【正文】 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 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 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 ? 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 Siemens Business Services 169。 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 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 ? 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。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。 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 Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Outline a Proposal Project Plan based on the customer’s specified deadlines. ? Put together a proposal team to process the subphase. ? Allocate roles to the team members and no