Bid and Proposal Presentation - Pps

Oil, Gas and Petrochemicals
Project Management
Marketing
& Sales
Bid
&
Proposal
Design
&
Engineering
Installation
Service
Production & Commis&
sioning. Maintenance
Supply Management
BID AND PROPOSAL STEP

BENEFITS OF THE PROCESS:
proposals clearly targeted on customers red
issues;
enhanced chance of winning the bid through
different ways of selling;
stronger attention on what is going on around us,
by key screening points;
BID AND PROPOSAL STEP

BENEFITS OF THE PROCESS:
clear
understanding of customer
requirements, scope and cost of supply;
continuous refined selling strategy;
BID & PROPOSAL PROCESS FLOW
Capture
team
have
already
established a thorough understanding
of customer needs at the sales pursuit
step;
The customer Request for Proposal
has already been received and our
sales strategy has been stated;
Expand
Expand
capture
captureteam
team
Number of people involved

and management required
may vary significantly,
depending on the size and
complexity of the project;
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
Project screening at key points of the process
continually review our position within the market place;

ensure alignment with our sales strategy;
avoid wasting our resources unnecessarily ;
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
Develop
Developtechnical
technicalproposal
proposal
The time spent on each step may vary from

minutes to weeks. Anyway, all steps in the
process should to be undertook , irrespective
of the value and type of the opportunity;
screening
screening
Expand
Expand
capture
captureteam
team
screening
screening
Develop
Developtechnical
technicalproposal
proposal
Submit
Submit
technical
technicalproposal
proposal
The more we interact with customer

and create opportunities to receive its
feedback, the more our proposal may
attend to their expectations and more
differentiated it will be from the
competitors ones;
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
r
si c
R
ew
i
v
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Project Management processes interface
Project Manager coordinates a deeper

contract review and agrees with
contract conditions (schedule, scope,
requirements, margin, etc);
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Eventual disagreements, or doubts shall be

pointed to further clarification and/or
negotiation with customer, before formal
acceptance of the contract;
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Negotiation
Negotiationand
andfinal
final
arrangements
arrangements
This step ends with formal order acknowledgement

(contract signature)
Now,
Now, we
we may
may really
really drink
drink itit !!
Negotiation
Negotiationand
andfinal
final
arrangements
arrangements
Lessons learned
learned
Lessons
Submit
Submit
technical
technicalproposal
proposal
complete
complete
and
and
submit
submit
commercial
commercial
proposal
proposal
screening
screening
Winning or losing the order...
What have we learned with this

bidding and how may we improve
the process for the next ?
Expand
Expand
capture
captureteam
team

Expand
capture team
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
2.1
2.1
Purpose:
Extend the selling team (capture
team) with those additional resources
required to be able to develop and
cost the solution, to formalise a
proposal and conduct all negotiations
untill the contract signature.

Expand
capture team
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
Expand capture team with
members of the main disciplines
(proposal manager, potential
project manager, technical leader,
finance member, major suppliers,
etc);

Expand
capture team
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
define project specific roles and
responsibilities of the team
members;

Expand
capture team
2.1
2.1
##2.1
2.1 set
setup
upcross
crossfunctional
functionalteam
team
Key activities:
structure project
packages;
into
work

Expand
capture team
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Purpose:
study of the Request For Proposal
and
achieve
a
common
understanding of the problem to be
solved by the entire Cross
Functional Team;
plan tendering and establish detailed
time schedule to complete proposal.

Expand
capture team
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
review findings from the study of
the Request For Proposal;

Expand
capture team
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
identify any missing information
and communicate to customer;

Expand
capture team
2.1
2.1
2.2
2.2
##2.2
2.2 study
studyrequest
requestfor
forproposal
proposaland
andplan
plan
tendering
tendering
Key activities:
compile detailed time schedule to
complete proposal.

Expand
capture team screening
##S3
S3
Strategy
Strategyassessment/screening
assessment/screening
Purpose:
2.1
2.1
2.2
2.2
S3
Re-evaluation of the strategy and

supporting tactics for a given
opportunity. This leads to a decision
on how to continue the pursuit or to
stop.

