Introduction to Presales Consulting & Proposal Authoring

Introduction to
Presales Consulting
& Proposal Authoring
Author: Sowmak Bardhan
Senior Presales Consultant, Capgemini
Introduction to Presales Consulting & Proposal Authoring | Sowmak Bardhan | Senior Presales Consultant
Table of Contents
1 What is Presales Consulting
2 Bid Management & Proposal Authoring
3 Pricing Models
5 Fundamentals of Sales
6 About Me
2
What is
Presales Consulting
Presales Consulting is an exercise to lay the groundwork to
acquire customers and support clients throughout the sales
process.
Presales Consulting is primarily Presales Consulting is the backbone Every organization must have robust
comprises of Bid Management and to the sales process of an Presales Team who supports in the
Proposal Authoring organizations, which empower Sales process of responding to the
to acquire and onboard Customer proposals of Customers
3
Target Audience
Working in IT/Software Industry for
minimum of 2 years
Has complete understanding of

Software Development Life Cycle
Willing to pursue Presales Consulting

Role
Overall Presales Process
The pre-sales process covers all the activities that take place before closing the sale. These include tasks such as:
Preparing call and meeting scripts Prospecting and qualifying Proposal
Identifying solutions to Product research

customer pain points
Crafting a unique selling Customer research

proposition
Managing deal qualification Data and customer analysis

and proposals
5
Presales v/s Sales Activities
Presales Activities Sales Activities
Prospecting & Lead qualification Sales calls and client meetings
Market Research Follow-ups with Customers & Contract Negotiation
Proposal preparation and positioning Closing & Relationship Building
6
Master.. ..ing the Presales Process
Customer Discovery
Pre-sales typically handles discovery to find out exactly what the
customer is looking for and what their unique challenges are.
Proposal Preparation This information is crucial for the sales team to understand how
best to position their product or service solution and develop a
Once a lead is qualified and the proposal that best addresses the customer’s problem.
validated, the pre-sales team
will draft a proposal outlining A robust pre-sales team will have sales reps who are experts in
the customer’s primary pain both their business’s solutions as well as the customers’
points and a tailored solution. businesses.
At this stage, pre-sales will

collaborate with the sales team
to review and approve the bid
for presentation to the client.
This is a crucial step for both
pre-sales and sales. The goal is
to shape the conversation to
position their proposal as the
ideal solution. Much of that
success relies on pre-sales’
ability to understand the
customer and deliver a custom
proposal that hones in on their
needs. Proposal qualification
Pre-sales teams are experts in customer data analysis and lead evaluation. They
use sales technology and customer insights to build profiles of ideal clients and
their patterns of behavior to identify opportunities that are most likely to close.
Proposal qualification ensures the sales team invests their time and resources on
the most valuable pursuits.
7
Table of Contents
3 Pricing Models
6 About Me
Bid Management
What is bid management? What does a bid manager do?
For a variety of businesses, bidding for public or private sector contracts is how A bid manager’s job is to oversee the entire bidding process, right from selecting
they gain new clients and expand. Bid management involves overseeing the relevant bids through to managing the team who will be writing them. Bid
entire tender process for a business. managers will also contribute to the bid where relevant.
In order to do this successfully, having someone in charge of bid management is It is essential that a bid manager has a deep understanding of the commercial and
key - whether that is just one individual within a business or someone who operational aspects of a business. This supplies them with the knowledge they
manages a large team of bid writers. need in order to write some parts of the bid and select the best-suited contributors
that can enhance the bid with their own knowledge and specific information.
For SMEs and microbusinesses, the role of a bid manager is unlikely to be
someone’s main title and is more likely to be something they project manage as Bid managers also need to understand what the tendering organization is looking
and when potential opportunities arise. This can be anyone from directors for in order to create a bid that will really prove why your company should be
through to PAs, administrators or managers. successful in securing the tender project.
In larger businesses, however, a typical bidding team can include a bid director,
bid manager, bid writers, a bid coordinator. Both team sizes have their benefits -
larger teams definitely have their pros as each member can provide a unique
viewpoint.
9
Bid Management Skills
Organization Communication Good people skills Attention to detail
Bid managers will be in charge of As a bid manager, the job is to As you’re likely to be dealing with a Thoroughly checking bids before
organizing relevant contributors and communicate to the buyer why you lot of people, great interpersonal they are submitted can either
ensuring everything is complete on are the best fit for their needs and skills are important. You’ll need to make or break your application!
time. With multiple bids at any one ultimately influence their decision. chase up contributors without being Some teams may have a
time, bid managers will need to be on You’ll be taking technical jargon and afraid of rejection, even if these are designated proof-reader, but
the ball and know how each project is translating this into layman’s terms. senior members of management who most commonly bid managers
progressing. You will also need to communicate already have a large workload. have the final sign off.
consistently with your team to make
sure everything is running smoothly.
10
Understanding a Proposal/Tender
Proposal/Tender is an invitation to proposal can be defined as the formal offer to bid for work/projects.
A tender document is a document that a supplier will submit in an attempt to win the work.
A tender document, sent out by an organization, will need to include:
✓ Description of goods and services to be procured
✓ Conditions of tender e.g. qualifications, experience, etc.
✓ Evaluation criteria
✓ Submission content and format
A Proposal/Tender can of three different types (majorly):
RFI RFP RFQ

