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Streamlined Tender and Proposal Management Workflow for Enhanced Sales Success

This document outlines a comprehensive workflow for managing tenders and proposals, efficiently guiding the sales team through each critical step. It details the processes for identifying tender opportunities, evaluating whether to buy, creating leads in the system, and preparing quotations and proposals. The flowchart illustrates best practices to follow, including thorough document review and effective teamwork, while also highlighting the pitfalls of neglecting deadlines and documentation. This end-to-end approach aims to improve organization and increase the likelihood of winning tenders.

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Streamlined Tender and Proposal Management Workflow for Enhanced Sales Success

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  1. Tender Strategy, Quotation Library & Proposal Library DATABASE WORKFLOW

  2. Leads Tracking & Sales DB Workflow Define Sales Outlook Create Lead Start c Lead Abandoned Update Lead Pursue Lead? No Yes Create Quotation Yes A END Quotation? No No Yes No Raise Tender Strategy GO? Need BC? Yes Raise Proposal No Yes Submit to Customer B Won?

  3. Quotation Library Leads Tracking System (LTS) Tender Strategy Proposal Library

  4. Create Lead in LTS

  5. Create Quotation in Quotation Library

  6. Tender Strategy & Proposal Library • Tender/Proposal Process • Flowchart & its Processes • THE END

  7. Tender Process Flowchart

  8. 1. BusinessCentre ↓ Identify TenderAdverts in Newspapers

  9. 2. Business Centre – Notifies Tender Alerts in Tender Strategy Database

  10. 3. Sales Team – Decision to BUY / NO BUY NO STOP BUY? Click ‘BUY’ In Tender Strategy YES

  11. 4. BC – Buys Tender Document & Notifies in Tender Strategy DB when tender document is in

  12. 5. Sales Team – select & notify Solution Groups

  13. Product & Solution Groups 6. Solution Groups + Sales Team -Evaluate Within 24 hours Account Manager

  14. 7. Sales Team  Decision = GO Or … Decision = NO GO

  15. 8. Sales Team – Create New Request in Proposal Library DB Solution groups & sales team work on it until closing date

  16. 9. Solution Groups & Sales Team – Proposal Preparation (Proposal Lib)

  17. 10. Submission of Tender to Customer TENDER DOCUMENT

  18. Tender Process Flowchart

  19. Best Practices The DO’s and the DON’Ts • DO read the Tender / RFP Document THOROUGHLY • DO decide ASAP on the • BUY/NO BUY; and • GO/NO GO • DO work as a TEAM • DO FOLLOW the PROCESS

  20. Best Practices 1. DON’T take shortcuts 2. DON’T skip the process 3. ….and the ultimate DON’T goes to…. The DO’s and the DON’Ts

  21. Best Practices Dah pukul 4 pagi ???? Bila bole antar kat BC untuk print ni…? z z z z z z The DO’s and the DON’Ts 4. DON’T ignore internal deadlines!

  22. Implications when you DON’T follow process 1. Incorrect Customer names in System 2. Issues / Updates NOT documented 3. Less time for Solution Groups to Work on the Proposal 4. Domino Effect on entire process

  23. Implications when you DON’T follow process (Last people in the production line tends to suffer…)

  24. - THE END -

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