· Gap Analysis
The output gaps from the last step must be studied and see whether it will be developed or not and what will be the time schedule for the development and testing stages.
· Proposal
According to the data collected till now and the requirements known a technical and financial proposal must be issued.
Proposal points:
i. Targeted & clear.
ii. Don't send proposal at first, to be sure that it is not a competitor activity and also to make sure that he is interested since he may accept your price after not before seeing the demo, but u may give him round figure if needed but it is the last card when asking about the budget.
iii. If proposal is huge so we must tell that I need not just sending but meeting to interpret a lot of points that may be needs explanation.
iv. One may ask if u need copies to complete your info of decision makers if needed.
v. Validity is an important point, since it may be fatal in some cases.
Pricing by standard not by the negotiated prices and let negotiations be resulted in the contract, and we may say that all of our offers and prices as well almost must be std., but if we reaches different price it will be listed in the contract no in the offer or P.O. , except in rare cases if needed.
· Objection Handling
After studying and discussing the proposal some objections may take place whether due to pricing [negotiations] issues or implementation or technical issues.
· Closing
The last step including contracting terms and its predicted negotiations till closing the deal.
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