Key Commercial Point Sentinel During “Order Transfer” From Client and Sales for Execution in Manufacturing Industries
S. Sundarbabu1, S.Venkatachalam2 

1S. Sundar Babu, Ph.D Scholar, Department of Management, Karpagam Academy of Higher Education, Coimbatore, India.
2Dr.S.Venkatachalam, Associate Professor, Department of Management, Karpagam Academy of Higher Education, Coimbatore, India.

Manuscript received on 23 March 2019 | Revised Manuscript received on 27 March 2019 | Manuscript published on 30 July 2019 | PP: 1336-1339 | Volume-8 Issue-2, July 2019 | Retrieval Number: B1952078219/19©BEIESP | DOI: 10.35940/ijrte.B1952.078219
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Abstract: The Moment Purchase order received in project-driven manufacturing industries and the initial review among key stake holders need to be conducted to understand the technical and commercial requirements of a project. The sales team involved in booking the order and the representatives of clients certainly attend the review meeting known as “Order transfer” to kickstart the project. Usually, the project life cycle needs to be broken down in to 7-9 important phases and the Project Manager/ the Executive sponsor must lead further meetings at the end of every phases before the next. Phase gate checklists are the key tools used during different stages of projects from Initiation till closing. As per PMBOK (Project management body of knowledge), Phase gate checklists are mandatory to decide on further progress for any project at different stages. The research specifically emphasizes the key commercial points to be finalized frozen before initiating the order acceptance process followed by project execution. There are chances of overlooking or misjudging important terms and conditions at initial stages, which may lead to complications in the course of project completion, and, sometimes, hinder going ahead with the project itself. By introducing checklists during the order transfer from customer to sales or sales to factory will avoid such mishaps and will be helpful for a smooth handover to operations. Currently many checklists are in practice and tailored to conduct the phase gates for different firms. However, they need to be modified in such a way that they will be universally utilized by all types of manufacturing industries. In this article, we deal with the modified checklist for manufacturing industries which will be helpful in avoiding any missing key commercial information during the order transfer.
Keywords: Checklist, Order Transfer, Phase Gates.

Scope of the Article: Manufacturing IoT