Expand
##S3
S3
Strategy
Key activities:
2.1
2.1
2.2
2.2
S3
Answer to key strategic questions,

like:
* what are the key issues to win?
* who has an ally?
* who has the stronger relationship
with the customer?
* How does our main competitors
solution compare with ours?

Expand
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Key activities:
Conduct benefits & concerns
meeting with the Capture Team;

Expand
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Key activities:
Obtain internal sign off for the
decision to pursue;

Expand
2.1
2.1
2.2
2.2
S3
##S3
S3
Strategy
Key activities:
Update the strategy assessment/
screening document with reasons
for GO or NO GO decision.

Expand
##2.16
2.16 Review
Reviewprocess
process
2.16
2.16
2.1
2.1
2.2
2.2
S3
Proceed to this step, if decision is
NO GO !
Wait
Wait aa moment
moment for
for more
more details
details about
aboutthis
this learning
learning step...
step...

Expand
2.16
2.16
2.1
2.1
2.2
2.2
S3
Develop
Developtechnical
technicalproposal
proposal

Expand
##2.3
Generateproposal
proposalspecification
specification
2.3 Generate
Develop technical proposal
2.16
2.16
2.3
2.3
2.1
2.1
2.2
2.2
S3
Purpose:
Develop the solution in the required detail,
starting from the high level solution conceived at
sales pursuit phase. This step deals with the
technical and costing aspects of the solution.

Expand
##2.3
Generateproposal
proposalspecification
specification
2.3 Generate
2.16
2.16
2.3
2.3
2.1
2.1
2.2
2.2
S3
The need to create partnership with suppliers

may become apparent during evaluation of the
Request for Proposal, in which case back to
back contractual conditions should be
negotiated.
2.3
2.3
Generate Proposal Specification
2.3

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Purpose:
Purpose:
Define
Specification
Define the
the parameters
parameters on
on which
which our
our Bid
Bid
Generate Proposal
isis based,
based, including
including both
both technical
technical and
and
commercial
commercialaspects
aspectsof
ofthe
theproject;
project;
Identify
Identify and
and split
split supply
supply among
among
partners;
partners;
Define
Definethe
thetime
timeschedule
scheduleof
ofthe
theproject.
project.

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Verify
Specification
Verify that
that
Generate Proposal
customer
customer requirements,
requirements, as
as
stated
stated within
within the
the Request
Request for
for Proposal
Proposal
are
are aligned
aligned with
withABB
ABB expectations
expectations from
from
earlier
earlier customer
customer discussions
discussions and
and are
are in
in
line
line with
with the
the sales
sales strategy.
strategy.Monitor
Monitor and
and
review
reviewcustomer
customerchanges,
changes,ififany.
any.

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Check
Specification
Check for
for
Generate Proposal
ABB
ABB deviations
deviations from
from
Customer
Customerrequirements,
requirements,ififany.
any.

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Define
Specification
Define split
split
Generate Proposal
of
of scope
scope of
of supply
supply and
and
services
services between
between customer,
customer, partners,
partners,
sub-suppliers
sub-suppliersand
andABB
ABB(Brazil).
(Brazil).

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Select
Specification
Select the
the
Generate Proposal
appropriate
appropriate standard
standard for
for the
the
Bid
Bid structure:
structure: the
the proper
proper format
format and
and the
the
proper
proper contents,
contents, according
according to
to the
the
Request
RequestFor
ForProposal;
Proposal;

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Define
Specification
Define time
time
Generate Proposal
schedule
schedule with
with critical
critical
milestones
milestones for
for startup
startup of
of the
the contract,
contract,
project
project solution
solution creation
creation (engineering),
(engineering),
manufacturing,
manufacturing, integration,
integration, including
including
acceptance
acceptancetests
testson
onsite,
site,and
andinstallation.
installation.

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Specify
Specification
Specify
Generate Proposal
documentation
contents,
documentation
contents,
formats,
formats, data
data exchange
exchange formats
formats to
to be
be
supplied
supplied by
by customer
customer and
and ABB
ABB atat
specified
specifiedmilestones.
milestones.

