Internship Affiliation ReportT on Business Development of IEL

8/17/2019 Internship Affiliation ReportT on Business Development of IEL

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American International University-Bangladesh

(AIUB)

Internship affiliation report on

Business Development of Instrumentation Engineers Limited

An Internship Report presented to the faculty of Business administration in Partial fulfillment

of the requirements for the degree of Bachelor in Business Administration .

upervised By!Afdalin Bin Haque

Lecturer Department of Management

Faculty of Business Administrarion

American Internationl Uniersity ! Bangladesh" AIUB #

u"mitted By!Isra# $arim

ID ! %&-&%'-&Ma$or in ! *uman +esource ,anagement

Date ! %..&%

American International University-Bangladesh (AIUB)

I/0E+/*I1 A22ILIA0I3/ +E13+0 3/

%


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4Business Development of Instrumentation

Engineers Limited 5

0a"le of 6ontents

6ontents 1age /o.

%. Letter of 0ransmittal

&. Letter of Endorsement . 0I0LE 32 0*E +E13+0 '

7 . Introduction

7 a& Bac'ground( a)%& History and *ac'ground of Instrumentation +ngineers Limited

( a),& I+L-s .ision

( a)/& I+L-s Mission( a)(& Present Business Philosophy

( a)0& Management Aspects

7 ". 1*$ecties

'

'

'

8

9

9

%

%

. Industries that served "y Instrumentation Engineers

Limited

%%

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. 1roduct Lines2& a Product Details

2& a&% Regulator2& a&, Flo3

2& a&/ Po3er 4 5ater 6olution "P56#

2& a&( 7ontrol .ale2& a&0 Rosemount Analytical Instrument "RAI#

2& a&2 Daniel Measurement 4 7ontrol "DM7#

2& a&8 Process 6ystems 4 6olutions "P66#

2& a&9 :op5or;2& a&< Rosemount Measurement :echnology=:ransmitter "RM:#

2& a&%> Remote Automation 6olution "RA6#

2& a&%% .ale Automation

%%

%&

%&

%&

%

%

%

%

%

%7

%7

%7

%7

'. Business Developmnet Division8& a :he *road functions of this diision are as follo3s8& *& 1ther Releant Actiities

%

%

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8 . 6onstraints : 6hallenges and 1roposed 6ourse of

Action for Improvement9 a& Identified=1*sered in the 1rgani?ation

9 *& Academic Preparation

%'

%'

%8

9 . Lessons Learned during this Internship 1rogram %9

%. 6oncluding statements%> a& +;ecutie 6ummary

%> *& Recommendations

&

&

&

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%. Letter of 0ransmittal

Date@ %..&%

(this letter contains the information about the submission of the Final Report to

the Faculty of Business Administration through OPA)

6u*@ u"mission of Internship +eport.

Dear 6irIt is an a*solute pleasure to su*mit my Internship Affiliation Report on 4Business

Development of Instrumentation Engineers Limited5 & :his report is mainly focused on the

Business Deelopment measures and actiities practicing in IEL&

:he Internship Program and 3riting this report has *een a great pleasure and an e;tremely

interesting and re3arding e;perience& It has ena*led me to get an insight into the practical

arena of Business Deelopment Department and its actiities&

In spite of time constraints I tried my *est to ma'e this authentic& Finally I e;press my3illingness to *e aaila*le to you any time for any further enquiry on this report&

6incerely yours

Isra# $arim

ID ! %&-&%'-&Ma$or ! Human Resource Management

Bachelor of Business Administration

&. Letter of Endorsement

:he Internship Affiliation report entitled Business Deelopment of Instrumentation

+ngineers Limited C has *een su*mitted to the office of Placement 4 Alumni in partial

(


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fulfillment of the requirement for the degree of Bachelor of Business Administration Ma$or

in Human Resource Management Faculty of Business Administration on ,>%2 *y Isra#

$arim ID @ %&-&%'-&& :his report has *een accepted 4 may *e presented to the Internship

Defense 7ommittee for ealuation&

Afdalin Bin Haque

Lecturer

Department of Management

Faculty of Business AdministrarionAmerican Internationl Uniersity ! Bangladesh" AIUB #

. 0I0LE 32 0*E +E13+0

Business Deelopment of Instrumentation +ngineers Limited C

7 . Introduction

7 a. Bac#ground

7 a-%. *istory and Bac#ground of Instrumentation Engineers Limited !

