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Euro Asia Engineering Pvt ltd.

Business Development
Success Through Relationships

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Agenda
Introduction
Euro Asia market cycles
Leadership through alliances
The role of business development
Winning relationships
Personal communication and political
awareness
A day in the life

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My Background
Registered in Pakistan
Serving since 2 years in Engineering markets
 Maintenance, repair & overhaul services.

 Operation & maintenance services.

 Installation, commission & startup of Machineries.

 Fabrication Services.

 Marine & offshore support services.

 Electrical cable lying, installation and termination


works including cable trays & support brackets
fabrications as per industry standards.

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 Route cause analysis , Trouble shooting and fault
finding services for machineries
 Consultancy Services
 Multiple perspectives
 Start-up and established companies
 Supplier, customer, partner, products, services
 International and domestic markets

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We work as the Wheel Goes
Round
Introduce

follow-up Quote

We provide
products and
services to the meeting
Client as per
market conditions.

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The Role of Business
Development
Strategic association with clients
Industry standards
New revenue streams
Gain marketshare

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Intra-company Relationships
Senior management
R&D
Sales
Marketing
Product Management
Legal
Finance
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Reporting Structures
Direct report to CEO
Reporting to Marketing
Recent trend reporting to Sales

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Importance of Standards
Grow markets
Increase portfolio
Focused on SWOT
Visibility and credibility

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Negotiating the Relationship
Prepare
 Clear set of objectives
 Set your limits beforehand
 Do your homework
 Work with those who share your values
 Anticipate
Negotiation is a process
Negotiate with integrity
Focus on relationship, not just the deal

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Negotiating the Relations
Create an atmosphere of cooperation
Listen
Silence is okay
Minimize other party’s concessions
Go for the WIN-win
Show no fear

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A Day in the Life
Strategize and plan
Research
Meetings: internal and external
Phone calls and email
Reading, writing, reviewing contracts
On the road

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Business Development Profile
Ability to think strategically
Research about market evaluation
Organizational and political intelligence
Excellent communication skills
 Written, oral and presentation
People skills

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Thank You

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