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William F. Middleton, CEMComprehensive Energy and Sustainability             AEP Energy is a competitive retail electric s...
William F. Middleton, CEM                  Senior Director – Energy                                                  2011 ...
AEP is a Fortune 176 company headquartered in Columbus, OH with a ~$21 billion market cap. Approximately 19,000 employees ...
3/30/2013   Copyright © AEP Energy, Inc. All Rights Reserved.                                                             ...
Integrated Energy SolutionsProject Development Delivery Process                                                           ...
Capabilities: • Utilities Analysis         • Electrical Systems Analysis    • Electric, Gas & Water      • Infrastructure ...
3/30/2013   Copyright © AEP Energy, Inc. All Rights Reserved.
CEM Objective•    To raise the professional standards of those engaged in energy management•    To improve the business of...
3/30/2013   Copyright © AEP Energy, Inc. All Rights Reserved.
National Confections project experience3/30/2013                        Copyright © AEP Energy, Inc. All Rights Reserved.
Printing experience3/30/2013   Copyright © AEP Energy, Inc. All Rights Reserved.
Manufacturing experiencePrestone• Torrance, CA + Project completed$52,556 cost/$30,912 annual savings/$10,346 incentives/1...
Comprehensive Solutions with COP  Prestone, NJ - preliminary financial model                             •   Letter of Int...
Manufacturing experience Prestone, Alsip - preliminary financial model                             •   Investment Grade Au...
Metals/Foundry project developed                           •   Investment Grade Audit complete                           •...
ComEd Incentives experience…just one of over3000 Electric Utilities in the United States 3/30/2013                  Copyri...
3/30/2013   Copyright © AEP Energy, Inc. All Rights Reserved.
William F. MiddletonVice President Business Development              Lime Energy
Middleton/Lime Energy Business       Development Chronology•   June ‘09 start     – Lighting design and efficiency trainin...
1st year 2010 National Sales             Middleton directly involved
National Account Prospects• PepsiCo                     • GE Capital• Quaker Oats                 • Illinois Bankers Assoc...
Creating Channel Partnerships•   GE Corporate•   CBRE•   Jones Lang LaSalle•   WESCO•   GEXPRO•   GrayBar•   Capstone Micr...
Energy & Sustainable Solutions• Supply side                 • Energy Efficiency   – Utility usage analysis      –   Compre...
Contracting Sales Leader    Building Automation      • Built and executed operating plan of 21% growth making core        ...
Contracting Sales Leader    Comprehensive Solutions      •   Executed operating plan doubling the growth of the           ...
4    Building Technologies
Service Business Development             Delivery & Support                       Service Business Development    Develop ...
6    Building Technologies
7    Building Technologies
8    Building Technologies
Focused sales programs to capture increased market share!!!9                                                Building Techn...
Service Sales Competency     Phase I (’04-’05)          Service Strategies and Tools             Sales reinforcement of th...
***Service***      Handbook          CD           &      Resources       Built and       Archived11     Building Technolog...
Service Sales Strategies and Tools Delivery     Schedule        Region               District                       Qtly D...
Service Sales Strategies and Tools Feedback         …“liked the use of real life client selling situations…”         … “...
Project Overview: - Service Competency Phase I, Service         Sales Strategies     PROJECT DESCRIPTION:               Se...
15     Building Technologies
Service Competency                                                 BAU Service Strategy         Service           Building...
SOLUTION DESCRIPTION     DEFINED SOLUTION     • Training platform featuring Siemens best front line field personnel, custo...
STRATEGIC INVESTMENT18                            Building Technologies
19     Building Technologies
Program AcceptanceTracking & Measurement                         • Learning Management                         System inte...
Building Analysis and Optimization                         - $9M in Services Sales for ‘0621                              ...
eBusiness Offerings22                           Building Technologies
Training Experience Milwaukee Area Technical College  – Architectural Fundamentals – developed & delivered course        ...
Training Experience Milwaukee Area Technical College  – Architectural Fundamentals – developed & delivered course        ...
SBT Education Services             Subject Matter Expert Strategic Selling             Navigator – Frameworks Fundament...
SBT Education Services              Accomplishments Course development, enhancement and  delivery    – Evaluation scores:...
SBT Education Services             Worldwide Exposure Delivery and Development    – Over 700 Sales and Operations trained...
