This document provides five ways to win or procure the right SIAM (Service Integration and Management) services. It discusses: 1) Understanding customer requirements and the reasons for considering a SIAM model. 2) Allocating the right people to the customer and service provider teams. 3) Collaboratively designing the right solution based on established evaluation criteria. 4) Establishing principles for ongoing communication and review between the customer and service provider. 5) Regularly reviewing whether the right partner was chosen and solution provided to create a valuable outcome.

1. FIVE WINNING WAYS WITH SIAM BIDS
Anna Leyland
1 November 2018

2. INTRODUCTION
22 years’ experience in ITSM;
Consulting Senior Manager for
Sopra Steria. Founder member
of the Women’s Network,
Mentor and IWD Organiser
Founder Member of the
SIAM and VeriSM
Architects’ Group
Member of the Employers’
Advisory Board, Oldham
Digital & Creative College
Former chair of the itSMF
North Region Working
Party
Prince’s Trust, School PTA,
Manchester International
Festival, Kidneys for Life,
Bees, Football
ImagesusedcourtesyofOldhamCollege,itSMF,Scopism,BernadetteDelaney,AnnaLeyland
Sopra Steria: end-to-end service
offerings to address our clients’
digital transformation challenges
• One of the most comprehensive
solutions portfolios in the market
• A large scale capacity to transform
legacy systems
• Leading position in Business
Process Services and Outsourcing
• Specialist vertical service offerings
Producing Winning SIAM Bids © Sopra Steria 2018

3. SIAM
“Service integration and management
(SIAM) is a management methodology that
can be applied in an environment that
includes services sourced from a number of
service providers”
SIAM has a different level of focus from a traditional sourcing model with one
customer and multiple suppliers
SIAM provides governance, management, integration, assurance and co-ordination
to ensure that the customer gets maximum value from its service providers
Source:SIAMFoundationBodyofKnowledge©ScopismLtd2016
Producing Winning SIAM Bids © Sopra Steria 2018

4. STRAW POLL: 1
4
How many of you:
Have a SIAM model in place?
Are considering introducing SIAM principles?
Are Service Integrators?
Are third parties delivering services to customer
organisations?
Are the customer organisation?
©TheBullElephant
Producing Winning SIAM Bids © Sopra Steria 2018

5. WHY INTRODUCE SIAM?
Improved service quality
‐ Culture and collaboration
‐ Co-ordination and integration of
disparate services
‐ Process compatibility
‐ Shared goals
Increased governance & control
‐ Enables business functions to focus
on core activities
‐ Clarity of ownership and
responsibilities
‐ Consistent regulation and reporting
Better flexibility & pace
‐ Contract scope and duration
‐ Ability to engage with smaller
suppliers
‐ Reduced dependency on large
contracts
Optimised costs & increased value
‐ Costs and services managed from a
single perspective
‐ Holistic view of commercial and
customer needs
‐ Focus on innovation and
improvement
Imagesusedcourtesyof:Houanggiatrang.com,marketing.3m.blogspot.com;Wikipedia.org
Sources:SIAMFoundationBodyofKnowledge©ScopismLtd2016&SIAM–ManagingComplexityfromaSingleSourceofTruth©Axelos/itSMF
Producing Winning SIAM Bids © Sopra Steria 2018

6. HOW DO YOU WIN
OR BUY THE RIGHT
SIAM SERVICE?
6 Producing Winning SIAM Bids © Sopra Steria 2018

7. FIRST, CHOOSE YOUR SHOES
Producing Winning SIAM Bids © Sopra Steria 20187

8. STRAW POLL: 2
8
How many of you have:
Produced a SIAM bid?
Commissioned a proposal for SIAM services?
Why do we ‘do’ bids?
How do we ‘get’ bids?
©TheBullElephant
Producing Winning SIAM Bids © Sopra Steria 2018

9. WINNING WAY 1 – UNDERSTAND REQUIREMENTS
9
Customer
Why are you considering a SIAM model?
Service Provider
What you consider to be your (prospective) client’s
requirements?
Producing Winning SIAM Bids © Sopra Steria 2018

10. WINNING WAY 2 – ALLOCATE THE RIGHT PEOPLE
10
Customer
Service
Provider
Team
Producing Winning SIAM Bids © Sopra Steria 2018

11. STRAW POLL: 3
11
How many of you:
Believe you have the right model in place?
Or… feel that the SIAM approach isn’t working?
©TheBullElephant
Producing Winning SIAM Bids © Sopra Steria 2018

12. WINNING WAY 3 – DESIGN THE RIGHT SOLUTION
Producing Winning SIAM Bids © Sopra Steria 201812
Customer
Establish and publish evaluation criteria
Service Provider
Work collaboratively to design the right solution

13. WINNING WAY 4 – COMMUNICATE
13
Customer
Establish and publicise communications principles
Service Provider
Collaborate, communicate and review
Producing Winning SIAM Bids © Sopra Steria 2018

14. WINNING WAY 5 – REVIEW
14
Customer
Did you choose the right partner?
Service Provider
Did you provide the right solution?
Both
Did this process create a compelling, deliverable and
valuable solution?
Producing Winning SIAM Bids © Sopra Steria 2018

15. KEY MESSAGES
Customers
Produce clear requirements
Understand your reasons
Communicate well and often
Service Providers
Understand your customer
Demonstrate your capabilities
Communicate well and often
Producing Winning SIAM Bids © Sopra Steria 2018

16. FIND OUT MORE…
SIAM Foundation Body of Knowledge
– free download from Scopism.com
SIAM Foundation Process Guides –
free download from Scopism.com
SIAM Foundation Course – available
now
SIAM Professional BoK and course –
available now
Logosusedcourtesyofalltrademarkowners
Source:SIAMFoundationBodyofKnowledge©ScopismLtd2016
Producing Winning SIAM Bids © Sopra Steria 2018

17. Producing Winning SIAM Bids © Sopra Steria 201817
A BRIGHT SIAM
SERVICE DELIVERY

18. Delivering Transformation. Together.
18 Producing Winning SIAM Bids © Sopra Steria 2018