文档介绍：Chapter 3 Proposed Solutions
此阶段始于RFP发布后,终于签订合同
此阶段主要由各厂商向客户提交标书、介绍解决方案。
此阶段是赢得项目的关键,公司既要展示实力又要合理报价
2
Learning Objectives
Proposal marketing strategies
Bid/no-bid decision
Development of a winning proposal
proposal preparation process and elements that may be included in a proposal
pricing considerations
The evaluation of proposals
Types of contracts between the customer and the contractor
3
Proposed Solutions
Second phase starts when the RFP es available and ends when an agreement is reached with a contractor
In many situations an RFP does not involve petitive proposals from external contractors, and the second phase of the project life cycle may pletely bypassed.
5
Pre-RFP/Proposal Marketing
Should not wait until formal RFP solicitations are announced before starting to develop proposals
Develop relationships with potential customers
Maintain frequent contacts with past and current customers
6
Pre-RFP/Proposal Marketing (Cont.)
Be familiar with a customer’s needs and requirements
Consider this marketing or business development; no cost to the customer
May prepare an unsolicited proposal
Efforts are crucial to the foundation for winning a contract
7
Bid/No-Bid Decision
Factors to consider:
competition
risk
mission
extension of capabilities
reputation
customer funds
proposal resources
project resources
8
Bid/No-Bid Decision (Cont.)
Be realistic about probability of winning the contract
A lot of non-winning proposals can hurt a contractor’s reputation
项目构思
又称为项目创意,指承约商在需求建议书规定的条件和实际情况下提出各种实施方案来满足客户的需求
为了增加中标的可能性,应提出多种解决方案,每种方案有其各自特点,以使客户根据偏好、实际情况选择。
项目构思的方法:Brainstorming