Education Services Training Performance6/15/2011      William F. Middleton
Systems & Services Sales -Business Development & Account          Management Management of District’s Class A accounts pr...
Systems & Services Sales -Business Development & Account          Management Management of District’s Class A accounts pr...
Systems & Services Sales - Business Development & Account           Management 10 Year Performance                       ...
Systems & Services Sales -Business Development & Account          Management             Markets Served:              – C...
Systems & Services Sales -Business Development & Account          Management             Critical Environments           ...
Systems & Services Sales -Business Development & Account          Management  Critical Environments - continued       – S...
Systems & Services Sales -Business Development & Account          Management Critical Environments - continued    – Searl...
Systems & Services Sales -Business Development & Account          Management Critical Environments    – Nycomed Amersham ...
Systems & Services Sales - Business Development & Account           Management  Commercial Office       – John Hancock   ...
Systems & Services Sales - Business Development & Account           Management Asset Management/Government     – Cook Cou...
Systems & Services Sales - Business Development & Account           Management  Industrial       – Fel-Pro            • T...
“STARS” Summary  Business Processes & Tool Sets  Business Development  “Salesmen of the Year” Award  Training & Perfor...
“STARS” – Business Processes &           Tool Sets                                         Business Impact & Results Str...
“STARS” – Business  Development    Business Impact &                                               Results               ...
“STARS”- Salesmen of     the Year       Business Impact & Results                                                 – Servi...
“STARS”- Training &Performance Development                                         Business Impact & Results Strengths &...
“STARS”                                             Business Impact & Results Strategic Accts.                           ...
“STARS”-                                        Business Impact & ResultsCross Selling                               – Se...
“STARS” –                         Business Impact & Results                                         – Service Growth    A...
Middleton Value Circle                 What’s really               important to me?6/15/2011         William F. Middleton
Thank you   Bill Middleton   773-580-4401bmidd58@yahoo.com
Middleton energy solutions experience portfolio
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Transcript of "Middleton energy solutions experience portfolio"

  1. 1. William F. Middleton, CEMComprehensive Energy and Sustainability AEP Energy is a competitive retail electric service provider affiliated with American Electric Power, Inc.3/30/2013 AEP Energy is not soliciting on behalf of and is not an agent for any AEP utility. Copyright © AEP Energy, Inc. All Rights Reserved.
  2. 2. William F. Middleton, CEM Senior Director – Energy 2011 to presentUse less. Spend less. Sustainability Solutions. AEP Energy is a competitive retail electric service provider affiliated with American Electric Power, Inc.3/30/2013 AEP Energy is not soliciting on behalf of and is not an agent for any AEP utility. Copyright © AEP Energy, Inc. All Rights Reserved.
  3. 3. AEP is a Fortune 176 company headquartered in Columbus, OH with a ~$21 billion market cap. Approximately 19,000 employees in hundreds of offices throughout North and South America. Transmission • 39,000 miles of transmission lines Top U.S. Generator • 3 NERC/RTO Regions • 39,000 MW in U.S. • Key component of the PJM RTO Fuel Distribution • 66% Coal, 22% Natural Gas, 6% • Over 5 million customers Nuclear, 6% Wind/Hydro • 223,000 miles of distribution lines • Largest U.S. coal consumer in 11 states • 9,000 rail cars • 3,000 barges, 58 tow boats, and 25 harbor boats3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 3
  4. 4. 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 4
