【正文】 e Managers Facilitate Cost vs. Benefit Analysis Provide contracts for legal review Define Success Metrics Gain legal approval of contracts Conduct PreDecision Review Deliver proposal Begin Implementation First Quarter Success Metrics Review √ √ 24 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 為何評(píng)估 ? ”進(jìn)行成本調(diào)整和有業(yè)務(wù)案例的項(xiàng)目有 60%多被批準(zhǔn)的可能性。 ” “現(xiàn)在有 82％的 IT決策需要有成本－收益分析?！? “只用清晰展示成本－收益的解決方案才被納入考慮范圍?！? 信息周 Gartner 行業(yè)標(biāo)準(zhǔn) 投資回報(bào)是根本。在當(dāng)今不確定性因素很多的商務(wù)環(huán)境中，有了快速、清楚的成本－收益，項(xiàng)目才很有可能得到資助?！? IDC 25 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 日期 檢查點(diǎn) 費(fèi)用 責(zé)任 Eastman Chemical 事件順序 事件 *此計(jì)劃的要點(diǎn) , 我建議部門內(nèi)部相互同意朝前進(jìn)展是否合適。 修改日期 : July 6 May 28 June 11 June11 June 25 July 2 July 9 July 15 July 22 Aug 5 Aug 8 Aug 15 Aug 22 Nov 21 Go Go Go * * * * $25K 羅克韋爾 羅克韋爾 羅克韋爾 羅克韋爾 雙方 雙方 羅克韋爾 雙方 雙方 羅克韋爾 羅克韋爾 雙方 雙方 向委員會(huì) 成員證明該能力 由 GMS進(jìn)行安裝基礎(chǔ)評(píng)估 商務(wù)工程部進(jìn)行結(jié)構(gòu)評(píng)審 分享 IBE 結(jié)果和商務(wù)的 工程證據(jù)的概念 和維修 經(jīng)理 開發(fā) /發(fā)展執(zhí)行計(jì)劃書 成本 vs. 收益分析 提供合同以備法律評(píng)審 定義成功指標(biāo) 獲得合同的法律批準(zhǔn) 組織進(jìn)行決策前 評(píng)審 提交建議書 開始執(zhí)行 第一季度成功指標(biāo)審核 √ √ 26 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Establishing Business Value ? What will be measured? – Increased revenue – Cost reduction – Intangibles ? Who is responsible? ? How much is possible? ? Cost/Benefit Analysis Summary 27 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Value Ability To Impact Intangible factors ? Personal agenda ? Company politics ? Company image What is going to increase? ? Revenue ? Market share ? Customer satisfaction ? Productivity What costs can be avoided? ? Overtime ? Equipment upgrades ? Downtime ? Turnover What costs can be displaced? ? Headcount ? Labor ? Maintenance What Will Be Measured? 28 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 建立 業(yè)務(wù) 價(jià)值 ? 衡量什么指標(biāo) ? – 增加銷售額 – 成本減少 – 無(wú)形的 ? 誰(shuí)來(lái)負(fù)責(zé) ? ? 可能是多少錢 ? ? 成本 /利益 分析 匯總 133 29CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 價(jià)值 影響 能力 無(wú)形的要素 ? 個(gè)人的 議程表 ? 公司 政治 /文化 ? 公司 形象 那些將要 增加 ? ? 銷售額 ? 市場(chǎng)份額 ? 客戶 滿意度 ? 生產(chǎn)力 那些成本可以避免 ? ? 加班 ? 設(shè)備 升級(jí) ? 停工時(shí)間 ? 周轉(zhuǎn) 那些成本可以轉(zhuǎn)移 ? ? 職員總數(shù) ? 勞動(dòng)力 ? 維修 衡量什么指標(biāo) ? 134 30CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Available ROI Calculators ? Arena Simulation ? PEMS ? Scheduler ? Tech Connect ? Manufacturing Business Solutions ? InSite ? Training ? BatchPharmaceutical Industry ? Maximo ? Plant Performance ? Integrated Architecture ? Condition Based Monitoring ? Embedded Engineer ? Parts Mgt Agreement ? BatchGeneric/All Industries These are found on the Rain Page: Under Global Accounts/GMS Executive Selling Tools/Financial Tools/ROI Calculator 31 ROI Calculators 1 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential 可利用的 ROI 計(jì)算器 ? 舞臺(tái)模擬 ? 私密電郵 ? 日程安排程序 ? 技術(shù)聯(lián)絡(luò) ? 制造業(yè)務(wù)解決方案 ? InSite ? 培訓(xùn) ? 批 藥物行業(yè) ? Maximo ? 工廠業(yè)績(jī) ? 整合的構(gòu)架 ? 基于環(huán)境的檢測(cè) ? 嵌入工程師 ? 零件管理協(xié)議 ? BatchGeneric/所有行業(yè) 以下可以在 RAIN page上找到 : Under Global Accounts/GMS執(zhí)行銷售工具 /財(cái)務(wù)工具 /ROI 計(jì)算器 135 33ROI 計(jì)算機(jī) 1 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential Benefit Summary by Goal Example KEY PLAYER GOAL BASELINE (Current Situation) IMPROVEMENT VALUE FINANCIAL IMPACT Increase operational efficiency by 2% (will realize .25% by implementing RA Solutions) ($ in Revenue at 6% profit margin = $192M) 85% efficiency = $192M annually Increase efficiency by .25% $480K/per year efficiency improvement Markus Schaefer, Plant Manager Marty Hayes, Mntc. Manager $4M in unscheduled downtime costs annually Reduce downtime from 12% to 8% .25% x $192M = $ 480K $ 4,000,000 base (12%) $ 2,600,000 goal ( 8%) $ 1,400,000 savings Reduce unscheduled downtime from 12% to 8% Reduce overtime costs 10% overtime = $30K/mo. x 12 = $360K annually Cut overtime costs in half $360K / 2 = $180K $180K/ per year reduced overtime costs Improve employee morale Intangible Priceless! Phil Johnston, VP of Operations $downtime reduction savings Marty Hayes, Mntc. Manager Markus Schaefer, Plant Manager Marty Hayes, Mntc. Manager By reducing overtime hours and meeting production goals Total Annual Benefit $ 2,060,000 35 CustomerCentric Selling174。 Version 169。 24 Feb 2023 CustomerCentric Systems, LLC All rights reserved – Rockwell Automation Confidential ONE TIME COSTS: ? Integrated Architecture: [Control Systems upgrade: Integrated Motor Control] [DeviceNet work, ControlLogix, ADR] $450K ? Engineering Services: [60 cells: 8 man weeks engineering services] [60,000 fo