End-to-End Process

Opportunity Participation To Customer

Engagement

Date
Overview : Opportunity Participation

01 02 03
Registration of Opportunity Executive Summary Briefing Opportunity Participation

06 05 04
Opportunity Submission Opportunity Response
Opportunity Commercial
and Feedback Formation

Note: This process is applicable for all the opportunities (RFPs/Proactive/Reactive)

2 TCS confidential
Stage 1: Registration Of Opportunity

Corporate SPOC to
Sales to send the register opportunity with
opportunity registration Unique Id in International
details to Corporate Opportunity Tracker and
SPOC revert to sales with Unique
id

SLA: Same day of Lead Generation SLA: Same day

Instruction: Use Opportunity registration template

3 TCS confidential
Return to Overview Slide
Stage 2: Executive Summary Briefing

SLA: Within 1(*) working day

Sales to schedule a Sales to present the

Sales to prepare meeting with Executive Summary.
Sales to Intimate Executive Presales, and
Presales Corporate SPOC for Presales to record
Summary MOM and
Opportunity
Briefing participation details

Instruction: Use Executive summary template

Note :

1. Presales to Involve Delivery team on need basis and provide required briefing.
2. Key team members who will work on an opportunity from Presales, and Corporate must attend the briefing, respective Management to ensure that the meeting is delegated.
3. *SLA under discussion with Sales team.
4. If any key critical considerations under Sales Pre-Qualifications needs deviation then Sales to take acknowledgement from Corp Team and Shobhit.
5. After the Briefing, Pre-Sales to validate information provided in the Executive Briefing.

4 TCS confidential
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Stage 3: Opportunity Participation

Default mode, Pre-Sales acknowledgement In EB Key Considerations, Pre Sales To Move to

\received during EB
No Issues or Moderate Opportunity Response
Issues Under Discussion Formation Stage

Click Here
Post Executive Briefing

Critical Issues In Key Considerations Sales & Pre Sales to

In EB Key Considerations, review Go / No Go and
There are Critical Issues, take final decision (Inform
Pre Sales-Suggests No Go to all stakeholders)

FYI to Shobhit and Mohit

Short Response Time, B/W Issues Mutual agreement between
on decision taken
Sales & Presales on way
(including viral for large
forward
opportunities)

5 TCS confidential Return to Overview Slide

Stage 4 : Opportunity Response Formation Applicable only for demo

Sales to share customized

Bid Manager (BM) to validate Demo/PPT requirement,
BM to work with Presales team BM to provide regular Presales to validate and
RFP (exec briefing, compliance
on the response formation of updates to all the stakeholders prepare.
etc.) and sync with Delivery
opportunity on agreed frequency.
Team. (Demo related separate
discussion planned)

Instruction: Use Bid/opportunity response tracker template

Standard Delivery Plan : Pre Sales to schedule meeting with

BM to Share Implementation
Plan & efforts with Sales team.
Sales to Prepare commercial
draft.
Sales to prepare & Delivery to customer to Present customized
BM to coordinate with
reviewed demo/PPT.
Delivery team and any other
Customized Delivery Plan: TCS internal team (Demo related separate
Delivery to prepare discussion planned)

BM to share latest draft after Pre Sales Team to share final

BM/Presales to review to draft Sales Team to review the draft
addressing reviewing draft with
response as per bid writing response and share feedback
comments of response with
checklist. with Pre Sales Team Sales Team.
Sales Team

Instruction: Use Bid Writing checklist SLA: Submission Date - *3 days SLA: Submission Date - 2 days SLA: Submission Date – 1 day
Note :
1. Additional time (tbd) to be procured for response translation in non-English process.
2. *Cyclic review process - TBD with sales and discuss with presales.
3. Opportunity acknowledge (Submit/Drop) can be provide any stage on response formation base on Go/No-go Scenarios..

6 TCS confidential Return to Overview Slide

Stage 5 : Opportunity Commercials

Sales to share Sales to Corp. SPOC to

Corporate
commercials Shobhit to updates record the final
Team to have
first draft seek guidance commercial commercial
final version
with of Viral on based on copy into
for Shobhit Commercial
corporate need basis Shobhit
review. Repository
SPOC feedback.

SLA: Submission Date - 3 days SLA: Submission Date - 2 days

Instruction: Use Commerical template

Note: Sales To take email acknowledgement on any Delivery Effort related changes.

7 TCS confidential
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Stage 6 :Opportunity Submission

Presales to share Sales and Presales

Sales to submit along with Corp
final version of Sales to share
final version Team
document after RFP/Opportunity
(PDF/Physical
applying review progress status to meet for
Copy) and to
comments with (Win/Loss/Drop/ Observation and
inform all the
Sales for Defer) Improvements,
stakeholders
submission learning etc.

