【正文】 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 mitment. Bring the team up to the latest level of knowledge. 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 Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 Candidate Partners Make Decision to Proceed ? Ascertain who are our petitors by finding out who else the inquiry or tender has gone to. ? Access the position of all petitors, their relationships and past experiences with the customers. ? Assess our strengths and weakness against the requirements of the customers and those of petitors. ? Try to discover major petitors’ sales strategy. = Parallel activities Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 Followup Contracting Siemens Business Services 169。 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。 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。 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。Siemens Business Services 169。 Followup Subphase Contracting Subphase Proposal Project Management Siemens Business Services 169。 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 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 ? 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 ? Identify at least one Unique Selling Point, . successful projects of similar kind in the past ? Design a Sales Strategy starting with the Value Proposition of SBS or the business unit, . cost, best/ performance, superior technology, quality, reliability, industryspecific 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 Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Motto: Do we want to bid and can we ? ? Object: – to decide at a further level of detai