1
WHY TO HAVE A BUSINESS DEV SEC
• Enhancing market presence by adapting to latest market
trends, and exploring new growth avenues
• Expanding client base through new partnerships for sustainable
business growth
• Revenue max
• Fostering client retention, loyalty, and long-term relevance
• Focusing on bulk reqs to drive business expansion
2
SEQ
Restructured - Business Dev Sec
Scope of Work
HP Div’s Customers Base
Doable Initiatives
3
RESTRUCTURED - BUSINESS DEV SEC
4
RESTRUCTURED - BUSINESS DEV SEC
Under DHP’s Guidance, Business Dev Sec (BDS) will work
Name Appt Edn Experience
Worked at DEPO (MoDP) for 4
Lt Col Shahid MBA,
DD - BDS yrs, while dealing with Govt
retd MSPM
and Pvt coys
MBA, Working at HP Div since 18
Mr - Waseem
Mgr - BDS MS Mgt years and dealing with
Haider
Science different CSD Customers org
Asst Mgr - Grad • 2 yrs at Std Charter Bank
Ms – Hina
BDS (Economics) • 13 yrs at CSD dealing with
Zahid
customers and different orgs
5
SCOPE OF WORK
6
SCOPE OF WORK
• Pioneering new business ventures & expanding client portfolio
• Strengthening and optimizing current business collaborations
• Pri org bulk proc over indl customer transactions
• Proposing collaborative initiatives without CSD capital investment
• Joint business plan with existing vendors(JBP)
• Roles and resps of team members
7
HP DIV’S CUSTOMERS BASE
8
HP DIV’S CUSTOMERS BASE
• 504 orgs have contracted with CSD HP Div :-
– MOD & MoDP Orgs
– Armd Forces
– MES, Wskp. Ord Depots, Cantt Board, Sta HQ, SHO, CMH
– Int Agencies (ISI)
– Law Enforcement Agencies (Rangers & FC)
– Colleges, Schools
• HP facility for 54 Orgs has been suspended
• HP facility will be offered to
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STEPS - ENGAGEMENT WITH ORGS
• Step 1: Comprehensive Analysis. Conduct analysis of any org with
focus on emp buying power, aval sources of purchasing, preferences,
and buying behavior
• Step 2: Identify Potential Segments. Identify key CSD's offerings and
determine most appealing products and svcs as per req of emp
• Step 3: Explore Opportunities to involve mutually beneficial
arrangements for promoting CSD's products and svc to any org emps
• Step 4: Marketing Campaigns. Dev tgt marketing campaigns aimed at
highlighting the advs of CSD's offerings
• Step 5: Engagement with Emp. Engage org's emps actively by arranging
events, workshops, or product demos on-site 13
STEPS - ENGAGEMENT WITH ORGS
• Step 6: Feedback Mechanism. Estb a feedback loop to collect insights
regarding preferences and any improvements req in HP's offerings
• Step 7: Incentive Programs. Create performance-based incentive
progs for CSD staff to promote CSD's products among emps
• Step 8: Regular Liaison. Maint regular comm and liaison between the
BD team and orgs reps
• Step 9: Monitoring and Reporting. Continuously monitor progress of
the partnership and sales performance & generate regular reports
• Step 10: Compliance. Ensure that all activities adhere to legal and
ethical stds, while engaging with a govt org like HIT, POF etc
14
DOABLE INITIATIVES
Pts Progress/Updates Recom
Previous orgs shall be
apprised of :- A formal invitation,
Correspondence with
• HP's latest scheme along with a list of orgs,
previous & new orgs offerings to be invited, will be put
• Soliciting valuable input up to MD for formal
through feedback approval
Engagement with New orgs,
encompassing fol objs:
• Comprehensive info about
HP latest Schemes
• Formal invitations for
affiliation with CSD's HP
facility
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DOABLE INITIATIVES
Pts Progress/Updates Recom
Data compilation is primarily dir
towards:
• Orgs under MOD and MoDP
Compiled data will
• Spec attention to Armd Forces
Revamping and undergo a final
business enterprises, wel orgs,
enhancing the review of DHP &
edn institutions, incl schools,
clientele database will be put up to MD
colleges, & universities, DHAs,
for formal approval
hospitals
• Orgs led by mil heads or
affiliated with the mil sec
BDS will conduct
Subsequent to
visits to • Compilation and sorting of data
visits to maj orgs, a
prospective orgs for new orgs is underway
comprehensive
& meetings, incl • Post-approval of the org inv, a
analysis will be
DHP / MD visit of BDS to sel, estb &
presented to the
meetings, will be promising orgs will be planned
MD
held when req 16
DOABLE INITIATIVES
Pts Progress/Updates Recom
• BDS would carry brochures
Promotional Already printed
while visiting the planned orgs
Activities incl 10,000 brochures
• All E&A mgrs. would be
standees, may be utilized for
involved in visits to orgs in
brochures etc visits and same qty
their AOR with promotional
be reprinted
material
• Despite having signed
stamped paper comprehensive
New contract if
contract, -- customers from –
approved will be
Contract Review orgs are defaulters and as a
