Beruflich Dokumente
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Project Management
Marketing
& Sales
Bid
&
Proposal
Design
&
Engineering
Installation
Service
Production & Commis&
sioning. Maintenance
Supply Management
clear
understanding of customer
requirements, scope and cost of supply;
Capture
team
have
already
established a thorough understanding
of customer needs at the sales pursuit
step;
The customer Request for Proposal
has already been received and our
sales strategy has been stated;
Oil, Gas and Petrochemicals
Expand
Expand
capture
captureteam
team
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
Develop
Developtechnical
technicalproposal
proposal
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
Develop
Developtechnical
technicalproposal
proposal
Submit
Submit
technical
technicalproposal
proposal
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
r
si c
R
ew
i
v
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Negotiation
Negotiationand
andfinal
final
arrangements
arrangements
Now,
Now, we
we may
may really
really drink
drink itit !!
Oil, Gas and Petrochemicals
Negotiation
Negotiationand
andfinal
final
arrangements
arrangements
Lessons learned
learned
Lessons
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Expand
Expand
capture
captureteam
team
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
2.1
2.1
Purpose:
Extend the selling team (capture
team) with those additional resources
required to be able to develop and
cost the solution, to formalise a
proposal and conduct all negotiations
untill the contract signature.
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
Expand capture team with
members of the main disciplines
(proposal manager, potential
project manager, technical leader,
finance member, major suppliers,
etc);
Oil, Gas and Petrochemicals
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
define project specific roles and
responsibilities of the team
members;
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
structure project
packages;
into
work
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Purpose:
study of the Request For Proposal
and
achieve
a
common
understanding of the problem to be
solved by the entire Cross
Functional Team;
plan tendering and establish detailed
time schedule to complete proposal.
Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
review findings from the study of
the Request For Proposal;
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
identify any missing information
and communicate to customer;
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
compile detailed time schedule to
complete proposal.
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Purpose:
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Key activities:
2.1
2.1
2.2
2.2
S3
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Key activities:
Conduct benefits & concerns
meeting with the Capture Team;
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Key activities:
Obtain internal sign off for the
decision to pursue;
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Key activities:
Update the strategy assessment/
screening document with reasons
for GO or NO GO decision.
##2.16
2.16 Review
Reviewprocess
process
2.16
2.16
2.1
2.1
2.2
2.2
S3
NO GO !
Wait
Wait aa moment
moment for
for more
more details
details about
aboutthis
this learning
learning step...
step...
2.1
2.1
2.2
2.2
S3
Develop
Developtechnical
technicalproposal
proposal
##2.3
Generateproposal
proposalspecification
specification
2.3 Generate
Develop technical proposal
2.16
2.16
2.3
2.3
2.1
2.1
2.2
2.2
S3
Purpose:
Develop the solution in the required detail,
starting from the high level solution conceived at
sales pursuit phase. This step deals with the
technical and costing aspects of the solution.
Oil, Gas and Petrochemicals
##2.3
Generateproposal
proposalspecification
specification
2.3 Generate
Develop technical proposal
2.16
2.16
2.3
2.3
2.1
2.1
2.2
2.2
S3
2.3
2.3
2.3
Purpose:
Purpose:
Define
Specification
Define the
the parameters
parameters on
on which
which our
our Bid
Bid
Generate Proposal
isis based,
based, including
including both
both technical
technical and
and
commercial
commercialaspects
aspectsof
ofthe
theproject;
project;
Identify
Identify and
and split
split supply
supply among
among
partners;
partners;
Define
Definethe
thetime
timeschedule
scheduleof
ofthe
theproject.
project.
Key
Key activities:
activities:
Verify
Specification
Verify that
that
Generate Proposal
customer
customer requirements,
requirements, as
as
stated
stated within
within the
the Request
Request for
for Proposal
Proposal
are
are aligned
aligned with
withABB
ABB expectations
expectations from
from
earlier
earlier customer
customer discussions
discussions and
and are
are in
in
line
line with
with the
the sales
sales strategy.
strategy.Monitor
Monitor and
and
review
reviewcustomer
customerchanges,
changes,ififany.
any.
Key
Key activities:
activities:
Check
Specification
Check for
for
Generate Proposal
ABB
ABB deviations
deviations from
from
Customer
Customerrequirements,
requirements,ififany.
any.
Key
Key activities:
activities:
Define
Specification
Define split
split
Generate Proposal
of
of scope
scope of
of supply
supply and
and
services
services between
between customer,
customer, partners,
partners,
sub-suppliers
sub-suppliersand
andABB
ABB(Brazil).
