TENDERING PROCESS

CONSTRUCTION Equipment
Projects & Systems
Crushing & screening plants

Bruno Bordoni, November 16th 2009

1 Sandvik Mining and Construction

 Safety
First

SAFETY
MANAGEMENT
SYSTEMS

WORKPLACE
RISK
ASSESSMENT

OHSAS
 Safety first everywhere our equipment is 18001
in use and in our own organization
EHS
 Our aim is to achieve zero work related FULLY INTEGRATED
IN PRODUCT
injuries and illness
DEVELOPMENT

2 Sandvik Mining and Construction

 Projects & Systems - Tendering process
A 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

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 Projects & Systems - Tendering process
Contents

 Reference documents
 Wording
 CNS Equipment Projects & Systems – Business Unit
 Definition of Project
 Global project processing
 Tendering process

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 Projects & Systems - Tendering process
Reference 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

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 Projects & Systems - Tendering process
Wording

 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)

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 Projects & Systems - Tendering process
CNS Equipment P&S – Business Unit
Purpose of P&S

Support the Sales Units

to win and execute turnkey crushing and screening plants
Sell equipments through the plants
Develop aftermarket business : spare / wear parts and services

7 Sandvik Mining and Construction

 Projects & Systems - Tendering process
guide
CNS Equipment P&S – Business Unit
Global organisation chart
VP CNS
Equipment

Duncan
McGregor

Business
Control

Patrik Gotthardt

GPLM GPLM GPLM Global GPLM CNS

GPLM
Mobile Crushing Screens Breakers Tunneling Surface Drills Projects &
CNS Crushers
& Screening Systems
Mikael Delbrant Petri Mehto
John Nethery Ola Ulmala Pekka Nieminen Pekka Kesseli Bruno Bordoni

8 Sandvik Mining and Construction

 Projects & Systems - Tendering process
guide
CNS Equipment P&S – Business Unit
P&S Organisation
CNS
chart
Projects & Systems

Bruno Bordoni

EPC Centre
EPC Centre Svedala
Clichy EPC Centre X

EPC Centres provide : process and sales support, project enginee

project management, global sourcing and project execution (man
erection, start up and commissioning)

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 Projects & Systems - Tendering process
Project definition

1. At least 2 equipments linked together

 crusher + screen
screen + conveyor
crusher + screen + conveyor
primary station
complete 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 €

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 Market + Pre-sales

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Leadership : SALES UNIT

Tendering
Order

Handover / Kick-off meetings

Global project process

Design

Procurement

Manufacturing

Transportation

Erection
Leadership : EPC Centre

Commisssioning

Certicate of acceptance
Projects & Systems - Tendering process

Warranty period
 Projects & Systems - Tendering process
Overall workflow

Process Main activities

Customer
 Make market survey and analysis
 Collect and evaluate opportunities
Sales Unit  Forward opportunities to RPSM
 Provide required technical information for quoting
 “Filter function” for customer requests/ opportunities and
RPSM collecting further technical/ commercial key-information
 Select and forward opportunities to GPSM
 Make Go/ No-Go decision
GPSM  Agree Go/ No-Go decision
 Establish proposal
EPC Centre  Support SU during tendering process

 Customer follow up : provide regular information

Sales Unit about project status to EPC Centre + RPSM + GPSM

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 Projects & Systems - Tendering process
Screening process

Customers
Evaluation form

Collecting
Regional Evaluation form
Opportunities
Sales
to be sent to RPSM + copy
GPSM

RPSM Filter
Function

Offering

Prioritizing/ Go/No-Go
GPSM Evaluating Decision
Team

Declining

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 Projects & Systems - Tendering process
Selection 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

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 Projects & Systems - Tendering process
Tender preparation is a team work

 Team members : Salespeople, RPSM, GPSM,

AppSS Manager, AppSS Engineers
AppSS

 Quality of technical inputs is mandatory to establish

an accurate technical solution : send Request for
proposal to AppSS Manager Request for
proposal

 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

15 Sandvik Mining and Construction

 Reference documents

16 Sandvik Mining and Construction