西门子公司方案管理程式siemens课程课件(编辑修改稿)

西门子公司方案管理程式siemens课程课件(编辑修改稿)内容摘要：

, Plan Consortium 11 Plan Proposal Project Develop Business Value 4 Find Partners Draft Sales Strategy 5 9 Conduct Customer Business Needs Workshop 2 Estimate Effort, Costs, Prices, Results Draft Contract and Price Strategy Sales Solution Commercial Management 6 7 8 Define Scope and Responsibilities Evaluation Subphase Complete Perform Gap Analysis / Assess Feasibility 14 Analyse Risk Consolidate Components 13 15 Obtain Bid Invest Approval Update Models and Plans 16 17 1 Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 Followup Contracting Siemens Business Services 169。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation • Outline a Proposal Project Plan based on the customer’s specified deadlines. • Put together a proposal team to process the subphase. • Allocate roles to the team members and nominate a Proposal Manager to head the team. • Conduct a workshop to develop team spirit and mitment. Bring the team up to the latest level of knowledge. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation • Ascertain what type of request it most likely is. • Collect hints about formal and informal evaluation procedures and decision making criteria. • Split the tender into the bid lots. • Analyze the tender or each bid lot at an adequate level of detail according to the 4 specialty areas. • Sales Model View Solution Model View Commercial Model View Customer Project Plan • Search through the proposal repository for parable bids that can be reused. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation • Obtain information about issues critical to success . by asking: How will the bids be assessed? What is the ideal solution? What will win your business? What are the priority? Who are the preferred suppliers? Who will make the final decision? Who has a Veto? Who must be satisfied? Who has to live with the final decision? • Validate information about the customer, the customers situation and the opportunity and clarify doubtful areas. • Build up relationship with the customer. Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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。 1998 Siemens Business Services for internal use only June 1999 Prospect Evaluation Prospect Analysis Prospect Evaluation Proposal Development Proposal Delivery amp。 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 Comme。