Team

You have mail!

start

You are invited to present to

Linsing Technologies

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.

Only the best presentation will win

You will be working with your

TEAM

AndreJ - Lingsing Technologies

Your coach has assigned you to a team of 3. You will each take a role in the presentation.

Choose the roles

the question taker

the negotiator

The presenter

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HOWEVER

YOU ARE COMPETING AGAINST OTHER TEAMS

RAMADA TECHNOLOGIES

• Other members of the program will also be presenting as teams

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Instructions

03

02

01

reach out to your team

Review the dmus

download the value proposal

04

05

06

create a presentation

strategise

upload it

The DMUs

Buyer

Fab manager

Sustainability

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The DMUs

PROCUREMENT

ENGINEER

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Next steps

REACH OUT TO YOUR TEAM

Collaborate

Strategise

Communicate

Engineer

Type C DISC personality

Moved over from the research and development background and is a cautious, analytical thinker.

Risks

• Focus on short term results
• Linsing lacking in flexibility when it comes to implementing new processes or technologies

Desires

• Precision, accuracy, and technical expertise
• Research, meticulous testing, and adherence to industry standards
• Reliability and performance of the pumps

Opinion of Edwards

• Has worked with our install base

Procurement Manager

Type D DISC personality

Responsible for sourcing components, negotiating contracts, and managing supplier relationships to make sure the deal is cost-effective and timely.

Risks

• New to job, not familiar with Edwards
• Quality and reliability of materials as essential priorities.

Desires

• Drive results and achieve procurement objectives efficiently and effectively

Opinion of Edwards

• Need improvement in streamlining procurement and enhancing supplier relationships to further optimize cost-effectiveness and efficiency.

Fab Manager

Type S DISC personality

Very team-oriented in their approach and great at communication. They ultimately bear the cost of any interrupted downtime and wafer loss.

Risks

• Increasing production targets

Desires

• Foster success not only in terms of project outcomes but also in building lasting partnerships.

Opinion of Edwards

• Customer satisfaction is important to us
• Not good at team work

The Negotiator

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.

Edwards

Ramada

Edwards

Ramada

Ramada Technologies

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.

Buyer

Type I DISC personality

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

Risks

• Frustrated with bureaucratic processes

Desires

• Benefits to uptime
• Innovation
• Efficiency

Opinion of Edwards

• Cutting-edge technology, innovation, and competitiveness
• Predictive maintenance offerings

Sustainability Officer

Type S DISC personality

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.

Risks

• Increasing production targets

Desires

• Maximum uptime at lowest environmental cost
• Reduce Linsing Technologies environmental footprint
• Wants a 'go-to' partner in this issue

Opinion of Edwards

• Lacking in transparency regarding our suppliers environmental practises.

Question taker

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.

The Presenter

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.