Request for Information Request for Proposal Request for Quotation
Customers ask for specific solution to Customer ask for Pricing of the
Customer ask for Generic information
the problem/requirement asked in the engagement from the bidder & finally
about the Bidder and its capabilities
RFP proposal document determines the award of the project
11
Key Milestones | Customer Requirement Identification to Win to Implementation
Initial
Opportunity Marketing Initiation of Implementation
Qualification
Pipelined Strategy Proposal Phase & Delivery
Go/ No Go
See Next Slide to see the steps in-between

2 3 6 7 10
1 4 5 8 9
Customer Value Resource

Bid Resource Award of Project
Requirement Proposition Allocation and
Allocation by Customer
Identified Development Project Initiation
12
Key Milestones | Proposal Phase
Story Boarding
Commercial Proposal Award of Project
Win Strategy & Proposal
Strategy Submission by Customer
Writing
7.2 7.3 7.6 7.6 8
7.1 7.4 7.5 7.8 7.9
Kick Off & Team Review & Presentation to Clarifications &

Solution Design
Mobilization Approval Customer/Orals Negotiations
13
Proposal Life Cycle
Review & Approvals: Get your solution and commercials reviewed from Practice head before submission
• Solution Design: Discuss and brainstorm with the solution teams on how 4 • Submission of Proposal: Submit your proposal to the customer on the date
mentioned by them. Do not miss out the deal of submission at any cost
you want to switch the solution in the proposal document
•
• Commercial Strategy: Determine the commercial strategy, for example – 3 5 Presentation to Customer/Orals: Create a nice PPT for your proposal
response and schedule a meeting with the customer to walk through the
where you want to provide cost based model on Fixed Bid or Time and
Material. (See subsequent slides to under the Time and Material) entire proposal – mainly solution, assumptions and project delivery
approach
• Win Strategy: Determine win strategies on the themes • Clarification & Negotiation: Clarify your doubts on
based on which you will build the proposal 2 6 your solution with the customer, rewrite or amend
assumptions based on the inputs from clients.
• Storyboarding & Proposal Writing: Jot down the key Table
Expedite on the project schedule and cost and
of Contents in the proposal documents and then start
negotiate with your customer to the best price that
writing the proposal based on the inputs on the solution
you can offer considering a optimal profit margin
team\
• Kick-Off & Team Mobilization: Onboard the key • Project Award by Customer: Upon successful
stakeholder who would be the part of the proposal 1 7 submission, clarification and Negotiation customer
pursuit may or may not award the project to your
organization. If customer finds your solution suits
their overall objectives, they will notify the sales
team about the award of the project and then
project rollout phase will take place and you have
to handover the entire solution to Delivery Team
14
Proposal Authoring
What is Proposal Authoring? What does a Proposal Author do?
In Presales Consulting, the Proposal Authoring is an opportunity for the • Prepares proposals in PPT or word by determining concept, gathering and formatting
consultant and sales team to present an idea or solution to the requirement information, writing drafts, and obtaining approvals.
specified by the customer. • Determines proposal concept by identifying and clarifying opportunities and needs,
studying requests for proposal (RFIs, RFPs), and attending strategy meetings.
To begin planning a proposal, remember the basic definition: a proposal is an • Meets proposal deadline by establishing priorities and target dates for information
offer or bid to complete a project for a customer. gathering, writing, review, approval, and transmittal.
• Coordinates requirements with contributors and contributes proposal status information
Proposals will contain elements like technical background, recommendations, to review meetings.
results of surveys, information about feasibility, and so on. But what makes a • Gathers proposal information by identifying sources of information, coordinating
proposal a proposal is that it asks the audience to approve, fund, or grant submissions and collections, and identifying and communicating risks associated with
permission to do the proposed project. proposals.
• Develops proposal by assembling information including project nature,
A proposal should contain information that would enable the audience of that objectives/outcomes/deliverables, implementation, methods, timetable, staffing,
proposal (read: client) to decide whether to approve the project, to approve or budget, standards of performance, and evaluation.
hire your organization to do the work, or both. • Writes, revises, and edits drafts including executive summaries, conclusions, and
organization credentials.
• Prepares presentation by evaluating text, graphics, and binding and coordinating
printing.
• Maintains quality results by using templates; following proposal-writing standards
including readability, consistency, and tone; maintaining proposal support databases.
• Obtains approvals by reviewing proposal with key providers and project managers.
• Improves proposal-writing results by evaluating and re-designing processes, approach,
coordination, and boilerplate.
15
Sample Proposal
In the subsequent slides I will practically explain how to write a proposal:
▪ Scenario: Consider yourself as a Proposal Author of an organization named as Softech Technologies and you have
been asked to draft a proposal. There are few slides where you need to get information from Solution Leads. I have
kept the placeholder for those slides citing what and from where you can get information
▪ Note: Please understand the structure of a proposal written in MS PowerPoint
▪ Customer Requirement: Develop a digital service to enable users to submit, view and comment on a Planning
Application
▪ RFP Link: https://www.digitalmarketplace.service.gov.uk/digital-outcomes-and-specialists/opportunities/6567
▪ Disclaimer: The name of the organization is for Demo purpose. No company name or any material is used for the
demo. All slides and materials are crafter and documented by the author.
16
Sample Proposal
Sample Proposal Deck Demo

