What is Presales - part II
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Transcript of What is Presales - part II
Contents
Presales Process Overview1
Roles & Responsibilities2
Writing a Winning Proposal3
Post-RFP stage4
A Generic Framework5
Presales RolesRoles
Customer Sales person Presales person Finance Solution Architect Domain Expert Technical Consultant Account Manager
Others BCP and security advisors cost accountants or estimation experts technical writers legal experts regional heads
Presales Roles
Roles Customer
A deciding authority (CEO/unit head,etc) SPOC (head of the outsourcing division,
business head, CTO, COO, etc) Other stakeholders (anyone who is
affected by the implementation of the outsourcing decision or the project)
Presales Roles
Sales person• SPOC on the vendor side for both the customer as
well as the presales person for a specific engagement
• Once the engagement is over the SPOC does not exist
Presales person• SPOC (specific to the account, geography, etc) for
both the sales as well as the practice and/or delivery for a specific engagement
• Once the engagement is over the SPOC does not exist
Presales Roles
Solution Architect, Domain Expert, Technical Consultant, Account Manager• Either a SPOC or a cross-functional team that gets
formed temporarily to provide inputs for the proposal or that creates part of the proposal
• Account Manager in some cases becomes a decision making authority or provides inputs in pricing
Finance• Provides inputs for the commercials
Presales Roles
• RFP Issue• Pre-Bid
Conference• Clarifications
on RFP• Modifications
to RFP• Identify
resources to work on RFP
• Finalise reqmts
• Shortlist vendors
• Finalise Evaluation Criteria
• Finalise Budget
• Customer presentation by vendor
• Prepare Proposal according to RFP guidelines
Pre-RFP RFP Proposal Post-RFP
• Customer Visits
• Demo of Capabilities
• Presentation• Evaluation
Presales Stages
• Customer• Sales
• Customer• Sales
• Presales
• Presales•
Practice/Delivery/ Account/ Finanance
• Sales
• Customer• Sales
• Presales
Presales Responding to specific client requests, before
RFP or after RFP Such requests could include sharing expertise
details on solutioning, case studies, competencies, etc
Preparing proposals for RFPs and RFIs and SoWs (statement of Work)
Preparing for client visits, and making presentations to customers
Supporting Sales in responding to general client queries on solutions and capabilities
Responsibilities
Responsibilities Helping Sales in converting prospects into
customers Working efficiently with internal groups such
as delivery, practices, finance, subject matter experts, etc
Supporting marketing efforts in evolving Go-to-market solutions, forming alliances with other vendors, etc
Implementing PoC Preparing and making product demos
RACI Matrix Pre-RFP
Responsible Accountable
Consulted Informed
Customer
Sales
Presales
Delivery
RACI Matrix
Responsible Accountable
Consulted Informed
Customer
Sales
Presales
Delivery
RFP
RACI Matrix Proposal
Responsible Accountable
Consulted Informed
Customer
Sales
Presales
Delivery
RACI Matrix post-RFP
Responsible Accountable
Consulted Informed
Customer
Sales
Presales
Delivery
Engaging with the ClientSales is closest to customerPresales is one step away from the
customerWhat this means
Presales engages with customer only through sales, and not directly under any circumstances
In engaging so, presales adheres to all formalities, procedures and protocols which a sales person does
To be SuccessfulA variety of SkillsThe right attitudeKnowledge of the system of which
you are a part of – the different players, their stake in the bids, etc
Know how to prioritizeContinuous follow-up is a virtueLearn to be a trusting partnerBe aware of getting setup for failures
ListeningPart of the communication processAbility to receive messages
accuratelyPaying attention
To the message How it is told Both verbal and non-verbal language Tone of voice
Pay attention To what is being said Also what is being ‘not said’
Active ListeningPay AttentionShow that you are listeningProvide FeedbackDefer judgmentRespond Appropriately
Active listening needs a high-level of self-awareness.
Types of QuestionsClosed Questions
They are quick to answer Have a ‘yes’ or ‘no’ answer Have a single word answer Keeps the control with the questioner
They are useful in Starting a conversation For testing the understanding For achieving closure of persuasion
Open Questions They make people think and reflect Will give you opinion and feelings Give control to the respondent
They are useful To develop a conversation, to help open up To find out more about a person’s needs,
problems To get people to realize the extent of their
problems
Types of Questions
Listening
Exercise
Communicating Content
Words and data – represent only 10%
Context Circumstances,
timing, non-verbal cues, assumptions, interpretations
Intent vs Impact Intent – what the sender is trying to communicate Impact – what the receiver is trying to receive
Communicating
CommunicatingCommunication Mindsets
‘filters’ that dramatically influence how we send and receive message
One’s orientation towards communication One’s orientation towards learning and
feedback ‘knower’, ‘learner’, ‘victim’, ‘persecutor’,
‘creator’, ‘challenger’
Facts vs Interpretations Fact – objectively verifiable truth ‘Ramesh is 32 years old’ Interpretations are subjective opinions,
beliefs, assumptionsProblem occurs when people think
their ‘opinions ‘ are objective factsMost difficult conversations are less
about objective facts and more about subjective interpretation
Communicating
Communicating
CoordinatingAchieving harmony in individual
efforts towards a common goal Responsible for planning, organizing,
staffing, directing and controllingCoordinating is a critical skills to
master when almost none of the resources involved are reporting to you directly
Convene regular team meetingsCollect, propose and organize agenda
itemsMake sure everyone has key
information Keep the group on scheduleHelp remove obstaclesReview the progress of work item
periodicallyKeep the stakeholders informed of
progress
Coordinating
Developing TrustCommunicate, whenever possible,
directlyWhen not sure of a commitment,
voice your concernsBe explicit and direct in your
communication. At the same time be sensitive to other’s opinions and feelings
Accept when you are wrongGive credit when others are right
When voicing your opinion, share your reasoning as well
Similarly, when asking for other’s opinions, ask for their reasoning
Share regular updates and feedback with people
Developing Trust
Session 2 -Summary
What did we learn
Questions