(Brazil).
Key
Key activities:
activities:
Select
Specification
Select the
the
Generate Proposal
appropriate
appropriate standard
standard for
for the
the
Bid
Bid structure:
structure: the
the proper
proper format
format and
and the
the
proper
proper contents,
contents, according
according to
to the
the
Request
RequestFor
ForProposal;
Proposal;
Key
Key activities:
activities:
Define
Specification
Define time
time
Generate Proposal
schedule
schedule with
with critical
critical
milestones
milestones for
for startup
startup of
of the
the contract,
contract,
project
project solution
solution creation
creation (engineering),
(engineering),
manufacturing,
manufacturing, integration,
integration, including
including
acceptance
acceptancetests
testson
onsite,
site,and
andinstallation.
installation.
Key
Key activities:
activities:
Specify
Specification
Specify
Generate Proposal
documentation
contents,
documentation
contents,
formats,
formats, data
data exchange
exchange formats
formats to
to be
be
supplied
supplied by
by customer
customer and
and ABB
ABB atat
specified
specifiedmilestones.
milestones.
Key
Key activities:
activities:
Identify
Specification
Identify any
any
Generate Proposal
unclear
unclear information
information and
and
clarify
clarify with
withcustomer.
customer.
2.3.2
2.3.2
Purpose:
Purpose:
Identify
Identify the
the optimum
optimum solution,
solution, making
making
extensive
extensive use
use of
of standards
standards from
from the
the
Library
Libraryof
ofSolutions.
Solutions.
2.3.2
2.3.2
Key
Key activities:
activities:
Define
Define the
the technical
technical concept
concept of
of our
our Bid,
Bid,
ensuring
ensuring its
its alignment
alignment with
with the
the general
general
solution
solution agreed
agreed with
with the
the customer
customer in
in the
the
Sales
Sales Pursuit
Pursuit stage
stage and
and fulfilling
fulfilling
customer
customer requirements
requirements according
according to
to
Request
RequestFor
ForProposal;
Proposal;
2.3.2
2.3.2
Key
Key activities:
activities:
Design
Design the
the configuration
configuration of
of the
the main
main
systems,
systems, based
based on
on previous
previous projects
projects and
and
solutions;
solutions;
2.3.2
2.3.2
Key
Key activities:
activities:
Define
Define solutions
solutions for
for the
the individual
individual parts
parts
of
ofall
allmain
mainsystems
systemsby
by extensive
extensiveuse
useof
of
standard
standard hardware
hardware and
and software
software
solution
solutionmodules;
modules;
adapted
adapted solution
solution modules
modules from
from
previous
previouscontracts;
contracts;
Oil, Gas and Petrochemicals
2.3.2
2.3.2
Key
Key activities:
activities:
Design
Design and
and optimize
optimize solution
solution and
and
equipment
equipment for
for all
all main
main systems
systems using
using IT
IT
tools
toolsavailable;
available;
2.3.2
2.3.2
Key
Key activities:
activities:
Identify
Identify and
and specify
specify options,
options, with
with the
the
respective
respective advantages
advantages and
and benefits,
benefits, to
to
enable
enable the
the customer
customer to
to differentiate
differentiate our
our
bid
bidfrom
fromthe
thecompetition
competitionone;
one;
Oil, Gas and Petrochemicals
2.3.2
2.3.2
Key
Key activities:
activities:
Identify
Identify extent
extent of
of engineering,
engineering,
manufacturing
manufacturing and
and services
services necessary
necessary to
to
complete
completethe
theproject;
project;
2.3.2
2.3.2
Key
Key activities:
activities:
Generate
Generate the
the proposal
proposal specification
specification and
and
documents
documents using
using standards
standards and/or
and/or
customized
customizedstandards;
standards;
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensurethat
thatall
allorganizations
organizationsinvolved
involvedin
in
generating
generating the
the proposal,
proposal, formally
formally have
have
reviewed
reviewed and
and understood
understood customer
customer
requirements,
requirements, and
and that
that the
the offered
offered
solution
solutionattends
attendsto
tothem;
them;
Oil, Gas and Petrochemicals
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensure that
that any
any discrepancy
discrepancy between
between
the
the offered
offered solution
solution and
and customer
customer
requirements
requirements isis formally
formally identified
identified by
by
any
any of
of the
the organizations
organizations involved
involved in
in the
the
proposal
proposalgeneration;
generation;
Oil, Gas and Petrochemicals
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensure that
that all
all missing
missing or
or unclear
unclear
information
information related
related to
to customer
customer inputs
inputs
are
aresolved
solvedor
orclarified;
clarified;
2.3.2
2.3.2
2.3.3
2.3.3
Purpose:
Purpose:
Define
Define the
the strategy
strategy for
for testing,
testing, together
together with
with the
the
number
numberand
andtype
typeof
oftests
testsneeded;
needed;
Ensure
Ensurethat
thatacceptance
acceptancecriteria
criteriaare
aredefined
definedand
andfixed,
fixed,
Ensure
Ensure that
that additional
additional customer
customer requirements
requirements for
for ininhouse
house acceptance
acceptance testing
testing are
are evaluated
evaluated and
and will
will be
be
quoted
quotedas
asoptions.
