上海交通大学：《工程项目管理 Engineering Project Management》教学资源（PPT课件）Chapter 3 Proposed Solutions

上浒充通大学 SHANGHAI JIAO TONG UNIVERSITY Project Management Dr.HU Hao 六漏 School of Naval Architecture Ocean and Civil Engineering Shanghai Jiao Tong University 2012

Project Management Dr. HU Hao School of Naval Architecture Ocean and Civil Engineering Shanghai Jiao Tong University 2012

图 上游充通大学 SHANGHAI JLAO TONG UNIVERSITY Part 1 THE LIFE OF A PROJECT Chapter 3 Proposed Solutions

Part 1 THE LIFE OF A PROJECT Chapter 3 Proposed Solutions

上游充通大粤 SHANGHAI JIAO TONG UNIVERSITY The Project Life Cycle(Cont.) Effort Identify Develop a i Perform the project Terminate a need I proposed I the project solution I Time Fig.Project Life Cycle Effort

The Project Life Cycle (Cont.) Effort Time Fig. Project Life Cycle Effort Identify a need Develop a proposed solution Perform the project Terminate the project

上游充通大粤 SHANGHAI JIAO TONG UNIVERSITY Learning Objectives Building relationships with customers and partners Proposal marketing strategies ④Bid/no-bid decision Development of a winning proposal Proposal preparation process and elements that may be included in a proposal Pricing considerations © Evaluation of proposals Types of contracts between the customer and the contractor Measuring success of proposal efforts

Learning Objectives Building relationships with customers and partners Proposal marketing strategies Bid/no-bid decision Development of a winning proposal Proposal preparation process and elements that may be included in a proposal Pricing considerations Evaluation of proposals Types of contracts between the customer and the contractor Measuring success of proposal efforts

上浒充通大学 SHANGHAI JIAO TONG UNIVERSITY Proposed Solutions In many situations a RFP does not involve soliciting competitive proposals from external contractors,and the second phase of the project life cycle may be completely bypassed

Proposed Solutions In many situations a RFP does not involve soliciting competitive proposals from external contractors, and the second phase of the project life cycle may be completely bypassed

上游充通大学 Building Relationships with Customers and Partners SHANGHAI JIAO TONG UNIVERSITY Relationships establish the foundation for successful funding and contract opportunities. 国 Relationship building requires being proactive and engaged. Establishing and building trust is key to developing effective and successful relationships with clients and partners. Building effective and successful relationships takes time and work;it doesn't happen overnight

Building Relationships with Customers and Partners Relationships establish the foundation for successful funding and contract opportunities. Relationship building requires being proactive and engaged. Establishing and building trust is key to developing effective and successful relationships with clients and partners. Building effective and successful relationships takes time and work; it doesn’t happen overnight

上游充通大学 SHANGHAI JIAO TONG UNIVERSITY Pre-RFP/Proposal Marketing Not wait until formal RFP solicitations are announced by customers before starting to develop proposals. To develop relationships with potential customers long before the customers prepare requests for proposal. Maintain frequent contacts with past and current customers and initiate contacts with potential customers

Pre-RFP/Proposal Marketing Not wait until formal RFP solicitations are announced by customers before starting to develop proposals. To develop relationships with potential customers long before the customers prepare requests for proposal. Maintain frequent contacts with past and current customers and initiate contacts with potential customers

上游充通大学 SHANGHAI JIAO TONG UNIVERSITY Pre-RFP/Proposal Marketing (Cont.) Be familiar with a customer's needs,requirements and expectations. The pre-RFP or pre-proposal efforts by a contractor are considered as marketing or business development and are performed at no cost to the customer. May prepare an unsolicited proposal Efforts are crucial to establishing the foundation for winning a contract

Be familiar with a customer’s needs, requirements and expectations. The pre-RFP or pre-proposal efforts by a contractor are considered as marketing or business development and are performed at no cost to the customer. May prepare an unsolicited proposal Efforts are crucial to establishing the foundation for winning a contract Pre-RFP/Proposal Marketing (Cont.)

上游充通大学 Bid/No-Bid Decision SHANGHAI JIAO TONG UNIVERSITY ④Factors to consider: ●competition o risk ●mission extension of capabilities reputation ·customer funds ·proposal resources project resources

Bid/No-Bid Decision Factors to consider: • competition • risk • mission • extension of capabilities • reputation • customer funds • proposal resources • project resources

上游充通大学 SHANGHAI JLAO TONG UNIVERSITY Bid/No-Bid Decision (Cont.) © Be realistic about the ability to prepare proposals and the probability of winning the contract. Submitting a lot of non-winning proposals in response to RFPs can hurt a contractor's reputation. Sometime the hardest thing for a contractor to do is to decide to no-bid an RFP

Bid/No-Bid Decision (Cont.) Be realistic about the ability to prepare proposals and the probability of winning the contract. Submitting a lot of non-winning proposals in response to RFPs can hurt a contractor’s reputation. Sometime the hardest thing for a contractor to do is to decide to no-bid an RFP