MATRIX OF RESPONSIBILITIES

BUSINESS DEVELOPMENT TEAM - Kuwait

No. Tasks Responsibilities

EJ AB SA MS MA SAM
1.00 Lead/New Opportunity Log
Lead contact entry
Lead opportunity entry

1.10 Bidding Protocol

Stage 1:
* Complete PAF and project Agenda
* Create opportunity on Deltek
* Complete detail fee/budget and competitor data if known
* Call for stage 1 sign off
* Attend sign off meeting Monthly report to GAH
* Coordinate and insure MOM is circulate CEP update
* Update stage status on Deltek Minutes for internal and external meetings
* System update update system after submission
Stage 2: BD meeting
* Collect /purchase and circulate RFP Printing Materials for meetings
* Update Project documents on the system when available
Booking meeting rooms
* Complete Risk ScoreCard provide SSH prochures
* Call for stage 2 sign off Update Sharepoint opportunities folder
Sending *Attend sign off meeting Sending emails and contacts with Clients
*Coordinate appointment of Bid Manager Attend all stages sign off meetings and write meeting notes to be circulated
* Coordinate and insure MOM is circulate Preparing opportunities to be raised for Monday call
* Update stage status on Deltek
*Create P code if Go
* System update
Stage 3:
* High level review of Technical Proposal
*Review of Financial Proposal
*Call for stage 3 sign off
* Attend sign off meeting
* Update stage status on Deltek
* Follow up on submission
Stage 4:
* Follow up on submission

1.20 Client Engagement Plan (CEP)

Update the inventory of potential new clients

CEP Designations and engagement

1.30 Publications
Check MEED Portal and report
Daily check of local newspapers
Research on competitor project awards
Social media (eg: Kuwait_projects, Nabd)

Weekly check on official government gazette - Kuwait Al Yawm

1.40 Subscriptions and Renewals:

ENR Ranking
Coordinate with markering dept on renewals
Maintain date log
WA Ranking
Coordinate with markering dept on renewals
Maintain date log

1.50 Website surfing

MEED Website
Construction Week online
MPW
CSC
MEW
Kuwait Fund
PAHW
KOC
KNPC
Competitors websites: (Eg: recent awards, news, publications etc.)
Gulf Consult
KEO
PACE
Jazeera Consult

1.60 Business Plan (update every 6 months)

Live
* Update opportunities
* Update budget
* Update commencement/Completion dates
* Update Revenue
High Propability
* Update opportunities
* Update budget
* Update commencement/Completion dates
* Update Revenue
Focus
* Update opportunities
* Update budget
* Update commencement/Completion dates
* Update Revenue

1.70 BD Budget
Monitor (planned Vs Actuals)

1.80 Marketing Support

Ramadan gifts client list
Conferences and exhibitions
* Research
*Coordinate with markering department on registration
Client gifts, flowers etc.
* Fill in Opex
* Follow up on approval
* Purchase if required
Promotional Materials
* Fill in Opex
* Follow up on approval
* Purchase if required
Client Entertainment
* Fill in Opex
* Follow up on approval
* Purchase if required

Request of Company Profiles

2.00 Expression of Interests, Prequalifications and Decline letters

2.1 Expressions of Interests Letters

Prepare of EOI letters
Review of EOI letters
Issue of EOI letters

2.2 Requests for Prequalification Letters

Prepare of Prequalificaion letters
Review of Prequalificaion letters
Issue of Prequalificaion letters

2.3 Requests for Extension of Time Letters

Prepare of EOT letters
Review of EOT letters
Issue of EOT letters

2.4 Decline Letters

Prepare of Decline letters
Review of Decline letters
Issue of Decline letters

LEGEND

EJ Emad Al Jaouni Head of Business Development

AB Abbas Mayahi Deputy Head of Business Development
SA Saba Abushanab Business Development Officer

MS Mahmoud Suleiman Senior Administrator

MA Marwa Ezz Al Arab Project Administrator

SAM Samira ElKuishawi Secretary