<Start>
17
Planning Portal RFP

Softech Technologies Response to Hackney
Council’s Planning Portal RFP
19th Jul 2020 | Bangalore, India
Softech Technologies Pvt Ltd | 2020 Sample Copy | Not to used for any
commercial purpose | Only indented
for learning
Table of Contents
• Executive Summary
• Our Understanding
• Our Value Proposition
• Background and Scope
• Solution Approach
• Assumptions and Dependencies
• Risks and Mitigations
• Delivery Approach
• Engagement Model
• Project Timeline
• Project Team: Roles and Responsibilities
• Profiles
• Commericals
• Why Softech Technologies
• Capabilities Overview
• Case Studies Sample Copy | Not to used for any
• Appendix commercial purpose | Only indented
for learning
Executive Summary
Sample Copy | Not to used for any

for learning
Executive Summary
Softech Technologies wants to thank Hackney Council to allow us to respond to the Planning Application RFP. Key Highlights
We understand that Hackney Council has embarked on a mission of Digital Journey and therefore is looking to build
250+ software developers
a Minimal Viable Product (MVP) of Planning Portal which will enable its users to digitally submit, view and amend
on the planning applications made on the portal.
15+ Domain Consultant
Our proposed solution leveraging digital technologies, will help users of Hackney Council to view, amend and
validate the planning applications embracing mobility with seamless and real time tracking. The proposed MVP
will be user friendly and intuitive to find relevant information and involve in consultation processes. And our 100+ Digital
solution also proposes mechanism which properly maps the national and regional policies of planning using Transformation Projects
universally accessible and centralized database, thereby reducing the count of incomplete & inaccurate Execution
applications in the portal.
Softech Technologies is pioneer in embracing Digital Technologies and Mobility to solve customer problems. In this 50+ International Clients
RFP Response, we will use Mobile, Web Technologies and Cloud Database to build the MVP and make the data
accessible across multiple devices and locations. We have dedicated team of Mobile & Web development and Cloud
Computing with software developers in Microsoft .NET, Android & IOS App developers with knowledge in Phone 10 Years+ of Experience in
Gap & Ionic Frameworks, UI/UX developers with Ruby on Rails Framework, HTML 5, JavaScript. JQuery and Cloud the industry
Database Tool expertise with domain consultants in planning management.
We have successfully executed various projects in Digital Transformation projects across multiple clients from Rank#22 in Fast Growing
various industries and we are committed enough to be a strategic partner for Hackney Council to make its digital Company as per Delloite
journey successful.
Introduction to Presales Consulting & Proposal Authoring | Sowmak Bardhan | Senior Presales Consultant for learning 21
Our Understanding

