【正文】 Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 TM Proposal Management Subphases Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Proposal Management Process Bid Invest Approval Offer Approval Contract Approval Prospect Analysis Subphase Prospect Evaluation Subphase Proposal Development Subphase Proposal Delivery amp。 Followup Subphase Contracting Subphase Proposal Project Management Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Entering the Proposal Process Bid Invest Approval Offer Approval Contract Approval Prospect Analysis Subphase Prospect Evaluation Subphase Proposal Development Subphase Proposal Delivery amp。 Followup Subphase Contracting Subphase Customer or opportunity unknown Opportunity was ‘opened up’ during sales process Bid Invest Approval already in place Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting ? Motto: Is the prospect / the business opportunity of interest to us? ? Object: – reach an initial decision on whether or not to pursue the opportunity further – make 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 decisionmaking criteria – work must be started without delay and pleted speedily – relevant information (about customer, market, petitors, etc.) must be available quickly Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis 1 2 4 5 6 7 8 Prospect Analysis Subphase Completed Tender or Customer Request Received 3 Start Prospect Analysis Subphase Identify Key Customer Data Understand Customer’s Need or Problem Assess Business Opportunity Analyse Competitors Define Competitive Strategy Identify Suppliers amp。 Candidate Partners Make Decision to Proceed Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis 2 4 5 6 7 8 Prospect Analysis Subphase Completed 3 1 Tender or Customer Request Received Identify Key Customer Data Understand Customer’s Need or Problem Assess Business Opportunity Analyse Competitors Define Competitive Strategy Identify Suppliers amp。 Candidate Partners Make Decision to Proceed = Parallel activities ? Decide on the responsible person / department. ? Check pleteness of tender document and correspondence in relation with the tender. ? Inform management if it is of strategic importance. ?Starting creating Sales Model View. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Start Prospect Analysis Subphase Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis 1 2 4 5 6 7 8 Prospect Analysis Subphase Completed Tender or Customer Request Received 3 Start Prospect Analysis Subphase Identify Key Customer Data Understand Customer’s Need or Problem Assess Business Opportunity Analyse Competitors Define Competitive Strategy Identify Suppliers amp。 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 customer’s business profile, . product, market, petitor, ranking, business trend, important event, profitability and financial soundness. ?Include information about the relationship and past experience with the customer . products or services purchased from SBS, satisfaction level, major problem. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis 1 2 4 5 6 7 8 Prospect Analysis Subphase Completed Tender or Customer Request Received 3 Start Prospect Analysis Subphase Identify Key Customer Data Understand Customer’s Need or Problem Assess Business Opportunity Analyse Competitors Define Competitive Strategy Identify Suppliers amp。 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 customer’s requirement according to aspects such as types of performance, phases, time frame, products or services or training. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Analysis 1 2 4 5 6 7 8 Prospect Analysis Subphase Completed Tender or Customer Request Received 3 Start Prospect Analysis Subphase Identify Key Customer Data Understand Customer’s Need or Problem Assess Business Opportunity Analyse Competitors Define Competitive Strategy Identify Suppliers amp。 Candidate Partners Make Decision to Proceed = Parallel activities ? Determine whether the b