ppt-《西门子公司方案管理程式siemens课程课件(英文版)》(66页)-管理培训

TM,Proposal Management Sub-phases,Proposal Management Process,Bid Invest Approval,Offer Approval,Contract Approval,Prospect Analysis Subphase,ProspectEvaluation Subphase,ProposalDevelopment Subphase,Proposal Delivery & Follow-up Subphase,ContractingSubphase,Proposal Project Management,Entering the Proposal Process,Bid Invest Approval,Offer Approval,Contract Approval,Prospect Analysis Subphase,ProspectEvaluation Subphase,ProposalDevelopment Subphase,Proposal Delivery & Follow-up Subphase,ContractingSubphase,Customer or opportunity unknown,Opportunity was opened up during sales process,Bid Invest Approval already in place,Prospect Analysis,Motto: Is the prospect / the business opportunity of interest to us?Object:reach an initial decision on whether or not to pursue the opportunity furthermake a decision quickly and on a sound basis so that sufficient time is left for preparation of the proposal.define how and by whom the opportunity should be followed up Critical successful factors:a small number of simple but meaningful decision-making criteriawork must be started without delay and completed speedilyrelevant information (about customer, market, competitors, etc.) must be available quickly,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,Prospect Analysis,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,3,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,= Parallel activities,Decide on the responsible person / department. Check completeness of tender document and correspondence in relation with the tender. Inform management if it is of strategic importance.Starting creating Sales Model View.,Start Prospect Analysis Subphase,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,= Parallel activities,Identify key decision maker in various areas. Obtain a clear idea from which the inquiry originates. Outline the customers business profile, e.g. product, market, competitor, ranking, business trend, important event, profitability and financial soundness.Include information about the relationship and past experience with the customer e.g. products or services purchased from SBS, satisfaction level, major problem.,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,= Parallel activities,Inquire the reasons why the customer wants to change the existing system and the direction in which he wants to go. To see the problem from his point of view. Document the customers requirement according to aspects such as types of performance, phases, time frame, products or services or training.,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,= Parallel activities,Determine whether the business opportunity is in line with the strategy and value proposition of SBS and the business unit. Make a rough estimate of the expected turnover volume based on available information. Identify the critical points (from customers viewpoint) and the risks of the project (from SBSs viewpoint). Estimate the financial risk: financial strength, credit standing, customers allocated budget, preliminary investment needed. Describe the role that SBS could take: e.g. prime contractor, subcontractor, supplier, consultant. Access whether partners are needed.,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,Ascertain who are our competitors by finding out who else the inquiry or tender has gone to. Access the position of all competitors, their relationships and past experiences with the customers. Assess our strengths and weakness against the requirements of the customers and those of competitors. Try to discover major competitors sales strategy.,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,= Parallel activities,Identify at least one Unique Selling Point, e.g. successful projects of similar kind in the past Design a Sales Strategy starting with the Value Proposition of SBS or the business unit, e.g. cost, best/ performance, superior technology, quality, reliability, industry-specific experience. Select one single key Unique Selling Point/Strategy which is most appealing to the customer and build all other aspects around this chosen strategy.,Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Make Decision to Proceed,Access once again which role SBS to take (prime contractor, sub-contractor) Identify areas of competence that SBS cannot or does not wish to fulfill itself. Find out who has the relevant experiences or has produced similar solutions. Determine which roles every potential partner could take on (solution partner, subcontractor, component supplier.),Prospect Analysis,1,2,4,5,6,7,8,Prospect AnalysisSubphase Completed,Tender or CustomerRequest Received,3,Start Prospect Analysis Subphase,Identify Key Customer Data,Understand Customers Need or Problem,Assess Business Opportunity,Analyse Competitors,Define Competitive Strategy,Identify Suppliers & Candidate Partners,Assess the prospect from the general viewpoint. -Is there an opportunity? -Can we compete? -Can we win? -Is it worth winning? Estimate the budget for the next subphase Compile the Prospect Analysis Report and update Sales Model View. Make GO or NO-GO decision, if necessary together with the Entrepreneur or Management.,Make Decision to Proceed,Prospect Evaluation,Motto: Do we want to bid and can we ?Object: to decide at a further level of detail whether we wish to address the business opportunity and whether the solution is feasibleto create the right conditions for developing the proposal development and to define the necessary constraintsCritical:Must be implemented as quickly as possible and only to the necessary depth. Costs and risks involved must be identified early on and a reliable estimate of the project must be obtained as the basis for the Bid Invest Approval.,Prospect Evaluation,1,Prospect Evaluation,Outline a Proposal Project Plan based on the customers specified deadlines. Put together a proposal team to process the subphase. Allocate roles to the team members and nominate a Proposal Manager to head the team. Conduct