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Our Understanding
We understand that customer is facing 4 major problems which we want to solve through our proposed solution leveraging
Digital Technologies.
Customer Pain Points Solution Tenets Outcomes & Benifits

• Browser and platform independent • User can leverage real-time Tracking of
• Poor Application Tracking Mechanism in
Website and Mobile based Planning Application Progress in the Portal
the incumbent portal
Portal using Microsoft .NET framework,
UI/UX Technologies like Ruby on Rails, • User can update, delete, change their
• Inappropriate mapping of National and
HTML 5, CSS, JQuery etc. application which will save in the database
Regional Policies in database resulting in
in draft mode and can be accessed later
registration of inaccurate and
• Cloud based database hosting properly for further amendment
inappropriate application in the
mapped National and Regional Policies
incumbent portal.
using Microsoft Azure SQL Database • User can access the website from both
mobile and desktop. Responsive screens
• Existing Portal is not user friendly
• User intuitive Screens with mobile first enable users to access the portal from
therefore user facing problem in
approach using Material.JS Framework any mobile or tablet devices of different
retrieving information
sizes, seamlessly
• Real-time Process & Application Stage
• Lack of real-time application view
Visualization mechanism using Free • User friendly Sign-up and Login
option in the incumbent portal (User
Open Source JavaScript Framework such mechanism will enable privacy for the
view the current stage of the application
as D3.JS users and restrict data theft
by downloading the same in PDF)

Our Value Proposition

for learning
Our Value Proposition
Extensive Project Partnership with

Technically Strong Usage of Free Open
Experience in Digital Microsoft for App
100+ Team of Digital Source Tools and
Transformation & Development and
Technology expertise Frameworks
Solution Engineering Cloud computing
Adopting our unique

3 weeks Free of Cost “Show and Take
Zero Cost Due
HyperCare/Warranty Feedback” Hybrid
Diligence
provided after go-live Agile process for
development

Background and
Scope

for learning
Background and Scope (1/2)
Background: Incumbent Planning Portal lacks the ability to show the application progress to the user and is not user
intuitive. Hence Hackney Council is intended to build a Minimal Viable Product (MVP) of Planning Portal which will
empower its users to submit, view and edit the applications on the portal through mobile and web interfaces
In Scope:
Project Scope: Planning Portal Development Scope: Integration Scope:

• Requirements Validation • Planning Portal Website Screen development Planning Portal’s API and Database will be
• Design • Hybrid Mobile App development for Android and integrated with legacy applications like –
• Build & Unit Test IOS platform • Idox
• Show and Tell Sessions • Application Tracking Development • Northgate's M3
• System Integration Test • Social Login Integration with Facebook and to manage planning applications
• User Acceptance Testing Google ID
• Cutover and Go-Live • Session Management
• Warranty Support • Cloud Database Development to store user
details, applications and policies and feeds data
to the Portal interfaces
• Planning Portal API development to integrate
with Legacy Applications

Background and Scope (2/2)
Out of Scope:
• Application Support and Maintaince
• Security Testing
• Performance Testing
• UX Consultation
• Native App Development for Android or IOS platform
• Legacy Application development
• Any Code fix or change request made after Warranty Support
• User Training
• Any other requirements which are not prescribed in the given RFP

Solution Approach

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Funcional Understanding of the Planning Portal
Users: Planning Portal Functionalities

Users and Application
Information is stored and
Access the portal, create
retried through cloud
& edit applications
database
Submit View Validate
Application Application Application
Applicant
Access the portal, to view
Legacy Systems
DB interacts with the
an applications
Citizen
View existing Comment on
Application Application
Access the portal, to view
an applications
Consultee

Solution Approach
To be updated by Technical
SMEs

Assumptions and
Dependencies

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Assumptions and Dependencies
Assumptions Dependencies
SMEs

