1. Improving Implementation The Business Case Presented by Ellie Najafi, MBA Business Specialist Industrial Assessment Center Bradley University, Peoria (IL)

2. Role of Business Specialist Recruit Clients Analyze Client’s Expectations Follow up Implementation Identify Opportunities for Improving Implementation Explore Governmental or Non- Governmental Energy Related Funding Support IAC Students Coordinate Energy Seminars for Prospective Clients

3. How To Identify Opportunities for Improving Implementation A. Motivate the Client B. Understand the Barriers C. Crucial Factors for Successful Implementation

4. A. Motivate the Client Environmental Concern Environmental Concern Economic Interest Economic Interest Process Optimization Process Optimization

5. Possible Reactions Organizational capacity to act Willingness to act Ideal

6. How To Identify Opportunities for Improving Implementation A. Motivate the Client B. Understand the Barriers C. Crucial Factors for Successful Implementation

7. B. Understand the Barriers Resistance to Change (technical and social) Resistance to Change (technical and social) Direct and Indirect Costs Direct and Indirect Costs Lack of Consensus in the Company Lack of Consensus in the Company Lack of Confidence by the Client Lack of Confidence by the Client Client Expectations Client Expectations Time Frame in Achieving Return Time Frame in Achieving Return Actors Involved Actors InvolvedExercise

8. How To Identify Opportunities for Improving Implementation A. Motivate the Client B. Understand the Barriers C. Crucial Factors for SuccessfulImplementation

9. Interaction Interaction Technical Quality Technical Quality Economic Economic Technical Support Technical Support

10. C. Crucial Factors for Success Implementation Interaction Interaction Technical Quality Technical Quality Economics Economics Technical Support Technical Support

11. Interaction Step 1: Recruitment Step 1: Recruitment - Be Aware of: “Reaction” - Be Aware of: “Reaction” - Advantages and Disadvantages of being - Advantages and Disadvantages of being University Affiliated - Advantages being Part of a Government fundedProgram (e.g., tax reimbursements) - Advantages being Part of a Government fundedProgram (e.g., tax reimbursements) - Field Trips, Cold Calls, Energy Seminars,… - Field Trips, Cold Calls, Energy Seminars,…

12. Step 2: Follow-up - Be Punctual - Be Flexible - Do Not Push - View Things from the Company Perspective

13. Step 3: The Audit Step 3: The Audit Students should Be: Students should Be: - Professional - Professional - Prepared - Prepared - Informed - Informed -Team Player with Individual Responsibilities -Team Player with Individual Responsibilities (Remember: The Client Knows the Business Best) (Follow Up Your Individual Responsibilities)

14. C. Crucial Factors for Success Implementation Interaction Interaction Technical Quality Technical Quality Economic Economic Technical Support Technical Support

15. Technical Quality Accuracy and Format of the Report Accuracy and Format of the Report Pay Attention to Field Problems Pay Attention to Field Problems Comprehensible Recommendation Comprehensible Recommendation

16. C. Crucial Factors for Success Implementation Interaction Interaction Technical Quality Technical Quality Economic Economic Technical Support Technical Support

17. Economic Find Sources for Funds Find Sources for Funds Consult Clients Regarding Their Priorities Consult Clients Regarding Their Priorities Inform Clients about Possible Tax Advantages Inform Clients about Possible Tax Advantages

18. C. Crucial Factors for Successful Implementation Interaction Interaction Technical Quality Technical Quality Economic Economic Technical Support Technical Support

19. Technical Support Provide Technical Explanations Provide Technical Explanations Respond Promptly Respond Promptly Show Your Care in Following Up Show Your Care in Following Up Be Considerate of your Audience When Delivering Technical Presentation Be Considerate of your Audience When Delivering Technical Presentation

20. Client’s Decision Making Process Willingness to Act Decision and Preparation Action Implementation Evaluation and Feedback

21. Implementation Support Assist the Client Through the Entire Implementation Process, Including Long Term Follow-Up Assist the Client Through the Entire Implementation Process, Including Long Term Follow-Up Recommend Client Assign Special Team for Implementation Recommend Client Assign Special Team for Implementation Slogan: “Safety first” Slogan: “Safety first” “Energy lost We lost” “Energy lost We lost”

22. BU Method in Progress IAC TEAM A B C FINAL REPORT Technical work by technical staff CLIENT DECIDING IMPLEMENTATION STATUS IAC TEAM A B C JOB Led by BS Led by Team Leader Initial Follow-up by BS Leadership talk to leader- ship and technical staff talk to technical staff

23. Proposed Plans Learning from Previous Experiences Why Haven’t Some Ideas been Implemented? Are these Ideas Common?

24. Questions