Goals by Team / Value Added (1/12/06 meeting)

Half of all projects $10,000 or more will identify with the client the value and then pass along to people assigned to that project.

1. Capture information from customer.
2. Get knowledge transferred down to project leader.

Where does it start – client contacts us or we contact them?

value starts within each one at CleanAir and is then transferred up the line and carried on to the customer.

Value needs to be identified before the project manager level.

We need to narrow the view/focus.

Is job project or process-based?

Value depends on whom you are talking to within the company. This changes through departments within company, and to what level we are doing the selling.

Most want the BEST PRICE.

We now have TOO MUCH communication and there are too many places to look for information. Should be consolidated in one place.

New job plan: goal – objective – logistics.

Issue:

Proposals contain no notes between salesman and client.

Need to get info from salesman so we can be on same wavelength with the client.

Project initiation meeting is key – not always easy to have one.

Number of projects in the big picture goal: guesstimate of the value we are delivering to the customer for the value of their product line – how much is it worth to them.

DTE example: Took data and made repair to seals. Reduced operating costs by millions. Value to them in millions, but what is the value to us.

Jobs depend on our report – it’s not just data.

Measure improvements: based on results, there are jobs at stake.

Value is obtained on performance guarantee jobs.

What is cost for no guarantee?

When do you get your money: Report? Done testing? Or do you already have money?