##2.3.1
Definebasis
basisof
ofBid
Bid
2.3.1 Define
2.3.1
2.3.1
Key
Key activities:
activities:
Identify
Specification
Identify any
any
Generate Proposal
unclear
unclear information
information and
and
clarify
clarify with
withcustomer.
customer.

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Purpose:
Purpose:
Identify
Identify the
the optimum
optimum solution,
solution, making
making
extensive
extensive use
use of
of standards
standards from
from the
the
Library
Libraryof
ofSolutions.
Solutions.

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Define
Define the
the technical
technical concept
concept of
of our
our Bid,
Bid,
ensuring
ensuring its
its alignment
alignment with
with the
the general
general
solution
solution agreed
agreed with
with the
the customer
customer in
in the
the
Sales
Sales Pursuit
Pursuit stage
stage and
and fulfilling
fulfilling
customer
customer requirements
requirements according
according to
to
Request
RequestFor
ForProposal;
Proposal;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Design
Design the
the configuration
configuration of
of the
the main
main
systems,
systems, based
based on
on previous
previous projects
projects and
and
solutions;
solutions;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Define
Define solutions
solutions for
for the
the individual
individual parts
parts
of
ofall
allmain
mainsystems
systemsby
by extensive
extensiveuse
useof
of
standard
standard hardware
hardware and
and software
software
solution
solutionmodules;
modules;
adapted
adapted solution
solution modules
modules from
from
previous
previouscontracts;
contracts;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Design
Design and
and optimize
optimize solution
solution and
and
equipment
equipment for
for all
all main
main systems
systems using
using IT
IT
tools
toolsavailable;
available;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Identify
Identify and
and specify
specify options,
options, with
with the
the
respective
respective advantages
advantages and
and benefits,
benefits, to
to
enable
enable the
the customer
customer to
to differentiate
differentiate our
our
bid
bidfrom
fromthe
thecompetition
competitionone;
one;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Identify
Identify extent
extent of
of engineering,
engineering,
manufacturing
manufacturing and
and services
services necessary
necessary to
to
complete
completethe
theproject;
project;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Generate
Generate the
the proposal
proposal specification
specification and
and
documents
documents using
using standards
standards and/or
and/or
customized
customizedstandards;
standards;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensurethat
thatall
allorganizations
organizationsinvolved
involvedin
in
generating
generating the
the proposal,
proposal, formally
formally have
have
reviewed
reviewed and
and understood
understood customer
customer
requirements,
requirements, and
and that
that the
the offered
offered
solution
solutionattends
attendsto
tothem;
them;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensure that
that any
any discrepancy
discrepancy between
between
the
the offered
offered solution
solution and
and customer
customer
requirements
requirements isis formally
formally identified
identified by
by
any
any of
of the
the organizations
organizations involved
involved in
in the
the
proposal
proposalgeneration;
generation;

##2.3.2
DevelopSolution
Solution
2.3.2 Develop
2.3.1
2.3.1
2.3.2
2.3.2
Key
Key activities:
activities:
Ensure
Ensure that
that all
all missing
missing or
or unclear
unclear
information
information related
related to
to customer
customer inputs
inputs
are
aresolved
solvedor
orclarified;
clarified;

##2.3.3
DevelopTest
TestSpecification
Specification
2.3.3 Develop
2.3.1
2.3.1
2.3.2
2.3.2
2.3.3
2.3.3
Purpose:
Purpose:
Define
Define the
the strategy
strategy for
for testing,
testing, together
together with
with the
the
number
numberand
andtype
typeof
oftests
testsneeded;
needed;
Ensure
Ensurethat
thatacceptance
acceptancecriteria
criteriaare
aredefined
definedand
andfixed,
fixed,
Ensure
Ensure that
that additional
additional customer
customer requirements
requirements for
for ininhouse
house acceptance
acceptance testing
testing are
are evaluated
evaluated and
and will
will be
be
quoted
quotedas
asoptions.
options.

