Partnership Opportunities Checklist
Client: Proposal No.
Salesperson: Key to Value: Value Target:
Is it a targeted account? _______ Partnerability No.: _______
Strategic Relationship Target
Alliance potential
Does the customer have an Alliance or Preferred Supplier Program.?
Yes Don’t Know No Explain _______________________________________
Have they picked an air partner? ______ Is the door open? _______
Key Account
Large Account
What level are we working at with customer?
Is it possible to get exposure at a higher level?
Can this project be an intro to process people?
Project purposes:
Was it done before? __________ If so:
By whom?
What were the lessons learned?
What were the successes?
What are the opportunities?
Was it expanded? Likelihood of this expansion again?
DidCleanAirever work with: Did they do aCleanAirVMS (survey)? _____
Client
Division
Plant
Engineer
Process
Stack Review past reports, surveys and logs?
What are the pressures on the buyer’s people? Analyze each decision-maker separately?
Who wrote the spec.? Are they bidding? Can we team with them?
Customers’ big problems:
Is this an opportunity to use the "Selling Solutions" method?
Customers’ Expectations forCleanAir:
Why did they ask us (CleanAir) to bid
They plan to pay more for more value?
They want us?
Percent likelihood that we are the only bidder _____
Percent likelihood that we are the preferred bidder ______
How do they knowCleanAir?
What are theCleanAirfeatures (pertaining to what they asked us to do) that will address their special needs?
How are we different than our competitors on this work?
Company Background
CleanAirdata base info. ___________
CleanAirreference search, Library, files, archives, databases, internet, Notes
Brainstorming for special situations:
If price cutting is considered:
How will we be able to recoup lost $'s with customer
Schedule Opportunities
Winter months schedule possible?
Can we set schedule? ______
Will it fill a hole Which one?
Is it a lead-in to more work that we want? Explain
Is project a good fit forCleanAirnow?
Is it a company that we have targeted and will showcase CleanAir
Company is influential for other work
Company appreciates value added
Company is a good philosophical fit
Process improvement gold mine
Logistics
We are doing other work in the area
We have a competent subcontractor in the area
We can do it when we are in the area
VALUE Opportunities and Keys List including benefit estimate in $’s