Pre Engineered Building Manufacturers Hyderabad.pptx
Question F
1. Entité d'appartenance
Bianca Obert-Sauvagnac
Question F
You have just participated in an important meeting with your superior. How will
you ensure that every part of the instructions you received will properly reach all
subordinates, suppliers and clients, located in different parts of the world?
1
MIM
2. Context : International Company
United Kingdom
- Based in London
- Sale of electricity, natural gas and services
Spain
- Based in Madrid
- Sale of electricity and services
Belgium
- Based in Brussels
- Sale of electricity, natural gas and services
France
- Based in Paris
- Sale of electricity, natural
gas and services
Italy
- Based in Milan
- Sale of electricity, natural gas and services
- 177,000 customers
Germany
- Based in Stuttgart
- Sale of electricity, natural gas and services
Czech Rep.
- An EnBW affiliate
based in Prague
- Sale of electricity
and services
Poland
- Based in Warsaw
- Sale of electricity and services
Slovakia
- Based in Zilina
- Sale of electricity
and services
Hungary
- Based in Budapest
- Sale of electricity and services
Austria
- Based in Graz
- Sale of electricity and services
I wanted to illustrate my answer by an example that I have experienced at EDF.
Job description: benchmark, competitive intelligence on the sector’s competitors,
centralize the European information and coordinate the group's European sales force
and key information.
5. 1
• If possible
• check the key points with the direct superior right after of the
meeting to ensure nothing important was forgotten
2
• Prepare the meeting’s draft
• ! The draft will be different and customized to each actor
(see following slides)
• Create a Timeline giving a deadline per goal
• Do not hesitate to contact the main actors and rephrase their
intervention to clearly describe their part
• Pay attention to the format and language per country
3
• In every case
• Consult the direct superior for approval
• Once approved : send the confirmed draft to each participant
(see following slides)
Follow up meeting : Preparation
6. Send an e-mail (with automatic response when it is open)
to each actor including
1 page : global transcript of the meeting
If we need to be sure that the mail was taken into account
and understood
A call can be made the next day
If important : a call must be made during the hours following its sending
Implementing : General Information
7. Implementing : Subordinates and
Salesmen Information
Include in the e-mail
1 page : Information concerning the company’s news
(to create a link)
1 page : Information concerning the clients news European wide
(only for Salesmen)
A synthesis of the person and his/her team’s role and goals + Timeline
Make sure s/he is able to attain the goals in due time
(verify the means available)
8. CLIENT’S MUST ALWAYS BE DIRECTLY CONTACTED
BY THEIR DEDICATED SALESMEN.
Include in the e-mail
Company’s global information : “What’s new”
Changes operated (new products), Pricing, Competitor’s information
Implementing : Client’s Information
9. Include in the e-mail
Information concerning the group that could be helpful
Important technical information and changes (i.e.: New norms)
Information that concern the suppliers
New purchasing orders or services needed
Make sure he/she is able to supply the needed products in due time
(verify the means available)
Implementing : Supplier’s Information
10. Write a report on the different reactions following the e-mail / phone-call
The feedback may be
Positive
Negative: the following actions to be taken
1
• Try to understand the other party
2
• Re-formulate the speech
3
• Make changes that must be validated by the direct superior before
getting back to the concerned person
4
• If needed, a meeting can be decided
Monitoring : Process the feedback
11. Monitoring : Internal Communication
Decide on a Monthly or Weekly appointment to evaluate the situation
and other appointments to validate the documents
Newsletters
Web site and intranet contents
Manager
12. Monitoring : Internal Communication
Drafting of internal articles to remind the meetings key points
EDF groups intranet : http://e-toile.edf.fr
Collaboration Platform : http://intranet.edf-group.net/fr/235_accueil_qui-sommes-nous-.html
1 2
1
2
Subordinates
Salesmen
Suppliers
13. Publishing external articles to keep the client informed
EDF group’s Key Accounts website :
http://europeancustomers.edf.com/about-us/commitments--coordination-45803.html
1
1
Clients
Monitoring : External Communication
14. Company => Supplier
Inventory of status via website
Access to the company’s stock , cash flow and orders
Supplier => Company
Deliver a tracking system
Access to the suppliers information
Supplier
Monitoring : External Communication
15. Monitoring :
Internal and External Communication
Deliver 1 Monthly web conference per client, including the salesmen
and every concerned subordinate to keep track
Constant calls and e-mails to the dedicated salesmen to update our
data and give the important information to the concerned subordinates
regardless of their location)
The Salesmen
Is responsible for the appointments, e mails and calls with towards
the client. He must be a step ahead at all times.
Salesmen Clients
16. Monitoring :
Internal and External Communication
Creation of Newsletters to support the salesmen in their work
Salesmen Clients
Daily Monthly Quarterly
Daily and per country electricity
price with indication of its
evolution and previsions
Daily and per country electricity
price with indication of its evolution
and previsions and information on
the market. Information on the
electricity’s market
17. 18
« Top A »
Clients at least present
in 2 European countries and
having an electricity
consuption of > 300 GWh/year
European Purchasing
Organization
(decision/ coordination)
Interest to work
with EDF
on an European scale
Great potential
(volume + margin),
loyal clients with
strategic interests
130 clients
190 clients
~ 400 clients
in Europe
66
“Key Accounts”
Principal European
Clients
Centrelized
European Accounts
Decentrelized
European Accounts
48
« B-listed »
A European Key Account for EDF
