Tendering process presentation
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Transcript of Tendering process presentation
1 Sandvik Mining and Construction
TENDERING PROCESS
CONSTRUCTION Equipment
Projects & Systems
Crushing & screening plants
Bruno Bordoni, November 16th 2009
2 Sandvik Mining and Construction
Safety Safety FFirst
Safety first everywhere our equipment is in use and in our own organization
Our aim is to achieve zero work related injuries and illness
SAFETY MANAGEMENT SYSTEMS
WORKPLACE RISK ASSESSMENT
OHSAS 18001
EHS FULLY INTEGRATED IN PRODUCT DEVELOPMENT
3 Sandvik Mining and Construction
Projects & Systems - Tendering processA tendering process, what for ?
Build a strong relationship between Sales Units
and Projects & Systems team = create confidence
and mutual trust
Reach a 25% hit rate (number of orders vs offers)
Focus on customers’ needs and expectations
4 Sandvik Mining and Construction
Projects & Systems - Tendering processContents
Reference documents
Wording
CNS Equipment Projects & Systems – Business
Unit
Definition of Project
Global project processing
Tendering process
5 Sandvik Mining and Construction
Projects & Systems - Tendering processReference documents
Who’s who : presentation of Projects & Systems team
EPC Centres AppSS resources allocation : allocation of
resources dedicated to support the Sales Units
Evaluation form : written support for project evaluation
Request for proposal : written support with technical
informations needed to provide an accurate proposal
Tendering process : flow chart with the different steps
of the tendering process
6 Sandvik Mining and Construction
Projects & Systems - Tendering processWording
CNS = Construction P & S = Projects & Systems EPC = Engineering, Procurement and
Construction
(# turnkey) AppSS = Application and Sales Support GPSM = Global Projects & Systems Manager
(namely Bruno Bordoni) RPSM = Regional Projects & Systems Manager SU = Sales Unit (# frontline)
7 Sandvik Mining and Construction
Projects & Systems - Tendering processCNS Equipment P&S – Business Unit
Purpose of P&S
Support the Sales Units
to win and execute turnkey crushing and screening plantsSell equipments through the plants
Develop aftermarket business : spare / wear parts and services
8 Sandvik Mining and Construction
Projects & Systems - Tendering process guideCNS Equipment P&S – Business Unit
Global organisation chart
VP CNSEquipment
Duncan McGregor
GPLMMobile Crushing
& Screening
John Nethery
GPLM CNS Crushers
Mikael Delbrant
GPLMScreens
Petri Mehto
Business Control
Patrik Gotthardt
GPLM Breakers
Ola Ulmala
Global Tunneling
Pekka Nieminen
GPLM Surface Drills
Pekka Kesseli
CNS Projects &Systems
Bruno Bordoni
9 Sandvik Mining and Construction
Projects & Systems - Tendering process guideCNS Equipment P&S – Business Unit
P&S Organisation chartCNS
Projects & Systems
Bruno Bordoni
EPC Centre SvedalaEPC Centre
Clichy EPC Centre X
EPC Centres provide : process and sales support, project engineering,project management, global sourcing and project execution (manufacturing,erection, start up and commissioning)
10 Sandvik Mining and Construction
Projects & Systems - Tendering processProject definition
1. At least 2 equipments linked together crusher + screen
screen + conveyor crusher + screen + conveyor primary stationcomplete plant
+2. At least one project activity plant processing, project engineering (basic or detailed design),
purchase (third party componants or equipements, steel
structures, electrical package,….), erection works, project
management+
3. Total amount of the project is above 500.000 €
11 Sandvik Mining and Construction
Projects & Systems - Tendering process Global project process
Leadership : SALES UNIT Leadership : EPC Centre
Ord
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Mar
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ales
12 Sandvik Mining and Construction
Sales Unit
RPSM
GPSM
Sales Unit
Process Main activities
Make market survey and analysis Collect and evaluate opportunities Forward opportunities to RPSM Provide required technical information for quoting
“Filter function” for customer requests/ opportunities and collecting further technical/ commercial key-information
Select and forward opportunities to GPSM Make Go/ No-Go decision
Agree Go/ No-Go decision
Establish proposal Support SU during tendering process
Customer follow up : provide regular information about project status to EPC Centre + RPSM + GPSM
Customer
EPC Centre
Projects & Systems - Tendering processOverall workflow
13 Sandvik Mining and Construction
Prioritizing/Evaluating
Go/No-GoDecisionGPSM
Team
RPSM
CollectingOpportunities
RegionalSales
FilterFunction
Offering
Declining
Customers
Projects & Systems - Tendering processScreening process
Evaluation form
to be sent to RPSM + copy GPSM
Evaluation form
14 Sandvik Mining and Construction
Projects & Systems - Tendering processSelection criteria
Quality of information regarding project and customers
Quantity of core Sandvik equipments
Risk analysis : well-known process / technology, well-known bulk material, customer and market knowledge, delivery time, terms & conditions
Prioritization : high opportunity project, quarry and civil engineering, size of project, stationary plants, mobile plants
Available resources : within AppSS team
Supply and logistics : local supply and / or works, transportation issues, time table for long lead items
15 Sandvik Mining and Construction
Projects & Systems - Tendering processTender preparation is a team work
Team members : Salespeople, RPSM, GPSM, AppSS Manager, AppSS Engineers
Quality of technical inputs is mandatory to establish an accurate technical solution : send Request for proposal to AppSS Manager
Accuracy of local economical information is mandatory to establish a accurate financial offer (works sub-contracted to local suppliers)
Tendering process is not a short lead process
Tendering process is an interactive process with customer
Tendering process
AppSS
Request for proposal