Risks and
Mitigations

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Risks and Mitigations
Risks Mitigation Strategies
SMEs

Delivery Approach

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Delivery Approach
Softech Technologies proposes its unique Agile Methodology which consists on multiple iterations and Show and take
Feedback ceremonies during the development phase and facilitated by the onshore team. This helps in getting early buy-
in from the customer on the functionalities developed and incorporate feedbacks in the next iteration resulting in
minimal change requests during later phases.
We have successfully developed 40+ Digital Transformation Projects adopting Hybrid Agile Framework
Requirement Validation and
Development Application Testing Deploy and Warranty
Design
Functional Requirement
Analysis and Fitment
----------
Show and take Show and take Show and take

Feedback - 1 Feedback - 2 Feedback - N
Functionality Development Iteration 1..N
Functional/Unit Testing
System Integration Testing
UAT Testing
Deployment
Warranty Support
Engagement Model

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Engagement Model
Stake Holders Customer Softech Technologies

Onsite Offshore
Steering Head of Service Practice Director Delivery Director

Committee
Delivery Manager Onsite Offshore

PMO
Project Manager Project Manager
Functional SME .NET Developers
Project Team
UI/UX Developers
.NET Developer Technical Lead
Tester
User Researcher

Project Timeline

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Project Timeline
Phases March 20 April 20 May 20 Jun 20 July 20 Aug 20

Project Kick-off
Req. Validation
Design
Development
Iteration - 1 Show and Take Feedback
Iteration - 2 Show and Take Feedback
Show and Take Feedback

Iteration - 3
SIT
UAT
Go Live
Cutover/Go Live
Warranty
Project Team: Roles

& Responsibilities

for learning
Project Team: Roles and Responsibilities
Role Location Roles and Responsibilities
Roles: XXXX
Lead Architect Onsite Responsibilities: XXXX
Roles: XXXXX
Responsibilities: XXXX
.NET Developer Offshore

Project Team: Roles and Responsibilities
Role Location Roles and Responsibilities
Roles: XXXX
UI/UX Developer Offshore Responsibilities: XXXX
Roles: XXXXX
Responsibilities: XXXX
Test Engineer Offshore

Profiles

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Profile | Sample Resume Structure
Project Experiences:
Photo
Name: XXXX Skillsets:
Brief Introduction:
Training and Certifications:

Commericals

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Commericals
We have proposed a very competitive pricing structure based on your project needs.
Kindly find below the budgetary Commercial breakup based on the scope of work:
XXX,XXX
Implementation Dream Orbit proposes a total price of
XXX,XXX for the entire scope of work
with Visa and Infrastructure cost
Integration and XX,XX
Testing
Post GoLive Pricing Assumptions

XX,XX
• All prices are in GBP
Support • All prices are exclusive of Taxes
• Travel cost to locations to other than the
customer based would be charged at actuals
Visa & XX,XXX
Infrastructure
Why Softech
Technologies

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Why Softect Technologies
Softech Technologies is an innovation-driven software product engineering company. We help enterprises and software
companies (ISVs) build innovative solutions that are cross-platform enabled and work on cloud-based delivery model. We
collaborate with our customers to think, design and develop robust software with built-in quality, in an engagement model
that accelerates development speed and guarantees results.
Our expertise areas are:

• Software Innovation - Our expertise lies in software R&D, system architecture design for large enterprise applications,
deployment on production servers, load testing and performance management.
• Big Data and Cloud - Big Data Analytics is finding its way into the enterprise world in a big way. DreamOrbit helps
enterprises uncover the knowledge and latent information, to give the business a competitive advantage over rivals and
provide business intelligence
• Mobile Application Development - Building a mobile application comes with several challenges like getting the user
experience right, including the right set of features, integrating with backend cloud services, performance, cross-device
suitability and so on. DreamOrbit can help you in building a mobile strategy in alignment with your product goals.
Softect Technologies is awarded as Red Herring Top 100 Asia company. Red Herring"s Top 100 Asia list is a mark of
distinction for identifying promising new companies.
Capabilities Overview

for learning
Capabilities Overview
To be updated by Practice
Head or can be obtained from
Company’s intranet site

52
Case Studies

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Case Studies | Success Stories #2
Retail Company | UNITED KINGDOM | Modernization Engagement

