Workflow and responsibilities of presales engineers [bidding]

Standing in heaven watching hell, life is like a drama standing in hell watching heaven, who is working hard for who is busy

1. Quality required by presales personnel

Pre-sales personnel should be bridges between project developers and business sales personnel. In the eyes of business sales personnel, pre-sales personnel assume technical personnel or technical personnel

Technical experts, and in the eyes of developers in project implementation, pre-sales personnel are technical sales personnel, in the eyes of users, pre-sales personnel,

Is a technical expert representing the company's technical level. In a specific pre-sales technical support activity, pre-sales personnel coordinate sales personnel, users, and

The relationship between developers presents the company's technical strength to users, listens to users' initial needs, discusses with users the preliminary framework of the Project system

Sales staff can recommend the company's products and technical advantages to users, so as to shield later developers from unreasonable users and bring technical risks to project implementation.

Insurance requirements are the initial designers of the project's technical framework.

The presales personnel must have two qualities: technical personnel and sales personnel:

● Be familiar with your own products.

● Comprehensive technical expertise. Familiar with the current IT technology development direction.

● Have a clear understanding of the company's development capabilities, technical advantages and disadvantages.

● As software sales in the industry, you must be familiar with the business of this industry, have a certain understanding of the current situation and development direction of informatization in this industry, and understand the industry

Basic information about other professional software in the industry.

● Be familiar with the technology and product trends of the industry, and understand the situation and characteristics of similar products and their competitors.

● Proficient in the compilation of scheme and bidding documents using text and graphic editors.

● Be familiar with general project bidding procedures.

● Good at communication and good communication skills.

A person generally cannot have such comprehensive knowledge and skills. Therefore, for large-scale projects, in order to communicate comprehensively with customers

Company strength, preliminary demonstration and design of the system, its pre-sale is often a team, this team may have industry business according to the needs of the project

Experts, database experts, operating system experts, information security experts, network architects, software system analysts, and project management experts.

2. project bidding activity process description

The project is tracked and signed from the early stage. As a pre-sales personnel, it must work closely with the sales personnel. The preliminary process of a project is usually as follows:

1. The sales staff visit the users, learn about the basic information about the user's projects, introduce the products of the company and the company to the users, and establish a good relationship with the users.

2. Prior to the customer's bidding, the sales staff should introduce pre-sales technical support personnel to communicate with the user technically and understand the user's project requirements.

This process may need to be repeated multiple times. At least public

We are interested in inviting you to participate in the bidding.

3. the user sends a bidding document, And the presales personnel prepares the bidding documents based on the requirements of the bidding documents and the communication with the user in the early stage.

4. participate in the bidding meeting for technical and commercial explanations and Q &.

5. participate in business and technical negotiation and draft the project business contract and technical agreement.

6. Sign the contract, implement and maintain the project.

. Contact with users before bidding

Contact with users before bidding, understand users' real needs and ideas, and understand users' preferences on system frameworks, platforms, and new technologies through communication,

In the future, the system will be able to "give it a good bet" and "hit the key" in the bidding ". Introduce the company's technologies and products, so that the user can have the technology and products of the company before the tender

A clear understanding of and understanding of user needs to guide the company's technical and product ideas, so that users have a technical understanding of the company

Preference.

Communication and the content to be understood generally includes:

1. users' organization and Information Status, existing hardware and equipment, network conditions, and software systems in use;

2. Planning, objectives, scale, and requirements of the new system, including users' requirements for system security, reliability, ease of use, and scalability;

3. Business Content, Current Situation of Business Process Systems, and software functional requirements;

4. Selection of platforms and databases;

5. Information security and storage requirements;

6. Understanding of software development mechanisms;

7. Hot technologies of interest to users;

The communication should be extensive and should not be limited to the specific project owner. If necessary, you can visit higher-level users and the primary responsibilities of each department.

