西門子項目分析

TMProposalManagementSub-phases第一頁，共六十七頁。ProposalManagementProcessBidInvestApprovalOfferApprovalContractApprovalProspectAnalysisSubphaseProspectEvaluationSubphaseProposalDevelopmentSubphaseProposalDelivery&Follow-upSubphaseContractingSubphaseProposalProjectManagement第二頁，共六十七頁。EnteringtheProposalProcessBidInvestApprovalOfferApprovalContractApprovalProspectAnalysisSubphaseProspectEvaluationSubphaseProposalDevelopmentSubphaseProposalDelivery&Follow-upSubphaseContractingSubphaseCustomeroropportunityunknownOpportunitywas‘openedup’duringsalesprocessBidInvestApprovalalreadyinplace第三頁，共六十七頁。ProspectAnalysisProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingMotto:Istheprospect/thebusinessopportunityofinteresttous?Object:reachaninitialdecisiononwhetherornottopursuetheopportunityfurthermakeadecisionquicklyandonasoundbasissothatsufficienttimeisleftforpreparationoftheproposal.definehowandbywhomtheopportunityshouldbefollowedupCriticalsuccessfulfactors:asmallnumberofsimplebutmeaningfuldecision-makingcriteriaworkmustbestartedwithoutdelayandcompletedspeedilyrelevantinformation(aboutcustomer,market,competitors,etc.)mustbeavailablequickly第四頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceedProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第五頁，共六十七頁。ProspectAnalysis245678ProspectAnalysisSubphaseCompleted31TenderorCustomerRequestReceivedIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed=ParallelactivitiesDecideontheresponsibleperson/department.Checkcompletenessoftenderdocumentandcorrespondenceinrelationwiththetender.Informmanagementifitisofstrategicimportance.StartingcreatingSalesModelView.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingStartProspect

AnalysisSubphase第六頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed=ParallelactivitiesIdentifykeydecisionmakerinvariousareas.Obtainaclearideafromwhichtheinquiryoriginates.Outlinethecustomer’sbusinessprofile,duct,market,competitor,ranking,businesstrend,importantevent,profitabilityandfinancialsoundness.IductsorservicespurchasedfromSBS,satisfactionlevel,majorproblem.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第七頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed=Parallelactivities

Inquirethereasonswhythecustomerwantstochangetheexistingsystemandthedirectioninwhichhewantstogo.Toseetheproblemfromhispointofview.Documentthecustomer’srequirementaccordingtoaspectssuchastypesofperformance,phases,timeframe,productsorservicesortraining.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第八頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed=ParallelactivitiesDeterminewhetherthebusinessopportunityisinlinewiththestrategyandvaluepropositionofSBSandthebusinessunit.Makearoughestimateoftheexpectedturnovervolumebasedonavailableinformation.Identifythecriticalpoints(fromcustomer’sviewpoint)andtherisksoftheproject(fromSBS’sviewpoint).Estimatethefinancialrisk:financialstrength,creditstanding,customer’sallocatedbudget,preliminaryinvestmentneeded.DescribetherolethatSBScouldtake:e.g.primecontractor,subcontractor,supplier,consultant.Accesswhetherpartnersareneeded.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第九頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed

Ascertainwhoareourcompetitorsbyfindingoutwhoelsetheinquiryortenderhasgoneto.Accessthepositionofallcompetitors,theirrelationshipsandpastexperienceswiththecustomers.Assessourstrengthsandweaknessagainsttherequirementsofthecustomersandthoseofcompetitors.Trytodiscovermajorcompetitors’salesstrategy.=ParallelactivitiesProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第十頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed=Parallelactivities

IdentifyatleastoneUniqueSellingPoint,e.g.successfulprojectsofsimilarkindinthepastDesignaSalesStrategystartingwiththeValuePropositionofSBSorthebusinessunit,e.g.cost,best/performance,superiortechnology,quality,reliability,industry-specificexperience.SelectonesinglekeyUniqueSellingPoint/Strategywhichismostappealingtothecustomerandbuildallotheraspectsaroundthischosenstrategy.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第十一頁，共六十七頁。ProspectAnalysis1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartnersMakeDecisiontoProceed