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XXXXXXXXXXXXXXXXXXXXXXXXX
XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
Business Challenge Solution Benefits
XXXXXXXXXXXXXXX XXXXXXXXXXXXXXX • XXXXXXXXXXXX

• Xxxxxxxxxxxxx
• Xxxxxxxxxxx
• Xxxxxxxxxxxx

54
Case Studies | Success Stories #1
TELECOM Company | NORTH AMERICA | Digital Transformation Engagement

XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
XXXXXXXXXXXXXXXXXXXXXXXXX
XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
Business Challenge Solution Benefits
XXXXXXXXXXXXXXX XXXXXXXXXXXXXXX • XXXXXXXXXXXX

• Xxxxxxxxxxxxx
• Xxxxxxxxxxx
• Xxxxxxxxxxxx

55
Appendix

for learning
Appendix
To keep a place holder for

storing and staring any ad-hoc
or supplementary slides

57
Thank you!

Introduction to Presales Consulting & Proposal Authoring | Sowmak Bardhan | Senior Presales Consultant for learning
Sample Proposal
Sample Proposal Deck Demo

<End>
59
Table of Contents
3 Pricing Models
6 About Me
Pricing Models
When a customer awards a project to
software development company, they
sign a billing contract. The pricing
model used depends on the project Fixed Price
implementation.
The main models are Fixed-price,

