Dchestra5Subphases（英文版）.ppt

TM,ProposalManagementSub-phases,ProposalManagementProcess,BidInvestApproval,OfferApproval,ContractApproval,ProspectAnalysisSubphase,ProspectEvaluationSubphase,ProposalDevelopmentSubphase,ProposalDeliverysettlingalltheservicestobeprovidedbySBStodealwithallexistingandassumedrisksinthecontractandtodeveloppreventivemeasuresandfallbacksolutionsifnecessaryCritical:awatertightdefinitionoftheperformanceisagreedOpencommunicationintheteam;nosurprisesinnegotiatingteamshortcontractnegotiationssothattheplannedprojectdeadlinescanbemetandtheassumptionsmadedonotbecomeinvalidtheproceduremustbecoordinatedwiththepartners,Contracting,Contracting,NominatethenegotiatingteamandchiefnegotiatorforSBSanddefinerespectiveroles.Fixtheplaceanddateofnegotiationwiththecustomer.Recognizemajordifferencesandcommunicatethemwiththecustomerinadvanceifpossible.Prepareanyback-updocumentsthatmayberequiredforthenegotiation.,1,2,ContractingSubphaseCompleted,BidWon,3,4,5,6,DefineNegotiationStrategy,NegotiateContract,ObtainContractApproval,SignContract,CompleteProposalProject,StartContractingSubphase,Contracting,Identifypotentialareasofconflict.Devisepossiblefallbacksolutions.Definethenegotiatingstrategybasedonaspectssuchas-objectofthecontract-roomfornegotiation-roomfordiscount-hard,non-negotiablepositionsandsoft,negotiableposition.-minimumscopeofbid-impactonexistingandfuturecontracts-Win-WinsituationandpartnershipbetweencustomerandSBS.,1,2,ContractingSubphaseCompleted,BidWon,3,4,5,6,StartContractingSubphase,NegotiateContract,ObtainContractApproval,SignContract,CompleteProposalProject,DefineNegotiationStrategy,Contracting,Agreewiththecustomerwhetherthecontractistobesignedatameeting/event.Ifacontractsigningceremonyistobeheld,makenecessarypreparationstoensurethatthecontractissignedinafittingmanner,e.g.locationandsetting,participants.Ifthecontractisonlypassedroundforsigning,followuptheindividualstationsofthecontractsignatureuptotheexchangeofdocuments.,1,2,ContractingSubphaseCompleted,BidWon,3,4,5,6,StartContractingSubphase,DefineNegotiationStrategy,NegotiateContract,ObtainContractApproval,SignContract,CompleteProposalProject,Contracting,Ensurethatallinformationcollectedduringtheproposalphaseisavailabletothecustomerprojectteam.Transfertheproposalprojecttothecustomerprojectteam.HandoveralldocumentsandresponsibilitytotheProjectManagerofthecustomerproject.Agreewiththecustomerwhetherthecontractistobesignedatameeting/event.Makecertainthatalldocumentsaresafelyarchived.ConductaLessonLearnedSessionanddocumenttheresultsinProposalClosureReport.RewardtheProposalTeamappropriately.,1,2,BidWon,3,4,5,6,StartContractingSubphase,DefineNegotiationStrategy,NegotiateContract,SignContract,CompleteProposalProject,ObtainContractApproval,TailoringtoIndividualCase,Entrypointoftheprocess-Foraknowncustomerandopportunity,wecanenteratproposaldevelopmentsubphase.Usethefirst2subphaseaschecklist.Processimplementationdepth-Insmallproposalprojectswerecommendthatyourunthroughallactivitiesasachecklisttomakesurethatnothingimportantisforgotten.Levelofdetailofworkproducts-Onlythoseworkproductswillbecreated.Whicharenecessaryfordemonstratingtheproposedsolutionandforestimatingcostandeffort.Scopeofpropo