BUSINESS ACQUISITION PRACTICE &

SALES PROCESS
 BUSINESS ACQUISITION
PRACTICE

Meeting & Contract

Negotiation with Agreement
Customer Contents
   
Contract
Agreement, & Rates Negotiation
Execution Plan & Profit
Approval Confirmation

   

HMT Contractors Ops

& BOO
Proceedings Starts
  Sales  Cycle Flowchart & Matching Skill Set
 BUSINESS ACQUISITION PRACTICE
 Building prospect customer database
 Qualifying the prospect customers
 Planning sales call with clients
 Preparing financial & technical proposal
 Reaching right people in customer’s organization
Meeting &  Agreeing & winning profitable terms with client
Negotiation with  Gathering current business data
Customer  Existing rates or possible price hint
   Multi-functional team approach towards customer
• Operations support
• Taking B&RC and F&A on board
• Other support branches/departments
 
 
 BUSINESS ACQUISITION PRACTICE
 Draft agreement is mutually agreed with following major contents:
 Scope of work and Ops design
 Contract period
 Damage claim and liabilities
 Marine insurance
 Required HSE standards
 Payment modalities
Contract Agreement  Force Majeure & arbitration
Contents  Rates structure
   Contract agreement is processed through minute sheet for vetting &
feedback from all concerned branches/sections
 Final approval of competent authority is obtained according to projected
contract value
 
 
 
 BUSINESS ACQUISITION PRACTICE
 The
The draft
draft contract
contract agreement
agreement is is circulated
circulated through
through minute
minute sheet
sheet for
for
comments mainly
comments mainly from
from Legal,
Legal, F&A
F&A and and Ops
Ops for
for approval
approval ofof Comd
Comd LSLS
 Based
Based on
on CA
CA with
with client
client and
and finalized
finalized through
through minute
minute sheet,
sheet, the
the
Execution Plan
Execution Plan is
is prepared
prepared which
which includes:
includes:
 Background/Intro
 Background/Intro of of the
the project
project
 Main
 Main features
features of of the
the CA
CA and
and agreed
agreed Ops
Ops with
with client
client
Contract Agreement,  Required
 Required financial,
financial, human
human andand other
other resources
resources
 Responsibilities
 Responsibilities of of Mktg,
Mktg, Ops,
Ops, F&A,
F&A, B&RC
B&RC and and other
other branches
branches
& Execution Plan
 HMT
 HMT payment
payment plan plan
Approval
 Profitability
 Profitability estimates
estimates
   Details
 Details of
of allied
allied expenses
expenses andand incentives
incentives ofof staffs
staffs on
on project
project
 Execution
Execution Plan
Plan is
is finally
finally sent
sent for
for approval
approval of of competent
competent authority
authority
through aa minute
through minute sheet
sheet
  
  
 BUSINESS ACQUISITION PRACTICE
 Based on price hint, rates on NLC cost are calculated
 Parallel, HMT contractors are short listed based on:
 Defined expertise
 Performance history
 Market grip
 Financial capacity
Rates Negotiation  The target rates strategy can be :
&  NLC cost based rates & profits
 Or client rates are negotiated higher than HMT rates
Profit Confirmation  Or HMT rates are negotiated lesser than client rates
   Every rates agreed with client must be backed up with HMT
contractor
 Rates must be agreed with client through
 Contract agreement
 Or work order
 Or Email
 
 BUSINESS ACQUISITION PRACTICE
 Quotations are invited from prequalified contractors
 Timelines for RFQ are set as per time window to start ops
 Based on the rates finalized with client and scope of work, HMT
contractors are finalized
 HMT Contract Agreement is finalized after passing on damage claim,
liabilities and the SOW of the CA
 Request to convene a BOO is sent to HR and board is formed through
HMT Contractors & nominated participation from necessary branches
BOO Proceedings  CST of quoted rates is prepared
   BOO after discussion on CST, lowest quotes are concluded through
Board Proceeding
 Finally, concluded Board Proceeding is attached with minute sheet
for approval of competent authority
 After approval from competent authority, work order is awarded to
HMT Contractors
 
 SALES PROCESS & MATCHING
SKILL SET
Deal Closed Market
Research
First Shipment Prospecting Skills
(Stage 9) (Stage 1)
Consultative
Selling Probing Skills
Prospect
Skills Agreement Qualification
(Stage 8) (Stage 2)

Customer’s
Presentation Technical/Financial Introduction Listening
Skills Proposal Skills
(Stage 3)
(Stage 7)
NLC/
Analytical Sales Person Speaking
Need Analysis
Skills Introduction Skills
(Stage 6)
Brand Image (Stage 4)
Development
(Stage 5)

Brand Positioning
Skills