SALES-06e » Proposal Review (MSP)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

 

The focus of the Managed Services proposal is to present compelling reasons why the prospect should outsource IT Service Management, and why they should outsource it to the MSP. The former requires both an explanation for how improved IT service management aligns with the prospect's business goals, and a discussion that allays any concerns they may have about outsourcing this key business function.

SALES Module 06e, Proposal Review (MSP), begins with a review of the IT Assessment findings (when the assessment is conducted). The findings review associates gaps in IT system health with their adverse impact on critical business processes. Next, if significant IT risks have surfaced, approaches for addressing them are introduced with the remediation proposal. The follow-on discussion of the proposed Managed Services offerings - features, capabilities, and scope - sets the prospect's expectation for how their IT environment will be managed by the MSP. The sales representative concludes the session with a recap of major proposal elements and pricing.

Following the review session, the sales team updates the proposal based on the prospect's feedback and sends it to the prospect for review.

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

Benefits
Components
  • Prospect has a clear understanding of how outsourcing IT management helps them to achieve business goals
  • Concerns about outsourcing a key business function are addressed
  • Prospect has accurate expectations for service delivery

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:

  • Explain current risks in the prospect's IT environment
  • Explain how the proposal addresses the risks and improves IT alignment with their business goals
  • Set expectations for risk remediation, service onboarding, and Managed Services delivery

At the onset 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}
    Sales Activity has been created for Proposal Presentation

Upon completion of this process:

  • Assessment findings have been presented to the prospect (if assessment performed)
  • Proposals have been reviewed with the prospect, updated with their feedback, and resent to the prospect
  • Opportunity stage has been set to {Proposal Presented}
  • Opportunity forecast has been updated
  • Sales Activity has been created for Proposal Follow-up

This process module includes these sub-processes:

  • 06e.01 Preparation
  • 06e.02 IT Assessment Results Review
  • 06e.03 Managed Services Proposal Review
  • 06e.04 Proposal 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 On-time Rate
  • Sales Cycle Time
  • Sales ROI
  • Win Ratio (# opportunities)

Process Overview Diagram