shared with new
result – HP Facility has been
orgs
temp suspended
• Previous contract is being
reviewed
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DOABLE INITIATIVES
Pts Progress/Updates Recom
• BDS would utilize Oct for
learning and prep
Complete Analysis will
• Suppliers would also be
Monitoring Tenders be shared by end of
contacted for their
Oct 2023
willingness for working on
CSD proposal
• CSD Expo can be planned
Sponsored in Mar/Apr 2024 through a
Initial assessment for
pvt coy on profit sharing
Exhibition of All basis likely outcome will be
presented to MD
CSD Products • Any pvt coy to bear all exp
and manage the exhibition
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THANKS
33
EXHIBITION BOOTHS OVERVIEW
• Showcase Products: Quality images, samples, & product demos
• Org Layout: Std booths, uniform/customized design
• Booth Signage: Clear coy names, logos, and product cats
• Smooth Traffic Flow: Designated aisles and directional signage
• Amenities: Seating, info desks, and access to product materials
• Booth Awards (Optional): Recognition for exceptional designs
• Setup and Dismantling: Scheduled times and guidelines
• CSD Sp Team: Asst with booth related issues
• Coord: Clear comm channels for queries
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PURPOSE - PROCUREMENT AGENCY MEETINGS
• Establish new connections within the industry
• Explore potential partnerships and collaborations
• Showcase products and innovations
• Engage with procurement agency heads
• Potential Contract Negotiations and agreements
• Market Insights & Feedback Exchange
• Evaluate products and svcs on display
• Assess potential suppliers for reliability
• Explore opportunities for long-term partnerships.
35
DOABLE INITIATIVES
Pts Progress/Updates Recom
Previous orgs shall be
apprised of :- A formal invitation,
Correspondence with
• HP's latest scheme along with a list of orgs,
previous & new orgs offerings to be invited, will be put
• Soliciting valuable input up to MD for formal
through feedback approval
Date Orgs Response
26 Sep 300 04
27 Sep 203 01
Engagement with New orgs,
encompassing fol objs:
• Comprehensive info about
HP latest Schemes
• Formal invitations for
affiliation with CSD's HP
facility
36
DOABLE INITIATIVES
Pts Progress/Updates Recom
• BDS would carry brochures
Promotional Already printed
while visiting the planned orgs
Activities incl 10,000 brochures
• All E&A mgrs. would be
standees, may be utilized for
involved in visits to orgs in
brochures etc visits and same qty
their AOR with promotional
be reprinted
material
Contract Review
37
THANKS
38
DOABLE INITIATIVES
Correspondence with Previous Orgs (New Schemes, Feedback etc)
Ltrs have been sent to Existing Organizations.
New Orgs (Info of HP Schemes, invitation)
• 60 New Organizations have been marked.
Identification and marking of New Vendors
• 40 New Vendors have been ear marked.
Revamping relationship with Existing Vendors
• Email to all existing vendors mentioning our future growth initiatives
has been sent.
Meetings & Visits of all lvl incl DHP meetings
• First meeting was held with NGLE.
39
DOABLE INITIATIVES
Sponsored Exhibition (Elec Products)
• Under Consideration
Monitoring Tenders
• First meeting with NGLE and DHP has been done.
Contract Review
• Under review after discussion with Dir Legal
Correspondence with E&A Managers
• Ltr has been drafted along with information material
Promotional Activities incl standees, brochures etc
• A special display by Brilliance has been arranged in HO.
• Printing of HP Schemes Brochure
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BUSINESS WITH DEPTS
MOD
FORCES NDU ML&C FGEI PMSA PMAD PASB
6 Reg 44 311 Sectt at
Army
Offices Colleges Schools Rwp
44 Cantt 31 Deg 86 Prim
Navy
Boards Coll Sch
11 Inter 34 Midd
PAF
Coll sch
2 Post Gd 189 High
Coll Sch
2 Hi. Sec
Sch
41
Continue…
BUSINESS WITH DEPTS
MoDP
DGDP POF RDE DGMP PAC KS&EW NRTC HIT DEPO
14 5 8
Factorie Factorie Factorie
s s s
42
BUSINESS WITH DEPTS – LARGEST DIVS
DIVS OFFRS IN STAFF IN TOTAL
BS 17-22 BS 1-16
Power 6723 129654 136377
Petroleum 9092 25720 34812
Defence Production 852 33322 34174
Industries & Production 3537 251884 25421
Finance 16318 8118 24436
Interior 1406 22208 23614
Aviation 5097 15648 20745
Water Resources 1871 16238 18109
Science & Technology 4896 8617 13513
Information & 2665 5288 7953
Broadcasting
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Continue…
BUSINESS WITH DEPT – LARGEST
CORPORATION
OFFRS IN STAFF IN
ORGS TOTAL
BS 17-22 BS 1-16
Pak Electric Power Coy, Lahore. 5034 128529 133563
Pak Ord Factories Board, Wah Cantt. 449 21562 22011
Water & Power Dev Auth, Lahore. 1856 16162 18018
National Bank of Pakistan, Karachi. 9262 5741 15003
Capital Dev Auth, Islamabad. 714 13249 13963
Utility Stores Corporation of Pak (Pvt.)