  5. 5. Integrated Energy SolutionsProject Development Delivery Process Change agents Project Performance Assessment – Audit PM/Build Dev./Design Assurance• Q1 Gate • PD1 Gate • B1 Gate • PA1 Gate Utilities analysis -Project Dev./Design -Project Management -Demonstrate project of EC/IM’s Contracting performance• Q2 Gate -Subcontractors -Execute scope of -Customer agreement Initial Assessment -Pricing work -Procure rebates and -Grant/Incentive -Training incentives• Q3 Gate: application & -Commissioning -Performance L2/3 Audit I approval -O&M documentation Assurance survey -Scope of Work -Dashboard reporting• Q4 Gate -Contractual -Marketing Audit authorization to -Retro-commission proceed -Repeat process at• Q5 Gate other sites & -Audit report benchmark -Financial modeling -Retail utilities with incentive -Project Dev. 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  6. 6. Capabilities: • Utilities Analysis • Electrical Systems Analysis • Electric, Gas & Water • Infrastructure upgrades • Use Assessment • Power Factor • Preliminary • Arc Flash • Investment Grade • Short-Circuit • Water • Overcurrent Protective • Efficiency • Geothermal • World’s leading Ozone • Motor Management Technology • Solar • HVAC/Mechanical/Central • Photovoltaic Boiler/Chiller Plant • Thermal • Building Automation • Heat Recovery • Lighting • Incentives maximization • Building Envelope • Pay from Savings projects • Combined Heat and Power • Asset Optimization • Compressed Air 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  7. 7. 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  8. 8. CEM Objective• To raise the professional standards of those engaged in energy management• To improve the business of energy management by encouraging professional development• To identify persons with acceptable knowledge, principles and practices of energy management related disciplines and laws governing and affecting energy managers through completing an examination and fulfilling prescribed standards of performance and conduct• To certify those energy managers who have demonstrated a high level of competence and ethical fitness for energy management 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  9. 9. 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  10. 10. National Confections project experience3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  11. 11. Printing experience3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  12. 12. Manufacturing experiencePrestone• Torrance, CA + Project completed$52,556 cost/$30,912 annual savings/$10,346 incentives/1.3/73%ROI• Alsip, IL + PDA/Design Engineering (lighting done in ‘08)$254,820 cost/$89,810 annual savings/$78,559 incentives/1.9/50%ROI• Freehold, NJ + PDA$2.15M cost/$192,780 annual savings/$1,463,000 incentives/3.5ROIGraham Packaging• Chicago, Woodridge & West Chicago contract signed$1.17M cost/$347,180 annual savings/$462,908 incentives/1.5ROI$406,468 cost/$155,836 annual savings/$207,781 incentives/1.3ROI• Cartersville, GA 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  13. 13. Comprehensive Solutions with COP Prestone, NJ - preliminary financial model • Letter of Intent for Energy Reduction Plan audit • Clean Energy rebate application • Combined or individual project contract approval • Procurement/Project development • Implementation • M&V/Rebate secure 14 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 3/30/2013
  14. 14. Manufacturing experience Prestone, Alsip - preliminary financial model • Investment Grade Audit complete 4/27 • ComEd rebate application • Combined or individual project contract approval • Procurement/Project development • Implementation • M&V/Rebate secure 15 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 3/30/2013
  15. 15. Metals/Foundry project developed • Investment Grade Audit complete • ComEd rebate application • Combined or individual project contract approval • Procurement/Project development • Implementation • M&V/Rebate secure 16 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved. 3/30/2013
  16. 16. ComEd Incentives experience…just one of over3000 Electric Utilities in the United States 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  17. 17. 3/30/2013 Copyright © AEP Energy, Inc. All Rights Reserved.
  18. 18. William F. MiddletonVice President Business Development Lime Energy
  19. 19. Middleton/Lime Energy Business Development Chronology• June ‘09 start – Lighting design and efficiency training – Midwest Sales/Sales management ~ $3M plan met• 2010 – New National Account startup recognizing $12M in sales – see next slide • New National Account prospecting plan – See account names pursued – Future pipeline developed while closing 2010 business • Consistent assessment/design/build process developed • Teaming assignment, leadership, geographic, revenue recognition and commission payout defined – New NA strategy and vision development – Developed new channel partnership – see next slides• 2011 – Resumed Midwest Sales Management meeting $5M plan – Personal business development representing $7M in sales – total forecast = $10M – Independent Consulting Agreement
  20. 20. 1st year 2010 National Sales Middleton directly involved
  21. 21. National Account Prospects• PepsiCo • GE Capital• Quaker Oats • Illinois Bankers Assoc• FritoLay • Prudential Real Estate and• Grubb & Ellis – Microsoft Investment• Cenveo • John Crane• Bally’s Total Fitness • Golub• JLL - Harrah’s • Abbott Labs• AT&T • USG• Nestle’s • Tennis Corporation of America/MidTown Athletic• Waste Management/VA Hospitals • Lodging Unlimited• Harris Banks • ICA• Rockwell Collins • Lexington Properties• CBRE – Price Waterhouse
