NOTES AND GUIDE FOR PREPARING ANNUAL PERFORMANCE APPRAISAL AT SENIOR MOST LEVEL IN BUSINESS DEVELOPMENT

1. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014
VENKATA GUBUR ::
BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA
::
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2. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014
VENKATA GUBUR ::
BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA
::
Page 2

3. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014
VENKATA GUBUR ::
BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA
::
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4. PERFORMANCE APPRAISAL-BUSINESS DEVELOPMENT-NOTES2014
Business Development and client relationship metrics of measurement.
Client relationship management:

Specifically, maintaining enthusiasm with Client is the first step and all through the business cycle-this is
Life line - that is, contribution to client retention and development beyond projects in Substations, T & D,
EPC (Power Plant * & IPP Programs) ATC, AT & C - benefit

Projects in Pipe line, Short-term and Log-term business prospecting, including projects awarded to
Alfanar, Projects / Services done & Billing submitted and bills realized - that is, contribution to
management of client relationships outside direct workgroup under supervision

Projects in Pipe line, Short-term and Log-term business prospecting, including projects awarded to
Alfanar, Projects / Services done & Billing submitted and bills realized - that is, relationship management
value contributing to the rest of firm and indicative of spread of fees and services.
You may not track the data for others, but it's worth doing if you want to dimension and reward - then get
more new business.
Client development - Existing Projects & Prospecting
Projects:

(ST –ie: Thermal Power Plants in KSA ) New partners (all over World) introduced/sourced - how they
value this year, Project wise –winning bid / expectation next two years, Project wise winning bid /
potential next two years
2013 & Contracts
till 2014

2014 & 2013 backlog PLUS 2014 Project
wins
2013 & 2014 backlog PLUS 2015 Project
wins
CC & ST ie: Combined Cycle and Thermal Power Plants in KSA - New partners & ability to jointly winbacks - that is work won back from key competitors - value of current year Projects prospecting,
projects expected next two years & funds inflow / definite chances against named competitors
2013 & Contracts
till 2014

2013 & 2014 backlog PLUS 2015 Project
wins
(AT &C) and (ATC) new work / types of Projects from established clients - Projects relating to classes of
services /Projects not previously sourced from this client - Prospecting Project value this year, Projects
expectation next two years, Project successful out these expectation – Monies potential next two years
2013 & Contracts
till 2014

2014 & 2013 backlog PLUS 2014 Project
wins
2014 & 2013 backlog PLUS 2014 Project
wins
2013 & 2014 backlog PLUS 2015 Project
wins
(AT & C) and (ATC) new services selling - that is current year expected tenders and expected tenders
next two years from new services availed by both established / new clients in target areas.
Activity emphasis achievement:

Tracking current year projects billing and expected next two years projects billing deriving from specific
"emphasis" services
VENKATA GUBUR ::
BUSINESS DEVELOPMENT(SECTION HEAD)-ALFANAR –SAUDI ARABIA
::
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