Instruction: Sales to take care for any Geo related

document

8 TCS confidential
Return to Overview Slide
Thank you for following the opportunity
participation process

Next > Post Deal Submission

Stage 7 :Post deal submission

If Win If Lost

Return to Overview Slide

10 TCS confidential
Stage 8 : If Lost/Dropped/Deferred

Corporate SPOC to
Presales to work on
Sales to inform all the update the in
Root Cause analysis for
stakeholder International
Lost Deals
opportunity tracker

11 TCS confidential
Overview : Won Opportunity

08 09 10
Contracting y Finance Actions
Customer Kickoff
d b
ate
a lid ms
be v tea
s to tive
o n ec

13 12
Se cti resp
11
Delivery Actions
Post Delivery Actions PMO Actions

Note: This process is applicable for all the opportunities (RFPs/Proactive/Reactive)

12 TCS confidential
Stage 8: Customer Kickoff

Sales to brief
Plan to keep
about the Sales to organize
Identification of customer engage
opportunity to Kickoff meeting
Delivery SPOC until contract is
internal with customer
signed
stakeholders

13 TCS confidential
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Stage 9: Contracting
Sales to prepare contract
draft with the help of
corporate SPOC scope to
be updated by Delivery
team
Instruction: Use latest template provided by Legal
Sales to share the sign
contract with TCS iON
legal, Delivery, PMO and
Corporate
TCS iON legal team to
review and approve the
draft contract
Both Parties signing the
contract (TCS & Customer)
14
Applicable for non-English
Contract
Sales to share TCS iON
legal approved contract
Contract need to be shared
document to Geo legal team
with the Finance team for
for review and amend if any
their review
geo related terms &
conditions applicable
Final draft contract
document sent for GPS raised for document
translation translation
TCS confidential Return to Overview Slide
Stage 10 : Finance Actions (WON/Allocation/Invoice) Applicable if payment done by
ISU/Geography/Account

Delivery SPOC to
fill WON/KYC PMO to Initate for PMO to follow up ISU Tagging for
Sales to share signed revenue recognition
checklist along with Customer KYC and with Finance and
contract with PMO (TCS iON ISU: SGB-
draft contract and WON Creation take approval from
to upload in CMS SMB1-Parent/SGB-
share it with (onshore/offshore) all the stakeholder
(Mandatory to raise SMB1.1-
PMO .PMO to share has per the for KYC and WON
invoice) Group1(0676))
with finance for requirement creation
Won creation

Instruction: Use WON checklist document

Delivery SPOC to
If Local invoice
share Purchase PMO to share
(Geo) then PMO & PMO to coordinate
order/Customer resource allocation
finance team to fill with Finance to raise
confirmation email details with
the template and invoice as per
for further billing ISU/Geography/Accou
raise request in milestone.
milestone to raise nt
ultimatrix.
invoice

15 TCS confidential
Return to Overview Slide
Stage 11 : Delivery Actions

Procurement &
Delivery to start Configuration of Enablement of design
Initate integration
Instance Provisioning licenses, hardware, Instance branding & document and raise
level actions as per
& Sanity and take all sub-domain configuration. CR has per Scope of
delivery Plan.
the required approvals registration and Work document
mapping

Instruction: Use Project tracker

Post Go Live Support Engagement tracking,

(Support to be feedback & support Go Live declaration Training support for Integrated platform
provided as per the Ticket process and and sign-off customer. testing & UAT
contract) SLA to be defined

16 TCS confidential Return to Overview Slide

Stage 12 : PMO Actions

PMO to update Bill PMO to coordinate with

PMO to update PNL as
tracker as per billing Delivery Manager for
per received payment
milestone invoice confirmation

17 TCS confidential
Return to Overview Slide
Stage 13 : Post Delivery Support

18 TCS confidential
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Appendix

19 TCS confidential
Thank You
Agreement Review Process

1.
Sales team to share
customer details with 2. Legal team to create draft 3.Legal team to share draft
for review with internal
Legal team review team

Note: If you need to upload the agreement on CRS

No
urgently, you can do so, but you must ensure that
all comments are collected in one document. 4. Internal Review

Yes Levels of Internal Review:

6. Share agreement with the
customer
5. Uploadinfinal agreement
CRS tool
Approved? • Delivery Review
• ISM Review
• Finance & Taxation Review
• Pricing Review
SPOC details for internal review
• Delivery Review : Mohit Srivastava’s team
• ISM Review : Suryakant Kudtarkar and Sarita Patra
• Finance & Taxation Review : Sajesh Nair
• Pricing Review : Mayur Koshti (Sales team to provide pricing file to Mayur)

21 TCS confidential