  22. 22. Creating Channel Partnerships• GE Corporate• CBRE• Jones Lang LaSalle• WESCO• GEXPRO• GrayBar• Capstone Microturbine• Acuity• Waste Management• Enernoc• Affiliated Power Purchasers International• Illinois Bankers Association• EMCOR• Johnson Controls• Honeywell• Golub
  23. 23. Energy & Sustainable Solutions• Supply side • Energy Efficiency – Utility usage analysis – Comprehensive auditing – Power purchasing – Behavioral/Operational consulting – Lighting/Lighting controls – Co-generation/CHP – HVAC – Solar PV/Thermal – Energy Management – Wind Systems – Geo-Thermal – Motors/Drives – Water – Central plant – Compressed Air – Vacuum/Dust Collection – Insulation – Windows – Roofs – Continuous Commissioning
  24. 24. Contracting Sales Leader Building Automation • Built and executed operating plan of 21% growth making core competency ending FY at $19.8M in sales • Winner of National ICS Champions competition in ’07 & ‘08 • Responsible for hiring/firing/personal management & development growing sales team by 50% • Defined and implemented new compensation packages, commission drivers and monthly earning reporting • Monthly management & reporting of financials and forecasting • Linkage growth of BAS2SERVICE • Facilitated internal training driving a “Systems” culture • Developed and trained Strategic Project, Pricing and Account Management processes • Established sales/operations “Best Practices” • Consolidated “Systems” presentation & marketing utilizing new demonstration room/factory tours • Facilitated celebratory & recognition outings5 Building Technologies
  25. 25. Contracting Sales Leader Comprehensive Solutions • Executed operating plan doubling the growth of the turnkey/design build business ending FY at $7.4M in sales • Start-up business of comprehensive solutions/performance contracting with expected sales of $5M in 2009 • Built team adding 7 FTE’s of sales and operations implementing performance management/development • Defined and implemented new compensation packages, commission drivers and monthly earning reporting • Monthly management & reporting of financials and forecasting • Linkage growth from existing account base initiatives • Developed and trained Strategic Project processes • Established sales/operations “Best Practices” • Conducted market analysis and marketing plan • Engaged state lobbyist and procurement consultant • Leadership involvement with NAESCO and other professional organizations • Networking with other offices who built business • K-12 and Healthcare initiative corporate training • Implemented Appointment setting and tracking6 Building Technologies
  26. 26. 4 Building Technologies
  27. 27. Service Business Development Delivery & Support Service Business Development Develop Life Customer Building New Cycle Penetration Analysis & Markets Management Optimization Service Service Service Service Competency Quality Marketing Controller Service Delivery & Support Functions North Region South Region West Region District Offices District Offices District Offices The Customer Experience5 Building Technologies
  28. 28. 6 Building Technologies
  29. 29. 7 Building Technologies
  30. 30. 8 Building Technologies
  31. 31. Focused sales programs to capture increased market share!!!9 Building Technologies
  32. 32. Service Sales Competency Phase I (’04-’05) Service Strategies and Tools Sales reinforcement of the Service offering aligned with the creation of value propositions that address customer business goals Built on the foundation of Strategic and SPIN Selling Supported with new Service Handbook tools, resources and Service initiatives Participants experience real world customer interaction via case study, role-play and on the job activities – (206) participants thru class 02/’0510 Building Technologies
  33. 33. ***Service*** Handbook CD & Resources Built and Archived11 Building Technologies
  34. 34. Service Sales Strategies and Tools Delivery Schedule Region District Qtly Deliveries Canada Region (US $) East Canada District *2* Canada Region (US $) West Canada District 3-05 North Region District 1 * Great Lakes District Mid Altlantic District * Mid-Central District New England District 3-05 Metro District * South Region Carolinas District Chesapeake District 3-05 Gulf Coast District Nashville District Southern Florida District Texas District Virginia District * West Region Heartland * Midwest District Northern California District Pacific Northwest District 2-05 Rocky Mountain District12 Southern California District Building Technologies Southwest District