AccessonceagainwhichroleSBStotake(primecontractor,sub-contractor)IdentifyareasofcompetencethatSBScannotordoesnotwishtofulfillitself.Findoutwhohastherelevantexperiencesorhasproducedsimilarsolutions.Determinewhichroleseverypotentialpartnercouldtakeon(solutionpartner,subcontractor,componentsupplier.)ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第十二頁，共六十七頁。ProspectAnalysisProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting1245678ProspectAnalysisSubphaseCompletedTenderorCustomerRequestReceived3StartProspect

AnalysisSubphaseIdentifyKeyCustomerDataUnderstandCustomer’sNeedorProblemAssessBusinessOpportunityAnalyse

CompetitorsDefineCompetitiveStrategyIdentifySuppliers&CandidatePartners

Assesstheprospectfromthegeneralviewpoint.-Isthereanopportunity?-Canwecompete?-Canwewin?-Isitworthwinning?EstimatethebudgetforthenextsubphaseCompiletheProspectAnalysisReportandupdateSalesModelView.MakeGOorNO-GOdecision,ifnecessarytogetherwiththeEntrepreneurorManagement.MakeDecisiontoProceed第十三頁，共六十七頁。ProspectEvaluationMotto:Dowewanttobidandcanwe?Object:todecideatafurtherlevelofdetailwhetherwewishtoaddressthebusinessopportunityandwhetherthesolutionisfeasibletocreatetherightconditionsfordevelopingtheproposaldevelopmentandtodefinethenecessaryconstraintsCritical:Mustbeimplementedasquicklyaspossibleandonlytothenecessarydepth.CostsandrisksinvolvedmustbeidentifiedearlyonandareliableestimateoftheprojectmustbeobtainedasthebasisfortheBidInvestApproval.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第十四頁，共六十七頁。ProspectEvaluation1=paralleleAktivit?tenProspectAnalysisComplete3AnalyseandSegementTender1StartProspectEvaluationSubphaseCreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy59ConductCustomerBusinessNeedsWorkshop2EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesEvaluationSubphaseCompletePerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents1315ObtainBidInvestApprovalUpdateModelsandPlans16171ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第十五頁，共六十七頁。ProspectEvaluation

OutlineaProposalProjectPlanbasedonthecustomer’sspecifieddeadlines.Puttogetheraproposalteamtoprocessthesubphase.AllocaterolestotheteammembersandnominateaProposalManagertoheadtheteam.Conductaworkshoptodevelopteamspiritandcommitment.Bringtheteamuptothelatestlevelofknowledge.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingStartProspectEvaluationSubphaseProspectAnalysisComplete113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTender第十六頁，共六十七頁。ProspectEvaluation

Ascertainwhattypeofrequestitmostlikelyis.Collecthintsaboutformalandinformalevaluationproceduresanddecisionmakingcriteria.Splitthetenderintothebidlots.Analyzethetenderoreachbidlotatanadequatelevelofdetailaccordingtothe4specialtyareas.-SalesModelView-SolutionModelView-CommercialModelView-CustomerProjectPlanSearchthroughtheproposalrepositoryforcomparablebidsthatcanbereused.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase第十七頁，共六十七頁。ProspectEvaluation

Obtaininformationaboutissuescriticaltosuccesse.g.byasking:-Howwillthebidsbeassessed?-Whatistheidealsolution?-Whatwillwinyourbusiness?-Whatarethepriority?-Whoarethepreferredsuppliers?-Whowillmakethefinaldecision?-WhohasaVeto?-Whomustbesatisfied?-Whohastolivewiththefinaldecision?

Validateinformationaboutthecustomer,thecustomerssituationandtheopportunityandclarifydoubtfulareas.Builduprelationshipwiththecustomer.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase第十八頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

Considerthevalueforthecustomer.Weighupwhetherthebenefitforthecustomerisgreater,adequate/realisticorsmallerthanthecosts.ConsiderthevalueforSBS.WeighupwhetherthebenefitforSBSisgreater,adequate/realisticorsmallerthanthecosts.TrytodevelopaWin-WinsituationbetweenthecustomerandSBS.第十九頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

