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1、TM,Proposal Management Sub-phases,Proposal Management Process,Bid Invest Approval,Offer Approval,Contract Approval,Prospect Analysis Subphase,Prospect Evaluation Subphase,Proposal Development Subphase,Proposal Delivery settling all the services to be provided by SBS to deal with all existing and ass
2、umed risks in the contract and to develop preventive measures and fallback solutions if necessary Critical: a watertight definition of the performance is agreed Open communication in the team; no surprises in negotiating team short contract negotiations so that the planned project deadlines can be m
3、et and the assumptions made do not become invalid the procedure must be coordinated with the partners,Contracting,Contracting,Nominate the negotiating team and chief negotiator for SBS and define respective roles. Fix the place and date of negotiation with the customer. Recognize major differences a
4、nd communicate them with the customer in advance if possible. Prepare any back-up documents that may be required for the negotiation.,1,2,Contracting Subphase Completed,Bid Won,3,4,5,6,Define Negotiation Strategy,Negotiate Contract,Obtain Contract Approval,Sign Contract,Complete Proposal Project,Sta
5、rt Contracting Subphase,Contracting,Identify potential areas of conflict. Devise possible fallback solutions. Define the negotiating strategy based on aspects such as -object of the contract -room for negotiation -room for discount -hard, non-negotiable positions and soft, negotiable position. -mini
6、mum scope of bid -impact on existing and future contracts -Win-Win situation and partnership between customer and SBS.,1,2,Contracting Subphase Completed,Bid Won,3,4,5,6,Start Contracting Subphase,Negotiate Contract,Obtain Contract Approval,Sign Contract,Complete Proposal Project,Define Negotiation
7、Strategy,Contracting,Agree with the customer whether the contract is to be signed at a meeting/event. If a contract signing ceremony is to be held, make necessary preparations to ensure that the contract is signed in a fitting manner, e.g. location and setting, participants. If the contract is only
8、passed round for signing, follow up the individual stations of the contract signature up to the exchange of documents.,1,2,Contracting Subphase Completed,Bid Won,3,4,5,6,Start Contracting Subphase,Define Negotiation Strategy,Negotiate Contract,Obtain Contract Approval,Sign Contract,Complete Proposal
9、 Project,Contracting,Ensure that all information collected during the proposal phase is available to the customer project team. Transfer the proposal project to the customer project team. Hand over all documents and responsibility to the Project Manager of the customer project. Agree with the custom
10、er whether the contract is to be signed at a meeting/event. Make certain that all documents are safely archived. Conduct a Lesson Learned Session and document the results in Proposal Closure Report. Reward the Proposal Team appropriately.,1,2,Bid Won,3,4,5,6,Start Contracting Subphase,Define Negotia
11、tion Strategy,Negotiate Contract,Sign Contract,Complete Proposal Project,Contracting Subphase Completed,Obtain Contract Approval,Tailoring to Individual Case,Entry point of the process - For a known customer and opportunity, we can enter at proposal development subphase. Use the first 2 subphase as
12、checklist. Process implementation depth - In small proposal projects we recommend that you run through all activities as a checklist to make sure that nothing important is forgotten. Level of detail of work products - Only those work products will be created. Which are necessary for demonstrating the proposed solution and for estimating cost and effort. Scope of proposal project management - Use appropriate project management methods and techniques. Number of staff engaged - In small proposal projects, one person might have to perform several roles at a time.,
