Tender Strategy,
Quotation Library &
Proposal Library
DATABASE WORKFLOW
Leads Tracking & Sales DB Workflow
Start
Define Sales
Outlook
Create
Lead
Pursue
Lead?
No
Lead
c
Abandoned
Update
Lead
Yes
A
Create
Quotation
Yes
END
Quotation?
No
No
No
Need BC?
GO?
Yes
Raise Proposal
No
Submit to Customer
Yes Raise Tender
Strategy
Won? Yes
B
Quotation
Library
Leads
Tracking System
(LTS)
Tender
Strategy
Proposal
Library
Create Lead in LTS
Create Quotation in Quotation Library
Tender Strategy & Proposal Library
• Tender/Proposal Process
Flowchart & its Processes
• THE END
Tender Process Flowchart
Tender Preparation Process
Monday, September 06, 2004
Identify Tender
Advertisements in
Local Newspapers
Business Centre
Pay to
$
Notify Tenders in Tender Strategy Database
Decision to Buy / No
Buy Tender
No Buy
Sales Team
Account Manager & Proposal Manager
Buy
Submission to Customer
Check Point 1
Business Centre will buy Tender Document and Notify through Tender Strategy Database
Pay to
$
Check Point 2
$
$
Create New Proposal Request in Proposal Library Database
$
Sales Team will go through the tender document and
identify component and solution involved, make copies and
send to respective groups
Go
Check Point 3
No Go
Sales Team will go to Bid Decision
of Tender Strategy for Go or No Go
Check Point 4
Solution Groups will respond to Tender Strategy within 24 hours
1. Business
Centre
↓
Identify
Tender
Adverts in
Newspapers
2. Business Centre – Notifies Tender
Alerts in Tender Strategy Database
3. Sales Team –
Decision to BUY / NO BUY
NO
STOP
BUY?
YES
Click ‘BUY’ In
Tender Strategy
4. BC – Buys Tender Document &
Notifies in Tender Strategy DB when
tender document is in
5. Sales Team – select & notify Solution
Groups
6. Solution Groups + Sales Team Evaluate Within 24 hours
Product & Solution Groups
Account Manager
7. Sales Team 
Decision = GO
Or …
Decision = NO GO
8. Sales Team – Create New Request
in Proposal Library DB
Solution groups & sales team work on it until closing date
9. Solution Groups & Sales Team –
Proposal Preparation (Proposal Lib)
10. Submission of Tender to Customer
TENDER
DOCUMENT
Tender Process Flowchart
Tender Preparation Process
Monday, September 06, 2004
Identify Tender
Advertisements in
Local Newspapers
Business Centre
Pay to
$
Notify Tenders in Tender Strategy Database
Decision to Buy / No
Buy Tender
No Buy
Sales Team
Account Manager & Proposal Manager
Buy
Submission to Customer
Check Point 1
Business Centre will buy Tender Document and Notify through Tender Strategy Database
Pay to
$
Check Point 2
$
$
Create New Proposal Request in Proposal Library Database
$
Sales Team will go through the tender document and
identify component and solution involved, make copies and
send to respective groups
Go
Check Point 3
No Go
Sales Team will go to Bid Decision
of Tender Strategy for Go or No Go
Check Point 4
Solution Groups will respond to Tender Strategy within 24 hours
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
Best Practices
The DO’s and the DON’Ts
1. DON’T take shortcuts
2. DON’T skip the process
3. ….and the ultimate DON’T goes to….
Best Practices
The DO’s and the DON’Ts
Dah pukul 4 pagi ????
Bila bole antar kat BC
untuk print ni…?
4. DON’T ignore internal deadlines!
z
z
z
z
z
z
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
Implications
when you DON’T follow process
(Last people in the production line tends to suffer…)
- THE END -