dchestra5subphases（英文版）.ppt

Entering the Proposal Process Prospect Analysis Motto: Is the prospect / the business opportunity of interest to us? Object: reach an initial decision on whether or not to pursue the opportunity further make a decision quickly and on a sound basis so that sufficient time is left for preparation of the proposal. define how and by whom the opportunity should be followed up Critical successful factors: a small number of simple but meaningful decision-making criteria work must be started without delay and completed speedily relevant information (about customer, market, competitors, etc.) must be available quickly Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Analysis Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Prospect Evaluation Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Development Proposal Delivery Follow-up Proposal Delivery Follow-up Proposal Delivery Follow-up Proposal Delivery Follow-up Proposal Delivery Follow-up Proposal Delivery Follow-up Proposal Delivery Follow-up Contracting Contracting Contracting Contracting Contracting Tailoring to Individual Case Entry point of the process - For a known customer and opportunity, we can enter at proposal development subphase. Use the first 2 subphase as checklist. Process implementation depth