Performance appraisal businessdevelopment_notes_8_jan2014

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NOTES AND GUIDE FOR PREPARING ANNUAL PERFORMANCE APPRAISAL AT SENIOR MOST LEVEL IN BUSINESS DEVELOPMENT

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Performance appraisal businessdevelopment_notes_8_jan2014

  1. 1. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014 VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 1
  2. 2. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014 VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 2
  3. 3. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014 VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 3
  4. 4. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014 Business Development and client relationship metrics of measurement. Client relationship management:  Specifically, maintaining enthusiasm with Client is the first step and all through the business cycle-this is Life line - that is, contribution to client retention and development beyond projects in Substations, T & D, EPC (Power Plant * & IPP Programs) ATC, AT & C - benefit  Projects in Pipe line, Short-term and Log-term business prospecting, including projects awarded to Alfanar, Projects / Services done & Billing submitted and bills realized - that is, contribution to management of client relationships outside direct workgroup under supervision  Projects in Pipe line, Short-term and Log-term business prospecting, including projects awarded to Alfanar, Projects / Services done & Billing submitted and bills realized - that is, relationship management value contributing to the rest of firm and indicative of spread of fees and services. You may not track the data for others, but it's worth doing if you want to dimension and reward - then get more new business. Client development - Existing Projects & Prospecting Projects:  (ST –ie: Thermal Power Plants in KSA ) New partners (all over World) introduced/sourced - how they value this year, Project wise –winning bid / expectation next two years, Project wise winning bid / potential next two years 2013 & Contracts till 2014  2014 & 2013 backlog PLUS 2014 Project wins 2013 & 2014 backlog PLUS 2015 Project wins CC & ST ie: Combined Cycle and Thermal Power Plants in KSA - New partners & ability to jointly winbacks - that is work won back from key competitors - value of current year Projects prospecting, projects expected next two years & funds inflow / definite chances against named competitors 2013 & Contracts till 2014  2013 & 2014 backlog PLUS 2015 Project wins (AT &C) and (ATC) new work / types of Projects from established clients - Projects relating to classes of services /Projects not previously sourced from this client - Prospecting Project value this year, Projects expectation next two years, Project successful out these expectation – Monies potential next two years 2013 & Contracts till 2014  2014 & 2013 backlog PLUS 2014 Project wins 2014 & 2013 backlog PLUS 2014 Project wins 2013 & 2014 backlog PLUS 2015 Project wins (AT & C) and (ATC) new services selling - that is current year expected tenders and expected tenders next two years from new services availed by both established / new clients in target areas. Activity emphasis achievement:  Tracking current year projects billing and expected next two years projects billing deriving from specific "emphasis" services VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 4

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