【正文】 e 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 business opportunity is in line with the strategy and value proposition of SBS and the business unit. ? Make a rough estimate of the expected turnover volume based on available information. ? Identify the critical points (from customer’s viewpoint) and the risks of the project (from SBS’s viewpoint). ? Estimate the financial risk: financial strength, credit standing, customer’s allocated budget, preliminary investment needed. ? Describe the role that SBS could take: . prime contractor, subcontractor, supplier, consultant. ? Access whether partners are needed. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Start Prospect Analysis Subphase Siemens Business Services 169。 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 Proposal Management Process Bid Invest Approval Offer Approval Contract Approval Prospect Analysis Subphase Prospect Evaluation Subphase Proposal Development Subphase Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 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。 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 ? Assess the prospect from the general viewpoint. Is there an opportunity? Can we pete? Can we win? Is it worth winning? ? Estimate the budget for the next subphase ? Compile the Prospect Analysis Report and update Sales Model View. ? Make GO or NOGO decision, if necessary together with the Entrepreneur or Management. Make Decision to Proceed Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Ascertain what type of request it most likely is. ? Collect hints about formal and informal evaluation procedures and decision making criteria. ? Split the tender into the bid lots. ? Analyze the tender or each bid lot at an adequate level of detail according to the 4 specialty areas. ? Sales Model View Solution Model View Commercial Model View Customer Project Plan ? Search through the proposal repository for parable bids that can be reused. 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 ? Identify gaps and potential weak points. ? Assess any gaps and weak and suggest remedies. ? If there are any serious gaps or weak points, decide on whether to withdraw immediately or opt for alternative solution. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 1998 Siemens Business Services for internal use only June 1999 Proposal Development ? Motto: Develop a winning proposal ! ? Object: – an attractive solution to customer’s requirements, and SBS will win the tend。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation ? Obtain information about issues critical to success . by asking: How will the bids be assessed? What is the ideal solution? What will win your business? What are the priority? Who are the preferred suppliers? Who will make the final decision? Who has a Veto? Who must be satisfied? Who has to live with the final decision? ? Validate information about the customer, the customers situation and the opportunity and clarify doubtful areas. ? Build up relationship with the cust