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C&N / Legal / Pricing / Procure-ment /

Key. = Tool / System. = Action. = Decision Point. = Control Point. C. Develop Proposal Plan / Validate Budget. Develop Proposal. Check Export Regulations. Obtain Subject Matter advice (if required). Opportunity Owner / Design Team. D. B. Identify Resource & Skill

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C&N / Legal / Pricing / Procure-ment /

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  1. Key = Tool / System = Action = Decision Point = Control Point C Develop Proposal Plan / Validate Budget Develop Proposal Check Export Regulations Obtain Subject Matter advice (if required) Opportunity Owner / Design Team D B Identify Resource & Skill Requirements for Proposal • ‚provisional Bookings‘ Resource Deployment Manager Tools RDM C&N / Legal / Pricing / Procure-ment / Approval (if appropriate) SMAs provide advice Service-Line SME Review Provide Input Provide Input Client

  2. Key = Tool / System = Action = Decision Point = Control Point 2.6 Conduct Proposal Baseline Assessment 2.7 Develop Proposal Financials / Complete Credit Check D E Opportunity Owner / Design Team Approved Pricing Risk Evaluation 2.7 Develop Proposal Financials (Advisor) Pricing 2.6 Conduct Proposal Baseline Assessment Risk Management 2.6 Provide Input Client

  3. Key = Tool / System = Action = Decision Point = Control Point F Prepare for Negotiations (optional) Negotiate Final Contract / Conduct Contract Baseline Review Obtain Signatures Engage Delivery Team / Update OM System Significant Change?* NO Opportunity Owner / Design Team G Conduct Due Diligence (optional) C Document Proposal related information Harvest Proposal Knowledge YES, loop back Develop Proposal KnowledgeView Engage Delivery Team Delivery PM Pricing RM C&N Legal Subject Matter Advisor provide advise Provide Signature Negotiate Client

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