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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,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 checklist. Process implementati
12、on 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 est
13、imating 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.,1、有时候读书是一种巧妙地避开思考的方法。20.9.1620.9.16Wednesday, September 16, 2020
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15、午12时17分45秒12:17:4520.9.16 7、最具挑战性的挑战莫过于提升自我。2020年9月下午12时17分20.9.1612:17September 16, 2020 8、业余生活要有意义，不要越轨。2020年9月16日星期三12时17分45秒12:17:4516 September 2020 9、一个人即使已登上顶峰，也仍要自强不息。下午12时17分45秒下午12时17分12:17:4520.9.16 10、你要做多大的事情，就该承受多大的压力。9/16/2020 12:17:45 PM12:17:452020/9/16 11、自己要先看得起自己，别人才会看得起你。9/16/2020 12:17 PM9/16/2020 12:17 PM20.9.1620.9.16 12、这一秒不放弃，下一秒就会有希望。16-Sep-2016 September 202020.9.16 13、无论才能知识多么卓著，如果缺乏热情，则无异纸上画饼充饥，无补于事。Wednesday, September 16, 202016-Sep-2020.9.16 14、我只是自己不放过自己而已，现在我不会再逼自己眷恋了。20.9.1612:17:4516 September 202012:17,谢谢大家,
