SALES-09a » Proposal Evaluation

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

Once the proposal has been presented, the prospect goes into an evaluation phase where they are weighing the benefits of the technology solution against the business need, the financial cost, and the competition. In some cases, when there is a wholesale replacement of technology, they must also consider the ""switching costs"" - organizational turbulence - that impact business productivity and bring added risk.

SALES Module 09a, Proposal Evaluation, describes the prospect's deliberations during this evaluation process and the sales follow-up to answer the prospect's concerns. As the evaluation period nears completion, the sales representative must re-confirm with the prospect the funding, timeline, and remaining steps to reach a decision. The goal is to obtain the prospect's commitment to move ahead with the deal. In the event the prospect declines, sales must investigate the reason for the rejection and determine if it is appropriate to re-engage.

This module consists of the Module Overview Diagram plus 3 pages of detailed process maps personalized for your company.

Benefits
Components
  • Prospect questions and concerns regarding the proposal are thoroughly addressed
  • Solution provider obtains a decision from the prospect on moving forward (or not)

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:

  • Answer prospect questions about the proposal
  • Address prospect concerns about the provider's capabilities
  • Reinforce provider's credentials as the leading contender
  • Obtain prospect commitment to contract for the proposed solution

At the onset of this process:

  • Proposals have been reviewed with the prospect, updated with their feedback, and sent to the prospect
  • Opportunity stage has been set to {Proposal Presented}
  • Sales Activity has been created for Proposal Follow-up

Upon completion of this process:

  • Prospect has rejected the proposal (or)
  • Opportunity has been placed on hold (or)
  • Prospect has committed to move forward and Opportunity Stage has been set to {Committed}
  • Sales Activity has been created to negotiate and close the opportunity

This process module includes these sub-processes:

  • 09a.01 Proposal Evaluation
  • 09a.02 Proposal Follow-up

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Conversion Ratio: Lead to Closed-Won
  • Loss Ratio (# opportunities)
  • Loss Ratio ($ value)
  • Sales Cycle Time
  • Sales ROI
  • Stale Opportunities
  • Win Ratio (# opportunities)
  • Win Ratio ($ value)

Process Overview Diagram