【正文】 minate 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 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 ponents of the overall solution. ? Take measures for confidentiality. ? Invite the partners to a project meeting and clarify their contributions and responsibilities with them. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Collate all work products produced up until now and check for consistency and pleteness. ? Check that the depth of information is sufficient for preparing the Bid Invest Approval. ? Consolidate the model views. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Review whether the gap and risk analysis makes it necessary to reevaluated the Sales Model View or the Sales Strategy. ? Update all Model Views Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。ten Prospect Analysis Complete 3 Analyse and Segement Tender 1 Start Prospect Evaluation Subphase 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 Conduct Customer Business Needs Workshop 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Evaluation Subphase Complete Perform Gap Analysis / Assess Feasibility 14 Analyse Risk Consolidate Components 13 15 Obtain Bid Invest Approval Update Models and Plans 16 17 1 Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Candidate Partners Make Decision to Proceed ? Access once again which role SBS to take (prime contractor, subcontractor) ? Identify areas of petence 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, ponent supplier.) 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。 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 TM Proposal Management Subphases Siemens Business Services 169。 Candidate Partners Make Decision to Proceed 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。 Followup Contracting 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 Start Prospect Evaluation Subphase Prospect Analysis Complete 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draf