Opportunity Field Tracking Flashcards
General Information of Opportunity
competitive advantage Growth plans Creation story and ownership structure Previous companies & locations lived # of locations Geographic area of locations # of total employees Team reporting structure
Budget
AW-2: $10,000/Cell/Month to $20,000/Cell/Month
AW-3: $35,000/Cell/Month to $45,000/Cell/Month
Authority
System Decision Maker(s)
Financial Decision Maker(s)
Influencer(s)
Product Need
Weld Type Material Thickness # of Passes Average Size Production Process Materials 2D or 3D Models Type of Product(s)
Situation Need
Labor Challenges
Rework Challenges
Programming Challenges
What’s the bottleneck in the operation?
Do they keep a lot of fixtures on-hand?
Are they trying to grow?
Do they outsource?
Do they use a staffing agency?
Do they use HR and Indeed or other paid mediums for sourcing candidates?
Do they have an in-house training program?
What have they done in the past to try and fix all of these things? Why didn’t it work?
What will they do moving forward if they can’t solve these challenges?
How are the working conditions for their team members?
What do their customers say about having advanced technology in the facility?
How is their quality? Is it consistent?
Do they have absenteeism?
Timeline
Live Runoff Implementation & Training Delivery Contracting Onsite Demonstration Plant Visit & Final Application Analysis Starting of Application Analysis System Overview Discovery Call
Decision Criteria
What will they concentrate on when making this decision?
ROI? How much ROI? What’s typical payback period that they look for with similar technology purchases?
Quality? What does quality mean to them?
Elimination of downstream processes? Which ones? How much of an “elimination”?
Looks good to customers? What will excite the customers, and how will you determine if it looks enticing to them?
Decision Process
What will the entire process look like internally as you go through evaluating our application?
Who will be in the system overview? What questions need to be answered?
After the system overview, where will you go?
Who will lead the plant visit and application analysis?
Once we’ve identified the applications, who takes that information to finance? What does finance then do?
Business Case
Tie a $ value back to the challenges that you’ve identified
Examples:
Spending 2-4 hours/week in HR recruiting @ $45k/year salary = XYZ $/week in recruiting
Typically turnover 2-3 employees / quarter @ $5k/new hire in hard cost = $ABC/quarter
Spending 2-3 hours of day in re-work @ $5k/month full burden welder rate = $123 / day in cost
TOTAL: $$$
