Presales Management - IT Solutions & Service Providers
- 2.5 hours on-demand video
- 7 downloadable resources
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
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Try Udemy for Business- This course provides an in-depth knowledge of best practices adopted in tender evaluation, solution design, content creation to deliver winning proposals.
- This course provides opportunities in developing your consulting skills by blending technical capabilities with business acumen. These skills will help you in addressing the senior management of the client resulting in successful bids.
- You must be already participating in the business development activities in IT industry.
This course provides the process guidelines in a framework identifying the essential activities to be carried in developing a proposal.
The framework has been developed keeping in view the following best practices followed for business acquisition across IT Solutions and Service providers:
- Study thoroughly the RFP released by the buyer for the needs and problems stated explicitly or otherwise
- Develop a solution that not only meets the stated requirements of the customer but exceeds the expectations.
- Indicate the features of your solution and explain how they benefit the customer
- Be always compliant with the RFP
A winning proposal can be differentiated by its executive summary which brings out the value proposition for the customer in engaging with the vendor on long term basis.
Course delivery:
The framework consists of four phases and each phase has specific modules to be completed before proceeding to the next phase.
All the activities to be performed end to end, from receiving the RFP released by the customer to the awarding of the contract are organized across different modules.
The activities are performed by the proposal management team which has representation from different functional areas within the organization.
There are quality gates to be cleared before proceeding to the next phase.
The Case Study with a sample RFP will help you to evaluate your understanding of the framework and its adaptation in real world scenario. There are 45 templates used in creating the response to the sample RFP, which you can download for future reference.
This course has 2.5 hours video,20 lectures, 8 quiz sets.
- If you are in business development team in IT industry providing products and services, then this course will enhance your skills in solutions consulting and winning contracts.
Welcome.
To begin with, I will show you how we will proceed with this course using a knowledge map.
You may be aware that there are many definitions of Presales management in IT solutions and Services business.
In this lecture I will highlight some of the common activities that are included in Presales management.
As active team members of Presales, you may be familiar with the types challenges faced for effective contribution.
In this lecture, I will identify some of those challenges.
Please note down your specific challenges and at the end of the course check if they have been addressed.
The Framework refers to a structure created with processes, activities, roles and responsibilities to execute various tasks in Presales management.
Thorough understanding of the Framework will help in the next sections of the course.
Adapting the Framework will benefit you, your team members and your organization in effective use of resources for successful contracts.
This lecture highlights some the benefits.
In this lecture under Tender Evaluation section, you will study the RFP in detail to complete the following five Modules:
TE11 - Gap Analysis / Assess Feasibility
TE12 - Risk Analysis
TE13 - Models / Plans
TE14 - Contract and Price Strategy
TE15 - Tender Investment Approval
At the end of TE15 Tender Investment Approval Module, you will be able to take a decision either to pursue the opportunity or to drop it.
This way you can monitor the resources being utilized for the RFP, at every stage.
This lecture is about the verification of the RFP response with adopted quality norms during the 'Tender Evaluation' phase.
The sponsor or Sales Manager may accept to pursue the RFP, however it is the Quality Manager who reviews the work products as per organization norms and gives approval to go to next phase i.e. 'Proposal Development'.
In this lecture under 'Proposal Development' section you will start the proposal development activities to complete the following Modules:
PD11 - Proposal Review
PD12 - Offer Approval
PD13 - Proposal Production
At the end of PD12 'Offer Approval' Module, you will be able to take a decision either to pursue the opportunity or to drop it.
This way you can monitor the resources being utilized for the RFP, at every stage.
This lecture is about the verification of the RFP response with adopted quality norms during the 'Proposal Development' phase.
The sponsor may accept to pursue the RFP, however it is the Quality Manager who reviews the work products as per organization norms and gives approval to go to next phase i.e. 'Submission and Negotiation'.
In this lecture under the final phase of 'Submission and Negotiation' you will carry out the critical activities for winning the contract. The Modules include:
SN1 - Proposal Submission
SN2 - Proposal Presentation
SN3 - Proposal Follow up
SN4 - Customer Feedback
SN5- Negotiation Strategy
SN6 - Negotiate Contract
SN7 - Contract Award
SN8 - Contract Approval and sign
SN9 - Proposal Project Closure
This lecture is about the Case Study.
After completing the earlier sections about the frame work, you will now have a good understanding of the Modules, Work Products and templates.
Let us now apply our knowledge of the Framework to develop a proposal for a sample RFP.
Please download the sample RFP and print if required.
Study the RFP and highlight relevant information to develop a response using the templates discussed under each Module.
In the earlier lecture, you reviewed the sample RFP and noted your observations.
In this lecture we will develop a Proposal in response to the Sample RFP using the templates.
Please down load all the documents attached in this lesson.
Start with reviewing the 'Case Study Comments' document.
This document explains the approach to RFP analysis and utilizing the relevant template for developing a response.
Please continue this process for each phase and carefully study the completed response templates for all modules.
Note your observations or comments if any and post the same.
I will be happy to respond and clarify them at the earliest.
This lecture highlights the importance of adapting the Frame work for your organization, and setting Quality norms.
Also to utilize the flexibility of the Framework for different types of opportunity in terms of value of the contract, complexity of solution, commercial considerations etc.
This lecture also covers how to set up Best Practices for adhering the adapted Framework..
The time and effort invested by you in understanding the Framework, applying the knowledge in developing a response to sample RFP as a case study must have given you a new perspective.
The other supporting skills in Presales management are inherent in the Framework.
Equipped with this knowledge you are now truly a Presales Guru.