5.3 Blueprint Starter guide for Presales & Bid Management
This section
highlights the step by step Blueprint Starter guide procedure and guidelines of
the Presales and Bid Management. This is followed by the Templatized steps of
this blueprint guide activity list in details with the process flow and
templates of the Presales Consulting of response of the Proposal, Commercials
and Defense presentation. Mentioned below is the Starter guide how to go about
doing the Presales & Bid Management
a)
Companies or
Service Provider Overview
This is all
about the company details which includes its strategic information, financial
information, highlights in a given year in terms of growth and profitability
b)
Program or
Project Scope
Project scope understanding is very necessary to appreciate the
client requirements, comprehend their business process and scoping part.
i.
Understanding of the customer requirements
ii.
Business Processes and Functionality in Scope
iii.
Miscellaneous Scope Statement
c)
Solution
Overview and Technical Architecture
Solution overview is based on the customer requirements and
overall understanding of the business process flow. It should be followed by a
Solution approach which is change based on the IT products and tools selected
and formally design a Solution Strategy to implement the same.
i.
Overall Technical solution & Enterprise Architecture
ii.
Solution Approach or the Framework
iii.
Solution Strategy specific for the Customer
d)
One Single
Estimation View – Program or Project Plan
One single estimation view template for a given program or project
shows the big picture of the engagement and gives the flexibility to use
cross-skilled resources across project streams. The resource can belong to
different practice group or vertical group but still cross-utilized for
multiple works for the same project based on the estimation. Mentioned below
are the few areas we will touch base in this section.
i.
Overall Estimation of the Program
ii.
Calculation of the Commercials & Pricing
iii.
Sample template Assumptions and Dependencies
iv.
Staffing with Roles and Responsibilities
e)
Project
Governance
Project
Governance discusses about all the critical steps required for setting the
foundation structure for project management. It also articulates the risk and
how to mitigate those risks. Also this section will provide the organization
chart and escalation mechanism to have a holistic governance approach
i.
Program Team Structure
ii.
Overall Project Management
iii.
Roles and Responsibility
iv.
Risk and Mitigation
v.
Key members and Experience
vi.
Project Organization Chart
vii.
Escalation Process & SLA Matrix
f)
Cost and
Assumptions
Pricing is one of the key dimensions in preparing a competitive
bid for the presales proposal document. Also all assumptions and dependencies
should be factored in while preparing the costing sheet.
i.
Review of Assumptions in preparing Bid costs
ii.
Cost review of the project
iii.
Alternative, in particular Cost Saving Proposals
iv.
Extra day rates review
v.
Primary List of Contact
g)
Real Time
Experience & Case studies
This section highlights all the case studies specific to other business
units of the same clients or related to its domains. Sometimes case studies
specific to Geographics and continents also adds lot of value additions.
i.
Case studies Template
ii.
Reference Projects and same Customer References if any
h)
Templatized
Roadmap for Defense Capability Document
Presales Defense presentation for
the Delivery & Implementation project is the final frontier in terms of
kick start the Delivery Engagement with the Customer. Mentioned below are the
key areas to be taken up to make an impact in front of the customer. The only
differentiators would be the Thought Leadership section which will help them to
clinch the deal apart from commercials.
i.
Introduction of the Company
ii.
Program Management overview
iii.
Proposed Delivery model
iv.
Value propositions or Value Adds
v.
Thought Leadership - Tools & Accelerators, Whitepapers
vi.
Case Studies Sample Engagements
vii.
Commercials Breakdown
viii.
Proposed Team and Engagement structure
5.4 Templatized Blueprint guide for the Consulting Projects
This section discusses in detail
Templatized steps of the above Blueprint Guide activity list in details along
with the process flow and templates of the Presales Consulting of response of
the Proposal, Commercials and Defense presentation. …End of the Sample BLOG
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