People or technical authority should try to understand users' understanding and ideas about the project, be good at identifying the user's identity during communication and visits, and seize the right decision on the project

Determine the ownership and influence of the user's ideas, at the same time, we can initially analyze which users may be the future of the tender judges, pay attention to their interest in the project

Location. In order to be targeted in bidding and bidding.

Guides users to the technical routes and product features that the company is good. You can tell users the situations and features of projects you have previously worked on, preferably

With the help of the demo, the user will tell you which ones are of interest, which are meaningless, and what other competitor products are. This way

It facilitates in-depth communication with users and finds resonance points with users.

Tracking and understanding competitors, and understanding the status quo of similar products, this is a long-term accumulation process, analysis of competitor products and solutions possible features

Point, find or propose new system highlights that can attract users than competitors. Of course, we must consider the technical strength of these highlights first.

And the project investment scale.

2. Preparation of bids and bidding documents

2.2.1 establish a bidding team

When a project bidding team is set up, the core of the bidding team should be the Authorized Person of the project's legal representative. Based on the project scale, technical difficulty, and bidding time

Requirements: Develop a bidding plan, divide the Plan into each person, determine the work content and plan of each person, and determine the supervisors who execute the plan.

The bidding time is generally determined on a short date, which also tests the response speed of a company and a team.

Otherwise, bids will be lost due to inadequate preparation. This requires constant technical accumulation, industry knowledge accumulation, and bidding.

The accumulation of books, such as similar bidding documents or templates, as well as a good team spirit and atmosphere.

As an industrial application project, the technical components may involve network planners, hardware product managers, software architects, and industry experts.

Data planning experts, database experts, and other professional experts. This team should be built and integrated within the company

And external resources. For example, you can temporarily ask for pre-sales support (HP, IBM, etc.) related to professional companies

Experts, university professors of relevant majors, etc.

You can even consider joint bidding with other companies.

In the bidding team, it is best to establish a confidentiality system, especially for ultra-large projects, such as quotations and core technologies.

Yes.

Closed development can be used if necessary.

2.2.2. Prepare bids

Users' bidding documents generally include: Invitation letters, business requirements, technical requirements, attachments, and drawings.

The basis of the bidding documents. Before preparing the tender documents, the team members should carefully and repeatedly read the tender documents, especially the qualification requirements for the bidder,

The bidding team should discuss the bidding documents, find out the areas that are not clearly described in the bidding documents, provide explanations to the bidding parties as needed, and determine the project resources.

Quality, bidding and implementation risks, competitors, strengths and weaknesses of the bidding; formulate bidding strategies; determine the content of the tender and the bidder

Preliminary Outline of the tender.

Note the following points during the preparation of the bidding documents:

1. The commercial bidding documents should be answered in strict accordance with the requirements of the bidding documents. The order and format of the responses should best follow the requirements of the bidding documents.

2. For content that is not required for the bidding documents, especially for commercial bidding documents, it is best not to draw a picture to improve your qualifications.

, It is best to carefully consider to ensure that there is no vulnerability. The business part mainly aims to demonstrate the strength of the bidding company and ensure the qualification for participating in the bidding.

First, ensure that the bidding is effective. Note that some things can be mentioned, but not all things that can be mentioned are suitable for writing.

3. Handling of the difference table: for the parts of the bidding documents that are different from those of the bidding documents, the tenderee usually requires to mark them in the difference table.

In this case, we should try our best to find out and describe the differences. However, when sorting out and submitting the differences, we need to be especially careful.

Not every difference is suitable for putting forward in this formal field. Some things need to be kept in a vague State to improve the standard.

At the same time, it can leave a foreshadowing for business and technical negotiations to facilitate advances and advances in negotiations.

4. Handling of quotations: it is best to have one or two sets of blank backups after the quotation is filled, stamped, and sealed according to the formal requirements.

It is the same as the formal quotation, but the price is not filled in. Because the formal quotation is encapsulated into the period before the quotation is submitted, the sales staff may

Listen to the competitor's price or users' opinions on the overall price of the project. This requires price adjustments based on the project, market, competitor, and user conditions.

