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A Business Development Project – A Farm to Fork Approach.

A Business Development Project – A Farm to Fork Approach. Alok R Mahapatra DGM (F&A) KTK. Framework. Need Assessment Acquisition Fulfillment Assurance. Need Assessment. Pre-Sales Customer Business Study Business Objectives Need Assessment Latent Needs Budget Customer Mapping

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A Business Development Project – A Farm to Fork Approach.

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  1. A Business Development Project – A Farm to Fork Approach. Alok R Mahapatra DGM (F&A) KTK

  2. Framework • Need Assessment • Acquisition • Fulfillment • Assurance

  3. Need Assessment • Pre-Sales • Customer Business Study • Business Objectives • Need Assessment • Latent Needs • Budget • Customer Mapping • Existing & Legacy Processes • Acquisition Process

  4. Acquisition • Nature of Contract • Direct Sales Vrs Open RFP • Direct Sales • Expectation Challenges • Solution Provisioning • Cost • Roll Out Commitments • Competitive Pressures

  5. Open RFP • Expectations well documented • Aware of Market competition • One upmanship • Hammering of Cost • Cost & Time – Essential & Non-Negotiable • Past Experience • Approvals

  6. Challenges • Go Single • Consortium • Intra-Consortium Politics • Access to Customer • Pre-Sales acquaintance • Legal, Finance, Top Management Views,etc • Pricing Pressures prior to Bidding • Product Vrs Service Pricing • SLA Commitments • Partnership Payments

  7. Bid Submission • Winning Bid ! • BSNL’s Pricing • Risk Vs. Projected Cash Flows • Front Ending Vs. Back End Support • Market Price Analysis • Ears to the Ground • 3rd Party Power • Cost of Support – PV Factor • Sales – Over Kill

  8. Award of Contract • Framing of the Contract • Milestones • PBG Management • Change Orders • Cash Flows • Inflows • Outflows • Stagger Partner Payments • Collaterals

  9. Contract Management • Partnership Contracts • Performance Guarantees • Deliverables • Milestones • Payment Milestones • Change Orders

  10. Implementation & Roll Out • Supply Chain Management • Approval Status • Information Management • Internal Publicity • Project team • Resources • Third Party • BSNL

  11. Accounting Issues • Assets • Revenue • Inter-Circle Co-ordination • Status of Works Contracts • Availability of Materials • Back Flow of Information

  12. Project Monitoring • Tools • Management Structure • Partner Co-ordination • Customer Interaction • Payment Receipts • Accrual Stages • Receipts • Partner Shares

  13. Deliverable Managements • Challenges • Technical Challenges • Manpower Competencies • Geography Challenges • Customer’s Geography • Resource Transfer • Documentation

  14. Acceptance Process • Mapping of Customer Resources • Documentation • Acceptance Process Challenges • Clarity on Deliverables • Clarity on SLA • Role of geographies • Partner Support • BSNL team Competencies

  15. DISCUSSION

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