  35. 35. Service Sales Strategies and Tools Feedback  …“liked the use of real life client selling situations…”  … “will help sell at a higher level than I’m used to….”  “…I especially liked the change of thinking when approaching a new TSP opportunity to truly access customer business needs…shorten sales cycle….”  “…great emphasis on selling on value, not just a list of services, improving quality of proposal….in the sales process and extended in the operations communications”  “…it’s great to have a service sales process to follow to close a value oriented service solution…”  “…liked the content interlaced with the new Service Handbook CD tools and resources use to sell services…”  “….I learned new ways to sell specifically to Vertical Markets…”  “….very good class, this will pay dividends for me…”  “….good course organization & presented in a very real life, practical manner….”  Productivity rating before training…..after….avg. increase 30%13 Building Technologies
  36. 36. Project Overview: - Service Competency Phase I, Service Sales Strategies PROJECT DESCRIPTION: Service Sales Strategies Development path of Service Sales competency aligning the Bests Total Service offering with the creation of value propositions that address customer business goals/objectives. Built on the foundation of Strategic and SPIN Selling, supported with new Service Handbook tools FINANCIALS: FY 03/04 FY 04/05 FY 05/06 FY 06/07 FY 07/08 . Non-reccurring costs 100 35 Sales increase Add. sales 1800 3600 1800 Add. GM from add. sales 720 1440 720 Gross proft 40% 40% 40% #DIV/0! all values in thousand USD TIMELINE: FY 2003 FY 2004 FY 2005 D J F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S C D D ROL A Phase 1 RESOURCES /ISSUES – Education Services Resources: handoff the delivery of program 3Q’05 to sustain RVP and District Management: buy in and endorsement, align with districts business plans and mandate participation Coaching and Reinforcement: allocate Coaching time and skill reinforcement requirements within Management responsibilities14 Measure market acceptance Building Technologies
  37. 37. 15 Building Technologies
  38. 38. Service Competency BAU Service Strategy Service Building Analysis Service Life Cycle New Market Service Penetration And Optimization Quality Management Development Competency Improve New Service Optimize Product Overall Service Expand Mechanical Account Penetration Rate Development Functionality Migration Strategy Service Business Management Strategic Pull-Through Optimize Field Hardware Identify Alliances Sales Customer Prgrams Service Integration Processes Migration & Acquisitions Development Cust. Satisfaction Remote Service Service Productivity Software Advanced Customer Competitor & Loyalty Platform Programs Services Migration Services Experience Sales Existing Service World Class Platform How Buildings Capacity Positioning Services@Siemens Migration Work Program TSP SAP Open Systems Service Repositioning Implementation Impact to Service Compensation Service Value System Adds Service Structure Reporting & Extensions & Organization16 Building Technologies
  39. 39. SOLUTION DESCRIPTION DEFINED SOLUTION • Training platform featuring Siemens best front line field personnel, customers, senior executives delivering supporting principles and competencies in an engaging and interactive learning environment • “Best Selling” Customer Loyalty content that will be reviewed, approved & customized reinforcing learning that drives behaviors that create loyal Customer experiences DELIVERABLES • The equivalent of 5-6 days of training, delivered over a two year period, with 40-50 core/customized 30 minute modules utilizing innovative, blended delivery of interactive, customized classroom and web based training • DVD presenting brief overviews of each lesson, key points of each lesson to assist facilitation • Quarterly recognition and progress reports with real time student tracking/reporting • Certificates of completion • Customer Loyalty is priceless book • Customer Satisfaction, TSP Cancellation (just in time performance) and Staff Dialogue Development data tracking of before and after program delivery17 • Provide incentives to participate via RewardStore points Building Technologies
  40. 40. STRATEGIC INVESTMENT18 Building Technologies
  41. 41. 19 Building Technologies
  42. 42. Program AcceptanceTracking & Measurement • Learning Management System integrated reporting • Customer Satisfaction GAP and TSP Cancellation Reporting metrics • Staff Dialogue Development 20 Building Technologies
  43. 43. Building Analysis and Optimization - $9M in Services Sales for ‘0621 Building Technologies
  44. 44. eBusiness Offerings22 Building Technologies
  45. 45. Training Experience Milwaukee Area Technical College – Architectural Fundamentals – developed & delivered course curriculum Building Owners & Managers Association, BOMA Chicago – Building Design, Operations and Maintenance Course 1 and 2 – Designed, developed and taught course curriculum to over (600) property managers/owners – Siemens marketing exposure to Local and International Commercial Office market – Created presentation material, 30 BOMI developed chapters6/15/2011 William F. Middleton
