Client Filter

Project Name:

Total Score Total Weighting (should not exceed 100) 0

Recommendation: Disregard. Heinekin as a global client may warrant investigation. May still persue individual projects.

Scorer Name : Date :

Criteria BLL - Profit Potential Score / Range Project profit potential over 3 year period 5 4 3 2 1 0 Enter Score: Enter Weighting: Weighted Score: Comment: > US$ 2.0M US$ 1.5 to US$ 2.0M US$ 1.0M to US$ 1.5M US$ 500K to US$ 1.0M US$ 150K to US$ 500K < US$ 150K Enter Score: Weighting expressed as a whole number ie. 35 % expressed as 35 Enter Weighting: Weighted Score: Comment: Weighting expressed as a whole number ie. 35 % expressed as 35 Extent of Service Score / Range Potential for multiple location servicing 5 4 3 2 1 0 Global or Regional National Southern and Northern Client Northern Client Eastern Region only

Procurment - Method

Score / Range 5 4 3 2 1

How do they buy services ? Alliance / Partnership Agreement Exclusive / negotiated position In competition (but not an open tender) Open Tender in Competition Multiple Package Tender

Credit Worthiness

Score / Range Financial stability/ability and willingness to pay 5 4 3 2 1 MNC - Initial entry to India Established MNC Established Indian Company Government Non listed local developer

Enter Score: Enter Weighting: Weighted Score: Comment:

Enter Score: Weighting expressed as a whole number ie. 35 % expressed as 35 Enter Weighting: Weighted Score: Comment: Weighting expressed as a whole number ie. 35 % expressed as 35

Procurment - Scope

Score / Range 5 4 3 2 1 0

What BLL services will they buy ? (reflect level of value added by BLL) D & C Lump Sum GMP Incentivised PMCM/EPCM Construction Only PMCM PM

Relationship(s)

Score / Range Strength and History of relationship to be factored 5 4 3 Good at decision making level 2 1 0 Good senior levels (Non-decision making level) Operational level No relationships Excellent at all levels (Corporate & Local) Excellent at all levels (Local)

Enter Score: Weighting: Weighted Score: Comment :

Enter Score: Weighting expressed as a whole number ie. 35 % expressed as 35 Enter Weighting: Weighted Score: Comment: Weighting expressed as a whole number ie. 35 % expressed as 35

11/11/2013