MKX客户开发流程.pptVIP

LGD020416BJ(GB)-proposal generation Universal template needs to be designed and standardized for recording project PL All involved parties need to work closely to ensure smooth negotiation and contract approval. Project requests have to be screened and prioritized before going into proposal generation and pricing. Clearly recorded interim end products enable easy tracking and reduction of mis-configuration Sales is required to organize kick-off meeting to assign proposal/pricing responsibilities. 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 Easy-to-follow procedures have been designed to determine the base price for bundled/unbundled deals. Marketing determines price range according to gross margin requirement and customer budget and price expectation. Project-based pricing will use maket-based per diem/product price and incorporate transfer price in case of a bundled deal Easy-to-follow procedures have been designed to determine the base price for bundled/unbundled deals. List price consists of three parts: cost, target margin, and room for discount. Universal template needs to be designed and standardized for recording project PL SI/PSO service total should be calculated using market-based per diem. Per diem is defined considering market per diem, consumer perception and Legend‘s own gross margin target. Market research needs to be conducted to find out competitor‘s per diem for different skill levels. Aggregating labor cost of different levels generates total labor cost. Tracking plan vs actual helps to improve configuration process and reduce mistakes. LGD020416BJ(GB)-proposal generation * Prepare negotiation strategy Conduct negotiations Review agreement 谈判流程的三步 了解双方的目标和备选方案 确定改进你的备选方案的方法 集中在关键问题上 集思广益双赢的解决方案 准备谈判战略 进行谈判 审核协议 审核解决方案，确定可能的互利的改进措施 了解你的对手和他们可能