【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 ? 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。 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 detail 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 Subphase Contracting Subphase Proposal Project Management 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。 Followup Contracting Siemens Business Services 169。 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 customer. 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 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 ? 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 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 Subphase Contracting Subphase Customer or opportunity unknown Opportunity was ‘opened up’ during sales process Bid Invest Approval already in place Siemens Business Services 169。 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 pr