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所在平台: Udemy |
课程主页: https://www.udemy.com/course/presales-management/
课程评论：没有评论
课程名称：预售管理 - IT解决方案与服务提供商 课程概述：本课程提供了一套过程指南，帮助学员在提案的开发中识别出必要的活动。该框架依据IT解决方案和服务提供商在业务获取中遵循的最佳实践进行开发，主要包括以下几个方面： 1. 透彻研究客户发布的RFP（请求提案），明确阐明客户的需求和问题。 2. 开发出不仅满足客户需求，而且超越客户期望的解决方案。 3. 清晰地指出解决方案的特点，并解释这些特点如何为客户带来利益。 4. 始终遵循RFP的要求。 一个成功的提案通常通过其执行摘要来区分，充分展现出与供应商长期合作的价值主张。 课程内容：该框架分为四个阶段，每个阶段包含特定模块，学员需在进入下一个阶段前完成这些模块。所有活动涵盖从接收客户发布的RFP到合同授予的全过程，提案管理团队的不同职能领域成员将共同参与。每个阶段之间设有质量关卡，需通过评估才能继续。 课程中包含一个案例研究，提供一个示例RFP，以帮助学员评估其对框架的理解及其在实际场景中的应用。此外，课程还提供45个模板供学员在创建响应示例RFP时下载与参考。 课程时长为2.5小时，共20节视频讲座和8套测验。
This course provides the process guidelines in a framework identifying the essential activities to be carried in developing a proposal. The framework has been developed keeping in view the following best practices followed for business acquisition across IT Solutions and Service providers: Study thoroughly the RFP released by the buyer for the needs and problems stated explicitly or otherwise Develop a solution that not only meets the stated requirements of the customer but exceeds the expectations. Indicate the features of your solution and explain how they benefit the customer Be always compliant with the RFP A winning proposal can be differentiated by its executive summary which brings out the value proposition for the customer in engaging with the vendor on long term basis. Course delivery: The framework consists of four phases and each phase has specific modules to be completed before proceeding to the next phase. All the activities to be performed end to end, from receiving the RFP released by the customer to the awarding of the contract are organized across different modules. The activities are performed by the proposal management team which has representation from different functional areas within the organization. There are quality gates to be cleared before proceeding to the next phase. The Case Study with a sample RFP will help you to evaluate your understanding of the framework and its adaptation in real world scenario. There are 45 templates used in creating the response to the sample RFP, which you can download for future reference. This course has 2.5 hours video,20 lectures, 8 quiz sets.
