1. CIS Proposal Process (NEW CLIENTS ONLY)
Sales Meets Prospect
Research Customer
Qualify Contact
Sales and Briefer identify customer needs, match with STRATFOR products
Briefer consults with analytical team to estimate time and effort required
Sales/Briefer drafts proposal
--Terms, price, and scope
Sales delivers signed proposal to client
Don/Patrick set price based on information from Sales and Briefer
Don/Patrick review proposal and sign
Briefer initiates contract:
Activation order to analysis team
Flash and invoice request to Finance
Briefer manages contract
Tasking orders
Billing
Milestones
Client returns signed proposal to sales
Sales sends signed proposal to Finance and Briefer

2. Notes to Proposal/Briefer Process
Sales and Briefers will cooperate to draft estimates and proposal information. Briefers will provide the scope and deliverables information to be included in each proposal.
Proposals will be issued in a standard Stratfor Proposal template. Sales or Briefer can request writer/editor assistance with proposals, when necessary.
No Activation order will be issued without a signed Proposal and receipt of down payment (if required).
No work will commence without an Activation Order from the briefer.

3. CIS Proposal Process (NEW CLIENTS ONLY) See Attached Notes
Sales
Meets Prospect
Research Customer
Qualify customer
Sales and Briefer Identifies
Customer Needs
Products and Services
Special Requests
Discussion of customer needs
with Patrick and/or Don
Scope
Sales Delivers
Signed
Proposal
to Customer
Walt/George/
Greg Review EO
Modify/Approve
Identify Analyst Needs
Price Components
Sales/Briefer Drafts
Proposal
Scope
Pricing
Walt and Greg
Approve Or
Modify Proposal
Briefer Issues
Activation Order
Walt
Greg
Meredith
George
Billing
Briefer
Manage Contract
Milestones
Work With Field
Tasking Orders
Conduct Briefs
Billing
Client Returns
Signed Proposal
to Bus-Dev/Briefer
w/ Down-Payment
Briefer Forwards
Copies to Greg and Walt