Managing Presales (MP)

SURAJ TAMBOLI, SCIT

M B A 3 RD S E M
 Summary of session 1-2
2

Meaning & importance of presales

Sales cycle

What is presales

Presales in IT

What is not presales

Managing Presales by Suraj Tamboli

 Summary of session 3-4
3

Types of Bidding

Key issues and objective of Bidding

Bid/No-bid decision making process

Supporting Tool

Managing Presales by Suraj Tamboli

 MP Session 5 & 6
4

PRESALES STAGES

BIDDING PROCESS

FRAMEWORK, OPERATING BOUNDARIES

& LIMITATIONS

HANDS ON ACTIVITY

Managing Presales by Suraj Tamboli

 Presales Stages
5

PRE-RFP RFP PROPOSAL POST-RFP

Finalize Receive RFP Prepare proposal Customer visit

requirements
Shortlist vendors Understand RFP Strategic review Demo of
capabilities
Finalize evaluation Conceptualize Submit proposal Presentation
criteria solution (WHAT)
Finalize budget Conceptualize Evaluation
solution (HOW)
Gap analysis
Formulate
response strategy

Managing Presales by Suraj Tamboli

 RACI Matrix Pre-RFP
6

Responsible Accountable Consulted Informed

Customer

Sales

Presales

Delivery

Managing Presales by Suraj Tamboli

 RACI Matrix RFP
7

Responsible Accountable Consulted Informed

Customer

Sales

Presales

Delivery

Managing Presales by Suraj Tamboli

 RACI Matrix Proposal
8

Responsible Accountable Consulted Informed

Customer

Sales

Presales

Delivery

Managing Presales by Suraj Tamboli

 RACI Matrix Post-RFP
9

Responsible Accountable Consulted Informed

Customer

Sales

Presales

Delivery

Managing Presales by Suraj Tamboli

 Bidding Process
10

STEPS ACTIVITIES
Receive RFP Bid team formation, Kick-off meeting
Roles and Responsibilities
Understand RFP Understanding business problem /
Conceptualize solution (WHAT) Requirement, Win Theme
Differentiators / Value Propositions
Conceptualize solution (HOW) Technical and Functional Solution,
Gap analysis Execution Approach, Estimation,
Resource Plan
Formulate response strategy
Prepare proposal Integration of all information, Stitching
the Proposal
Strategic review Final Review, Submission to prospect,
Submit proposal Archival of proposal

Managing Presales by Suraj Tamboli

 RFP Requirements
11

Analyze requirements
General

Technical

Commercial

Conceptualize vendor
Prime bidder

Joint bidder

Outsourced vendor

Managing Presales by Suraj Tamboli

 RFP Requirements
12

Prepare bid analysis report (by each team member)

List of deliverables
Potential risks (risk, probability, impact)
Technical capability rating (capability, 0-5, comment)
Key professionals required (role, qualification, exp.)
Assumptions
Relevant knowledge base
Other highlights

Review bid analysis report

Consensus amongst the bid team

Managing Presales by Suraj Tamboli

 RFP Requirements
13

Generalized content
Terms of reference
Generic
Background
Objectives
Information to consultant
Proposal evaluation

Specific
Business requirements
Deliverables
Support
Warranty
Environment and other existing systems

Managing Presales by Suraj Tamboli

 RFP Requirements
14

Generalized content
Schedules
Due dates for proposal (issue, pre-bid meeting, submission,
presentation, site visit)
Service delivery dates

Legal and other statutory requirements

Confidentiality
Ownership rights
Termination
By client

By supplier

Managing Presales by Suraj Tamboli

 RFP Requirements
15

Generalized content
Financial aspects
Performance guarantee / Security
Insurance
Liquidated damages
Payment terms

Vendor qualifications
Technical history
Infrastructure
Financial history
Proposal response format

Managing Presales by Suraj Tamboli

 RFP Requirements
16

Generalized content
Draft contract
Effectiveness
Commencement
Expiration
Modifications
Reporting obligation

Other restrictions
Subcontracting
Joint ventures

Managing Presales by Suraj Tamboli

 RFP Requirements
17

Example of generalized content

Managing Presales by Suraj Tamboli

 Bidding Process
18

STEPS ACTIVITIES
Receive RFP Bid team formation, Kick-off meeting
Roles and Responsibilities
Understand RFP Understanding business problem /
Conceptualize solution (WHAT) Requirement, Win Theme
Differentiators / Value Propositions
Conceptualize solution (HOW) Technical and Functional Solution,
Gap analysis Execution Approach, Estimation,
Resource Plan
Formulate response strategy
Prepare proposal Integration of all information, Stitching
the Proposal
Strategic review Final Review, Submission to prospect,
Submit proposal Archival of proposal

Managing Presales by Suraj Tamboli

 Thank you

Managing Presales by Suraj Tamboli