept and awalkthrough based on this idea as we knew that this

will be our USP in order to win project over our


13/19

Closing

y The detailed preparation helped us to convince theclient and we were called for final negotiation

necessary to close the deal. Being aware that this oneof the most important process of the sales process Irequested my VP to be a part of this meeting. As permy recommendation the projects team kept a scope ofadditional 5% in order to have more flexibility in thenegotiation. The meeting was completely fruitful asour design and strategy were appreciated and we weregiven the charge of the project.


14/19

Delivery

y Effective project management includes strategies,tactics, and tools for managing the design andconstruction delivery processes and for controlling keyfactors to ensure the client receives a facility thatmatches their expectations and functions as it isintended to function

and for this we had to maintain the following:

y On Budget

y On time

y Degree of Quality.


15/19

Delivery

yWe conducted a meeting to formally begin the ProjectExecution and Control phase

yReviewed the documentation and existing status of theproject.

y Implement Quality Assurance and Quality Controlprocesses according to the Quality Standards.

y Control and manage costs as established in the ProjectBudget (Procurement Process).


16/19

Procurement Process

y The role of the purchase manager is vital in theexecution process. As we need to facilitate the

procurement of material proficiently.

y Procurement team was commissioned on site to speedup the process.

y Quotes taken from all listed vendors.y Did comparative analysis.

y Confirmed orders for quick delivery at site


17/19

Manage Project Execution

yWe managed every aspect of the Project Plan to ensurethat all the work of the project is being performedcorrectly and on time. In order to achieve this we didthe following:

yActivities assigned to each team member mappingthem to a timeline that measures key dates that are

used to keep track of work progress.

y Conducted team meeting twice weekly on site with theclient and projects team.


18/19

Project Acceptance & Outcome

y Client acknowledged that all deliverables producedduring Project Execution and Control have been

completed, tested, accepted and approved, and thatthe product or service of the project has beensuccessfully transitioned. We received appreciationfrom client for:

y Speedy Delivery of Project

y Controlled cost

y Professional approach towards changes and issues at

site.


19/19

Questions

presentation - interiors

Documents