Project Pre-Sales Support

“3-Stage 12-Steps
Training Materials

Enables the transformation of delivery and service from a technical level to a business level, driving improved
project operation performance.

Copyright © 2012 Huawei Technologies Co., Ltd. All rights reserved.

Contents

Background
01
Understanding
02 “ 3-Stage 12-Step”

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Standardize Project Pre-Sales Support“3-Stage 12-Step”
Background
GTS has to consider contract deliverability as its own concern; to clarify roles, responsibilities, stages of
activities and quality requirements in the LTC process.
 Bidding: Specialist role to be responsible for delivery solution design
 Identify and reveal project delivery risks as well as formulate corresponding risk avoidance and mitigation measures;
 Include the identified risks and mitigation measures into delivery solutions for incorporation into the bidding documents.

 Pre-sales Review: Expert role to participate in project deliverability review

 Convey review opinions to project sales team for bid solution delivery improvement and to SDT for contract decision support.

 Contract negotiations: Expert role in project negotiation team to directly discuss with customer on
delivery solution
 Incorporate the customer consented delivery solution with risks and mitigation measures into the contract.

 Assessment: Add contract handover and deliverability assessment stage

 Interpret contract contents and assess contract deliverability when project manager takes over before contract fulfillment;
 Reveal objectively all contractual terms and items that are not able to be delivered.

- Xu Zhijun’s speech at “Delivery Capability Development” debrief meeting on December 3, 2014

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 “3-Stage 12-Step” Key Activities Overview
Manage Leads Manage Opportunities Manage Contract Execution
LTC Traffic flow

Decision Making chain Delivery

ATI ATB ATC Manage
Collect / Verify / Track / Contract / Billing & Payment Close /
Generate Distribute Foster Verify Negotiate / Receive &
Customer Develop / Submit Evaluate
Leads Leads Leads Opportunit Generate Confirm
Contract / PO Variation Contract
Engagement Bid
y Contract PO Risk & Dispute

Contract
Pre-bid Bidding
Generation

① Data Collection &

Analysis
③ Customer Requirement
& Key Assumptions
⑦ High-level Service
Delivery
⑩ Risk Tracking
12-Step
3-Stage

& Management
Design

② Solution Engagement ④Delivery Strategy Design ⑧ Service Delivery

Cost Estimation
⑪Participation in Contract
Negotiation

⑤ Overall Solution
Deliverability Review ⑨ DTRB Review ⑫Summary and handover

⑥ Solution Pre-verification

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Contents

01 Background

Understanding
02 “3-Stage 12-Step”

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Step 1: Data Collection & Analysis
Contract
Pre-bid Bidding
Generation
Data Collection &
Solution Engagement
Analysis

Activity Description Key Input / Output Support Guide

Collect and analyze operator information, identify preliminary customer needs, support “Customer
Engagement” solution development, establish key assumptions and eliminate false assumptions for
RFP response, prepare baseline data:
 Determine scope and strategy, specify data collection and analyze requirements
 Obtain customer permission to gain access to data collection channels
 Data collection, processing and analysis
 Business forecast, identify business opportunities and network development targets
 Produce customer network assessment report and pain points list.

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Step 1: Data Collection & Analysis
Contract
Pre-bid Bidding
Generation
Data Collection &
Solution Engagement
Analysis

Activity Description Key Input / Output Support Guide

Key Inputs Key Outputs

 Opportunity Information  Data Collection Requirements and
 “Customer Engagement” Project Team Implementation Plan
Structure and Operating Mode  Customer Pain Points List
 Customer Network Assessment Report
(Optional)

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Step 1: Data Collection & Analysis
Contract
Pre-bid Bidding
Generation
Data Collection &
Solution Engagement
Analysis

Activity Description Key Input / Output Support Guide

 Related Communities: Inventory Management Solution Team、

Fixed Network Solution “LTE Ready Network Evaluation and Discussion”

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Step 2: Solution Engagement
Contract
Pre-bid Bidding
Generation
Data Collection &
Solution Engagement
Analysis

Activity Description Key Input / Output Support Guide

The “Customer Engagement” process aims to shape customer buying desires through gaining a deep understanding
of customer’s pain points and obtain the customer’s recognition. Through customer communication and preliminary
solution confirmation, the “Customer Engagement” process influences customer’s evaluation criteria in favour of
Huawei . Pre-sales TD participates in “Customer Engagement” activities from service and delivery perspectives
considering competition needs.
 Participate in customer needs identification and analysis, competitor solutions and competitive strategy analysis,
customer expectations and Huawei capacities GAP analysis
 Participate in formulating Customer Engagement strategy
 Design Customer Engagement proposal
 Join Customer Engagement communication, influence customer’s tender and evaluation criteria

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Step 2: Solution Engagement
Contract
Pre-bid Bidding
Generation
Data Collection &
Solution Engagement
Analysis

Activity Description Key Input / Output Support Guide

Key Inputs Key Outputs

 Customer Business and Network  Customer Engagement Strategy
Development Targets  Customer Engagement Proposal
 Customer Network Assessment Report  Evidence of Customer’s Key Decision
 Competitor Product and Service Solutions Maker is in favour of Huawei Capabilities (e-
 Historical Project Delivery Pain Points Mail, Meeting Minutes, etc.)

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Step 2: Solution Engagement
Contract
Pre-bid Bidding
Generation
Data Collection & Solution
Analysis Engagement

Activity Description Key Input / Output Support Guide

 Customer Engagement Process – Operator BG

 Related Communities: Bid Sand Table (BST) – Collect Typical Scenarios and Bidding Tools

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Step 3: Customer Requirement & Key Assumptions
Contract
Pre-bid Bidding
Generation
Customer Requirement & Key Overall Solution Service DeliveryService Delivery
Delivery Strategy Design Solution Pre-verification DTRB Review
Assumptions Deliverability Review High-level DesignCost Estimation

Activity Description Key Input / Output Support Guide

 Conduct comprehensive reading and in-depth analysis combined with the existing customer network information
and understanding of customers' critical needs, including but not limited to customer’s business scope, target
network size, architecture, capacity, etc. to tender documents;
 Based on customer requirement analysis, as the customer and network information is not clear, analyze and
define the key assumptions of service delivery solution.
 Raise clarification questions to customer where network requirements are unclear (Pre-sales TD needs to confirm
whether the list of questions are rational and consistent)
 Identify customer requirement risk, draft SOW, and enter them into RAT

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Step 3: Customer Requirement & Key Assumptions
Contract
Pre-bid Bidding
Generation
Customer Requirement & Key Overall Solution Service DeliveryService Delivery
Delivery Strategy Design Solution Pre-verification DTRB Review
Assumptions Deliverability Review High-level DesignCost Estimation

Activity Description Key Input / Output Support Guide

Key Inputs Key Outputs

 Tender Documents  Tender Clarification Questions and Minutes
 Customer’s Current Network Information  Service Delivery SOW Draft
 Historical Delivery Pain Points  Key Assumptions Tracking List
 《 Needs and Bidding Strategy Review
Report 》 (Optional)
 RAT

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Step 3: Customer Requirement & Key Assumptions
Contract
Pre-bid Bidding
Generation
Customer Requirement & Key Overall Solution Service DeliveryService Delivery
Delivery Strategy Design Solution Pre-verification DTRB Review
Assumptions Deliverability Review High-level DesignCost Estimation

Activity Description Key Input / Output Support Guide

 《 Essential Knowledge of Service Bidding 》

 《 Service SOC Reply Strategy Guide 》
 《 Service SOC Reply Experience Sharing 》

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