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.
> 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
> Expert in reviewing client's existing business processes to align with SAP products and third-party solutions.
> Executed projects in SAP Presales, Solution Design, Implementation, Training and Service Delivery across several verticals and global customer base
> 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)
Post Retirement Activities:
> Created an online course “Presales for IT Solutions and Service providers” on UDEMY platform. The course has 1921 registered students from 80 countries learning through 17 languages as on 24 March 2022
> Engaged in mentoring professionals to meet challenges and nurture relationships both at workplace and in personal life. The mentoring is through ‘Preparation’ and ‘Enabling’ phases using ‘GROW’ framework representing Goals, Reality, Options, Way forward
> Digital strategy consultant for a Biotech start-up with patented Nanotechnology platform
> Serving at Sri Sathya Sai Vidya Vahini (SSSVV), educational initiative from Sri Sathya Sai Central Trust, India, since June 2011. Actively involved in enriching SSSVV deliverables through the CSR initiatives of Deloitte, Hyderabad since 2014
> During Covid pandemic in 2020, engaged 7500 Deloitte employees as part of corporate social responsibility to volunteer their time and skills for creating interactive quizzes in various subjects from class 1 to 9
> Serving as Digital technology consultant at Akshaya Kshetram, a charitable organization, based in Andhra Pradesh, India, which cares for and educates mentally and physically challenged people of all ages
> Translated the treatise ‘Bhadra Kalyanam’ which is in its 39th edition from Telugu to English. Bhadra Kalyanam is about the celestial marriage of Bhadra, the 7th consort of Lord Sri Krishna. It is about sustaining relationships, especially between husband and wife in today’s fast changing digital world.
> Created video series “Learning for Lifetime” on value of values based on the 13th chapter of Bhagavad Geeta.