9. S P
Prospecting
Qualifying the sales lead
For a sales lead to qualify as a sales prospect,
qualification must be performed and evaluating.
Product Applicability / Fitment of solution
Ability to afford our solution
Time frame of purchase
10.
11. S P A
Analysis
Taking the qualified prospect through a
question and answer session to identify the
requirement.
help the buyer identify and quantify a business
need a ‘gap’ between where prospect is today
and where it want to be in feature.
14. S P A P
Praposals
Come up with a business proposal suggesting various
product/services that will suffice the need of prospect.
Include cost, schedule and other information.
15.
16. S P A P N
Negotiation
Negotiate the terms and set in business proposals.
Pricing (Technique & Amount)
Scope of the project
Timeline
17.
18. S P A P N C
Closure
Making the actual sales
Getting the sign-off / purchase order
Getting the SOW (Statement Of Work) signed
19.
20. S P A P N C O
Repeat order
Maintain the relationship with client and bring more
orders through.
Cross selling, Other project opportunities.
Order Renewals
23. Pre sales include the
Entire gamut of activities involved in preparing to engage with
prospects / clients,
And includes specific response to client requests.
24.
25. Responding
to client
request
Responding to client
request
Responding RFP, RFI, RFQ
Providing any information to
the client, which helps him
take the buying decision
General client query about
solutions and capabilities.
28. Responding
to client
request
Supporting
client visit
Visiting
clients
Interfacing &
Coordinating
Interfacing with
Internal & External
Groups to Design best
fit solution for client
Need to interface & coordinate
with
Technical competency centers
Functional SME
Legal and Financial
Delivery Teams
Recruitment
Third party / OEMs
29. Responding
to client
request
Supporting
client visit
Visiting
clients
Interfacing &
Coordinating
Marketing
Support
Marketing Support
For various marketing events,
need to support marketing team
through
Offering and capability
related documents, brochures
and posters
Extended capability (if any)
through alliances with order
product and development
firms or niche vendors
30. Responding
to client
request
Supporting
client visit
Visiting
clients
Interfacing &
Coordinating
Marketing
Support
Competitor
Analysis
Competitor Analysis &
Market scanning
Client receive response from
multiple vendors, so one
must know where does it
stand against competition
What is our competition in an
industry / for a specific bid
opportunity and what are
there offerings /
differentiators
Market scanning is done
through market research
reports, analyst reports
33. RFI / EOI
Request for information / Expression of interest
These are usually relatively short documents that ask specific
questions about the vendors and services vendors provides
Capability Evolution
Often uses as pre - qualifier to determine which vendors will
receive an RFP or RFQ – vendor Empanelment
34. RFP ( Request for proposal )
These are often lengthy documents that provide detailed
information on requirements.
Functions & workflow,
Business goals,
Integration specs, etc
To the vendors so they may propose a solution which meets the client’s
needs and goals
It often includes scope of requirements, pricing requirements,
contract terms & conditions, as well as detail case studies &
reference requirements
35. RFQ (Request for quotes)
Can be part of a RFP or RFI
This is a request for pricing based on what’s outlined in the RFI or
specified in a RFP, or can be used as a request for ala cart pricing
for various service options.
36. RFI, RFP & RFQ
A company can do any one or more of the above, usually in the order
shown
Often the RFP may incorporate both the RFI & RFQ as sections of the
doc, and also include other evolution step such as demo, proof-of-
concept or presentation
A big advantage of using RFI, RFP or RFQ in software evolution is that
it allows vendors to self eliminate because they can batter assess their
own chances
This helps the buyer narrow down the choices to the most feasible
solution
39. Efforts Estimation
Estimating how much effort it is going to take to complete the project
Various industry standard methodologies are use for the effort estimation
FP,WBS,SMC
Given in person months
41. Functional Solution
Functional solution addressing the client’s requirements
Function Flow
Fitment of any existing frameworks
Compliance for FR
42. Project Execution Methodology
Which methodology will be followed for project implementation
Water-fall model
Iterative
Agile
Asana
Base camp
Client specified or vendor recommended methodology.
Warranty, Maintenance & support
43. Project plan
Timelines to implement the project
Milestones to various stage of the project
Activities to be performed and various deliverables
44. Resourcing & Team
Recommended to team structure
Onsite/offshore composition
Different role identified
No of resources for each identified role
Sample CV / Poisoning for key roles
45. Proposal Management Plan
Project summary
Customer profile
Proposal operation
Competitive analysis
Strategies and themes
Roles and responsibilities
Past performance citation and
references
Proposal strategy
Proposal schedule
Executive summary
Proposal outline
Work breakdown structure
Forms, templates, references,
guidelines, etc.
Pricing / cost breakdown
51. Proposal Building Tips
1. Focus on the customer
2. Customize and personalize
3. Define the solution
4. Calculate Benefits – Buyer value
5. Show Non – financial Benefits - Buyer value
6. Describe the methodology
7. Include differentiator
8. Highlight business information more than technical information
9. Develop proposal standards
10. Ensure the quality standard
52. Proposal Presentation
Know your audience
Establish the context
Include only essentials, from customer perspective
Establish a structure (agenda)
Ensure a flow, in order of importance
Use of mnemonics, picture, graphs – must be relevant
Using the right tone.
• Tone is determined by
• Choice of words, expressions, sentences
• Modulation
• Facial expression, body language
• voice
