【正文】 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 ? 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 ? 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 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 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 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。 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 customer. 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 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 nominate 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。ten Prospect Analysis Complete 3 Analyse and Segement Tender 1 Start Prospect Evaluati