Tender Strategy, Quotation Library & Proposal Library D ATABASE W ORKFLOW

1. Tender Strategy, Quotation Library & Proposal Library DATABASE WORKFLOW

2. Leads Tracking & Sales DB Workflow Define Sales Outlook Create Lead Start c Lead Abandoned Update Lead Pursue Lead? No Yes Create Quotation Yes A END Quotation? No No Yes No Raise Tender Strategy GO? Need BC? Yes Raise Proposal No Yes Submit to Customer B Won?

3. Quotation Library Leads Tracking System (LTS) Tender Strategy Proposal Library

4. Create Lead in LTS

5. Create Quotation in Quotation Library

6. Tender Strategy & Proposal Library • Tender/Proposal Process • Flowchart & its Processes • THE END

7. Tender Process Flowchart

8. 1. BusinessCentre ↓ Identify TenderAdverts in Newspapers

9. 2. Business Centre – Notifies Tender Alerts in Tender Strategy Database

10. 3. Sales Team – Decision to BUY / NO BUY NO STOP BUY? Click ‘BUY’ In Tender Strategy YES

11. 4. BC – Buys Tender Document & Notifies in Tender Strategy DB when tender document is in

12. 5. Sales Team – select & notify Solution Groups

13. Product & Solution Groups 6. Solution Groups + Sales Team -Evaluate Within 24 hours Account Manager

14. 7. Sales Team  Decision = GO Or … Decision = NO GO

15. 8. Sales Team – Create New Request in Proposal Library DB Solution groups & sales team work on it until closing date

16. 9. Solution Groups & Sales Team – Proposal Preparation (Proposal Lib)

17. 10. Submission of Tender to Customer TENDER DOCUMENT

18. Tender Process Flowchart

19. Best Practices The DO’s and the DON’Ts • DO read the Tender / RFP Document THOROUGHLY • DO decide ASAP on the • BUY/NO BUY; and • GO/NO GO • DO work as a TEAM • DO FOLLOW the PROCESS

20. Best Practices 1. DON’T take shortcuts 2. DON’T skip the process 3. ….and the ultimate DON’T goes to…. The DO’s and the DON’Ts

21. Best Practices Dah pukul 4 pagi ???? Bila bole antar kat BC untuk print ni…? z z z z z z The DO’s and the DON’Ts 4. DON’T ignore internal deadlines!

22. Implications when you DON’T follow process 1. Incorrect Customer names in System 2. Issues / Updates NOT documented 3. Less time for Solution Groups to Work on the Proposal 4. Domino Effect on entire process

23. Implications when you DON’T follow process (Last people in the production line tends to suffer…)

24. - THE END -