In this case, you can use the backup quotation. In particular, the time required for a company to redo a quote for bidding in different regions is basically not allowed.

5. Processing of Sealing Strips: On the basis of the specified sealing strips of the bidding documents, you must prepare several spare Sealing Strips. Of course, the seals are covered.

It is the company's bidding in different regions, and the market information is ever-changing. You cannot guarantee that your price and bidding documents will not be modified before the bidding.

6. The qualifications and requirements of the business bidding documents must be checked in strict accordance with the requirements of the bidding documents.

It may cause rejection. Therefore, it is best to have more than two persons to check and verify the items.

7. If multiple corporate entities under a group company share their qualifications, check which qualifications are not

The qualification of the legal entity. If the qualification of the legal entity of this tender is required, the legal entity with the qualification should sign the authorization statement. Otherwise

The bid will be rejected as a result of "fraudulent use of the qualification of a third-party company to cheat the tendering unit.

2. participate in bidding

For large projects, it is very important that the personnel of the teams participating in the bidding should be allocated reasonably. Based on the project details

The division of labor of bids can be divided into commercial and technical personnel. Further details can be divided into business contact personnel, business bidding personnel, and technical personnel.

Persons responsible for the network, architecture, and application system functions.

The bidder shall wear uniform apparel, professional wear, company logo, self-confidence, and nature to give the bidding judges a good overall picture.

Image. Strictly abide by the bidding discipline.

In general, do not talk too much to the familiar judges. Although we have full contact with users in the early stage, we may be familiar with and have good experience with some judges.

Relationship, however, in the formal place of the tender, it is usually polite to say hello, just a chill, it is not easy to have too much communication and intimacy with the user

Talking, these actions may cause misunderstandings of other judges, or give them a "handle" to their opponents ". Unless you are a dedicated line with a special purpose

For example, in some cases, displaying close relationships with the best leaders or core personnel in the tender may cause "someone

I may have been biased towards a company, and I should also be "misleading", at the same time, causing greater psychological pressure and burden on the opponent. However, this method

There are many risks. Be careful.

Before bidding, you should prepare slides for each part of the subject. Slides serve two purposes: text, images, and animations.

To facilitate the judges' understanding of the content. The second is to use slides to help the presenter properly think about the content.

Road, do not run the problem. Therefore, slide creation should aim at these two functions. What is each slide talking about and how long it takes?

Be aware of this.

It is best to have a practical demonstration. As a user of industrial application software, the performance of similar systems of the bidding vendor is more important.

It can display similar application systems to users, and explain the system architecture and features based on instance demonstrations, which usually achieve better results. However

Yes. When presenting previous systems, you should pay attention to your strengths and circumvent weaknesses, eliminate some system vulnerabilities and defects, and pay attention to the demonstration time control.

The equipment used in the bidding should be protected mainly. The laptop used in the bidding should be carefully used after the demonstration system and slides are installed.

Used to prevent equipment from unexpected damage and equipment abnormalities during bidding. For example, pay attention to anti-virus and prevent accidental damage. Do not use

Laptops access the Internet through Internet cafes. in hotels, do not easily organize computer system files because they are accidentally deleted.

Except for a file, the system cannot be started normally. It is best to back up the system's installation disk and application system's installation disk before the bidding for a business trip.

Two laptops can be used for installation.

We should talk to the competitor who participates in the bidding. Maybe you will play in another bid next time. Maybe next time he fights with you side by side

You can also obtain some useful information unexpectedly.

2.3.1. Tagging

The presentation should focus on the content, highlight the company's characteristics and advantages, and highlight the technical advantages and characteristics. Content should be taken care of as much as possible

To every judge.

There is usually a time limit for the presentation, how to introduce the company, business introduction, technical introduction, project implementation, technical support and

Reasonable distribution of services and other content requires careful consideration before the presentation. The distribution of time and content is adjusted based on the following situations:

● The company's technical advantages and features.

