Team
emma Mason
Created on May 1, 2024
More creations to inspire you
Transcript
You have mail!
start
You are invited to present to
LinsingTechnologies
You are invited to present a face to face proposal to
Linsing Tech
Linsing has given the opportunity to several of its providers to present a face to face proposal and answer questions in response to its RFQ.
You will be working with your
TEAM
Your coach has assigned you to a team of 3. You will each take a role in the presentation.
Only the best presentation will win
AndreJ - Lingsing Technologies
The presenter
the question taker
+ info
the negotiator
+ info
+ info
Choose the roles
RAMADA TECHNOLOGIES
YOU ARE COMPETING AGAINST OTHER TEAMS
- Other members of the program will also be presenting as teams
HOWEVER
+ info
Review the dmus
01
reach out to your team
02
download the value proposal
03
upload it
06
create a presentation
05
strategise
04
Instructions
Buyer
Fab manager
+ info
Sustainability
+ info
+ info
The DMUs
PROCUREMENT
ENGINEER
+ info
+ info
The DMUs
REACH OUT TO YOUR TEAM
Communicate
Strategise
Collaborate
Next steps
Risks
- Focus on short term results
- Linsing lacking in flexibility when it comes to implementing new processes or technologies
- Precision, accuracy, and technical expertise
- Research, meticulous testing, and adherence to industry standards
- Reliability and performance of the pumps
- Has worked with our install base
Type C DISC personality
Engineer
Moved over from the research and development background and is a cautious, analytical thinker.
He is aware that we are phasing out iH pumps.
He is very detailed oriented and wants to feel valued for his expertise. Metrics and data are critical to him. He is important to us because he will provide Linsing Technologies' focus on accuracy and minimized defects.
Risks
- New to job, not familiar with Edwards
- Quality and reliability of materials as essential priorities.
- Drive results and achieve procurement objectives efficiently and effectively
- Need improvement in streamlining procurement and enhancing supplier relationships to further optimize cost-effectiveness and efficiency.
Type D DISC personality
Procurement Manager
Responsible for sourcing components, negotiating contracts, and managing supplier relationships to make sure the deal is cost-effective and timely.
She is interested in minimizing costs, and ensuring the streamlining of all processes but is worried about her lack of relationship with Edwards. It is in our interest to establish a good relationship for a long term partnership.
She is keen to make a good impression in her new job and this will be her first major bid submission. She is very assertive and detail focused with a high energy.
Risks
- Increasing production targets
- Foster success not only in terms of project outcomes but also in building lasting partnerships.
- Customer satisfaction is important to us
- Not good at team work
Type S DISC personality
Fab Manager
Very team-oriented in their approach and great at communication. They ultimately bear the cost of any interrupted downtime and wafer loss.
We want them to champion our bid as soon as possible in order for it to gain momentum when put further up the decision chain.
This Fab Manager really want to achieve a positive impact through their supportiveness and ability to build strong relationships.
Some of Linsing's committee members will be present in the meeting.They will have tough negotiation questions for the negotiator in your team.A thorough understanding of your value and products as well as an excellent communication style are ncessary.
The Negotiator
Edwards
Ramada
Edwards
Ramada
IIt would seem that Ramada Technologies are presenting with an almost identical TCoO. You will need to think very carefully about what value and strategy you adopt as a team to win the bid.
Ramada Technologies
Risks
- Frustrated with bureaucratic processes
- Benefits to uptime
- Innovation
- Efficiency
- Cutting-edge technology, innovation, and competitiveness
- Predictive maintenance offerings
Type I DISC personality
Buyer
This person is responsible for making critical decisions, setting goals, and ensuring that projects are completed efficiently and effectively. Prioritizes efficiency, performance, and staying ahead of competitors
Achieving tangible results, meeting deadlines, and driving technological advancements are paramount.
He is a great asset to us and is crucial in overcoming technical challenges and driving innovation within Linsing Technologies.
Risks
- Increasing production targets
- Maximum uptime at lowest environmental cost
- Reduce Linsing Technologies environmental footprint
- Wants a 'go-to' partner in this issue
- Lacking in transparency regarding our suppliers environmental practises.
Type S DISC personality
Sustainability Officer
His role is to reduce environmental impact, improve resource efficiency, and ensure compliance with sustainability regulations and standards. He also oversees green supply chain management.
They want to see measurable progress in sustainability metrics, increase process efficiency and specific details and solutions for uptime and environmental savings.
He is keen to make sure that his new position is respected within the company and achieves this through good relationship skills. Valuing harmony and adopting a supportive approach.
After the presentation, you and your team will open a Q&A session with Linsing. This person's role will be to answer the questions put to them by the customer and to demonstrate ROI metrics that back up the value proposition.
Question taker
As the name suggests, once you have reviewed the value propostion with your team mates, the Presenter will be tasked with speaking in front of Linsing to deliver the winning presentation.However you choose to present (video, spreadsheet or powerpoint), it will the be Presenter that kicks things off and creates the first impression.
The Presenter