麦肯锡mckinsey-客户发展–项目建议流程.pptVIP

LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * All involved parties need to work closely to ensure smooth negotiation and contract approval. LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * Proposal win/loss needs to be carefully evaluated and reported in order to improve chance of future proposal wins. LGD020416BJ(GB)-proposal generation * Periodically reasons for negotiations won need to be reported in statistical format. LGD020416BJ(GB)-proposal generation * Periodically reasons for negotiations lost need to be reported in statistical format. LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * Easy-to-follow procedures have been designed to determine the base price for bundled/unbundled deals. LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * Clearly recorded interim end products enable easy tracking and reduction of mis-configuration LGD020416BJ(GB)-proposal generation * Sales is required to organize kick-off meeting to assign proposal/pricing responsibilities. LGD020416BJ(GB)-proposal generation * Many functions have a role to play in the proposal process and there is a need to make these roles part of the day-to-day job description and accountabilities for all functions concerned Edits: split into 2 pages; some bullets shortened/ abbreviated LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal generation * Easy-to-follow procedures have been designed to determine the base price for bundled/unbundled deals. LGD020416BJ(GB)-proposal generation * LGD020416BJ(GB)-proposal gener