  46. 46. Training Experience Milwaukee Area Technical College – Architectural Fundamentals – developed & delivered course curriculum Building Owners & Managers Association, BOMA Chicago – Building Design, Operations and Maintenance Course 1 and 2 – Designed, developed and taught course curriculum to over (750) property managers/owners – Siemens marketing exposure to Local and International Commercial Office market – Created presentation material, 30 BOMI developed chapters6/15/2011 William F. Middleton
  47. 47. SBT Education Services Subject Matter Expert Strategic Selling  Navigator – Frameworks Fundamental Selling and CS Estimating Skills – SPIN  LAMP – Strategic Critical Environments Account Management for Sales  Best Total Solutions ABC’s of Selling Apogee  ABC’s of Selling Fundamental Coaching Fire/Life Safety Estimating Installed Projects6/15/2011 William F. Middleton
  48. 48. SBT Education Services Accomplishments Course development, enhancement and delivery – Evaluation scores: Instruction = A, Incremental Gain in Productivity = 29% – Highest Delivery Performance – Sales Training – Critical Environments for Sales – Pharma. module – Strategic Account Management Top+ – ABC’s of Selling Apogee Integration, Lon, MLN… w/Product Management – Modularization of delivery – Estimating Installed Projects – Navigator Tool sets Frameworks and CS Estimating – ABC’s of Selling Fire/Life Safety - FIS6/15/2011 William F. Middleton
  49. 49. SBT Education Services Worldwide Exposure Delivery and Development – Over 700 Sales and Operations trained – BAU/FIS/SES Corporate/Field Offices - Denver, Chicago, New York, New Jersey, Dallas, San Francisco, Los Angeles, Ottawa, Toronto, Baltimore, Minneapolis, Kansas City, Washington DC., Seattle, Orlando, Raleigh, Richmond, Florham Park, Puerto Rico, London, Brazil6/15/2011 William F. Middleton
  50. 50. Education Services Training Performance6/15/2011 William F. Middleton
  51. 51. Systems & Services Sales -Business Development & Account Management Management of District’s Class A accounts providing initiative based, system and service solutions Chosen as Salesmen of the Year Treated all activities as if they were own business operation Developed, proposed and closed Systems and Service opportunities within Account base Justified, built, developed operations teams Administrated project management with implementation team Assured customer satisfaction Became clients’ business partner and consul Initiated new business development strategies addressing critical environments and asset management - see attached business plans6/15/2011 William F. Middleton
  52. 52. Systems & Services Sales -Business Development & Account Management Management of District’s Class A accounts providing initiative based, system and service solutions Chosen as Salesmen of the Year Treated all activities as if they were own business operation Developed, proposed and closed Systems and Service opportunities within Account base Justified, built, developed operations teams Administrated project management with implementation team Assured customer satisfaction Became clients’ business partner and consul Initiated new business development strategies addressing critical environments and asset management - see attached business plans6/15/2011 William F. Middleton
  53. 53. Systems & Services Sales - Business Development & Account Management 10 Year Performance Middleton 10 Year Sales History Anniversary Date:10/87 History Year 1999 $ Factored Gross Margins 825,000 1998 $ 525,000 1997 $ 685,000 Middleton 10 Year Sales History 1996 $ 525,000 1200000 1995 $ 710,000 1000000 1994 $ 872,000 800000 1993 $ 684,000 600000 1992 $ 487,000 400000 1991 $ 584,000 200000 0 1990 $ 1,065,000 Year Total $ 6,962,0006/15/2011 William F. Middleton
  54. 54. Systems & Services Sales -Business Development & Account Management  Markets Served: – Critical Environments – Commercial Office – Asset Management – Government – Industrial – Healthcare – Education6/15/2011 William F. Middleton
  55. 55. Systems & Services Sales -Business Development & Account Management  Critical Environments – Searle/Monsanto/Pharmacia – Nycomed Amersham – American Pharmaceutical Partners – Medichem – Morton Grove Pharmaceutical6/15/2011 William F. Middleton
  56. 56. Systems & Services Sales -Business Development & Account Management  Critical Environments - continued – Searle/Monsanto/Pharmacia • Successfully managed full critical environment account activities for over (10) years • Sold and facilitated full time operations TSP to manage projects, training and system maintenance • Supported team approach to services, toolset built for task tracking customer reporting tool • Negotiated design build concept for new construction • Initiated first ever, customized critical environment applications and successful implementation6/15/2011 William F. Middleton
