【導(dǎo)讀】TM. Prospect. Analysis. Subphase. Prospect. Evaluation. Subphase. Proposal. Development. Subphase. Proposal. Delivery&. Follow-up. Subphase. Contracting. Subphase. Prospect. Analysis. Subphase. Prospect. Evaluation. Subphase. Proposal. Development. Subphase. Proposal. Delivery&. Follow-up. Subphase. Contracting. Subphase. Opportunitywas‘openedup’duringsalesprocess. Object:. availablequickly. ProspectAnalysis. 1. 2. 4. 56. 7. 8. ProspectAnalysis. SubphaseCompleted. TenderorCustomer. RequestReceived. 3. StartProspect. AnalysisSubphase. IdentifyKey. CustomerData. Understand. Customer’sNeedor. Problem. AssessBusiness. Opportunity. Analyse. Competitors. DefineCompetitive. Strategy. IdentifySuppliers&. CandidatePartners. MakeDecisionto. Proceed. Prospect. Analysis. Prospect. Evaluation. Proposal. Development. Proposal. Delivery&. Follow-up. Contracting. ProspectAnalysis. 2. 4. 56. 7. 8. ProspectAnalysis. SubphaseCompleted. 3. 1TenderorCustomer. RequestReceived. IdentifyKey. CustomerData. Understand. Customer’sNeedor. Problem. AssessBusiness. Opportunity. Analyse. Competitors. DefineCompetitive. Strategy. IdentifySuppliers&. CandidatePartners. MakeDecisionto. Proceed. =Parallelactivities. person/department.View.Prospect. Analysis. Prospect. Evaluation. Proposal. Development. Proposal. Delivery&. Follow-up. Contracting. StartProspect. AnalysisSubphase

　　

【正文】 ts, 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting 1 1 3 Create High Level Solution 12 10 Draft Project Plan, Plan Consortium 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 11 ? Outline the proposal project and estimate whether the proposal can be developed within the time given, whether the resources are available and what effort and costs will be incurred. Plan Proposal Project Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 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。 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。 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。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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 ? Carry our a risk analysis. Include solutionspecific, technical, organizational, financial, legal, business, sales and other risks. ? Document the results in Risks List. Assess the possibilities of it occurring and its possible effects. Siemens Business Services 169。 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。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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 ? Draw up a Bid/No Bid remendation on the basis of the plied information. ? If it is necessary to call in the Bid Control Board , prepare the presentation for the Bid Invest Approval. ? If it is Bid decision, make sure the budget/resources for the next subphase is available. Siemens Business Services 169。 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 te