##2.3.3
DevelopTest
TestSpecification
Specification
2.3.3 Develop
2.3.1
2.3.1
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Definetest
teststrategies,
strategies,depending
dependingon:
on:
complexity
complexity of
ofproject;
project;
new
newsolutions
solutions(product
(productperformance
performancerisk);
risk);
customer
customerrequirements
requirements&
&participation;
participation;
new
new applications
applications (product
(product performance
performance
risk);
risk);

##2.3.3
DevelopTest
TestSpecification
Specification
2.3.3 Develop
2.3.1
2.3.1
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Define extent
extent of
of standard
standard and
and non-standard
non-standard ininhouse
housetesting;
testing;

##2.3.3
DevelopTest
TestSpecification
Specification
2.3.3 Develop
2.3.1
2.3.1
2.3.2
2.3.2
2.3.3
2.3.3
Key
Key activities:
activities:
Specify
Specifycustomer
customersite
siteacceptance
acceptancetest:
test:
acceptance
acceptancecriteria;
criteria;
test
testprocedure
procedureand
anddocumentation
documentationrequired;
required;
preconditions;
preconditions;
milestones;
milestones;
test
teststandards
standardsconsidered
consideredto
toeach
eachitem;
item;

##2.3.4
UpdatedGeneration
Generationof
ofCost
Cost
2.3.4 Updated
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.3
2.3.3
Purpose:
Purpose:
Updating
Updating (as
(as far
far as
as possible)
possible) of
of costs,
costs, using
using the
the
engineering
engineering data
data generated
generated in
in the
the previous
previous steps.
steps.
Engineering
Engineering hours
hours and
and services
services costs
costs are
are also
also
considered.
considered.

##2.3.4
UpdatedGeneration
Generationof
ofCost
Cost
2.3.4 Updated
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.3
2.3.3
Key
Key activities:
activities:
While
Whiledeveloping
developingthe
thesolution,
solution,keep
keepinteraction
interaction
with
withcost
costevaluation,
evaluation,considering:
considering:
standard
standardequipment/components;
equipment/components;
engineering
engineeringservices;
services;
support
supportservices
services(installation
(installation,,commissioning,
commissioning,
start-up,
start-up,training,
training,warranty)
warranty)

2.3.5
2.3.5
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
##2.3.5
InvolveSupply
SupplyChain
Chain
2.3.5 Involve
Coordination
Coordination
2.3.3
2.3.3
Purpose:
Purpose:
Integration
Integration of
of third
third party
party suppliers
suppliers in
in obtaining
obtaining
cost
cost data
data for
for non-standard
non-standard or
or major
major components.
components.
Negotiation
Negotiation with
with suppliers
suppliers isis conducted,
conducted, as
as
necessary,
necessary, by
by the
the Supply
Supply Chain
Chain Coordination
Coordination
function.
function.

2.3.5
2.3.5
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
##2.3.5
InvolveSupply
SupplyChain
Chain
2.3.5 Involve
Coordination
Coordination
2.3.3
2.3.3
Key
Key activities:
activities:
Advise
Advise Supply
Supply Chain
Chain Coordination
Coordination about
about all
all
non-standard
non-standard equipment/services,
equipment/services, to
to enable
enable him
him
to
to obtain
obtain competitive
competitive quotation
quotation from
from third
third party
party
suppliers
suppliers..

2.3.5
2.3.5
##2.3.6
DraftProposal
ProposalSpecification
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Purpose:
Purpose:
Collate
Collatethe
thedraft
draftProposal
Specificationand
andto
to
produce
produceaaFull
FullCost
CostModel.
Model.

2.3.5
2.3.5
##2.3.6
DraftProposal
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Complete
Complete documentation
documentation of
of the
the proposal
proposal
Specifications,
including
all
technical
Specifications,
including
all
technical
descriptions,
descriptions, documentation
documentation (drawings)
(drawings) and
and time
time
schedules;
schedules;

2.3.5
2.3.5
##2.3.6
DraftProposal
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Define
Definewhat
whatmaterial
materialisispart
partof
ofthe
theproposal
proposaland
and
what
whatmaterial
materialremains
remainsinternal
internaldocumentation;
documentation;

2.3.5
2.3.5
##2.3.6
DraftProposal
Specificationand
andCost
CostModel
Model
2.3.6 Draft
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
2.3.3
2.3.3
Key
Key activities:
activities:
Compile
CompileCost
CostModel
Modelfor
forthe
thedeveloped
developedsolution.
solution.

