Improving ImplementationImproving ImplementationThe Business CaseThe Business Case

Presented by Ellie Najafi, MBA Presented by Ellie Najafi, MBA

Business Specialist Business Specialist

Industrial Assessment Center Industrial Assessment Center

Bradley University, Peoria (IL)Bradley University, Peoria (IL)

Role of Business Role of Business SpecialistSpecialist

• Recruit Clients

• Analyze Client’s Expectations • Follow up Implementation

• Identify Opportunities for

Improving Implementation• Explore Governmental or Non-

Governmental Energy Related Funding • Support IAC Students• Coordinate Energy Seminars for

Prospective Clients

How To Identify Opportunities How To Identify Opportunities for Improving Implementationfor Improving Implementation

A. Motivate the ClientA. Motivate the Client

B. Understand the Barriers B. Understand the Barriers

C. Crucial Factors for Successful C. Crucial Factors for Successful ImplementationImplementation

A. A. Motivate the ClientMotivate the Client

Environmental ConcernEnvironmental Concern

Economic InterestEconomic Interest

Process OptimizationProcess Optimization

Possible ReactionsPossible Reactions

Organizational capacity to act

Willingness to act

Ideal

How To Identify Opportunities How To Identify Opportunities for Improving Implementationfor Improving Implementation

AA. Motivate the Client. Motivate the Client

B. Understand the BarriersB. Understand the Barriers

C. Crucial Factors for Successful C. Crucial Factors for Successful ImplementationImplementation

B. B. Understand the BarriersUnderstand the Barriers

Resistance to Change (technical and social)Resistance to Change (technical and social) Direct and Indirect CostsDirect and Indirect Costs Lack of Consensus in the CompanyLack of Consensus in the Company Lack of Confidence by the ClientLack of Confidence by the Client Client ExpectationsClient Expectations Time Frame in Achieving Return Time Frame in Achieving Return Actors InvolvedActors Involved

ExerciseExercise

How To Identify Opportunities How To Identify Opportunities for Improving Implementationfor Improving Implementation

A. Motivate the ClientA. Motivate the Client

B. Understand the Barriers B. Understand the Barriers

C. Crucial Factors for C. Crucial Factors for SuccessfulSuccessful ImplementationImplementation

C. C. Crucial Factors for Crucial Factors for Successful ImplementationSuccessful Implementation

Interaction Interaction Technical QualityTechnical QualityEconomicEconomicTechnical SupportTechnical Support

C. C. Crucial Factors for Success Crucial Factors for Success ImplementationImplementation

Interaction Interaction Technical QualityTechnical QualityEconomicsEconomicsTechnical SupportTechnical Support

InteractionInteraction

Step 1:Step 1: Recruitment Recruitment

- - Be Aware of: “Reaction”Be Aware of: “Reaction” - Advantages and Disadvantages of being - Advantages and Disadvantages of being

University AffiliatedUniversity Affiliated - Advantages being Part of a Government - Advantages being Part of a Government

fundedfunded Program (e.g., tax Program (e.g., tax reimbursements)reimbursements)

- Field Trips, Cold Calls, Energy Seminars,…- Field Trips, Cold Calls, Energy Seminars,…

Step 2:Step 2: Follow-up Follow-up

- Be Punctual- Be Punctual

- Be Flexible - Be Flexible

- Do Not Push- Do Not Push

- View Things from the Company Perspective- View Things from the Company Perspective

Step 3: Step 3: The AuditThe Audit

Students should Students should BeBe::

- Professional- Professional - Prepared- Prepared - Informed- Informed --Team Player with Team Player with IndividualIndividual

ResponsibilitiesResponsibilities

(Remember: The Client Knows the Business Best)(Remember: The Client Knows the Business Best)

(Follow Up Your Individual Responsibilities)(Follow Up Your Individual Responsibilities)

C. C. Crucial Factors for Success Crucial Factors for Success ImplementationImplementation

Interaction Interaction

Technical QualityTechnical QualityEconomicEconomicTechnical SupportTechnical Support

Technical QualityTechnical Quality

Accuracy and Format of the Report Accuracy and Format of the Report

Pay Attention to Field ProblemsPay Attention to Field Problems

Comprehensible Recommendation Comprehensible Recommendation

C. C. Crucial Factors for Success Crucial Factors for Success ImplementationImplementation

Interaction Interaction Technical QualityTechnical Quality

EconomicEconomicTechnical SupportTechnical Support

EconomicEconomic

Find Sources for FundsFind Sources for Funds

Consult Clients Regarding Their Consult Clients Regarding Their PrioritiesPriorities

Inform Clients about Possible Tax Inform Clients about Possible Tax AdvantagesAdvantages

C. C. Crucial Factors for Crucial Factors for Successful ImplementationSuccessful Implementation

Interaction Interaction Technical QualityTechnical QualityEconomicEconomic

Technical SupportTechnical Support

Technical SupportTechnical Support

Provide Technical Explanations Provide Technical Explanations

Respond PromptlyRespond Promptly

Show Your Care in Following UpShow Your Care in Following Up

Be Considerate of your Audience When Be Considerate of your Audience When Delivering Technical PresentationDelivering Technical Presentation

Client’s Decision Making Process

Willingness to Act

Decision and Preparation Action

ImplementationEvaluation and

Feedback

Implementation SupportImplementation Support

Assist the Client Through the Entire Assist the Client Through the Entire Implementation Process, Including Long Implementation Process, Including Long Term Follow-UpTerm Follow-Up

Recommend Client Assign Special Team Recommend Client Assign Special Team for for ImplementationImplementation

Slogan: “Safety first”Slogan: “Safety first”

“ “Energy lost We lost”Energy lost We lost”

BU Method in ProgressBU Method in Progress

IAC TEAM

A

B

C

FINAL

REPORT

Technical work by technical staff

CLIENT

DECIDINGIMPLEMENTATION STATUS

IAC

TEAM

A

B

C

JOB

Led by BS

Led by Team Leader

Initial Follow-up by BS

Leadership talk to leader-

ship and technical staff talk to technical staff

Proposed PlansProposed Plans

Learning from Previous Learning from Previous Experiences Experiences

Why Haven’t Some Ideas been Why Haven’t Some Ideas been Implemented?Implemented?

Are these Ideas Common?Are these Ideas Common?

QuestionsQuestions