Breakout Group 1 Notes

Presented by Vikas

1. Make the Client’s Job Easier

   • Put a certified electrician/technician on site to take ownership of all the “special jobs”:

     • Removing covers

     • Cable disconnection

     • Isolation

     • Permit holding

     • Handing the machine back “ready to run”

   • This reduces customer involvement, makes us easier to work with, and expands machinemonitor®’s on-site scope.
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   2. Technician Development Pathway

   • Technicians need a career pathway to engineer to prevent poaching and keep talent.

   • The cycle should be:
     Hire technician → grow → promote → hire next technician.

   • Skills and certification framework required.

   3. Bring Engineers Back to the Office

   • Engineers should shift toward:

     • Leading and managing the technician team

     • Improving procedures

     • Writing technical papers

     • Participating in BD activities

   • Technicians handle the physical work → engineers focus on higher-value engineering + BD.

   4. Business Development Capability

   Subject Matter Experts at Events

   • Senior engineers act as SME representatives at:

     • CIGRE

     • Engineers Australia

     • EASA

   • Demonstrate capability using case studies, technical papers, and OptMonitor® stories.
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   On-Site BD + Conference BD

   • BD should be a multilevel team approach:

     • Example: a manager can sell the project on the ground

     • A senior engineer liaises at conferences with senior decision-makers

   • Build relationships with specific delegates; know who’s attending and engage with them deliberately.
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   Develop the Role, Not Just Hire a BDM

   • The goal is not simply hiring a BD person, but developing the BD function within the current team.

   • BD involves engineers, COOs, and managers stepping into customer-facing roles.

   5. Internal Communication

   • Need better sharing of customer intel internally (example: Paul ↔ Symon Brushe).

   • Use Zoho Notice Board + peer discussions to proactively share updates.
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   Overall Themes

   • Expand our on-site scope with certified technicians.

   • Create a pipeline: Technician → Engineer → Senior Engineer/BD.

   • Let engineers lead, innovate, write, and BD — not get stuck on the tools.

   • Build BD culture across the organisation, not just a BD role.

   • Strengthen internal communication to coordinate people and opportunities.