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Clients & Utilities 360

Per-account intelligence — health, cash, whitespace and the next move for business development, key-account management and credit.

Bajel Projects Limited · FY26 (Mar'26, standalone audited anchor)

Bajaj Group's power-transmission & distribution EPC and tower/monopole manufacturing arm

1,400 employees · 1+ plants & units · 6 export markets

▲ Executive read· the answer, then the moves

₹1,400 Cr of cross-capability whitespace sits across 6 accounts on ₹2,792 Cr of revenue, while 0 accounts (₹0 Cr) are flagged high-churn. Defend the at-risk book first, then diversify into adjacent capabilities where the account expands fastest.

3 of 4 headline metrics improving vs prior · still off target: Order-Book YoY Growth 15.0% vs 18.0%, Order Book ₹4,055 Cr vs ₹4,500 Cr, PAT (Net Profit) ₹27 Cr vs ₹45 Cr

Do now — ranked by urgency

1
Defend the high-churn accountsAct now
Why it matters
0 accounts at high churn risk put ₹0 Cr of revenue in play; a save here protects repeat-order revenue directly.
What's driving it
0 of 6 accounts flagged High churn
₹0 Cr revenue exposed
FYI
Portfolio revenue ₹2,792 Cr; 6 live account signals tracked
Owner: Account / CSM
Open programs →▤ open at-risk programs
2
₹90 Cr of programs at risk — Q3 FY26Act now
Why it matters
Each lost order is confirmed order-book revenue visibility that won't repeat.
What's driving it
renewal window Q3 FY26
Signal: Order-book risk
FYI
Of ₹700 Cr of programs up for renewal in Q3 FY26, ₹90 Cr is at risk of non-repeat.
Owner: Head — Business Development & Tendering
Act →▤ open the at-risk programs
3
₹120 Cr of programs at risk — Q4 FY26Act now
Why it matters
Each lost order is confirmed order-book revenue visibility that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹1008 Cr of programs up for renewal in Q4 FY26, ₹120 Cr is at risk of non-repeat.
Owner: Head — Business Development & Tendering
Act →▤ open the at-risk programs
4
₹80 Cr of programs at risk — Q1 FY27Act now
Why it matters
Each lost order is confirmed order-book revenue visibility that won't repeat.
What's driving it
renewal window Q1 FY27
Signal: Order-book risk
FYI
Of ₹570 Cr of programs up for renewal in Q1 FY27, ₹80 Cr is at risk of non-repeat.
Owner: Head — Business Development & Tendering
Act →▤ open the at-risk programs

📈 Clients, PGCIL & internationalisationStep 2 of 6 · PGCIL, state utilities, private & data-centre accounts◀ Order Book & Tendering 360 Order / Tender 360 ▶All journeys

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↗ Where this connects — act / drill across

🧩Customer Master· the golden record & terms 🔁Execution & Commissioning 360· programs & repeat orders 🧾Order / Tender 360· quote the cross-sell 💵Cash 360· the account's DSO & AR

● LiveBuilt forBD · Sales· where to diversify / cross-sell nextKey-Account / KAM· program & renewal playsCredit · Collections· who to chase or hold

Pick an account for a one-page profile that turns the data into a move — a cross-sell play for sales, an expansion/renewal plan for key-account management, and a collect-or-hold call for credit — each benchmarked against the portfolio.

Data backing: customer · opportunity · signal · kpi (repeat-order/DSO/GM peer benchmarks)

Select an account

Power Grid Corp (PGCIL)

Diversify now

Global account · Central transmission utility

Customer health

churnLow

Financials

Revenue

₹1,150 Cr

Order book

₹1,750 Cr

152% of revenue

In execution

₹900 Cr

Contribution %

11%

+0.7 vs peer

Repeat-order

115%

+6 vs peer

Whitespace

₹400 Cr

cross-capability

Cash & credit

DSO

180d

-23 vs peer

Aged AR

₹425 Cr

modeled >45d

Churn risk

Low

Signals & pipeline

📰 PGCIL / NEP transmission capex ramp; TBCB tenders accelerate (2026-06-20) → multi-year T&D supercycle; Bajel one of 7 empanelled for 765 kV TBCB pan-India (also = concentration risk)

Open: PGCIL 765 kV D/C TBCB line package — ₹450 Cr · Develop @ 55% · signal-driven

Next best action · by stakeholder

BD / Sales

Diversify into ₹400 Cr of cross-capability whitespace — Central transmission utility account already at 152% order-book cover; attach the missing capability (AIS/GIS substations, galvanizing, RE-evacuation or international EPC).

Key-Account / KAM

Healthy expansion (repeat-order 115%, +6 vs peer). Lock a multi-year program and anchor-customer status.

Credit / Collections

Cash position healthy (DSO 180d, within peer). No action.

Exhibit 1

All accounts · one decision each

6 named accounts · ₹2,792 Cr revenue · ₹1,400 Cr of cross-capability whitespace · 0 at churn risk.

Account	Client type	Revenue	Order book	Repeat-order	DSO	Whitespace	Health	Verdict
Power Grid Corp (PGCIL)	Central transmission utility	₹1,150 Cr	₹1,750 Cr	115%	180d	₹400 Cr	92	Diversify
State utilities (MPPTCL·KPTCL·MSETCL·HVPNL…)	State transmission utilities	₹600 Cr	₹720 Cr	108%	240d	₹220 Cr	82	Grow
KPTCL & other STUs	State transmission utilities	₹340 Cr	₹430 Cr	106%	230d	₹150 Cr	80	Maintain
Adani Energy Solutions	Private developer	₹300 Cr	₹360 Cr	110%	160d	₹180 Cr	86	Grow
Data-centre & new-segment	Data centres / private	₹250 Cr	₹300 Cr	112%	150d	₹250 Cr	84	Diversify
EETC (Egypt) / International	International utilities	₹152 Cr	₹365 Cr	104%	260d	₹200 Cr	79	Maintain