L Jarlevang 2000-03-13 PROPOSALS & CONTRACTS AnalysisProposal Contract Business opportunity Project Can we, and do we want to tender? Is our offer convincing. - презентация

1 L Jarlevang PROPOSALS & CONTRACTS AnalysisProposal Contract Business opportunity Project Can we, and do we want to tender? Is our offer convincing enough? After winning the contract, how do we surpass clients expectation?

2 L Jarlevang DELIVERABLES Selling Strategy Business File Estimate Proposal Cover Letter Business File Contract Business Case Proposal Plan AnalysisProposalContract Decision

3 L Jarlevang THE PROCESS Requirements Analysis Selling Approach Solution Development Realisation Plan Cost Estimation & Prising Terms & Conditions Proposal Presentation Negotiation Agreement & Signatures AnalysisProposal Contract

4 L Jarlevang Pre-study INTEGRATION WITH FUP ACPACPCP Acquisition Definition ProductionTransition Elaboration

5 L Jarlevang THE ROLES Project Technology Project Communication & Design Project Management Team Roles Project Management Client Team Roles Client Business Development Client Relations Client Technology Client Communication & Design Proposal Management Contract Management AnalysisProposal Contract Client Business Development