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Location Site Sub-Processes <br /> 1. Industrial Marketing Management <br /> • Determine sales channels <br /> o Mass sales: Web site, Direct mail, Trade Show <br /> o Individual sales: Face-to-face sales call, Strategic Alliances, Letter, Trade <br /> Show <br /> • Identify and select key networks <br /> • Manage Industrial Marketing Plan <br /> • Manage Advertising and Promotion Campaigns <br /> • Schedule monthly meetings with appropriate city departments to discuss and <br /> manage economic development projects <br /> 2. Project Account Management <br /> • Contact made with client contact made <br /> • Determine client need (s)by completing questionnaire <br /> • • Determine client's timeframe and internal decision-making process (Owner, <br /> Plant Manager, CFO, or?) <br /> • Clarify client's expectations <br /> • Qualify client(s)by completing screening criteria <br /> • If client is rejected, refer client to a city that can help them <br /> • If client is accepted, enter into the account management system <br /> • Prioritize critical issues and develop solutions <br /> • Develop account (project)plan with schedule and deliverables <br /> • Manage client's account by contacting all appropriate departments and support <br /> services (city departments, state and federal agencies, financial resources, legal, <br /> and administrative) <br /> • Package appropriate information via client's medium (Fax, e-mail,mail) <br /> • <br /> 2 <br />