L Jarlevang 2000-03-13 PROPOSALS & CONTRACTS AnalysisProposal Contract Business opportunity Project Can we, and do we want to tender? Is our offer convincing.

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L Jarlevang PROPOSALS & CONTRACTS AnalysisProposal Contract Business opportunity Project Can we, and do we want to tender? Is our offer convincing enough? After winning the contract, how do we surpass clients expectation?

L Jarlevang DELIVERABLES Selling Strategy Business File Estimate Proposal Cover Letter Business File Contract Business Case Proposal Plan AnalysisProposalContract Decision

L Jarlevang THE PROCESS Requirements Analysis Selling Approach Solution Development Realisation Plan Cost Estimation & Prising Terms & Conditions Proposal Presentation Negotiation Agreement & Signatures AnalysisProposal Contract

L Jarlevang Pre-study INTEGRATION WITH FUP ACPACPCP Acquisition Definition ProductionTransition Elaboration

L Jarlevang THE ROLES Project Technology Project Communication & Design Project Management Team Roles Project Management Client Team Roles Client Business Development Client Relations Client Technology Client Communication & Design Proposal Management Contract Management AnalysisProposal Contract Client Business Development