|
FOLDER No. 1
FM MARKET PLANNING & DUE DILIGENCE ANALYSIS
SECTION 1 MARKET PLANNING
1.1 THE FM MARKET
1.2 WHY YOUR Co. SHOULD BE INVOLVED IN FM
1.3 FM SERVICES OFFERED BY COMPETITORS
1.4 YOUR Co. DIFFERENTIATORS IN FM
1.5 SALES METHODOLOGY
SECTION 2 FM BID PROCESS
2.1 STAGES & RESPONSIBILITIES IN
QUALIFICATION PROCESS
SECTION 3 SUPPORT DOCUMENTATION
3.1 FM BID SUMMARY FORM
3.2 FM BID QUALIFICATION FORM 1 (FM BQF 1)
3.3 FM BID QUALIFICATION FORM 2 (FM BQF 2)
3.4 FM QUALIFICATION REPORT
3.5 CONTRACTS - HEADLINE DATA
3.6 SUPPLIER CONTRACTS - HEADLINE DATA
3.7 SERVICE LEVEL AGREEMENTS - HEADLINE DATA
3.8 TECHNICAL ASSESSMENT (SOFTWARE, NTWK & HELP DESK)
3.9 SUPPLIERS, STAFFING & OPERATIONS
SECTION 4 PERSONNEL
4.1 HEADLINE DATA
4.2 DETAILED DATA
4.3 PRE-SALES PRESENTATION
4.4 INTEGRATION MODEL
4.5 COMMUNICATIONS STRATEGY
SECTION 5 TECHNICAL ASSESSMENT
5.1 OUR TECHNICAL STRENGHTS IN FM
5.2 RISKS TO BE MANAGED
|
FOLDER No. 2
SALESCOURSE AND WORKSHOP
1.0 Introduction
2.0 Personal Experiences
3.0 Others Perception Of Your Knowledge
4.0 Territory Management
4.1 The Numbers Game
4.2 Activity Planning
4.3 Objectives of Time Management self training
5.0 Setting Sales Objectives
6.0 Principles of Selling
7.0 Feature Advantage and Benefits
8.0 First Impressions
9.0 Skills Summary
10.0 Skills Detail
10.1 Opening The Sale
10.2 Questioning Techniques
10.3 Handling Objections
10.4 Supporting
10.5 Listening Techniques
10.6 Closing
10.7 Effective Demonstrations
10.8 Writing Letters & Proposals
11.0 Structure of a Sale
11.1 Call Structure
11.2 Sales Process Summary
11.3 Qualification Factors
12.0 Management Profiles
13.0 Exercises
13.1 Developing a Prospect Profile (exercise)
13.2 Sales Strategy Development (exercise)
13.3 Basis of Decision (exercise)
13.4 Product Benefit Analysis (exercise)
13.5 Financial Benefits Analysis
14. Summary |
|
FOLDER No. 3
MARKETING PLANNING WORKSHOP
Every business needs a business plan. Part of any
business plan will be a marketing strategy. If for no
other reason than to organise your thoughts on how you are
going to sell your product or service you should document
your marketing strategy.
AGENDA
Where are we now?
What resources are already committed?
What is the cost risk to date?
Personnel structure/profile
SWOT
Where do we want to get to?
What methods/routes MUST we use?
What methods/routes would we LIKE to use?
What methods/routes must we NOT use?
What is time frame/window of opportunity?
Why? - controlling factors
Can we influence/change any of these?
|
FOLDER No. 4
BID MANAGEMENT TRAINING COURSE
OBJECTIVES OF COURSE
To increase your capability to manage the bid process
professionally - hence produce winning bids which meet
your corporate objectives
ADDRESSES - Systems Integration
Solutions Bespoke projects
APPROACH We discuss principles You apply as you see fit
THE BID PROCESS
GOVERNMENT & DEFENCE BIDS
DEFINITION OF TERMS
NEW STREAMLINED PROCESSES
TAP
BID PROCESS IN DEPTH
THE SELLING MODEL
PROJECT LIFE CYCLE MODEL
DELIVERABLES FROM THE PROCESS
THE BID PROCESS
ORGANISING TO WIN
BID TEAM STRUCTURE
THE PROPOSAL PLAN THAT AVOIDS PANIC
RESOURCING THE STUDY PHASE
|
|
FOLDER No. 9
BEST PRACTICE GUIDES FOR IT/TELECOMMS PROCUREMENT
9.1 Capturing and specifying requirements
9.2 Managing small projects
9.3 Managing complex projects
9.4 Building supplier relationships
9.4 The make or buy decision
|
FOLDER No. 10
WORKFLOW
A description of facilities and suppliers.
|
PUBLISHED REPORTS