Presales, solution design & bid management an overview
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The document discusses various aspects of pre-sales activities including responding to client requests, supporting client visits, interfacing with internal and external groups for solution design, marketing support, competitor analysis, and responding to RFx documents. It describes key elements of solution design like effort estimation, technical and functional solutions, project methodology, plans, resourcing, and templates for bid qualification, management, and presentation. The goal is to understand customer needs, design optimal solutions, prepare competitive proposals, and win new business through effective pre-sales and bid management processes.
Presales, solution design & bid management an overview
- 1. Pre-Sales, Solution Design and Bid Management An Overview
- 2. XYZ reports 50% revenue growth and 40% rise in Net Profits during Q1 FY13 Fresh orders of $200mn were secured during the quarter, resulting in $990mn of executable order book over the next 12 months. Twenty new customers were added in this quarter. What all does it take to build order-book and bring new business to the company? Whether it is one single person or a group of persons, who are working tirelessly day in and day out to make sure company is sustainable?
- 3. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 4. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 5. Its about…………………. …………………….?
- 7. S O P P C A N
- 8. S uspecting O P P C A N
- 9. S Suspecting Generating the sales lead Marketing Campaigns Trade Fairs, Industry Forums Online Marketing, Social Media Inside Sales Team
- 10. S uspecting O P rospecting P C A N
- 11. S P Prospecting Qualifying the sales lead For a sales lead to qualify as a sales prospect, qualification must be performed and evaluated – Product Applicability / Fitment of Solution Ability to afford our solution Time frame of purchase
- 12. S uspecting O P rospecting P C A nalysis N
- 13. S P A Analysis Taking the qualified prospect through a question and answer session to identify the requirements Help the buyer identify and quantify a business need or a ‘gap’ between where prospect is today and where it want to be in future SPIN
- 14. S P A Analysis SPIN
- 15. S uspecting O P rospecting P roposals C A nalysis N
- 16. S P A P Proposals Come up with a business proposal suggesting various products/services that will suffice the need of the prospect Includes Cost, Schedule and other information
- 17. S uspecting O P rospecting P roposals C A nalysis N egotiation
- 18. S P A P N Negotiation Negotiate the terms set in the business proposal Pricing (Technique & Amount) Scope of the Project Timeline
- 19. S uspecting O P rospecting P roposals C losure A nalysis N egotiation
- 20. S P A P N C Closure Making the actual sale Getting the Sign-Off / Purchase Order Getting the SOW signed
- 21. S uspecting Repeat O rder P rospecting P roposals C losure A nalysis N egotiation
- 22. S P A P N C O repeat Order Maintaining the relationship with client and brining more orders through Cross Selling, Other Project Opportunities Order Renewals
- 23. S uspecting Repeat O rder P rospecting P roposals C losure A nalysis N egotiation
- 24. Hunters Farmers
- 25. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 26. Pre Sales includes the entire gamut of activities involved in preparing to engage with prospects / clients, and includes specific responses to client requests
- 28. Responding to Client Responding to Client Requests Requests Responding to RFP, RFI, RFQ Providing any information to the client, which helps him take the buying decision General client queries about solutions and capabilities
- 29. Supporting Client Visits Responding to Client Requests Prospects / clients may visit the vendor’s office Supporting Client Visit To see the vendor’s infrastructure Gives vendor an opportunity to showcase its capability and do cross- selling
- 30. Visiting Clients Responding to Client Requests Visiting client for meetings Supporting Client Visit Due diligence – to get a clear understanding of the requirement Visiting Clients May also include demonstration of Proof-Of- Concepts or product Solution Presentation to the Client
- 31. Interfacing with Internal & External Groups to Design Best Fit Solution Responding to Client for Client Requests Need to interface & coordinate Supporting Client Visit with Technical Competency Centres Visiting Functional SME Clients Interfacing & Legal and Financial Coordinating Delivery Teams Recruitment Third Party / OEMs
- 32. Marketing Support Responding to Client Requests For various marketing events, need to support Supporting Client Visit marketing team through Offering and Capability related Marketing Support Visiting documents, brochures Clients and posters Interfacing & Coordinating Extended capability (if any) through alliances with other product development firms or niche vendors
- 33. Competitor Analysis & Market Responding to Client Scanning Requests Clients receive response Competitor Supporting Analysis Client Visit from multiple vendors, so one must know where does it stand against competition Marketing Support Visiting What is our competition in Clients an industry / for a specific Interfacing & bid opportunity and what Coordinating are their offerings / differentiators Market scanning is done through market research reports, analyst reports
- 34. Responding to Client Requests Competitor Supporting Analysis Client Visit Marketing Support Visiting Clients Interfacing & Coordinating
- 35. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 36. RFI / EOI Request for Information / Expression of Interest These are usually relatively short documents that ask specific questions about the vendor and services vendor provides Capability Evaluation Often used as pre-qualifier to determine which vendors will receive an RFP or RFQ – Vendor Empanelment
- 37. 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 detailed case studies & reference requirements
- 38. RFQ Request for Quotes Can be part of an RFP or RFI This is a request for pricing based on what's outlined in the RFI or specified in an RFP, or can be used as a request for ala carte pricing for various service options
- 39. 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 and RFQ as sections of the doc, and also include other evaluation steps such as a demo, proof-of-concept or presentation A big advantage of using RFI, RFP or RFQ in software evaluation is that it allows vendors to self-eliminate because they can better assess their own chances This helps the buyer narrow down the choices to the most feasible solutions
- 40. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 41. ?
