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Factors influencing of GE Power
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Alternatives and Recommendations
02
GE Power should adopt Account-
Based marketing in its initial
expansion plan in India. So, that
same problem as which happens
with NECL can be prevented in the
future for other companies We would recommend
05 following Programmatic
ABM which combines
strategic and lite ABM
By adopting Account-Based
Marketing GE power will be
able to do quality outreach Large Customers Small Customers
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GE Power is able to select and source premium quality products, raw materials, and develop
customer loyalty based on it. It also uses Value Chain analysis to develop a brand identity
4) Trade-offs
2)Customer Value Proposition - a) The Industrial Internet all-digital system
- A) Work with the highest integrity, a compliance
culture, and respect for human rights - b) Advanced Manufacturing-greater flexibility and speed at
low cost
- B) GE Power used deep expertise and advanced
technology to improve outcomes - c) The Global Brain-Crowdsourcing, open collaboration and
pace of innovation
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PRESENTATION NO.1 Presentation
Problem Recognition
The Company is in talks with power generators GE claims that they have terminated the contract due
like Adani Power, Jindal Power, NTPC and
to the long suspension of work by NECL. On the
NECL (Navayuga Engineering Company
Limited) to provide services for their projects. other side, NECL claims that there is
The company is doing well with the Adani
miscommunication between the company and GE
Powers and Jindal Power.
. Power due to which problem has arrived
GE Power is planning to invest in and expand In India, GE Power has not such a large
But Recently on 12-March-2020, Company has
its product services portfolio in India over the terminated RS.818 Cr. contract with NECL for customer base and can not afford to lose small
next 2-3 Years. It wants its Indian design, engineering, manufacturing, supply, customers. The orders for Thermal Power
erection, testing, and commission of 12 full Kaplan
manufacturing plants to Export to other turbine generator units of 80 MW capacity each. equipment contracts dried up. So they need to
countries carefully keep customers.
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S
The Gatekeepers for the company are the Engineers which are
Gatekeeper/User-NECL
appointed for a specific project. The engineering vertical
directly report to Project Managers (Hyderabad Unit
CV Rao (Chairman of NECL) Final decision is taken by the chairman to give the contract or not. Decider
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