105 12737 12842
Ltd, Islamabad.
Pakistan International Airlines, Karachi. 3697 8351 12048
Oil & Gas Dev Company Ltd.,
2353 9571 11924
Islamabad.
Pak Steel Mills, Karachi. 2628 6978 9606
National Database and Registration
649 8667 9316
Auth, Islamabad.
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SALE OF SUSPENDED ORG
IN FY 2022-23
No of Sale
Orgs
Cases Value
Punjab Rangers 576 112.31 M
HQ ASF (Airport Security Force) 521 93.26 M
Sindh Rangers 181 38.50 M
HQ Froniter Corps KPK Peshawar North 110 26.62 M
HQ Frontier Corps Balochistan Quetta North 52 9.49 M
Cantonment Board Multan - -
Camp Ordep Jaglot (Gilgit) - -
CMH Peshawar - -
GE Air PAF Faisal - -
CMH Pano Aqil - -
Pak Emirates MH Rawalpindi - -
CMH Risalpur - -
TOTAL 1440 280.18 M
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DEFAULT COMPARISON – SUSP ORG
Amount in Millions
Default Upto Jun 23 Default Upto Sep 23 Default Inc/(Dec)
Sr# Name Of Orgs
Cases Amount Cases Amount Cases Amount
1 HQ PAK RANGERS PUNJAB 2,230 54.93 2,253 51.76 23 (3.17)
2 HQ PAK RANGERS SINDH 826 29.73 856 26.32 30 (3.41)
3 AIRPORT SEC FORCE 1,559 37.86 1,634 38.56 75 0.70
4 HQ FC KP 813 21.37 824 20.98 11 (0.39)
5 HQ FC BALOCHISTAN 403 10.73 430 10.56 27 (0.17)
6 ACE 5 CORPS KCI 954 40.91 976 39.10 22 (1.81)
7 CANTT BOARD MULTAN 371 24.49 358 22.32 (13) (2.17)
8 CMH PESHAWAR 62 4.32 62 4.11 0 (0.21)
9 COMP ORD JAGLOT C/O PAK A 35 56 3.62 55 3.18 (1) (0.44)
10 GE AIR PAF FAISAL 99 5.63 105 5.44 6 (0.20)
11 CMH PANO AQIL CANTT 60 3.52 63 3.29 3 (0.23)
12 JUN LDR ACAD SHINKIARI CAMP 34 1.23 34 1.28 0 0.05
13 MH RWP 85 3.85 89 3.42 4 (0.43)
14 CMH RISALPUR CANTT 46 2.33 49 2.42 3 0.09
15 ENGR CENT ADM WING RISALPUR 62 2.71 62 2.31 0 (0.40)
16 IV&EE CHAKLALA 113 3.36 121 3.36 8 0
17 THE PUNJAB REGT CEN MARDAN 60 1.81 55 1.77 (5) (0.04)
18 PNAD 23 0.38 21 0.30 (2) (0.08)
19 COD LAHORE 217 3.68 229 4.26 12 0.58
Cont…
DEFAULT COMPARISON – SUSP ORG
Amount in Millions
Default Upto Jun 23 Default Upto Sep 23 Default Inc/(Dec)
Sr# Name Of Orgs
Cases Amount Cases Amount Cases Amount
20 CENTRAL ORD DEP SG 145 1.18 148 1.31 3 0.13
21 AIR WEAPON COMPL WH 249 1.42 278 1.39 29 (0.03)
22 PAEC 1,084 13.70 1,116 12.43 32 (1.27)
23 CMH SIALKOT CANTT 78 3.01 82 2.90 4 (0.10)
24 CMH MULTAN CANTT 62 4.94 66 4.70 4 (0.24)
25 PMA KAKUL ABBOTTABAD 199 5.18 184 3.79 (15) (1.39)
26 GHQ, GS BRANCH MI DTE (MI-STSU) RWP 34 2.69 32 2.25 (2) (0.44)
27 GHQ, ENGINEER IN CHIEFS BRANCH RWP 117 1.56 118 1.53 1 (0.03)
28 GE ARMY GHQ RWP 51 0.67 54 0.66 3 (0.01)
29 GHQ, QMG'S BRANCH CAO'S OFFICE RWP 560 10.92 587 10.27 27 (0.65)