2.3.5
2.3.5
2.3.1
2.3.1
2.3.2
2.3.2
2.3.4
2.3.4
2.3.6
2.3.6
next
steps
2.3.3
2.3.3

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
2.3
2.3
S3
2.4
2.4
Purpose:
Capture all business information prior entering
the completion phase of the Bid & Proposal
process (cost, customer feedback, sales
intelligence on competitor, price, etc) and,
interactively, refine the selling strategy Oil, Gas and Petrochemicals

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
2.3
2.3
S3
2.4
2.4
Key activities:
Consider different aspects to refine strategy:
tactics, contract terms and conditions,
payment/financing conditions, draft cost
model, negotiation with major suppliers, risk
assessment, etc.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.4
RefineProject
ProjectStrategy
Strategy
2.4 Refine
2.3
2.3
S3
2.4
2.4
Key activities:
Continuously validate approach;

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
2.3
2.3
S3
2.5
2.5
2.4
2.4
Purpose:
Validate with customer (as far as possible) the
detailed solution, and make sure that our selling
approach meets his expectations. At the same
time, ensure that there will not be any surprises
once the formal bid has been submitted. Oil, Gas and Petrochemicals

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Test solution / approach with customer
(through an informal way/channels)

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Highlight
advantages
considering investment
benefits;
for
and
customer,
operational

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.5
GetCustomer
CustomerOn
OnBoard
Board
2.5 Get
2.3
2.3
S3
2.5
2.5
2.4
2.4
Key activities:
Reach consensus with customer regarding
procedure/ mechanism of contract changes
and the method for managing change.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
screening
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
Re-evaluate the strategy and supporting tactics

for a given opportunity, leading to a decision on
how to continue the pursuit or to stop.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
screening
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Answer to key strategic questions, like:

* How does our main competitors solution compare with ours?
* who has the stronger relationship with the customer?
* what are the key issues to win?
* who has an ally?

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
screening
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Conduct benefits & concerns meeting with the

Capture Team;

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
screening
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Obtain internal sign off for the decision to

pursue;

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##S4
S4
Strategy
Strategyassessment/
screening
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Update the strategy assessment/ screening

document with reasons for GO or NO GO
decision.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.16
2.16 Review
Reviewprocess
process
2.16
2.16
2.3
2.3
S3
2.5
2.5
S4
2.4
2.4
screening
Proceed to this step, if decision is
NO GO !
Wait
Wait aa moment
moment for
for more
more details
details about
about this
this
learning
learning step...
step...

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.6
2.6
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
Assemble all the components into a strong and

cohesive Proposal Specification.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.6
2.6
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
screening
The proposal should give to the customer,

confidence in ABB, demonstrate that ABB
understands customers business issues and present
a sound technical solution at a competitive cost.

##2.6
2.6
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Integrate modifications (if any), according to

customers feedback

##2.6
2.6
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Highlight strengths & benefits in the proposal;

##2.6
2.6
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Review and collate the final proposal;

##2.6
2.6
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Complete
CompleteProposal
Proposal
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
screening
Review Full Cost Model

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.7
2.7
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Purpose:
screening
Obtain the necessary internal approvals in order to

sign off the proposal, demonstrating commitment
by top management.

##2.7
2.7
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
Organize and conduct approval meeting

##2.7
2.7
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
Present at the meeting the key points of the

proposal (technical, legal and financial),
screening documents, project strategy and Full
Cost Model.

##2.7
2.7
Expand
2.16
2.16
2.1
2.1
2.2
2.2
Management
ManagementApproval
Approval
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
Key activities:
screening
Management approval of the Full Cost Model

and signature of the proposal.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
ProposalPresentation
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Purpose:
2.7
2.7
2.8
2.8
screening
Prepare a professional presentation of the Proposal

Specification to optimize the possibility of
receiving feed-backs from the customer.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
2.8
2.8
screening
Although proposal presentations may be considered

not usual nowadays in auction processes, this may
represent an opportunity of differentiate ourselves
as a professional company, specially in new markets
like M&M.