I/0+U,E/0A0I3/ E/;I/EE+ L0D. 3as esta*lished in Eanuary%


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7ompany-s in this sector& Basically In the early deeloping days of Bangladesh 3hen as

1il Po3er Fertili?er 7hemical and other Industries started to gro3 then he reali?ed that

there 3ould *e a need of large num*er of Process Management +quipment to run these

factories and then he started searching for Process Management equipment productioncompany-s to import 4 supply there products here and *e the Local Business Partner in

Bangladesh & 6o the first company he signed 3ith 3as an American company named FI6H+R

3hich is a 3orld class Industrial Regulator ma'er and later in ,>>, it got acquired *y another

American company named +M+R61G 3hich has a total Process Management +quipment

solution and I+L *ecame their local *usiness partner in Bangladesh so that-s ho3 the

$ourney of I+L started &

Go3 IEL has a group of professionals and technical indiiduals 3ho has solid *usinesse;perience and technical e;pertise in arious speciali?ed fields such as instrumentation

control systems engineering installation commissioning maintenance training and human

resources deelopment&

IEL


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integrator 3here all 'inds of serices should *e made aaila*le to its customer at a single

source&

7 a-&. IEL


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I+L as a company and its management ta'e serious role in leading the *usiness and to deelop

its *usiness& :he employees are actie in playing engineering leadership roles in do?ens of

industry trade associations and professional societies to help them *etter understand and

anticipate the customers- concerns and to share our e;pertise& I+L 3or'-s 3ith goernmentsto fashion and support policies that promote progress and improe quality of life& And it

al3ays loo' for3ard to e;tend it-s support facilities and more deeloped technologies to

ma'e the industries more efficient and effectie 3ith time&

7 a-. ,anagement AspectsLi'e any other *usiness organi?ation all the ma$or decisions in I+L are made *y the top

management& :he directors *eing at the highest leel of company structure plays an important

role in policy formulation& :he directors is not directly concerned 3ith the day)to)dayoperation of the company& :hey hae delegated this duty to the diisional management

committee& :he directors mainly esta*lishes the o*$ecties and policies of the *usiness& :here

are 6i; "2# Diision for different purposes@

• Measurement and Analytical 6ales and 6erice

• .ales Regulators and final control 6ales and 6erice

• 6ystems 7ontrollers and 6oft3are 6ales and 6erice

• Business Deelopment

• 7ommercial 4

• Finance

7 ". 3">ectives!

• :he primary o*$ectie of this report is to fill partial requirement of BBA degree&

• :his report 3ill help to 'no3 ho3 the *usiness deelopment actiities can play a

effectie role in such companies &

• :he report is aimed at studying and analy?ing the performance of the company as

3ell as I+L as a 3hole&

• Acquainting 3ith eery day function of the product supply and serice oriented

*usiness &

• Findings pro*lem in my department strength and 3ea'ness opportunity and

threats of my department&

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• :he study is primarily an internship report *ut still it 3ill *e aimed at helping the

management to identify the factors that influence the deelopment of the *usiness

and gro3 its mar'et more &

• Finally the report 3ill also ealuate future prospects of this 7ompany &

• :he 'no3ledge I hae gathered here has helped me to prepare this report&

• Moreoer the study 3ill help my faculty to understand the factors that influence in

deeloping such *usinesses &

• Recommend some measure to improe some serice areas 3here the organi?ation

is lac'ing on customer perception and to meet customer satisfaction&

. Industries that served "y Instrumentation

Engineers Limited !

• 7hemical

• Food 4 Beerage

• Industrial +nergy

• Life 6ciences

• 1il 4 as

• Po3er

. 1roduct Lines !

%& Regulator

,& Flo3

/& Po3er 4 5ater 6olution "P56#

(& 7ontrol .ale

0& Rosemount Analytical Instrument "RAI#

2& Daniel Measurement 4 7ontrol "DM7#

8& Process 6ystem 4 6olution "P66#


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9& :op5or;


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) P16I)6+AL ma'e

• Instrument

) FI+LD.U+ ma'e etc&

. a. +osemount Analytical Instrument (+AI) !• as Analy?er • Liquid Analy?er

• as 7omoto raph

. a. Daniel ,easurement @ 6ontrol (D,6)!• as Products

• Liquid Products

• 6ystems

• as 7omotograph "Gatural gas only#

. a.' 1rocess ystems @ olutions (1) !

