6.4 Communication of solution package

An imperative prerequisite for the success of the instrumentation management concept is the transparency of the added values for the key account. The base to demonstrate them is the link to the value chain analysis (chapter 5.2.2, figure 16) of the key account. To present the resulting added values of the instrumentation management concept in connection with the key account’s challenges and requirements a value chain intelligence chart needs to be developed. Figure 21 illustrates such a chart according to a possible scenario with a metal mining customer. The statements and figures have been established with the MTPRO chemical segment specialist, Stefan van der Wal. The value chain intelligence chart shall serve as a powerful demonstration tool during customer meetings and negotiations. The value chain intelligence chart shall be demonstrated in combination with the aggregate profitability and ROI statement, shown in table 19.

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