某咨询客户发展项目建议流程.pptVIP

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. Universal template needs to be designed and standardized for recording project PL 2.5.7 项目建议书跟进流程综述 目的 所需资料 所需步骤 + 工作成果 内容：客户经理跟踪项目建议书的反馈结果，并总结成功/失败原因 1 2 3 跟踪项目建议书的结果并纪录成功或失败原因，总结经验，为以后的项目建议制定提供参与意见 项目建议书成功/失败原因日志 客户反馈 项目建议书 明确跟进负责人及职责 记录结果 * 第六十页，共七十六页。 项目建议书跟进 – 主要负责人职责 客户经理 业务单元营销副总 最终成果 提供项目建议书成功/失败的原因 记录项目建议书成功/失败的关键原因的日