【正文】 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation 1 = parallele Aktivit228。 Followup Contracting Siemens Business Services 169。 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 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 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 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 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 ? Consider the value for the customer. Weigh up whether the benefit for the customer is greater, adequate/realistic or smaller than the costs. ? Consider the value for SBS. Weigh up whether the benefit for SBS is greater, adequate/realistic or smaller than the costs. ? Try to develop a WinWin situation between the customer and SBS. 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 ? Identify our Unique Selling Point for the proposal. ? Based on the information about the customer, petitors and market, draft the Sales Strategy: Our broad spectrum of consultancy services and solution Our technical petence and professional approach. Our sound financial position Our indepth knowledge of the customer and his business/industry. Our international presence Our quality and reliability Our unique solution 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。 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 ? Check if there i