ProcessFlowFinal3

TABLE OF CONTENTS

General ......................................................................................................................................................... 1

HOW TO ENGAGE VARIOUS SUPPORT TEAMS……………………………………………………………2
Request a Solution Director……………………....……………………………………………………..4
Request a Bid/Proposal Manager……………………………………………………………………….5
Request Project Management/PMO Support………………………………………………………….6

Deal Desk Requests……………………………………………………………………………………………....7

Questions and Assistance with Deals………………………………………………………………………....8
Business Rules, Approvals, Contracts, DOA………………………………………………………..…9
Deal Qualification Criteria………………………………………………………………………………..10
Portfolio Offering Assistance…………………………………………………………………………....11
Process Issues / Escalation Assistance…………………………………………………………….…12
Tool Questions (DPS / SFDC)…………………………………………………………………………....13
RAPID Deal Qualification…………………………………………………………………………………14
Resource Identification…………………………………………………………………………………...15
Sales/Solution Content Advice…………………………………………………………………………..16
Legal Documents (NDA, MSA, SOW, etc.)……………………………………………………………..17

Deliverables and Bid Management Requests……………………………………………………………....18

RFP Response…………………………………………………………………………………………….…19
RFI Response………………………………………………………………………………………………..20
Client / Prospect Information Pack………………………………………………………………….…..21
Presentation Development (Orals)……………………………………………………………………...22
Custom Graphic/Image Development…………………………………………………………………..23
Sales/Solutioning Content Questions………………………………………………………………….24
Indicative Pricing Proposal for Managed Services (IPT) (Custom Service Desk,
SmartDesk,Distributed Field Services………………………………………………………………….25

Standard NDA………………………………………………………………………..………………………….26

Global Shared Solutions (GSS)…………………………………………………………………………………...27
Solutioning……………………………………………………………………………………………………………28

Statement of Work (SOW) and Change Order Development……………………………………………29
SOW Development - Checklist…………………………………………………………………………..30
SOW Development - Standard SOW in place (e.g. Smart Desk)…………………………………..31
SOW Development - Custom Service………………………………………………………………….32
SOW Development Requiring Vendor Support (VMO)……………………………………………..33
SOW Development - Professional Services Led…………………………………………………….34

SOW Development – International……………………………………………………………………..35
SOW Development Leveraging Alliances…………………………………………………………….36
CO Development - simple (date, volume, price adjustment)………………………………………37
CO Development - Scope Change (more complex)………………………………………………….38
Deal Processing………………………………………………………………………………………………….39
Big Deal Memo……………………………………………………………………………………………..40
Process a Deal in DPS……………………………………………………………………………………41
Process a RAPID Deal in DPS…………………………………………………………………………..42
Process a Non-standard NDA…………………………………………………………………………..43
Process a Miscellaneous Legal Agreement………………………………………………………….44
Process a Master Agreement…………………………………………………………………………...45
Request Deal Qualification………………………………………………………………………………46
GSS - Legal Audit……………………………………………………………………………………………………47
Benchmarking………………………………………………………………………………………………………..48
Discovery meeting with Client…………………………………………………………………………………….49
How to engage various support teams………………………………………………………………………….50
Request a Solution Director……………………………………………………………………………...51
Request a Bid/Proposal Manager………………………………………………………………………..52
Request Project Management/PMO Support…………………………………………………………..53

Bid and Proposal Management…………………………………………………………………………………...54
Request a Bid/Proposal Manager……………………………………………………………………….55
RFP/RFI Process…………………………………………………………………………………………...56
Deal Desk Requests…………………………………………………………………............................57
Deliverables and Bid Management Requests……………………………………………….58
RFP Response…………………………………………………………………………...59
RFI Response…………………………………………………………………………….60
FAQ Requirement Document…………………………………………………………………………….61
Win - Loss Program……………………………………………………………………………………….62
Sharepoint Sites – Bid and Proposal Management (Engagement Services)……………………63

Content Transformation……………………………………………………………………………………………64
Standard Content Management…………………………………………………………………………………..65
SFDC Release/Content Management…………………………………………………………………………….66
Content Development………………………………………………………………………………………………67
Sharepoint Sites – Bid and Proposal Management (Engagement Services)…………………………….68
Proposal Creation…………………………………………………………………………………………………..69
Access Standard SFDC Content…………………………………………………………………………………70
Deal Desk Requests………………………………………………………………………………………………..71

Questions and Assistance with Deals…………………………………………………………………72
Sales/Solution Content Advice…………………………………………………………….….73
Legal Documents (NDA, MSA, SOW, etc.)…………………………………………………..74

Deliverables and Bid Management Requests………………………………………………………..75
Sales/Solutioning Content Questions……………………………………………………….76

Solution Modernization…………………………………………………………………………………………….77
Deal Desk Requests…………………………………………………………………………………………………78

Questions and Assistance with Deals…………………………………………………………………79
Tool Questions (DPS / SFDC)………………………………………………………………….80

Deliverables and Bid Management Requests………………………………………………………..90
Client / Prospect Information Pack…………………………………………………………..91
Presentation Development (Orals)…………………………………………………………..92
Custom Graphic/Image Development……………………………………………………….93
Indicative Pricing Proposal for Managed Services (IPT) (Custom Service Desk,
SmartDesk, Distributed Field Services)……………………………………………………..94

Field Solution Director……………………………………………………………………………………………95

Account Executives……………………………………………………………………………………………….96

Account Managers…………………………………………………………………………………………………97