1. Processing Project Proposals
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2. Mahindra Satyam Confidential
Objective
To evaluate the request for proposals received
To identify suitable customers who align with our business goals
Mahindra Satyam Confidential

3. Mahindra Satyam Confidential
Process
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
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4. Receive Request for Proposal
One of the following receives RFP:
the pre-sales team
delivery manager
relationship manager
account manager, or
the designated associate responsible for enhancing business for Mahindra Satyam
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5. 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 customer’s business
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6. Decide on Responding to RFP
Proposal 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 customer
Records the reasons in the process file
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7. Mahindra Satyam Confidential
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
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8. Mahindra Satyam Confidential
Review the Proposal
Proposal team leader
Identifies Review team
Conducts a review meeting
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
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9. Mahindra Satyam Confidential
Review the Proposal
Review Comments will be closed
The same will be verified
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10. Approve the Proposal The proposal team leader approves the proposal
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11. Mahindra Satyam Confidential
Submit the Proposal
The proposal team leader
Submits the proposal to the customer, or
Handovers the proposal to the receiver of RFP to submit to the customer
Fills in the proposal tracking form
Maintains the details in the proposal file
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12. Follow-up on the Proposal
The process team leader
follows-up with customer
maintains modifications in the proposal file
In case of major modifications,
The proposal team meets and revises the proposal
The review team reviews the modified proposal
Submits to the customer
Logs the details in proposal tracking form
Maintains details in the process file
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13. Acceptance of the Proposal
In case the customer
Accepts the proposal, we receive a Contract or a Master Services Agreement. The review of the same 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

14. 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
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15. Mahindra Satyam Confidential
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
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16. Mahindra Satyam Confidential
Objective Met
The proposals are evaluated
Suitable customers who align with our business goals are identified
The RFPs are responded to in a timely manner
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17. Mahindra Satyam Confidential
Conducting Contract Review
Mahindra Satyam Confidential