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.
- 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.
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.
Retired as SAP Global Solution Architect from Siemens, India in October 2010.
Ø Currently offering an online course “Presales for IT Solutions and Service Providers” on the UDEMY platform. The course has 3178 registered students from 98 countries learning through 20 languages as of 1 Sept 2023.
Ø just launched an online course “Advanced Techniques for Presales Solution Consultants” on the UDEMY platform.
Ø Engaged in mentoring professionals to meet challenges and nurture relationships both at the workplace and in personal life. The mentoring is through ‘Preparation’ and ‘Enabling’ phases using the ‘GROW’ framework representing Goals, Reality, Options, Way Forward.
Ø Soft skills training: Trained Tax consultants of RSM on Collaboration and virtual teaming best practices for business process improvements. RSM is amongst India’s top tax, accounting, and consulting groups with a pan India presence and a team of over 3,000 personnel.
Ø Created “AI for kids” a hands-on training program for storytelling, video creation, and writing poems and blogs.
Ø Over 35 years experience in Engineering and IT industries in senior strategic and line management functions. Executed engineering and IT projects for multinational companies in consortium with global partners and networking with multicultural teams.
Ø Expert in reviewing client's existing business processes to align with SAP products and third-party solutions.
Ø Executed projects in SAP Presales, Solution Design, Implementation, Training, and Service Delivery across several verticals and global customer base.
Ø Involved in customer acquisition for SAP solutions from the different vertical business segments including 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, Sri Lanka, China & Philippines), Software (Germany).
Ø Serving at Sri Sathya Sai Vidya Vahini (SSSVV), an educational initiative from Sri Sathya Sai Central Trust, India, since June 2011. Actively involved in enriching SSSVV deliverables through the CSR initiatives of corporates, since 2014.
Ø During the Covid pandemic in 2020, engaged 7500 employees of Deloitte, a multinational consulting organization as part of corporate social responsibility to volunteer their time and skills for creating interactive quizzes in various subjects from class 1 to 9. The event was completely executed online.
Ø Serving as Digital technology consultant at Akshaya Kshetram, a charitable organization, based in Andhra Pradesh, India, which cares for and educates 100 mentally and physically challenged people of all ages.
Ø Created video series “Learning for Lifetime” on the value of values based on the 13th chapter of Bhagavad Geeta.
Ø Designed and developed a website ‘Fond-Recollections’ for family lineage and family blog. Trained a supporting team.