SALES-06d » Proposal Preparation (MSP)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

A proposal is compelling for a prospect when it describes a solution that addresses their business needs significantly better than the competition.

SALES Module 06d, Proposal Preparation (MSP), describes the development of the Managed Services Agreement , providing comprehensive IT service management for the prospect's IT infrastructure. It also includes development of a Remediation Proposal, onsite upgrades that may be required to mitigate any discovered risks. The Remediation Proposal takes into account the results of the IT Assessment, when conducted.

Once the draft proposal is prepared, the sales and service management teams conduct an internal review to ensure that it is technically sound and complies with company guidelines for margins and terms.

This module consists of the Module Overview Diagram plus 4 pages of detailed process maps personalized for your company.

Benefits
Components
  • Proposal accurately sets expectations for covered scope and service outcomes
  • Proposal is vetted for compliance with company guidelines

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Objectives
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Develop the proposal for addressing prospect's current IT risks
  • Develop the Managed Services proposal based on required coverage for the prospect's IT infrastructure
  • Review the proposals internally to ensure they comply with company guidelines

At the onset of this process:

  • Proposal scope discovery is complete
  • IT Management Assessment Report is complete (if assessment performed)
  • Opportunity Stage has been set to {Discovery Complete}
  • Sales activity for Proposal Preparation created

Upon completion of this process:

  • Managed Services proposal has been updated following internal review
  • Remediation Proposal has been updated following internal review
  • IT Assessment results and the proposals have been sent to the prospect (if appropriate)
  • An appointment has been set with the prospect for proposal review
  • Opportunity stage has been set to {Proposal Complete}
  • Opportunity forecast has been updated
  • Sales Activity has been created for Proposal Presentation

This process module includes these sub-processes:

  • 06d.01 Remediation Proposal Development
  • 06d.02 Managed Services Agreement Preparation
  • 06d.03 Internal Review and Update

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Closed Opportunity Size
  • Conversion Ratio: Lead to Closed-Won
  • Quote / Proposal Backlog
  • Quote / Proposal On-time Rate
  • Sales Cycle Time
  • Sales ROI
  • Win Ratio (# opportunities)

Process Overview Diagram