- 42. Effort Estimation Estimating how much effort it is going to take to complete the project Various industry standard methodologies are used for effort estimation like FP, WBS, SMC Given in Person Months
- 43. Technical Solution Technical Solution, addressing the client’s requirements Technology Selection Technical Architecture Technology Stack Licensing / Sizing Information Infrastructure / Hosting Solution Compliance to NFR
- 44. Functional Solution Functional Solution, addressing the client’s requirements Functional Flow Fitment of any existing frameworks Compliance to FR
- 45. Project Execution Methodology Which Methodology will be followed for project implementation Waterfall Iterative Agile Client specified or Vendor recommended methodology Warranty, Maintenance & Support
- 46. Project Plan Timelines to implement the project Milestones to complete various stages of the project Activities to be performed and various deliverables
- 47. Resourcing & Team Recommended Team structure Onsite / Offshore composition Different Roles identified No of resources for each identified role Sample CV / Positioning for key roles
- 48. ?
- 49. Effort Estimation Technical Solution Functional Solution Project Execution Methodology Project Plan Resourcing & Team
- 50. Executive Summary – Cover Letter Value Proposition Understanding of Requirements - Client’s Pain Points Solution Vertical & Technical Capability – Accelerators, Case Studies & References Pricing Vendor Information
- 51. 1. • Understanding the Sales Cycle 2. • What is Pre-Sales 3. • RFx 4. • Solution Design 5. • Bid Management
- 53. Bid Qualification Form 1. Project Name/Bid Title 2. Client name 3. Business Domain (Finance / Insurance / Transport, etc) 4. Type of Request (RFP / RFI / Estimation only) 5. Type of Bid (Please mark X in column) Custom Software Development Workflow Application Application Support & Maintenance Packaged Software Systems Integration Enterprise Knowledge Solution Legacy Modernization & Maintenance Other: 6. Items required from Offshore (Please mark X in appropriate columns) Complete Proposal Response to RFI Technical Solution Only Presentation Project Estimates Only Other: 7. Critical Success Factors for winning the Bid 8. What is the Account Managers assessment of the probability that NIIT will be selected? 9. What is the budget the client has in mind for this assignment?
- 54. 10. Technological preferences of client, if any? 11. General Information Milestone Date RFP/RFI published by Client RFP/RFI sent to Offshore Submission to Client Response needed from Offshore Client briefing (if any) Likely decision by client 12. Main Competitors’ 13. Is there a preference for local vendor (Yes/No)? 14. What is Approx. Planned Gross Margin from Sales Team? 15. Any other Information relevant to this bid 16. Name of Account Manager & Geo
- 55. Bid Team Formation Bid Plan Kick-off meeting - Roles and Responsibilities Understanding Business Problem / Requirement Deal Strategy Document Win Theme – Differentiators, Value proposition Technical and Functional Solution Effort & Cost Execution Approach Estimation Estimation, Resource Plan Proposal Preparation Proposal Integration of all information (Commercial part by Sales Team) Stitching the proposal Review s Final Review and Submission Cycles • Final Review of Entire proposal • Submission to prospect • Archival of proposals
- 56. 10 tips to prepare a winning proposal 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 Standards
- 57. Presentation Know your audience Establish the context Include only essentials, from customers perspective Establish a structure (agenda) Ensure a flow, in order of importance Use of mnemonics, pictures, graphs – must be relevant Using the right tone. ◦ Tone is determined by Choice of words, expressions, sentences Modulation Facial expression, body language Voice “Client buys you first then your company”
- 58. “winning isn’t everything it’s the only thing”.