《Proposal Management Training》由会员分享，可在线阅读，更多相关《Proposal Management Training（18页珍藏版）》请在金锄头文库上搜索。
1、Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 1 - 1999 Siemens Business Services - for internal use only -TMProposal Management Training Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 2 - 1999 Siemens Business Services - for internal use only -Course objectivesThe particip
2、ants* obtain an overview of Chestra Series and Chestra Proposal Management * understand procedures and work products to develop a proposal* are able to judge whether a prospect will be interesting* are able to develop a proposal by using the proposal management guide* recognize the interfaces of pro
3、posal management to other Chestra elementsSiemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 3 - 1999 Siemens Business Services - for internal use only -Agenda* Overview of Chestra series and Proposal Management * In breakout groups: Development of a proposal in the sub- phases* In breakout
4、 groups: Chestra Proposal Management work products introduction * Summary of Proposal Management benefit* Case study* DiscussionSiemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 4 - 1999 Siemens Business Services - for internal use only -Overview of Chestra Series I can do a better job of
5、delivering the required solution, and at a more attractive cost than anyone else; and heres why “ A Proposal is a Sales Document ! What is a ProposalChestra Proposal Management -what is Proposal Management Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 11 - 1999 Siemens Business Service
6、s - for internal use only -q Proposal Management is a methodology for creating winning proposals. Proposal Management describes a proven and easy to understand approach to the structured handling of the proposal processq Proposal Management is designed for the consultancy and system integration busi
7、ness of SBS and is in line with the values and principles of SBSq Proposal Management offers:A structured guideline through the proposal processChecklists, which helps to not forget important thinksHints and tips, given by practitionersTemplates, to accelerate daily workChestra Proposal Management -
8、what is Proposal Management Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 12 - 1999 Siemens Business Services - for internal use only -qHigh quality proposalsqIncrease hit-rateqImprove productivityqEntry into projects using ChestraInterfaces to:Value SellingProject ControllingContract
9、ManagementChestra Proposal Management -Purpose of Proposal Management Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 13 - 1999 Siemens Business Services - for internal use only -Proposal Management will achieve following objectives throughqdefine a successful strategy qassemble the prop
10、osal teamqformulate convincing argumentsqconvincing presentation qclosure of the contractChestra Proposal Management -Purpose of Proposal Management Siemens Business ServicesProposalMgmtOverview.ppt, 6.2.99 - 14 - 1999 Siemens Business Services - for internal use only -Bid Invest ApprovalOffer Appro
11、valContract ApprovalProspect Analysis SubphaseProspect Evaluation SubphaseProposal Development SubphaseProposal Delivery & Follow-up SubphaseContracting SubphaseProposal Project ManagementChestra Proposal Management -Process of Proposal Management Siemens Business ServicesProposalMgmtOverview.ppt, 6
12、.2.99 - 15 - 1999 Siemens Business Services - for internal use only -Bid Invest ApprovalOffer ApprovalContract ApprovalProspect Analysis SubphaseProspect Evaluation SubphaseProposal Development SubphaseProposal Delivery & Follow-up SubphaseContracting SubphaseProposal Project ManagementUnderstand Cl
13、ients BusinessCreate ValueWin-Win or no DealGuiding PrinciplesRoles, Experts, TeamsProcess with Activities, Tips, ExamplesModel ViewsApproval ReportsProject PlansProposal DocumentProposalWork ProductsChestra Proposal Management - Content of Proposal Management (main aspects)Siemens Business Services
14、ProposalMgmtOverview.ppt, 6.2.99 - 16 - 1999 Siemens Business Services - for internal use only -RolesWho is responsible?1Prospect AnalysisSubphase starten2Schlsseldaten desKunden identifizierenDas Anliegen oderProblem des Kundenverstehen7Leistungstrger undmgliche Partneridentifizieren8Entscheiden, o
15、b wirweitermachenProspect AnalysisSubphaseabgeschlossenTender oder Kunden-anfrage eingegangen3How/when to do it?ProcessesWork ProductsWhat to deliver?TechniquesHow to produce?Hints & TipsHow to produce?Guiding PrinciplesChestra Proposal Management - Content of Proposal ManagementSiemens Business Ser
16、vicesProposalMgmtOverview.ppt, 6.2.99 - 17 - 1999 Siemens Business Services - for internal use only -Chestra Proposal Management Time Allocation - Three Step ConceptProspect AnalysisProspect EvaluationProposal DevelopmentIs opportunity of interest for us?Do we want to offer and can we?Develop a winning proposal!EffortTime30 Minutes - 2 HoursSales Manager1 Hour - 2 DaysSales Manager with small Team1 Day - several weeksP