a workshop to develop team spirit and commitment. Bring the team up to the latest level of knowledge.,Start Prospect Evaluation Subphase,Prospect Analysis,Complete,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Prospect Evaluation,Ascertain what type of request it most likely is. Collect hints about formal and informal evaluation procedures and decision making criteria. Split the tender into the bid lots. Analyze the tender or each bid lot at an adequate level of detail according to the 4 specialty areas. - Sales Model View - Solution Model View - Commercial Model View - Customer Project Plan Search through the proposal repository for comparable bids that can be reused.,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Prospect Evaluation,Obtain information about issues critical to success e.g. by asking: - How will the bids be assessed? - What is the ideal solution? - What will win your business? - What are the priority? - Who are the preferred suppliers? - Who will make the final decision? - Who has a Veto? - Who must be satisfied? - Who has to live with the final decision? Validate information about the customer, the customers situation and the opportunity and clarify doubtful areas. Build up relationship with the customer.,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Prospect Evaluation,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Consider the value for the customer. Weigh up whether the benefit for the customer is greater, adequate/realistic or smaller than the costs. Consider the value for SBS. Weigh up whether the benefit for SBS is greater, adequate/realistic or smaller than the costs. Try to develop a Win-Win situation between the customer and SBS.,Prospect Evaluation,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Identify our Unique Selling Point for the proposal. Based on the information about the customer, competitors and market, draft the Sales Strategy: -Our broad spectrum of consultancy services and solution -Our technical competence and professional approach. -Our sound financial position -Our in-depth knowledge of the customer and his business/industry. -Our international presence -Our quality and reliability -Our unique solution,Prospect Evaluation,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Investigate whether standard solutions solution concepts already exist and can be reused. From customers requirements develop an high-level architecture (Chestra hexagon). A high-level architecture for the entire solution is developed down to a level of detail at which it is possible to assess feasibility and deduce the required know-how, costs and risks. Assess the principal advantages and disadvantages of the chosen solution concept. Define implementation period. Identify gaps and open issues and records any assumptions made. Record them in the Open Issues List.,Prospect Evaluation,Check if there is any contractual regulations. Ascertain if the SBS standard contract is applicable. Determine clear milestones to achieve an acceptable cash-flow. Identify all client responsibilities. Determine the price strategy. It is affected by: -Sales Strategy -Costs+ required min. margin -Down-stream revenue potential -Direct or indirect selling -Customers target price -The degree of competitive advantage -Risk premium -Competitors pricing -Payment terms -Investment required -Idle capacity -Contract Type,Prospect Evaluation,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Set a provisional price for the project Estimate all cost and effort. Estimate the financial result, e.g. margin, EVA,Prospect Evaluation,Assess candidate partner by various criteria: -What weakness of ours do they cover? -What threats do they pose, remove? -What strength do they bring? -What is their track record? -Is the partner financially sound? -Do they have experience of this application? Determine which partners will provide components of the overall solution. Take measures for confidentiality. Invite the partners to a project meeting and clarify their contributions and responsibilities with them.,1,1,3,Create High LevelSolution,12,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,9,10,Prospect Evaluation,CF_PG_Evaluation_Process.PPT,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Define a consortium structure for large-scale, complex project. Prepare Customer Project Plan: -Statement of Work -Macro-project Plan,Prospect Evaluation,CF_PG_Evaluation_Process.PPT,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,11,Outline the proposal project and estimate whether the proposal can be developed within the time given, whether the resources are available and what effort and costs will be incurred.,Plan Proposal Project,Prospect Evaluation,1,1,3,Create High LevelSolution,12,10,Draft Project Plan,Plan Consortium,11,Plan Proposal Project,Develop BusinessValue,4,Find Partners,Draft Sales Strategy,5,9,2,Estimate Effort, Costs, Prices,Results,Draft Contract andPrice Strategy,Sales,Solution,Commercial,Management,6,7,8,Define Scope and Responsibilities,Conduct Customer Business Needs Workshop,Analyse and SegementTender,Start Prospect Evaluation Subphase,Analyze what bid lots or the tender are to be offered or not offered. Describe restrictions and exclusions from a technical, commercial and legal view. Document the results in the Customer Project Plan.,Prospect Evaluation,Collate all work products produced up until now and check for consistency and completeness. Check that the depth of information is sufficient for preparing the Bid Invest Approval. Consolidate the model views.,Perform Gap Analysis /Assess Feasibility,14,Analyse Risk,ConsolidateComponents,13,15,1,EvaluationSubphaseComplete,Obtain Bid Invest Approval,16,17,Update Models and Plans,Prospect Evaluation,Identify gaps and potential weak points. Assess any gaps and weak and suggest remedies. If there are any serious gaps or weak points, decide on whether to withdraw immediately or opt for alternative solution.,Perform Gap Analysis /Assess Feasibility,14,