rockwell-以客户为中心的销售2.ppt

Date;检查点确认(email)

管理事件顺序方案;日期;EastmanChemical:VoridianProject;CallObjective:“Weappreciatetheopportunitytomeetwithyoutoday.Asyouareaware,I’llbehelpingmembersofyourcompanydoacostversusbenefitanalysistodeterminethevalueofgoingforwardwithourrecommendation.Ifdatesoftheimplementationschedulearemissed,itwillimpacttheprojectedpaybackperiod.I’vebroughtalongoneofourSpecialiststoparticipateinourdiscussion.〞;EastmanChemical:Voridian工程;访问目标:“我们感谢这次与您会面的时机。如您所知道的,我将会帮助评估团队的成员做本钱vs利益分析来确定我们的建议所能带来的价值。如果执行日程被错过，将会影响到预计的回报期。我带来一名我们的专家来参与我们的讨论。〞;SolutionDevelopmentPrompter?;ImplementationConcernsandCapabilitiesSummary;解决方案开发鼓励者?;执行疑虑和能力汇总;Lab:ImplementationConcernsCapabilitiesSummary;To:

From:

Cc:;

DearMarty,

ThankyouforyourparticipationindiscussingtheimplementationofautomationcapabilitiesatEastmanChemical.ThepurposeofthisletteristosummarizemyunderstandingofourmeetingandproposeRockwellProfessionalServices.

CurrentSituation

YouexpressedconcernaboutmeetingtheimplementationscheduleasdeterminedbyEastmanseniorexecutives.Wediscussedthedetailsoftheimplementationandhowwecanmutuallyworktogethertomeettheimplementationdeadlinewithinbudget.Thisischallengingforthreereasons:

Withoutadetailedtechnicalscopeoftheproject,thereisarisktheupgrademayleadtoprolongeddowntimewhichhindertheabilitytomeettheprojectschedulebudget.Yousaidthiscouldultimatelyresultinsignificantlossofproduction.

ProjectManagementisaconcernbecausethevariouscomponents(PLC,Drives,Motion,etc).Youvoicedconcernoverhowtohandlesupportissueswhentheyarise.

Lastly,youlackthetimeresourcesneededtotrainoperatorsandmaintenancestaffonoperationofthenewcontrolsystem.

ProposedRockwellServices

Yousaidifyouhadthefollowingcapabilities,youcouldmeettheimplementationschedule:

Prio