1. Emerging Future REMEA Sales Meeting 2011 – Turkey
Customized Solutions & Project Support
Peggah Amiri

2. Question
How to leverage this team to win projects?

3. Specials?
It’s complex!
It takes too much time!
It’s too expensive!

4. Specials? Customized Solutions!
It’s a key asset to win projects!

5. Harder Working spaces great tool to support these discussions
Client decision making model
SC + dealer value proposition
Dealer Principals & SC leadership
relationship building, business strategy
Vision
Sr. Executive leadership
Market Managers, SC and dealer Sales management
Workplace strategies, solutions,
A&D support, development,
SC value proposition
Figure it out
VP’s, Directors and Sr. Managers
Dealer sales
Bid response, mock ups, pricing, service issues. Project management
Execute
Facilities Management, procurement teams
Harder Working spaces great tool to support these discussions

6. Let me tell you the story of ….
500 wks
Tender launch & response : May 2010
Delivery : Sept 2010

7. The team
Sylvain
Arunas
Maria
Walli

8. The birth of the solution

9. The result : a happy customer!

10. The key of success? Explanation of the context
Early involvement of the team
Good communication
Explanation of customer’s need

11. A pool of ideas & solutions
All customized solutions for EMEA are centralised in the team.
In FY11, the team supported 92 projects in EMEA among which 20 in
REMEA.

12. A pool of ideas & solutions

13. A pool of ideas & solutions

14. A pool of ideas & solutions

15. A pool of ideas & solutions

16. A pool of ideas & solutions

17. A pool of ideas & solutions

18. A pool of ideas & solutions

19. Customized solutions can help win projects.
So how to leverage the team to win projects?
By using the resources dedicated to REMEA and involving them at the right time.
By using the experience and information at your disposal.

20. thank you