The process of project bidding
Projects are tracked and signed from an early stage. As a pre-sales person, you need to work closely with the sales staff. Usually, the initial process of obtaining a project is as follows:
1. Sales staff visit users, get to know the basic situation of users' projects, introduce the company and its products to users, and establish good relations with users.
2. Before the user bids, the salesperson will introduce pre-sales technical support personnel to communicate with the user, understand the user's demand for the project, prefer the technical framework, and guide the user to the company's technical ideas. This process may need to be repeated many times. At least make sure that users are interested in the company and are willing to invite you to bid.
3. The user sends the tender, and the pre-sales personnel prepare the tender according to the requirements of the tender and the communication with the user in the early stage.
4. Attend the bidding meeting, give technical and commercial explanations and answer questions.
5. Participate in commercial and technical negotiations and draft commercial contracts and technical agreements for the project.
6. Signing contracts, project implementation and maintenance.
Contact users before bidding.
Contact with users before bidding, understand users' real needs and ideas, and understand users' preferences for system framework, platform and new technology through communication, so as to "get their own place" and "hit the nail on the head" in bidding in the future. Introduce the company's technology and products, so that users can have a clear understanding of the company's technology and products before bidding, guide users' needs to the company's technology and product ideas, and let users have a certain preference for the company in technology.
Communication and need to know usually include:
1. User organization, informatization status, existing hardware and equipment, network situation, and software system in use;
2. Planning, objectives, scale and requirements of the new system, including users' requirements for the safety, reliability, availability and expansibility of the system;
3. Business content, business process system status and software function requirements;
4. Selection of platform and database;
5. Information security and storage requirements;
6. Understand the software development mechanism;
7. Hot technologies that users are interested in;
Communication should be extensive and not limited to the specific person in charge of the project. If possible, you can visit the superior users and the principal responsible persons or technical authorities of various departments, try your best to understand the users' understanding and ideas about the project, be good at identifying users' identities in communication and visits, and master the ideas of users who have decision-making power and great influence on the project. At the same time, we can preliminarily analyze which users may be future bid evaluation judges and pay attention to their interest in the project. In order to be targeted in bidding.
Guide users to understand the technical route and product characteristics that the company is good at. You can tell the user about past projects and their functional features, preferably with the help of demonstrations, which will tell you what he is interested in, what he is not interested in, and what other competitors' products are like. This is convenient for in-depth communication with users and finding the * * * sound points with users.
It is a long-term accumulation process to track and understand the opponent's situation and the current situation of similar products, analyze the possible characteristics of opponent's products and solutions, and find or propose new system highlights that are more innovative and attractive to users than opponents. Of course, these highlights should first consider their own technical strength and the investment scale of the project.