【正文】 l whether we wish to address the business opportunity and whether the solution is feasible – to create the right conditions for developing the proposal development and to define the necessary constraints ? Critical: – 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 Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender Start Prospect Evaluation Subphase Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender 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 WinWin situation between the customer and SBS. Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender Start Prospect Evaluation Subphase ? Investigate whether standard solutions solution concepts already exist and can be reused. ? From customer’s requirements develop an highlevel architecture (Chestra hexagon). ? A highlevel 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 knowhow, 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. Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender Start Prospect Evaluation Subphase ? Set a provisional price for the project ? Estimate all cost and effort. ? Estimate the financial result, . margin, EVA Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender Start Prospect Evaluation Subphase ? Define a consortium structure for largescale, plex project. ? Prepare Customer Project Plan: Statement of Work Macroproject Plan Siemens Business Services 169。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Conduct Customer Business Needs Workshop Analyse and Segement Tender 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, mercial and legal view. ? Document the results in the Customer Project Plan. Siemens Business Services 169。 Followup Contracting Perform Gap Analysis / Assess Feasibility 14 Analyse Risk Consolidate Components 13 15 1 Evaluation Subphase Complete Obtain Bid Invest Approval 16 17 Update Models and Plans Siemens Business Services 169。 Followup Contracting Perform Gap Analysis / Assess Feasibility 14 Analyse Risk Consolidate Components 13 15 1 Evaluation Subphase Complete Obtain Bid Invest Approval 16 17 Update Models and Plans Siemens Business Services 1