Ma'es@

• D+L:A .

• Asset Management 6ystem "AM6#

) 6oft3are

) (80 7ommunicator

. a.8 0opor !Ma'es @

• ) :1P51R

• ) 1 65I:7H+6 etc&

. a.9 +osemount ,easurement 0echnology :

0ransmitter (+,0) !• Pressure :ransmitter

• :emperature :ransmitter

• Leel :ransmitter

• Flo3 :ransmitter

• :an' auging "I+L doesn-t 3or' in this sector#

. a.% +emote Automation olution (+A) !

• Flo3 7omputer

) FL15B166 6eries

• Remote :erminal Unit "RM:#

) BRI6:1L 6eries

%%


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• Remote 1perated 7ontroller "R17#

. a.%% =alve Automation !

• Ma'es

) B+::I6

) 6HAF+R ) DAG:1RJU+

) H:1RK

) +IM) +I)1)MA:I7

'. Business Development Division!Business deelopment diision came into e;istence *ecause of the restructuring of I+L-s

*usiness processes& Preiously all the *usiness sales and monitoring actiities 3ere carried out

*y the diisional heads 3hich resulted in poor management and deelopment of the

*usiness& :o chec' this trend and emphasis on the deelopment side I+L decided to centrali?e

it-s deelopment actiities and added a it-s Business deelopment diision separately & :his

diision is responsi*le for *ringing in more *usiness mar'et their products and serices

*uilding *etter customer relationship &

:he 3hole corporate diision is diided into t3o sections @

%& Mar'eting and 6ales,& 7ustomer Relation

'. a. 0he "road functions of this division are as follo?s!

• Finding 7ustomers and *uilding good *usiness relationship 3ith them

• Designing customi?ed serice for the clients

• +aluating 7ustomer needs

•

Ma'ing possi*le recommendations for further deelopment actiities

'. ". 3ther +elevant Activities

• Improve internal communication

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Lost sales are learning opportunities yet fe3 ta'e adantage of them& 7ompanies are not

organi?ed to capture such 'no3ledge& Instead it remains loc'ed up in indiidual memories&

that companies can ta'e to reclaim and retain e;pert 'no3 ho3 acquired *y staff in the course

of their 3or'& An Intranet helps ho3eer creating an effectie internal communication culturerequires something more&

• *ire top sales performers

:his departments also 3or's in recruiting more effectie and efficient employees 3ho 3ill

*uild *etter customer relation and *ring more *usiness for the company 3ith their *etter sales

s'ills&

• Design effective sales compensation plans to "ring in more "usiness

6ales people dont do 3hat they are told to do *y their manager they do 3hat their

compensation plan dictates& I+L-s Business Deelopment ta'e great care 3hen designing or

changing compensation plans *ecause they hae a much greater affect on the *ehaior of sales

people then might normally *e e;pected& 6o they 'eep a close eye on this and design effectie

compensation plan so that the people 3ho 3ill *ring *usiness to the company stay satisfied

and perform *etter & :here are commission *ased sales plans performance *ased sales plans &

• Increase sales team productivity

:his department al3ays 3or'ing on *uilding greater team spirit 3ith more open discussions

giing them a good 3or'ing enironment for *etter $o* satisfaction ensures $o* security to

feel secured and arrange frequent training programs for their *etter 'no3ledge a*out products

and design sales *ased commission to 'eep the employees satisfied and help them perform

*etter and gro3 as a *etter sales person 3ith time &

• 6ustomer +elation "uilding campaign !

:he asset of any *usiness is their customers so *uilding and 'eeping good relation 3ith the

customers is one of the ma$or role in any *usiness deelopment actiity & Besides proiding

good sales and serice support I+L-s *usiness deelopment department recently came 3ith a

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great idea to *uild *etter customer relation not only 3ith their e;isting ones *ut also 3ith ne3

ones & I+L started organi?ing different training programs on Industrial Process Management

equipments it-s proper use and maintenance for their customers 3here they can get clear

a*out the products upcoming ne3 technologies *est use of the products and ho3 tomaintain the Industrial equipments *etter to get a *etter performance e;perience & :his 3ay