Time & Materials, and Milestone
Based.
In the subsequent slides, we look at the

advantages and disadvantages of these
pricing models and tell you which is Time & Material
best to use when.
Milestone Based
61
Pricing Models | Fixed Bid
A fixed-price contract is based on an estimate of the amount of work that needs to be done. Project requirements need to be written to define
this scope of work. Wireframes also need to be created to help the development team figure out the hours necessary to implement all features.
With a fixed-price project, the service provider and the customer both carry some scope-related risk. Any extra work (when clients want to add
a totally new feature that was not specified in the documentation) usually goes under an additional agreement. In this case, the client must
pay extra.
In this model, it’s important to discuss everything before the actual development in order to estimate the cost of the software product. The
fixed-price model ensures that a project is done and delivered within a specific timeframe and budget.
Advantages Disadvantages
▪ Finalized pricing. After the contract is signed, the ▪ Rigid terms. After the projects starts, it cannot be adjusted during the
client knows the budget. The company cannot course of implementation. If market conditions change and some planned
overcharge without notice. feature is no longer needed or a new feature is needed, it’s impossible to
accommodate that. Implementation of this new feature has to be
▪ Strict deadlines. When the customer understands negotiated independently. With fixed-price projects, the paperwork and
what features they want in an app, the developers can approval of new features takes much longer and can potentially stall the
come up with a clear plan and definite deadlines. whole development process.
Everybody knows what work will be done at any given
point in time. ▪ Long planning. A fixed-price contract demands in-depth planning.
Developers need to discuss every detail and every action along with
▪ Predictability. When everything has been discussed possible pitfalls.
and planned beforehand, it’s easy to monitor the status
of software development and predict if the work will be ▪ Miscommunication risks. There’s always a risk that miscommunication
completed on time. may lead to delivering a product that doesn’t exactly correspond with
what the client hoped for. Such misunderstandings can happen because
▪ Little to no management. All project details are the project specifications aren’t clear. Lack of project monitoring can also
defined in the contract, so project management can be cause miscommunication, especially when developers need confirmation
passed down to the project manager. or feedback on the work that must be done.
62
Pricing Models | Fixed Bid | When to use
The fixed-price model works best for small projects with limited features and clear requirements. It’s also good for MVPs and projects with
limited budgets and definite deadlines.
63
Pricing Models | Time & Material
The time & materials model involves regularly paying for work completed. With this model, the customer plays a greater role in the
development of the software solution and carries all risks related to the scope of work. The level of responsibility that the client carries for the
whole development process with time & materials is much higher than with fixed-price or milestone projects. The customer gets set up with a
team and is billed for the actual time spent on development.
▪ Flexible requirements. Work is divided into short ▪ Uncertain deadlines. Any adjustments to the project can postpone the
sprints and results in an MVP (Minimum Viable Product). final release and the project can become overdue.
To meet the customer’s expectations, features can be
added or removed. ▪ Undefined budget. The price is approximate, so the client doesn’t know
for sure how much money they’ll spend since the timeframe for designing
▪ Hourly rates. Customers pay a stated hourly rate a and implementing features is flexible.
given company has.
▪ Need to manage the process. The product owner needs to manage
▪ Product quality. The product is well-tested and every iteration as well as every step of development in the time &
brought to near-perfection thanks to multiple iterations, materials model.
resulting in high-quality software.
▪ Hard decisions. Since market conditions can change unpredictably, it
▪ Transparency. The time & materials model allows may become clear that some features or design elements that were
clients to monitor progress as developers present originally planned are no longer relevant. In this case, the product owner
reports on work accomplished. must act immediately to adjust development to better meet market
conditions.
64
Pricing Models | Time & Material | When to use
The time & materials pricing model appeals to customers who want flexible procedures and agile project execution. This model works for
projects with changing requirements and fits long-term projects.
This type of contract is applied when there’s no set scope of work and when a lot of flexibility is required. The client must be willing to get
really involved in the project since their approval and vision is an important part of development.
65
Pricing Models | Milestone Based
With Milestone pricing, the customer is billed when a service provider has implemented a specific scope of work over a certain period of time,
achieving a predefined milestone. At that point, the client needs to pay the service provider an amount that depends on the time spent and the
things achieved for the given milestone.
▪ Paying on achievement. The customer pays for actual ▪ No fixed price. Each type of functionality will cost a different amount as
functionality delivered to them. different amounts of time were spent to develop them. The customer has
to pay the total amount approved for each milestone.
▪ Control the results. The client becomes the person
who approves each milestone. ▪ Long disputes. If a client finds something they don’t like or something
that doesn’t correspond to the functionality listed in the checklist, the
▪ Criteria. Most IT companies will provide clients with a development team will have the right to dispute. This back-and-forth can
checklist they need to use when they receive a piece of take a considerable amount of time as the two parties come to terms.
work for approval. This checklist is supposed to guide
them to see if everything works as expected. ▪ No rigid timeframe. Since planning and project execution is iterative,
there’s no specific timeframe for when the project will be completed.
▪ Lack of trust. Some IT companies don’t trust this model and refuse to
work with clients who insist on it.
66
Pricing Models | Milestone Based | When to use
The milestone model is best when the service provider and client have a good relationship to eliminate the chance of fraud. If the two parties
trust each other, it’s less likely that a dispute will arise. The milestone model works best for business partners with established relationships so
there’s minimal downtime during acceptance and disputes.
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Table of Contents
3 Pricing Models
6 About Me
Sales Fundamentals
Essential for Proposal Presentation:
What do the successful sales initiatives of multi-billion dollar enterprises, early-stage start-ups, tech and healthcare companies all have in
common? Every time, the success of the sales effort often comes down to consistent execution of the fundamentals.
Here are 4 sales fundamentals I find most important:
What do the successful sales initiatives of multi-billion dollar enterprises, early-stage start-ups, tech and healthcare
companies all have in common?
Understanding Understanding Objection Cross selling and
Every time, the success
the customer and of the sales effort often
the buying comes down to consistent
handling execution
by of the fundamentals.
up selling the
their key be
This shouldn’t drivers. process
surprising. In baseball, especially understanding
by takethe playoffs, experts and how key games
often note come
solution down
that you to
Engaging customers your customer on a managing are proposing and
things as simple as catching and throwing
quickly and
the ball.
journey they will
Or running the bases. Fundamentals
objections from that are easy to overlook,
finally closing the
yet can make or break
effectively - your success.want to come back customer about the presentation with
Including what to solution approach confidence
It’s no different to experience
in sales. There are no shortcuts,again
and the fundamentals thatthat
you will
are drive success can just as easily be
say and what not to with asking
forgotten, or ignored, or brushed aside whenquestions proposing
things get particularly busy. for the
say and intelligent best outcome
understanding
impact of body
Here arelanguage,
four sales fundamentals
tone I find most important:
69 69
Topics of Discussion
3 Pricing Models
6 About Me
About Me
7.5+ Years of experience in IT/Software Industry working as the Senior Presales
Consultant in Capgemini India Limited, with knowledge of Bid Management,
RFI, RFP, RFQ response creation, SOW extensive Preparation, Sale Collateral
creation, Orals/Presentation, Commercial Pricing, Software Development Life
Cycle such as Waterfall Model, Agile, SAFe; Application Maintenance &
Support, User Experience Design, People Management and Knowledge
Management.
Have worked multiple pursuits related to Travel & Hospitality and Insurance
practices with experience of Digital Customer Experience, Project Delivery in
application development and support.
Key Experience Highlights:
100+ Pursuits Orals Presentations Commercials Technical Solutions