30 COMD MES ARMY ABBOTTABAD 52 1.32 55 1.22 3 (0.10)
31 CMES (N) ISB /LHR SEC E-8 ISB 119 2.51 129 2.31 10 (0.20)
32 CMES PAF SGD 73 1.70 75 1.74 2 0.04
33 CMES PAF PSC 30 0.68 43 0.79 13 0.11
34 CMD MES A PESHAWAR 55 1.03 60 0.81 5 (0.22)
35 COMM MES DP TAXILA CANTT 27 0.52 26 0.48 (1) (0.04)
36 CMES DP CHAKLALA 39 0.60 37 0.50 (2) (0.10)
37 CMES PAF ISB 14 0.26 123 1.49 109 1.24
38 COMD MES ARMY KHARIAN CANTT 20 0.22 24 0.25 4 0.02
TOTAL 11,081 310.58 11,513 295.56 432 (15.02)
SUSP ORG – DUE AMOUNT
Amount in Millions
Sr# Name Of Orgs Cases Current Due
1 AIRPORT SEC FORCE 4,308 500.64
2 HQ PAK RANGERS PUNJAB 4,253 482.68
3 HQ PAK RANGERS SINDH 1,234 182.70
4 PAEC 1,817 162.18
5 ACE 5 CORPS KCI 1,152 144.47
6 HQ FC KP 1,044 128.70
7 GHQ, QMG'S BRANCH CAO'S OFFICE RAWALPINDI 803 72.53
8 HQ FC BALOCHISTAN 473 56.01
9 CANTT BOARD MULTAN 394 53.73
10 AIR WEAPON COMPL WH 418 33.18
11 COD LAHORE 286 25.83
12 GHQ, ENGINEER IN CHIEFS BRANCH RAWALPINDI 189 18.02
13 CMES (N) ISB /LHR SEC E-8 ISB 170 17.50
14 CENTRAL ORD DEP SG 203 16.70
15 IV&EE CHAKLALA 150 16.49
16 GE ARMY GHQ RWP 200 16.07
17 PMA KAKUL ABBOTTABAD 258 15.84
18 CMH MULTAN CANTT 66 14.51
19 GE AIR PAF FAISAL 118 14.43
Cont…
SUSP ORG – DUE AMOUNT
Amount in Millions
Sr# Name Of Orgs Cases Current Due
20 MH RWP 105 13.58
21 THE PUNJAB REGT CEN MARDAN 84 11.56
22 CMH SIALKOT CANTT 93 11.18
23 CMH PESHAWAR 77 9.92
24 CMES PAF SGD 93 9.30
25 CMES PAF PSC 68 9.21
26 CMH PANO AQIL CANTT 64 9.21
27 GHQ, GS BRANCH MI DTE (MI-STSU) RAWALPINDI 37 8.07
28 COMD MES ARMY ABBOTTABAD 73 8.04
29 ENGR CENT ADM WING RISALPUR 83 7.62
30 CMD MES A PESHAWAR 96 7.34
31 CMH RISALPUR CANTT 60 7.30
32 COMP ORD JAGLOT C/O PAK A 35 60 7.18
33 COMM MES DP TAXILA CANTT 48 4.69
34 PNAD 33 4.30
35 CMES DP CHAKLALA 50 4.08
36 JUN LDR ACAD SHINKIARI CAMP 36 3.87
37 COMD MES ARMY KHARIAN CANTT 31 2.32
38 CMES PAF ISB 19 1.79
TOTAL 18,746 2,112.75
BUSINESS WITH DEPTS
MOD
FORCES NDU ML&C FGEI PMSA PMAD PASB
6 Reg 44 311 Sectt at
Army
Offices Colleges Schools Rwp
44 Cantt 31 Deg 86 Prim
Navy
Boards Coll Sch
11 Inter 34 Midd
PAF
Coll sch
2 Post Gd 189 High
Coll Sch
2 Hi. Sec
Sch
50
Continue…
BUSINESS WITH DEPTS
MoDP
DGDP POF RDE DGMP PAC KS&EW NRTC HIT DEPO
8
Def Div Commercia
(14) l Div (11) MVRDE AMF Factori
es
Wpns
Factory
Wah Nobel ARDE ARF
Packaging
MG Factory
Factory IOP APF
Wah
SA & Ammo
Factory
Constructio MRF
n Ltd.
Medium Welfare
Arty Ammo Packages
Factory Factory
Wah Nobel
Brass Mills Detonators
Ltd.
Wah Nobel
Clo Factory Chemicals
Ltd.
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