1. Strategic Planning for Information Systems (IS 6003) Win Strategies 07/02/2005 Graham Healy Fergal Carton

2. Graham Healy Company: Accenture Company: Accenture Industry Segment: Public Sector Industry Segment: Public Sector Group: Alliance Services Group: Alliance Services Role: Government Alliance Services Lead Role: Government Alliance Services Lead Geographic Area: EMEA Geographic Area: EMEA Graduate: BSc BIS (2000) Graduate: BSc BIS (2000)

3. Agenda Schering Plough Review Schering Plough Review Win Strategy Presentations Win Strategy Presentations Actual Win Strategy – Key Points Actual Win Strategy – Key Points Strategy / Feedback Strategy / Feedback

4. Schering Plough Review Feedback from previous session Feedback from previous session

5. Agenda Schering Plough Review Schering Plough Review Win Strategy Presentations Win Strategy Presentations Actual Win Strategy – Key Points Actual Win Strategy – Key Points Strategy / Feedback Strategy / Feedback

6. Win Strategy Presentations 9 Presentations 9 Presentations 5 to 6 minutes per presentation 5 to 6 minutes per presentation Key “Elevator Pitch” Points: Key “Elevator Pitch” Points: –What are you proposing (solution)? –How can this be differentiated from other offerings? –What are your key messages?

7. Agenda Schering Plough Review Schering Plough Review Win Strategy Presentations Win Strategy Presentations Actual Win Strategy – Key Points Actual Win Strategy – Key Points Strategy / Feedback Strategy / Feedback

8. Actual Win Strategy – Key Points Client Background Client Background Tender Background Tender Background Tender Process: Tender Process: –Issue Identified –RFI –RFT –BAFO –Contract Award 2. = 1+ Dedicated Managed Services 1. Upgrade 3. = 1 + Consolidated Managed Services 4. = 2 + HR Shared Services 5. = 3 + HR Shared Services

9. Actual Win Strategy – Key Points Overview Overview –Client, Opportunity, Value, Personnel, Key Dates, “Elevator Pitch” Opportunity, Vision & Budget Opportunity, Vision & Budget Investment Objectives Investment Objectives Issues & Expectations Issues & Expectations Evaluation Model Evaluation Model Competitive Assessment Competitive Assessment Power Map Power Map Differentiators & Potential Weaknesses Differentiators & Potential Weaknesses Key Messages / Proposed Solution / Proposed Deal Shape Key Messages / Proposed Solution / Proposed Deal Shape Risk & Mitigation Measures (Contract, Delivery, Environment etc.) Risk & Mitigation Measures (Contract, Delivery, Environment etc.) IWIK IWIK Yellow Flags Yellow Flags The Decision Process The Decision Process Action Plan Summary Action Plan Summary

10. Actual Win Strategy – Key Points Result Result Points Noted: Points Noted: –Scenarios –Evaluation Criteria –Key Sponsors –Stakeholder Input –Future Vision Watch This Space! Watch This Space!

11. Agenda Schering Plough Review Schering Plough Review Win Strategy Presentations Win Strategy Presentations Actual Win Strategy – Key Points Actual Win Strategy – Key Points Strategy / Feedback Strategy / Feedback

12. Strategy/Feedback Strategy: Strategy: –A long-term action plan for achieving a goal –The objective of winning the war as opposed to the winning of a particular battle  Strategy Vs Tactics –Addresses ‘a crucial concern: positioning the organisation to face an increasingly uncertain future’ –Value Creation

13. Strategy/Feedback Formulating a Tender Response Formulating a Tender Response –Examine internal and external influences e.g. SWOT Analysis –Gather the required knowledge capital e.g. people and information –Collate the key requirements –Develop the necessary templates –Identify the value creators and a win strategy –Effectively manage the process –Post Mortems

14. Strategy/Feedback Presenting a Tender Response Presenting a Tender Response –Consistent Template –Compulsory Response Materials e.g. legal documentation, schedules etc. –Management Summary –Proposed Approach & Implementation –Delivery & Support –Schedule of Costs & Timelines –Credentials & References –Walkthrough Pack

15. Strategy/Feedback Questions & Answers Questions & Answers A question to leave you with: A question to leave you with: “What are the possible difficulties for the Irish Government’s future IT Strategy, Implementation and Delivery?”