Worked in a ton of Pursuits/Deals Excellent in Preparing Orals Experience in Fixed Bid/T&M Active Participation in Technical
Presentations Pricing Discussions
Tier-1 IT Companies Mentoring & Coaching MS Word and PPT Customer Presentation
7.5+ yrs. work exp. in Infosys, Have mentored and coached in Excellent Response Deck Creation Have actively participated in
Cognizant and Capgemini Presales Client meetings
71
Company Services
Infosys Cognizant Technology Solutions Capgemini
• Started my Career in Infosys Limited • Joined Cognizant as a Lateral after • Joined Capgemini after completing
as a Systems Engineer Trainee. completing my tenure at Infosys, as a service at Cognizant, as a Senior
Associate - Presales Consultant Consultant in Presales
• Got Trained in MS Dot Net and
worked in various projects for 1st two • Started working as a bid manager in Travel • Worked as Bid manager in various
years of my tenure at Infosys and Hospitality Vertical. pursuits customers in Digital Customer
Experience Department ranging from
• Moved to Infosys Labs as a Presales • Worked as Bid manager in various proposals involving UI/UX, ERP tools like
Analyst from 3rd year onwards and pursuits of T&H customers ranging from CRM, E-commerce Management,
worked in various pursuits for CRM Implementation, Microservices Microservices, etc.
Insurance Clients ranging from Architecture Design, Application Security
Application Development and Testing, Contact Center Support Services, • Also take part in proposal writing,
Maintaince Data Migration etc. preparation of sales collaterals and
customer presentations
Duration of Work: From Feb 2013 to April Duration of Work: From May 2019 to April Duration of Work: From April 2020 to till date
2019 2020
72
Thank
You!
Email: sowmakbardhan@gmail.com
Call: +91 7760189123 / 7003572434

Introduction to Presales Consulting & Proposal Authoring

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Introduction to Presales Consulting & Proposal Authoring

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Introduction to

1 What is Presales Consulting

2 Bid Management & Proposal Authoring

Has complete understanding of

Willing to pursue Presales Consulting

Preparing call and meeting scripts Prospecting and qualifying Proposal

Identifying solutions to Product research

Crafting a unique selling Customer research

Managing deal qualification Data and customer analysis

Presales Activities Sales Activities

Prospecting & Lead qualification Sales calls and client meetings

Market Research Follow-ups with Customers & Contract Negotiation

Proposal preparation and positioning Closing & Relationship Building

At this stage, pre-sales will

1 What is Presales Consulting

2 Bid Management & Proposal Authoring

Organization Communication Good people skills Attention to detail

A Proposal/Tender can of three different types (majorly):

RFI RFP RFQ

See Next Slide to see the steps in-between

Customer Value Resource

7.2 7.3 7.6 7.6 8

7.1 7.4 7.5 7.8 7.9

Kick Off & Team Review & Presentation to Clarifications &

▪ Note: Please understand the structure of a proposal written in MS PowerPoint

▪ RFP Link: https://www.digitalmarketplace.service.gov.uk/digital-outcomes-and-specialists/opportunities/6567

Sample Proposal Deck Demo

Planning Portal RFP

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Customer Pain Points Solution Tenets Outcomes & Benifits

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Our Value Proposition

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Extensive Project Partnership with

Adopting our unique

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Project Scope: Planning Portal Development Scope: Integration Scope:

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Users: Planning Portal Functionalities

Access the portal, to view

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Risks Mitigation Strategies

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Show and take Show and take Show and take

Functionality Development Iteration 1..N

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Stake Holders Customer Softech Technologies

Steering Head of Service Practice Director Delivery Director

Delivery Manager Onsite Offshore

Functional SME .NET Developers

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Phases March 20 April 20 May 20 Jun 20 July 20 Aug 20

Iteration - 1 Show and Take Feedback