IdentifyourUniqueSellingPointfortheproposal.Basedontheinformationaboutthecustomer,competitorsandmarket,drafttheSalesStrategy:-Ourbroadspectrumofconsultancyservicesandsolution-Ourtechnicalcompetenceandprofessionalapproach.-Oursoundfinancialposition-Ourin-depthknowledgeofthecustomerandhisbusiness/industry.-Ourinternationalpresence-Ourqualityandreliability-Ouruniquesolution第二十頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

Investigatewhetherstandardsolutionssolutionconceptsalreadyexistandcanbereused.Fromcustomer’srequirementsdevelopanhigh-levelarchitecture(Chestrahexagon).Ahigh-levelarchitecturefortheentiresolutionisdevelopeddowntoalevelofdetailatwhichitispossibletoassessfeasibilityanddeducetherequiredknow-how,costsandrisks.Assesstheprincipaladvantagesanddisadvantagesofthechosensolutionconcept.Defineimplementationperiod.Identifygapsandopenissuesandrecordsanyassumptionsmade.RecordthemintheOpenIssuesList.第二十一頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

Checkifthereisanycontractualregulations.AscertainiftheSBSstandardcontractisapplicable.

Determineclearmilestonestoachieveanacceptablecash-flow.

Identifyallclientresponsibilities.

Determinethepricestrategy.Itisaffectedby:-SalesStrategy-Costs+requiredmin.margin-Down-streamrevenuepotential-Directorindirectselling-Customer’stargetprice-Thedegreeofcompetitiveadvantage-Riskpremium-Competitors’pricing-Paymentterms-Investmentrequired-Idlecapacity-ContractType第二十二頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

SetaprovisionalpricefortheprojectEstimateallcostandeffort.Estimatethefinancialresult,e.g.margin,EVA第二十三頁，共六十七頁。ProspectEvaluation

Assesscandidatepartnerbyvariouscriteria:

-Whatweaknessofoursdotheycover?-Whatthreatsdotheypose,remove?-Whatstrengthdotheybring?-Whatistheirtrackrecord?-Isthepartnerfinanciallysound?-Dotheyhaveexperienceofthisapplication?

Determinewhichpartnerswillprovidecomponentsoftheoverallsolution.Takemeasuresforconfidentiality.Invitethepartnerstoaprojectmeetingandclarifytheircontributionsandresponsibilitieswiththem.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution12DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy52EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase910第二十四頁，共六十七頁。ProspectEvaluationCF_PG_Evaluation_Process.PPTProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

Defineaconsortiumstructureforlarge-scale,complexproject.PrepareCustomerProjectPlan:-StatementofWork-Macro-projectPlan第二十五頁，共六十七頁。ProspectEvaluationCF_PG_Evaluation_Process.PPTProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortiumDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase11

Outlinetheproposalprojectandestimatewhethertheproposalcanbedevelopedwithinthetimegiven,whethertheresourcesareavailableandwhateffortandcostswillbeincurred.PlanProposalProject第二十六頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting113CreateHighLevelSolution1210DraftProjectPlan,PlanConsortium11PlanProposalProjectDevelopBusinessValue4FindPartnersDraftSalesStrategy592EstimateEffort,Costs,Prices,ResultsDraftContractandPriceStrategySalesSolutionCommercialManagement678DefineScopeandResponsibilitiesConductCustomerBusinessNeedsWorkshopAnalyseandSegementTenderStartProspectEvaluationSubphase

Analyzewhatbidlotsorthetenderaretobeofferedornotoffered.Describerestrictionsandexclusionsfromatechnical,commercialandlegalview.DocumenttheresultsintheCustomerProjectPlan.第二十七頁，共六十七頁。ProspectEvaluation

Collateallworkproductsproducedupuntilnowandcheckforconsistencyandcompleteness.CheckthatthedepthofinformationissufficientforpreparingtheBidInvestApproval.Consolidatethemodelviews.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingPerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents13151EvaluationSubphaseCompleteObtainBidInvestApproval1617UpdateModelsandPlans第二十八頁，共六十七頁。ProspectEvaluation

Identifygapsandpotentialweakpoints.Assessanygapsandweakandsuggestremedies.Ifthereareanyseriousgapsorweakpoints,decideonwhethertowithdrawimmediatelyoroptforalternativesolution.ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingPerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents13151EvaluationSubphaseCompleteObtainBidInvestApproval1617UpdateModelsandPlans第二十九頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingPerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents13151EvaluationSubphaseCompleteObtainBidInvestApproval1617UpdateModelsandPlans

