© Mahindra Satyam 2009 PM/PL/ML Module QMS Training Mahindra Satyam Confidential

2 © Mahindra Satyam 2009 Project Acquisition Project Initiation Project Planning Project Tracking Delivery and Deployment Project Closure Project Metrics Risk Management Configuration Management Project Estimation Inspections and Reviews Project Management Processes Main Processes Generic Processes Mahindra Satyam Confidential

3 © Mahindra Satyam 2009 Project Acquisition  Processing Project Proposals  Conducting Contract Review Mahindra Satyam Confidential

4 © Mahindra Satyam 2009 Processing Project Proposals Receive RFP Constitute Proposal Team Decide on responding to RFP Prepare the Proposal Review the Proposal Approve the Proposal Submit the Proposal Follow-up on the Proposal Acceptance of the Proposal Mahindra Satyam Confidential

5 © Mahindra Satyam 2009 Receive Request for Proposal One of the following receives RFP:  the pre-sales team  delivery manager  relationship manager  account manager, or  the designate responsible for enhancing business for Mahindra Satyam Mahindra Satyam Confidential

6 © Mahindra Satyam 2009 Constitute Proposal Team  The receiver of the proposal constitutes a proposal team  The team is led by a proposal team leader  The team evaluates and coordinates the preparation of the proposal  The team performs Due Diligence, if required, to understand Prospect’s business Mahindra Satyam Confidential

7 © Mahindra Satyam 2009 Decide on responding to RFP Process Team decides on responding to RFP If Yes, the team goes ahead to prepare Proposal If no, the team  Sends a regret letter to the prospect  Records the reasons in the process file Mahindra Satyam Confidential

8 © Mahindra Satyam 2009 Prepare the Proposal  Proposal team prepares the Technical Section  Sales team prepares the Non-technical Sections  If the proposal team has the required competence, can prepare the Non- technical sections also Mahindra Satyam Confidential

9 © Mahindra Satyam 2009 Review the Proposal Proposal team leader  Identifies Review team  Conducts formal meeting for review – at least one representative from Sales must attend this meeting – work sheets for the effort estimates and project costing are also reviewed  Prepares the proposal review report  Fills in the proposal tracking form  Maintains the details in the process file Mahindra Satyam Confidential

10 © Mahindra Satyam 2009 Review the Proposal  Review Comments will be closed  The same will be verified Mahindra Satyam Confidential

11 © Mahindra Satyam 2009 Approve the Proposal The proposal team leader approves the proposal Mahindra Satyam Confidential

12 © Mahindra Satyam 2009 Submit the Proposal The proposal team leader  Submits the proposal to the prospect, or – Handovers the proposal to the receiver of RFP to submit to the prospect  Fills in the proposal tracking form  Maintains the details in the proposal file Mahindra Satyam Confidential

13 © Mahindra Satyam 2009 Follow-up on the Proposal The process team leader  follows-up with prospect  maintains modifications in the proposal file In case of major modifications,  The proposal team meets and revises the proposal  The review team reviews the new proposal  The process team leader – Submits to the prospect – Logs the details in proposal tracking form – Maintains details in the process file Mahindra Satyam Confidential

14 © Mahindra Satyam 2009 Acceptance of the Proposal In case the prospect  Accepts the proposal, Contract or Master Services Agreement preparation and review process is initiated  Defers the proposal, the receiver of the RFP or the proposal team leader continues to periodically follow-up on the proposal  Rejects the proposal, the Proposal File shall be closed (The details are maintained in the process file) Mahindra Satyam Confidential

15 © Mahindra Satyam 2009 Processing Project Proposals Receive RFP Constitute Proposal Team Decide on responding to RFP Prepare the Proposal Review the Proposal Approve the Proposal Submit the Proposal Follow-up on the Proposal Acceptance of the Proposal Mahindra Satyam Confidential

16 © Mahindra Satyam 2009 Handling Internal Projects  Raise request for Development / Maintenance of Information Systems  IIS evaluates and approves the request  In case of internal projects for Skill / Competency building in new technology areas in a Circle, AIC (Circle) approves the request  The rest of the process is as explained in the previous slides Mahindra Satyam Confidential

17 © Mahindra Satyam 2009 Review of Activities Pre-sales team  Analyzes the data on proposals submitted, proposals accepted and proposals rejected – Half-yearly  Uses the results to identify strengths and weaknesses  Takes corrective and preventive actions, where necessary Mahindra Satyam Confidential

18 © Mahindra Satyam 2009 Conducting Contract Review Mahindra Satyam Confidential