成功的项目管理ch03-Proposed Solutions.pptVIP

Chapter 3Proposed Solutions 此阶段始于RFP发布后，终于签订合同 此阶段主要由各厂商向客户提交标书、介绍解决方案。 此阶段是赢得项目的关键，公司既要展示实力又要合理报价 Learning Objectives Proposal marketing strategies Bid/no-bid decision Development of a winning proposal proposal preparation process and elements that may be included in a proposal pricing considerations The evaluation of proposals Types of contracts between the customer and the contractor Proposed Solutions Second phase starts when the RFP becomes available and ends when an agreement is reached with a contractor In many situations an RFP does not involve soliciting competitive proposals from external contractors, and the second phase of the project life cycle may be completely bypassed. Pre-RFP/Proposal Marketing Should not wait until formal RFP solicitations are announced before starting to develop proposals Develop relationships with potential customers Maintain frequent contacts with past and current customers Pre-RFP/Proposal Marketing (Cont.) Be familiar with a customer’s needs and requirements Consider this marketing or business development; no cost to the customer May prepare an unsolicited proposal Efforts are crucial to the foundation for winning a contract Bid/No-Bid Decision Factors to consider: competition risk mission extension of capabilities reputation customer funds proposal resources project resources Bid/No-Bid Decision (Cont.) Be realistic about probability of winning the contract A lot of non-winning proposals can hurt a contractor’s reputation 项目构思 又称为项目创意，指承约商在需求建议书规定的条件和实际情况下提出各种实施方案来满足客户的需求 为了增加中标的可能性，应提出多种解决方案，每种方案有其各自特点，以使客户根据偏好、实际情况选择。 项目构思的方法：Brainstorming 项目方案的筛选 在各备选方案中经过初步的分析与比较，选择出那些技术上可行，投入少及收益大的方案的过程 考虑的因素有： 生产因素 市场因素 财务因素 员工因素 其他因素 项目可行性研究 机会研究 初步可行性研究 详细可行性研究 最后决策和评价报告(即项目可行性研究报告) Developing a Winning Proposal A selling document – not a technical report Convince the customer that you are the best one to solve the problem Highlight the unique factors that differentiate you from competing contractors Emphasize the benefits to