options.
Oil, Gas and Petrochemicals
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Definetest
teststrategies,
strategies,depending
dependingon:
on:
complexity
complexity of
ofproject;
project;
new
newsolutions
solutions(product
(productperformance
performancerisk);
risk);
customer
customerrequirements
requirements&
&participation;
participation;
new
new applications
applications (product
(product performance
performance
risk);
risk);
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Define extent
extent of
of standard
standard and
and non-standard
non-standard ininhouse
housetesting;
testing;
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Specify
Specifycustomer
customersite
siteacceptance
acceptancetest:
test:
acceptance
acceptancecriteria;
criteria;
test
testprocedure
procedureand
anddocumentation
documentationrequired;
required;
preconditions;
preconditions;
milestones;
milestones;
test
teststandards
standardsconsidered
consideredto
toeach
eachitem;
item;
2.3.2
2.3.2
2.3.4
2.3.4
2.3.3
2.3.3
Purpose:
Purpose:
Updating
Updating (as
(as far
far as
as possible)
possible) of
of costs,
costs, using
using the
the
engineering
engineering data
data generated
generated in
in the
the previous
previous steps.
steps.
Engineering
Engineering hours
hours and
and services
services costs
costs are
are also
also
considered.
considered.
Oil, Gas and Petrochemicals
2.3.2
2.3.2
2.3.4
2.3.4
2.3.3
2.3.3
Key
Key activities:
activities:
While
Whiledeveloping
developingthe
thesolution,
solution,keep
keepinteraction
interaction
with
withcost
costevaluation,
evaluation,considering:
considering:
standard
standardequipment/components;
equipment/components;
engineering
engineeringservices;
services;
support
supportservices
services(installation
(installation,,commissioning,
commissioning,
start-up,
start-up,training,
training,warranty)
warranty)
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
##2.3.5
InvolveSupply
SupplyChain
Chain
2.3.5 Involve
Coordination
Coordination
2.3.3
2.3.3
Purpose:
Purpose:
Integration
Integration of
of third
third party
party suppliers
suppliers in
in obtaining
obtaining
cost
cost data
data for
for non-standard
non-standard or
or major
major components.
components.
Negotiation
Negotiation with
with suppliers
suppliers isis conducted,
conducted, as
as
necessary,
necessary, by
by the
the Supply
Supply Chain
Chain Coordination
Coordination
function.
function.
Oil, Gas and Petrochemicals
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
##2.3.5
InvolveSupply
SupplyChain
Chain
2.3.5 Involve
Coordination
Coordination
2.3.3
2.3.3
Key
Key activities:
activities:
Advise
Advise Supply
Supply Chain
Chain Coordination
Coordination about
about all
all
non-standard
non-standard equipment/services,
equipment/services, to
to enable
enable him
him
to
to obtain
obtain competitive
competitive quotation
quotation from
from third
third party
party
suppliers
suppliers..
Oil, Gas and Petrochemicals
##2.3.6
DraftProposal
ProposalSpecification
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Purpose:
Purpose:
Collate
Collatethe
thedraft
draftProposal
ProposalSpecification
Specificationand
andto
to
produce
produceaaFull
FullCost
CostModel.
Model.
##2.3.6
DraftProposal
ProposalSpecification
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Complete
Complete documentation
documentation of
of the
the proposal
proposal
Specifications,
including
all
technical
Specifications,
including
all
technical
descriptions,
descriptions, documentation
documentation (drawings)
(drawings) and
and time
time
schedules;
schedules;
Oil, Gas and Petrochemicals
##2.3.6
DraftProposal
ProposalSpecification
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Definewhat
whatmaterial
materialisispart
partof
ofthe
theproposal
proposaland
and
what
whatmaterial
materialremains
remainsinternal
internaldocumentation;
documentation;
##2.3.6
DraftProposal
ProposalSpecification
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Compile
CompileCost
CostModel
Modelfor
forthe
thedeveloped
developedsolution.
solution.
