Mckinsey客户发展–项目建议流程.pptVIP

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 req