Presales Management - IT Solutions & Service Providers
What you'll learn
- 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.
Requirements
- You must be already participating in the business development activities in IT industry.
Description
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.
Who this course is for:
- 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.
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Course content
- Preview06:16
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- 10 questionsPresales
Instructor
- 4.1 Instructor Rating
- 429 Reviews
- 1,453 Students
- 1 Course
Kamaraju Turaga held senior strategic and line management functions in Engineering and IT industries for over thirty five years before retiring from Siemens Information Systems, India. He executed projects for multinational companies, networking with global partners and multicultural teams. He was involved in developing tools and methodologies for business acquisition and delivery management.
Kamaraju was responsible for Pre-Sales, Solution Design and Bid/Proposal management for global customers with significant offshore services. He designed Pre-Sales support processes for early involvement of teams from India in RFP/Bid evaluation and proposal development for global opportunities. He trained Pre-Sales teams with specific application knowledge to support verticals from different countries as single point of contact.
He supported the Vertical Business segments in the customer acquisition phase. Aligned with consortium partners where required. Involved in customer acquisition from the different Vertical Business segments like Automotive (Germany, US), Media (UK, South Africa), Utilities (Canada & Vietnam), Public Sector (Italy , South Africa, India), Pharmaceuticals (USA & Germany), Transport (UK), Finance & Insurance (Belgium, India), Food & Beverages (India, China & Philippines) and Software (Germany).
Kamaraju successfully executed IT (SAP) projects in China, South Africa, Sri Lanka, UK and India across Pharmaceutical, Engineering, Automobile, Manufacturing, Food Processing industries and Professional Services organization.
As a SAP Solution Architect, Kamaraju managed project teams in Presales, Solution Design, Implementation, Training and Service Delivery Management. Reviewed Business Processes and aligned with IT solutions. He trained Consultants in Soft skills.
He developed portfolio for Application Management services to support SAP Global Development Center, Bangalore.
Kamaraju was also responsible for Service Management in SAP Application support services for 30 group operating companies in U.K.
Kamaraju as a team lead in a transition project developed the strategy and executed the transition for an organization to take over SAP application management services.
Knowledge sharing has always been a passion with Kamaraju. He has successfully imparted training to consultants at SAPient College and SAP Authorized Training Centre in Sales and Distribution module and ASAP methodology. He has also developed course ware for SAP training.
He conducts workshops for different industries and Non-Profits for monitoring their projects with IT tools.
He is also participating in developing and maintaining an educational portal offering free contents to school teachers as a volunteer. The portal has been developed using open source software tools with the support from IT global organizations.