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
next
steps
2.3.3
2.3.3
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
Develop technical proposal
2.3
2.3
S3
2.4
2.4
Purpose:
Capture all business information prior entering
the completion phase of the Bid & Proposal
process (cost, customer feedback, sales
intelligence on competitor, price, etc) and,
interactively, refine the selling strategy Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
Develop technical proposal
2.3
2.3
S3
2.4
2.4
Key activities:
Consider different aspects to refine strategy:
tactics, contract terms and conditions,
payment/financing conditions, draft cost
model, negotiation with major suppliers, risk
assessment, etc.
Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
Develop technical proposal
2.3
2.3
S3
2.4
2.4
Key activities:
Continuously validate approach;
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
Develop technical proposal
2.3
2.3
S3
2.5
2.5
2.4
2.4
Purpose:
Validate with customer (as far as possible) the
detailed solution, and make sure that our selling
approach meets his expectations. At the same
time, ensure that there will not be any surprises
once the formal bid has been submitted. Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
Develop technical proposal
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Test solution / approach with customer
(through an informal way/channels)
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
Develop technical proposal
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Highlight
advantages
considering investment
benefits;
for
and
customer,
operational
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
Develop technical proposal
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Reach consensus with customer regarding
procedure/ mechanism of contract changes
and the method for managing change.
Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
assessment/screening
screening
Develop technical proposal
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
assessment/screening
screening
Develop technical proposal
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
assessment/screening
screening
Develop technical proposal
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
assessment/screening
screening
Develop technical proposal
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
assessment/screening
screening
Develop technical proposal
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##2.16
2.16 Review
Reviewprocess
process
Develop technical proposal
2.16
2.16
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
screening
NO GO !
Wait
Wait aa moment
moment for
for more
more details
details about
about this
this
learning
learning step...
step...
Oil, Gas and Petrochemicals
2.1
2.1
2.2
2.2
##2.6
2.6
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
2.1
2.1
2.2
2.2
##2.6
2.6
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##2.7
2.7
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Purpose:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
Expand
capture team screening
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Appoint
presentation
team
responsibilities of team members;
and
roles/
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
Develop technical proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
2.1
2.1
2.2
2.2
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
2.8
2.8
screening
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
2.9
2.9
Purpose:
Influence customer decisions, through the presentation
of our solution, focusing on its advantages and how it
will deliver benefits to it, besides receiving customer
feedback about our solution.
Oil, Gas and Petrochemicals
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
2.9
2.9
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
Conduct a pre-presentation to
customer key personnel:
conduct an overview on structure
and content of the presentation;
validate the strengths and benefits
for the customer;
identify customers concerns and
aspects for improvement.
Oil, Gas and Petrochemicals
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
2.9
2.9
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
2.10
2.10
Purpose:
Hand over written technical proposal to the customer.
Format and content of the proposal should be no
surprise to the customer due to the previously
conducted activities.
Oil, Gas and Petrochemicals
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Modify
technical
accordingly;
proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Modify Full
accordingly;
Cost
Model
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
2.9
2.9
2.10
2.10
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
2.11
2.11
Purpose:
Follow up on changes that might have occurred or
asked by the customer , after the submission of the
technical proposal, and to agree with the customer on
the complete technical specification.
Oil, Gas and Petrochemicals
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Sign
complete
technical
specification with customer;
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Review Full
according
to
modifications;
Cost
the
Model
agreed
Submit
technical proposal
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
Submit commercial
proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
Purpose:
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
assessment/screening
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
NO GO !
Submit commercial
proposal
Wait
Wait aa moment
moment for
for more
more details
details
about
about this
this learning
learning step...
step...
Oil, Gas and Petrochemicals
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
2.13
2.13
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Purpose:
2.13
2.13
2.14
2.14
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Purpose:
2.13
2.13
2.14
2.14
2.15
2.15
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
2.13
2.13
2.14
2.14
2.15
2.15
DONT
TO
DONT FORGET
FORGET
TO
Negotiation and final arrangements
Project
Management processes interface
RING
BELL
RING THE
THE
BELL
Key activities:
AND
CELEBRATE
!!
AND
CELEBRATE
Signature
of all papers
of the contract by both
Submit commercial
proposal
parties;
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Establish,
document
and
communicate
improvements , specifically regarding to :
the proposal itself;
the Bid & Proposal process.
Oil, Gas and Petrochemicals