  57. 57. Systems & Services Sales -Business Development & Account Management Critical Environments - continued – Searle/Monsanto/Pharmacia • Administrated validation service solutions for GMP areas, initiating the Districts’ first offering of this kind teaming with corporate and CE districts successes • Facilitated Design/Build/Negotiated Q Building Life Sciences project, closed $2.3M, validated, Apogee, extensive CE project, teaming with corporate CE support, District BDM’s, multiple branches and operations • Strengthened Turner Construction relationship significantly • Provided integrated BTS solutions of lab, critical environments, fire alarm, CCTV, utilities services6/15/2011 William F. Middleton
  58. 58. Systems & Services Sales -Business Development & Account Management Critical Environments – Nycomed Amersham • Negotiated design build concept for new construction, totally integrated Critical Environment lab solutions, Validation Services, Fire, CCTV and Card Access • Administrated validation service solutions for GMP areas, initiating the Districts’ first standardized offering of this kind, teaming with corporate and CE districts support staff • Project team built high level of commissioning, company wide standards that can utilized and supported efficiently for future • Strengthened Gilbain G.C. and Amersham world-wide relationship significantly for all segments of related Siemens divisional offerings6/15/2011 William F. Middleton
  59. 59. Systems & Services Sales - Business Development & Account Management  Commercial Office – John Hancock • Developed & sold business solutions: VAV DDC retrofit, full time operator, chiller plant optimization, utility archive and management, stack effect study, System 600 upgrades, maintenance management • Managed and administrated operations of (3) full time engineering/specialists within TSP • Maintained account development goals, systems sales & extensive technical support program support with attractive margins retained – 1603 Orrington PC, 333 Wacker, 900 North Michigan, Associate Center, United Methodist6/15/2011 William F. Middleton
  60. 60. Systems & Services Sales - Business Development & Account Management Asset Management/Government – Cook County Department of Facilities • Negotiated new business proposition providing full time manager of system implementation services • Database development of facilities assets over (40) buildings and O&M procedures directing (32) trade unions • Facilitated off-site business strategy initiative with district, corporate engineering, product management, human resources and software partner • Developed attached Asset Management business plan addressing requirements to pursue opportunity6/15/2011 William F. Middleton
  61. 61. Systems & Services Sales - Business Development & Account Management  Industrial – Fel-Pro • Team sold District’s first performance contract, $307K annual guaranteed savings, full time operations TSP • Negotiated new business proposition providing full time manager of utility services within 3 year TSP  Healthcare – St. Francis Hospital – Ravenswood Hospital – Grant Hospital  Education – Evanston Township High School – Fairview6/15/2011 William F. Middleton
  62. 62. “STARS” Summary  Business Processes & Tool Sets  Business Development  “Salesmen of the Year” Award  Training & Performance Development  Initiative Strategic Accounts & Cross Selling  Award recipient – Sales Stimulation6/15/2011 William F. Middleton
  63. 63. “STARS” – Business Processes & Tool Sets  Business Impact & Results Strengths & – Service Growth Achievements – Increased Customer Satisfaction And Loyalty – Navigator Frameworks & – Value Creation Estimating Training, Worldwide Field resource, – Reduced Sales & Operations Costs Best Practices Processes, – Improved Quality Certification – Improved Sales & Ops Efficiency – Effective Sales to Ops turnover Services Compliment – Reduced delivery costs – Tools, links, rollout, Best – Increased customer/market Practices, e-business and exposure online collaboration, – Remain competitive certification, Global – Be recognized as an Service standardization, Industry Innovator sustainability, CSC – Lessen TSP cancellation – Employee attract/retain/sustain6/15/2011 William F. Middleton
  64. 64. “STARS” – Business Development  Business Impact & Results – Service Growth Strengths & Achievements – Increased Customer – Lab for Sales, Pharmaceutical Satisfaction module - solutions sets integration, And Loyalty CE Business Plan, CE Business – Value Creation Unit member, see CE Development – Reduced Sales & Operations Path Presentation/ -presentation link Costs – Improved Quality Services Compliment – Improved Sales & Ops – CE Service!!! , CEBU service Efficiency participation, Sales & Ops – Effective Sales to Ops turnover Development/Training, – Reduced delivery costs Certification & Competency – Increased customer/market measures, Best Practices, e- exposure business and online collaboration, – Remain competitive toolsets, implementation of standards, market business tasking – Be recognized as an Service Industry Innovator & measurement ISS, Solution Set/Top+ Service compliment, – Lessen TSP cancellation Teaming, CSC – Employee attract/retain/sustain6/15/2011 William F. Middleton
