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What is Presales - part II

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What is Presales - part II

  1. 1. ContentsPresales Process Overview1Roles & Responsibilities2Writing a Winning Proposal3Post-RFP stage4A Generic Framework5
  2. 2. Presales RolesRoles Customer Sales person Presales person Finance Solution Architect Domain Expert Technical Consultant Account Manager
  3. 3. Others BCP and security advisors cost accountants or estimation experts technical writers legal experts regional headsPresales Roles
  4. 4. Roles Customer A deciding authority (CEO/unit head,etc) SPOC (head of the outsourcing division,business head, CTO, COO, etc) Other stakeholders (anyone who isaffected by the implementation of theoutsourcing decision or the project)Presales Roles
  5. 5.  Sales person• SPOC on the vendor side for both the customer aswell as the presales person for a specificengagement• Once the engagement is over the SPOC does notexist Presales person• SPOC (specific to the account, geography, etc) forboth the sales as well as the practice and/ordelivery for a specific engagement• Once the engagement is over the SPOC does notexistPresales Roles
  6. 6.  Solution Architect, Domain Expert, TechnicalConsultant, Account Manager• Either a SPOC or a cross-functional team that getsformed temporarily to provide inputs for theproposal or that creates part of the proposal• Account Manager in some cases becomes adecision making authority or provides inputs inpricing Finance• Provides inputs for the commercialsPresales Roles
  7. 7. • RFP Issue• Pre-BidConference• Clarificationson RFP• Modificationsto RFP• Identifyresources towork on RFP• Finalise reqmts• Shortlistvendors• FinaliseEvaluationCriteria• Finalise Budget• Customerpresentation byvendor• PrepareProposalaccording toRFP guidelinesPre-RFP RFP Proposal Post-RFP• CustomerVisits• Demo ofCapabilities• Presentation• EvaluationPresales Stages• Customer• Sales• Customer• Sales• Presales• Presales• Practice/Delivery/Account/Finanance• Sales• Customer• Sales• Presales
  8. 8. Presales Responding to specific client requests, beforeRFP or after RFP Such requests could include sharing expertisedetails on solutioning, case studies,competencies, etc Preparing proposals for RFPs and RFIs andSoWs (statement of Work) Preparing for client visits, and makingpresentations to customers Supporting Sales in responding to generalclient queries on solutions and capabilitiesResponsibilities
  9. 9. Responsibilities Helping Sales in converting prospects intocustomers Working efficiently with internal groups suchas delivery, practices, finance, subject matterexperts, etc Supporting marketing efforts in evolving Go-to-market solutions, forming alliances withother vendors, etc Implementing PoC Preparing and making product demos
  10. 10. RACI Matrix Pre-RFPResponsible Accountable Consulted InformedCustomerSalesPresalesDelivery
  11. 11. RACI MatrixResponsible Accountable Consulted InformedCustomerSalesPresalesDelivery RFP
  12. 12. RACI Matrix ProposalResponsible Accountable Consulted InformedCustomerSalesPresalesDelivery
  13. 13. RACI Matrix post-RFPResponsible Accountable Consulted InformedCustomerSalesPresalesDelivery
  14. 14. Engaging with the ClientSales is closest to customerPresales is one step away from thecustomerWhat this meansPresales engages with customer onlythrough sales, and not directly underany circumstancesIn engaging so, presales adheres to allformalities, procedures and protocolswhich a sales person does
  15. 15. To be SuccessfulA variety of SkillsThe right attitudeKnowledge of the system of whichyou are a part of – the differentplayers, their stake in the bids, etcKnow how to prioritizeContinuous follow-up is a virtueLearn to be a trusting partnerBe aware of getting setup for failures
  16. 16. ListeningPart of the communication processAbility to receive messages accuratelyPaying 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’
  17. 17. Active ListeningPay AttentionShow that you are listeningProvide FeedbackDefer judgmentRespond AppropriatelyActive listening needs a high-level ofself-awareness.
  18. 18. Types of QuestionsClosed 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
  19. 19. 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 theirproblemsTypes of Questions
  20. 20. ListeningExercise
  21. 21. Communicating Content Words anddata –represent only10% Context Circumstances,timing, non-verbal cues,assumptions,interpretations
  22. 22.  Intent vs Impact Intent – what the sender is trying to communicate Impact – what the receiver is trying to receiveCommunicating
  23. 23. CommunicatingCommunication Mindsets ‘filters’ that dramatically influence how wesend and receive message One’s orientation towards communication One’s orientation towards learning andfeedback ‘knower’, ‘learner’, ‘victim’, ‘persecutor’,‘creator’, ‘challenger’
  24. 24. Facts vs Interpretations Fact – objectively verifiable truth ‘Ramesh is 32 years old’ Interpretations are subjective opinions,beliefs, assumptionsProblem occurs when people thinktheir ‘opinions ‘ are objective factsMost difficult conversations are lessabout objective facts and more aboutsubjective interpretationCommunicating
  25. 25. Communicating
  26. 26. CoordinatingAchieving harmony in individualefforts towards a common goal Responsible for planning, organizing,staffing, directing and controllingCoordinating is a critical skills tomaster when almost none of theresources involved are reporting toyou directly
  27. 27. Convene regular team meetingsCollect, propose and organize agendaitemsMake sure everyone has keyinformationKeep the group on scheduleHelp remove obstaclesReview the progress of work itemperiodicallyKeep the stakeholders informed ofprogressCoordinating
  28. 28. Developing TrustCommunicate, whenever possible,directlyWhen not sure of a commitment,voice your concernsBe explicit and direct in yourcommunication. At the same time besensitive to other’s opinions andfeelingsAccept when you are wrongGive credit when others are right
  29. 29. When voicing your opinion, shareyour reasoning as wellSimilarly, when asking for other’sopinions, ask for their reasoningShare regular updates and feedbackwith peopleDeveloping Trust
  30. 30. Session 2 -SummaryWhat did we learnQuestions

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