Carryourariskanalysis.Includesolution-specific,technical,organizational,financial,legal,business,salesandotherrisks.DocumenttheresultsinRisksList.Assessthepossibilitiesofitoccurringanditspossibleeffects.第三十頁，共六十七頁。ProspectEvaluation

Reviewwhetherthegapandriskanalysismakesitnecessarytore-evaluatedtheSalesModelViewortheSalesStrategy.UpdateallModelViewsProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingPerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents13151EvaluationSubphaseCompleteObtainBidInvestApproval1617UpdateModelsandPlans第三十一頁，共六十七頁。ProspectEvaluationProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContractingPerformGapAnalysis/AssessFeasibility14AnalyseRiskConsolidateComponents13151EvaluationSubphaseCompleteObtainBidInvestApproval1617UpdateModelsandPlans

DrawupaBid/NoBidrecommendationonthebasisofthecompliedinformation.IfitisnecessarytocallintheBidControlBoard,preparethepresentationfortheBidInvestApproval.IfitisBiddecision,makesurethebudget/resourcesforthenextsubphaseisavailable.第三十二頁，共六十七頁。ProposalDevelopmentMotto:Developawinningproposal!Object:anattractivesolutiontocustomer’srequirements,andSBSwillwinthetenderdetailedsolutionwithasoundassessmentoffeasibilityandrisksaprojectplanwithasoundassessmentofwhethertheprojectisfeasibleobtaintheOfferApproval,basedonanassessmentofopportunities/risksCritical:thesubphasemustbemanagedasaprojectusingdefinedplanning/controlaconvincingsolutionmustbeputacrosseffectivelyasolidbasisforthedecisionwhethertotakeonthecommitmentortoturnitdownProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第三十三頁，共六十七頁。ProposalDevelopment111BidInvestApprovalGranted3421059SalesSolutionCommercialManagement678StartProposalDevelopmentSubphaseObtainPartnerCommitmentsDevelopOverallProposalConcept(on-going)ProduceProposalComponentsDevelopSales

ComponentsDevelopSolutionComponentsDevelopCommercialComponentsDevelopLegalComponentsPlanCustomer

ProjectDevelopAlternativesandOptionsDevelopment

Subphase

Completed12141516131711Pre-IntegrateComponentsPrepareDemos,Benchmarks,PrototypeAssess

RiskProduce

ProposalCheckCorrectness,Completeness,ConsistencyObtain

OfferApprovalFinish

ProposalProductionProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第三十四頁，共六十七頁。ProposalDevelopment

Makesuretheteammemberareavailable.Ensurethatallmembersoftheteamhavethesamelevelofinformation.Assignrolesandresponsibilitiestothemembersoftheteam.Ensurethatthenecessaryinfrastructureisavailableimmediately.PrepareProposalProjectPlan1BidInvestApprovalGranted3421059SalesSolutionCommercialManagement678StartProposalDevelopmentSubphaseObtainPartnerCommitmentsDevelopOverallProposalConcept(on-going)ProduceProposalComponentsDevelopSales

ComponentsDevelopSolutionComponentsDevelopCommercialComponentsDevelopLegalComponentsPlanCustomer

ProjectDevelopAlternativesandOptions1ProspectAnalysisProspectEvaluationProposalDevelopmentProposalDelivery&Follow-upContracting第三十五頁，共六十七頁。ProposalDevelopment

Obtainconfirmationfrominternalandexternalpartnersactingasbiddersfortheproject.Negotiatewitheachpartnerthetypeofinvolvementinaccordancewithvariouspartnermodels.-Partner-customerinterface-Partner’sserviceandwarranty-Partner’sinvolvementinproposaldevelopment-RisksharingMakesureyouhaveback-to-backagreementswithsub-contractors.1BidInvestApprovalGranted3421059SalesSolutionCommercialManagement678StartProposalDevelopmentSubphaseObtainPartnerCommitmentsDevelopOverallProposalConcept(on-going)ProduceProposalComponentsDevelopSales

ComponentsDevelopSolutionComponentsDevelopCommercialComponentsDevelopLegal