  65. 65. “STARS”- Salesmen of the Year  Business Impact & Results – Service Growth – Increased Customer Satisfaction/Loyalty Strengths & Achievements – Value Creation – Selling process, 15 yr. revenue – Reduced Sales & Operations generator, forecasting, customers & Costs markets, teambuilding/work, recognition, account management, – Improved Quality service oriented, financials – Improved Sales & Ops Efficiency – Effective Sales to Ops turnover Services Compliment – Reduced delivery costs – Selling services, sales & operations support, teaming, Service Group – Increased customer/market compliment, customer satisfaction, exposure business development, market – Remain competitive knowledge, financials, field – Be recognized as an Service recognition Industry Innovator – Lessen TSP cancellation – Employee attract/retain/sustain 6/15/2011 William F. Middleton
  66. 66. “STARS”- Training &Performance Development  Business Impact & Results Strengths & Achievements – Service Growth – Increased Customer – 3yr. Ed Svcs./Sales Training Satisfaction/Loyalty commitment, met delivery budget, exceeded performance criteria, – Value Creation developed marketing piece, subject – Reduced Sales & Operations matter expert delivery -Business Costs Processes, Products- BAU & FIS, CE, – Improved Quality Strategic & Fund. selling, – Improved Sales & Ops Presentation, Communications & Efficiency Acct. Mgmt. skill sets), Teaming – Effective Sales to Ops turnover – Reduced delivery costs Services Compliment – Increased customer/market – Development paths, Competency & exposure Certification, Customer Training – Remain competitive TSP-Baseline/Competency/Business, – Be recognized as an Service Business Dev., Service Group Industry Innovator compliment, Strategic Accounts, CE, Initiative Rollouts – Lessen TSP cancellation – Employee attract/retain/sustain6/15/2011 William F. Middleton
  67. 67. “STARS”  Business Impact & Results Strategic Accts. – Service Growth – Increased Customer Satisfaction/Loyalty Strengths & Achievements – Value Creation – Reduced Sales & Operations – Development & Facilitation of Costs Initiative Rollout, Standards creation, – Improved Quality integration of LAMP, SBT exposure, tools and sustainability – Improved Sales & Ops Efficiency – Effective Sales to Ops turnover Services Compliment – Reduced delivery costs – Existing Regional support, Existing – Increased customer/market exposure Toolset integration of Services within – Remain competitive new/existing initiatives, Account Mgmt. Processes & standards, Service – Be recognized as an Service Industry Innovator Group compliment, ebusiness – Lessen TSP cancellation – Employee attract/retain/sustain 6/15/2011 William F. Middleton
  68. 68. “STARS”-  Business Impact & ResultsCross Selling – Service Growth – Increased Customer Satisfaction/Loyalty – Value Creation Strengths & Achievements – Reduced Sales & Operations – BAU/FIS/SES Goal & Costs Synergistic focus, Executive – Improved Quality level involvement & exposure, – Improved Sales & Ops financial tracking, Efficiency organizational issues, FIS – Effective Sales to Ops turnover development – Reduced delivery costs – Increased customer/market Services Compliment exposure – Type 3 support, BAU – Remain competitive SOC/Dist./Rep. service – Be recognized as an Service solutions, PMD migration, CSC Industry Innovator – Lessen TSP cancellation – Employee attract/retain/sustain6/15/2011 William F. Middleton
  69. 69. “STARS” –  Business Impact & Results – Service Growth Award Recipient – Increased Customer Satisfaction/Loyalty – Value Creation Strengths & Achievements – Reduced Sales & Operations – Knowledge of Selling, Development Costs & Certification, Bundled/Solution – Improved Quality Sets delivery for Pharma, – Improved Sales & Ops Mar/Com, rollout standardization, Efficiency Teaming – Effective Sales to Ops turnover – Reduced delivery costs – Increased customer/market Services Compliment exposure – Remain competitive – Services within new initiatives, – Be recognized as an Service Solution Sets/ , Corporate Industry Innovator recognition/support/funding, – Lessen TSP cancellation Service Group compliment – Employee attract/retain/sustain6/15/2011 William F. Middleton
  70. 70. Middleton Value Circle What’s really important to me?6/15/2011 William F. Middleton
  71. 71. Thank you Bill Middleton 773-580-4401bmidd58@yahoo.com
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