成功的项目管理ch02-Needs Identification.pptVIP

Chapter 2Needs Identification Learning Objectives Review the project life cycle identifying needs proposing a solution performing the project terminating the project Focus on needs identification Identify needs and select projects Develop RFPs The proposal solicitation process 此阶段始于识别需求、问题和机会，终于《需求建议书》或《招标书》的发布 这个阶段的主要任务是确认需求，分析投资收益比，研究项目的可行性，分析厂商所应具备的条件。 这个阶段尽管可以由客户单独完成，但如果厂商介入则非常有利：一方面可了解客户真正需要什么；另一方面早期的交流可建立良好客户关系，为后续的投标和合同奠定基础。 Real World Example Vignette: Verizon Information Services Needed an ad agency to handle the estimated $30 million to $50 million Yellow Pages business They developed an RFP and issued it to 15 select companies. Proposals were due back within a month. They were looking for someone who could take the brand to the next level. The winning bidder is expected to use TV, radio, print, direct marketing, interactive, and ethnic marketing. Real World Example Vignette: The National Security Agency The super-secret communications intelligence arm of DOD recently announced plans to open its doors to industry with a Request for Proposal. The RFP is for a contract to outsource the majority of its non-mission-critical IT infrastructure. Major functions include: PC installation and maintenance, e-mail services, and help desks. The 10-year, $5 billion initiative is called Project Groundbreaker. Identifying Needs, Problems, or Opportunities 需求是项目产生的根本前提 需求主要来源于： 市场变化 竞争需求 技术变化 管理中存在的问题 客户有了某种初步的项目需求以后，还需要进一步搜集有关问题的大量资料，研究和分析自身资源状况和条件，全面考虑项目的经济效益、社会效益、项目目标、组织目前的状况和资源获取能力，从而确定最终需求 Request for Proposal 需求建议书RFP (Request for Proposal)就是从客户的角度出发，全面、详细地向承约商陈述、表达为了满足其已识别的需求应作哪些准备工作。也就是说，需求建议书是客户向承约商发出的用来说明如何满足其已识别需求的建议书。 ——需求建议书是识别需求的基本描述，那么需求建议书如何描述呢？ Preparing a Request for Proposal State, comprehensively and in detail, what is required, from the customer’s point of view Enable contractors or a project team to understand what the customer expects so that they can prepare a thorough proposal The need may be communicated informally—and sometimes only