In the presentation, especially when the presentation order is behind, the judges are already clear about some common things and are not interested in hearing your attention.

He cares about the characteristics of your competitors

● Composition and characteristics of the tendering judges.

You must analyze the composition of the bidding judges as much as you can, including the composition and quantity of members of senior leaders, technical experts, department business experts, and other roles. Usually

Senior leaders are not familiar with IT technology. They primarily rely on non-technical indicators such as the company's scale, qualifications, strength, after-sales service, and price.

Standards, technical experts mainly rely on technical indicators such as system systems, new technologies, security, scalability, and software development management mechanisms,

Department business experts are more concerned with software functions, ease of use, and interfaces with existing systems.

● Observe the expressions and attitudes of the Judges and adjust the depth of the content in a timely manner.

● The situation and weakness of the opponent after the bidding.

This article focuses on the issues that are widely reflected by the judges after their bidding. For example, the judges hold that system security and project development are very important.

But other opponents have not paid much attention to the target. In this case, you need to adjust the content in time and focus on the security and project development mechanism.

In addition, do not attack your opponent easily. Some judges may have a crush on your opponent. Your direct attack on your opponent will trigger his dislike and deliberately fight.

Press you. The method to attack your opponent is to highlight your own advantages.

There may be a division of labor among several people in the presentation, but the overall logic should be strict. One person can first describe all the content of the subject.

Arrange for an introduction. After each person finishes his/her part, briefly introduce the content of the next part and introduce the next interpreter. Connect the entire lecture mark

Unified management.

Adjust your status and mentality before the presentation, relax during the presentation, and do not report the mentality of "going to the test room for examination" or "being judged and reviewed ".

In this way, you will be in a tense and sincere state. When you go to the presentation platform and see a large number of people evaluating the evaluation, you will be more nervous and more tolerant.

Error-prone. You should be confident in your own solutions and products. You are an expert and report "Cough! Let me introduce you to our good things.

It can solve your current problems !" Mentality, you should have an impulse to show your proud work to outsiders. The more people, the more proud you are.

The more exciting you are, the better you are!

2.3.2. Q &

When answering the comments and asking questions, the principle is: It doesn't matter if you don't know it. But you must never make a mistake!

You cannot argue with the judges.

The judges cannot be despised.

Q & A personnel who cannot answer questions should cooperate with each other. When you find that your companion is being asked, if you can help him answer the best questions

If you cannot answer this question, you should quickly think of a method to answer this question from another perspective, so as to gradually open the topic and avoid embarrassment.

2. 4. business and technical negotiation

After pre-winning bids, business and technical negotiations will be conducted. pre-sales technical support personnel will mainly participate in the negotiation and drafting of technical agreements.

Negotiation of technical agreements is a key process to reduce project risks. The outcome of the negotiation-the technical agreement is usually attached to the contract and directly affects the items

Project implementation difficulty and risks. Therefore, you must be patient and meticulous. You cannot sign a contract as soon as possible.

The purpose of a technical agreement is to define functional boundaries and depth. Especially in industrial application software,

Degree ". For example, the depth of the application system, the specific functional boundaries, and the degree of adoption of new technologies are often vague and likely to be

There is a big difference between the two sides in understanding these aspects, which will bring risks to the subsequent project implementation. Technical Agreement Negotiation is necessary

Control these "Degrees", communicate with sensitive issues and technical difficulties, and reach consensus. Note that they cannot be comprehensively resolved in the Technical Agreement.

The vague words such as "XX problem" and "completely solved" will bring great risks to the project development and must be discussed clearly.

The completed depth and technical means are written into the technical protocol, so that project risks are fully presented and controlled before the project implementation.

3. Preparation of bidding documents

The core point of the preparation of bids is to respond to the bidding documents one by one.

As a large company or group, a unified bidding documents compilation specification and guide should also be formulated. Through accumulation, a bidding template library should be established, to ensure the quality of the tender and shorten the preparation cycle of the tender.