Presales Management - IT Solutions & Service Providers

A Framework for effective management of Presales processes.
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  • Lectures 20
  • Contents Video: 2.5 hours
  • Skill Level Expert Level
  • Languages English
  • Includes Lifetime access
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    Available on iOS and Android
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About This Course

Published 3/2015 English

Course 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:

  1. Study thoroughly the RFP released by the buyer for the needs and problems stated explicitly or otherwise
  2. Develop a solution that not only meets the stated requirements of the customer but exceeds the expectations.
  3. Indicate the features of your solution and explain how they benefit the customer
  4. 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.

What are the requirements?

  • You must be already participating in the business development activities in IT industry.

What am I going to get from this course?

  • 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.

What is the target audience?

  • 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.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
06:16

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.

02:13

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.

Presales
10 questions
Section 2: Framework
04:51

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.

02:02

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.

Framework
6 questions
Section 3: OA - Opportunity Analysis Phase
14:16

This lectures includes the activities to be performed as soon as you receive an RFP.

You should review the RFP and complete the five Modules.

At the end of the fifth Module you will be able to take a decision either to pursue the opportunity or to drop it.

03:03

This lecture is about the verification of the RFP response with adopted quality norms.

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.

OA
10 questions
Section 4: TE - Tender Evaluation Phase
14:40

In this lecture under Tender Evaluation section, you will study the RFP in detail to complete the following five Modules:

TE1 - Proposal Project Team

TE2 - Roles and Responsibilities

TE3 - Customer Needs / Problems in detail

TE4 - Business Value

TE5 - Sales Strategy

11:16

In this lecture under Tender Evaluation section, you will study the RFP in detail to complete the following five Modules:

TE6 - Analysis

TE7 - High Level Solution

TE8 - Finalize Partners

TE9 - Estimate Efforts / Costs / Prices

TE10 - Delivery Project Plan

10:48

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.

02:29

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'.

TE
6 questions
Section 5: PD - Proposal Development Phase
11:19

In this lecture under 'Proposal Development' section you will start the proposal development activities to complete the following Modules:

PD1 - Overall Proposal Concept

PD2 - Proposal Components

PD3 - Sales Components

PD4 - Partner Commitments

PD5 - Solution Components

12:44

In this lecture under 'Proposal Development' section you will start the proposal development activities to complete the following Modules:

PD6 - Commercial Components

PD7 - Legal Components

PD8 - Exclusions / Deviations

PD9 - Demos / Prototypes

PD10 - Risk Mitigation

06:54

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.

01:59

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'.

PD
7 questions
Section 6: SN - Submission and Negotiation Phase
15:27

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

SN
4 questions
Section 7: Case Study
04:26

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.

07:03

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.

Case study
9 questions
Section 8: Orchestration
08:31

The focus of this lecture is on understanding and setting up response Benchmarks for the development of Proposals.

05:19

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..

Orchestration
4 questions
02:36

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.

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Instructor Biography

Kamaraju Turaga, Mentor, IT Solutions and Services

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.

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