Understand Identify-Understand influence customer’s strategy and objectives, incl. whole life-cycle of operations-Manage relationship with the account-Identify generate and prioritize leads-Understand financial situation and drivers-Check customer compliance and credit rating ★ ★ ★ ★ ★
Develop Influence-Analyze customer’s needs and project-Develop quantify value proposition/budgetary proposal-Influence technology selection, specs and implementation model-Identify decision makers-Identify risks sales costs-Differentiate Outotec ★ ★ ★ ★ ★
Propose solution-Create firm proposal (incl. scope, pricing, supply, partners)-Influence key decision makers and influencers -Update business case on value to customer and Outotec-Assess and mitigate risks-Agree on Supply Concept (e.g. supply base, scope split, logistics) ★ ★ ★ ★ ★
Win case-Finalize negotiations and close the deal-Commit key decision makers and influencers-Manage commercials and risks-Prepare handover to delivery e.g. updating of handover ation ★ ★ ★ ★ ★
Secure value and reference-Handover to delivery-Measure value to customer-Create and promote reference case description / testimonial-Identify opportunities for add-on sales ★ ★ ★ ★ ★