I+L helping their customers to gro3 more 'no3ledge a*out the equipments and gro3 a *etter

relation 3ith the customers &

8 . 6onstraints:6hallenges and 1roposed 6ourse of Action

for Improvement

8 a. Identified:3"served in the 3rganiCationIn my Internee period I o*sered my 1rgani?ation and finding some pro*lem& Based on those

I do 651: Analysis for my organi?ation I descri*ed it *ello3@

30 Analysis

trengths of IEL

• Distinct 1perating Procedures

• Distinct 6chedule

• 6trong employee *onding

• +fficient Performance

• oung +nthusiastic 5or'force

• 7ompaniona*le +nironment

• Go 7ommunication Barriers

ea#nesses of IEL• Garro3 1perating 6pan

• :oo Many 7ontractual 5or'ers in fields

3pportunities of IEL

• 7ountry3ide Get3or' *uilding

• More +;perienced 4 Managerial Kno3)ho3

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• Diersification of products

0hreats of IEL

• ro3ing num*er of competitors

•

If not focused chances of losing customers as mar'et is e;panding

8 ". Academic 1reparation

From my e;perience of $o* I found some similarity 3ith my academic curriculum& As I 3or'

at the *usiness deelopment department I found some relationship 3ith man management

s'ills and relation *uilding & Human resource management effectie 3or'force

management *uilding good customer relation and other *usiness deelopment ideas all these

I learnt during my internee period and My academic su*$ect helped me a lot to understand and

perform proactiely in my internship program&

9 . Lessons Learned during this Internship 1rogram

• o" +esponsi"ility:he most important factors that play a significant role in *usiness deelopment sector is to

'no3 your product and customer the *est & 1ther than that one can not succeed in it &

• 0a#ing +esponsi"ilities:o ta'e responsi*ilities and to gie a positie result end of the day is itself a *ig challenge&

I+L has proided me a ast 'no3ledge of this& Here I hae personally e;perienced ho3 to

deal 3ith the goernment and Industrial people & My confidence leel has gone higher than I

e;pected *y spending this short period of time at I+L&

• Interact ith 6ustomersFor me interacting 3ith customers is an art and I+L taught me a lot a*out it and ho3 to

deelop *usiness *y *uilding good customer relation & Ho3 to approach *e confident open

dialogue all this I hae learned from I+L& I hae *ecome fle;i*le in this quality and in future I

thin' I can plan and perform 3ell&

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• Eperience ;ain:his company has enough indiidual corners from 3here I feel e;perience is a must thing to

gain from here& 6eniors at this place has al3ays *een ery helpful to proide enough guidance

to gain e;perience& 5ith the help of my education and presence at I+L has gien some idea

a*out lo*al and Local :rade Process&

• $no?ledge ;ainFrom my internship I learned ho3 to deelop internal 3or'force *uild good customer

net3or' and relation and generate more *usiness 3ith the com*ination of these & 6o these

gains 3ill *e really helpful for me in the future 3or' field &

• Discipline

Discipline maintaining at I+L is a 'ey thing& Besides hard 3or'ing capa*ility this companyhighlights eery indiidual-s discipline leel separately& 6o far I hae maintained myself 3ell

here for e;ample ! I al3ays maintain my office timing&

• Initiative!I+L al3ays appreciate ta'e initiatie for 3or' challenge 4 help those 3ith all resources

for achieing their goals& I hae learned 3ay of 3or'ing from my seniors and no3 I

am confident enough to ta'e initiaties 3here necessary and *e proactie &

%. 6oncluding statements

% a. Eecutive ummary5hen the sta'es are high 3e are the ones our customers turn to& Breathing life into

technology through our engineering e;pertise & 7reating solutions that *ecome their successes&

5hateer the demand 3hateer the challenge& :hey 'no3 3hen they call us they can

consider it soled yes that the motto of I+L and it-s gro3ing *usiness &

% ". +ecommendations• Management should focus on direct sales team and permanent staff quality to ensure

more sales as this has *een statistically proen&

• I+L-s management should *e a3are of their competitors and their approaches &

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• Management should come up 3ith more ideas to engage customer and gro3 more

confidence on I+L and its product 4 serices&

• As the *usiness is gro3ing the management should thin' on hiring more serice

engineers to 'eep their customers satisfied 3ith more efficient serice support&

• 1erall the a*oe recommendations are $ust from my 'no3ledge and understanding

management can ealuate these and ta'e more correctie actions&

Internship Affiliation ReportT on Business Development of IEL

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