PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014

VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 1

PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014

VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 2

PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014

VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 3

PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014

VENKATA GUBUR :: BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA :: Page 4

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

(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

2013 & 2014 backlog PLUS 2015 Project

wins

CC & ST ie: Combined Cycle and Thermal Power Plants in KSA - New partners & ability to jointly win-

backs - 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

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