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All Teams participating in the Pain &
Profit Sharing Plan and interested in the QIP
Partnership Bonus need to maintain a list of companies targeted
for partnership opportunities.
The partnership goals are:
-
Increase revenues and profit (Both CleanAir and Client)
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Strengthen existing client/supplier relationships (both external and internal)
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Develop strategic alliances to enhance CleanAir's product and service offerings
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Obtain and/or develop new technologies
-
Move up in the buy-sell hierarchy -develop master service contracts, preferred
vendor status, sole source arrangements, strategic alliances, and joint
ventures
- Also see the Partnership Philosophy
The targeted companies must meet the Minimum
Requirements in the CleanAir Partnership
Guide and should also include some
of the following criteria:
-
Clients providing top 80% of team revenue (i.e. the large accounts are
high priority)
-
New targeted clients with identified drivers such as, large potential of
work or new regulations (MACT standards, NOx reduction, Title V, etc)
-
High partnerability index or fit idea customer profile
-
Companies with products or services that will enhance CleanAir's overall capabilities
Relationship managers should be assigned for each targeted company and will
work with Team 99 to develop an annual plan with defined goals, objectives,
projected revenue and investment, and measurements.
Program members are required* to have at least
one face-to-face meeting/presentation with an external client per quarter.
The purpose of the meetings will be to conduct a needs assessment and to
update client on CleanAir capabilities (both new and existing). A meeting report
with identified needs, new business opportunities, customer feedback, and
associated action plans will be filed and evaluated on a quarterly basis
to track progress towards partnership goals (System to be developed and
coordinated by Team 99).
*Alternate - For a specific team member where
making visits is not practical an alternate function that supports the
partnershipping activity can be proposed. The QIP panel must approve of
this alternate and the activity must take place in the quarter for credit
to be earned.
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