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Prepare a professional presentation , highlighting

main strengths/ benefits of our solution

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Identify customers time frame and attendees of

interest (decision makers and influencers);

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Schedule presentation with customer;

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Define presentation strategy for customer key

personnel;

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Appoint
presentation
team
responsibilities of team members;
and
roles/

Expand
2.16
2.16
2.1
2.1
2.2
2.2
##2.8
2.8 Prepare
PrepareProposal
Presentation
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
S4
2.4
2.4
Key activities:
2.7
2.7
2.8
2.8
screening
Decide on presentation media (computer

simulation, video support material, visualization
aids)

Expand
2.16
2.16
2.1
2.1
2.2
2.2
S3
2.6
2.6
2.16
2.16
2.3
2.3
2.5
2.5
2.7
2.7
S4
2.4
2.4
2.8
2.8
screening

Submit
technical proposal
##2.9
Communicate Technical
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
2.9
2.9
Purpose:
Influence customer decisions, through the presentation
of our solution, focusing on its advantages and how it
will deliver benefits to it, besides receiving customer
feedback about our solution.

Submit
technical proposal
##2.9
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
2.9
2.9
Although it may not always be possible,

endevour to conduct this step before submitting
the proposal (step 2.10) to obtain customer
feedback prior to submit the bid.

Submit
technical proposal
##2.9
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
Conduct a pre-presentation to
customer key personnel:
conduct an overview on structure
and content of the presentation;
validate the strengths and benefits
for the customer;
identify customers concerns and
aspects for improvement.

Submit
technical proposal
##2.9
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
Conduct the presentation by the

capture team;

Submit
technical proposal
##2.9
Technical Proposal
Proposal
2.9 Communicate
to
toCustomer
Customer
Key activities:
2.9
2.9
Obtain all possible feedback and

commitments from the audience;

Submit
technical proposal
2.9
2.9
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
2.10
2.10
Purpose:
Hand over written technical proposal to the customer.
Format and content of the proposal should be no
surprise to the customer due to the previously
conducted activities.

Submit
technical proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Resolve any concerns of the

Customer Project Team;

Submit
technical proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Modify
technical
accordingly;
proposal

Submit
technical proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Modify Full
accordingly;
Cost
Model

Submit
technical proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Hand-over technical part of the

proposal to the customer ;

Submit
technical proposal
##2.10
2.10 Submit
Submit Technical
Technical Proposal
Proposal to
to
Customer
Customer
Key activities:
2.9
2.9
2.10
2.10
Obtain customers feedback;

Submit
technical proposal
2.9
2.9
2.10
2.10
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
TechnicalSpecification
Specification
for
for
2.11
2.11
Purpose:
Follow up on changes that might have occurred or
asked by the customer , after the submission of the
technical proposal, and to agree with the customer on
the complete technical specification.

Submit
technical proposal
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Establish agreement on proposed

modifications
regarding
customers concerns;

Submit
technical proposal
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Endevour to obtain the customer

agreement on complete technical
specification;

Submit
technical proposal
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
in an auction process, evaluate

possible
opposition
to
competitors participation by
technical reasons and, whenever
possible, obtain a decision from
the customer in our favor;

Submit
technical proposal
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Sign
complete
technical
specification with customer;

Submit
technical proposal
##2.11
2.11 Get
Get Customer
Customer Approval
Approval
Technical
Specification
for
for
Key activities:
2.9
2.9
2.10
2.10
2.11
2.11
Review Full
according
to
modifications;
Cost
the
Model
agreed

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
Submit commercial
proposal
Finalize and get internal approval for the commercial

proposal, including the risk review by ABB. Submit
the commercial proposal to the customer and receive
its feedback.

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Decide internally on:

Pricing and negotiation strategy to win the order;
Price negotiation range;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Review the draft of the contract, based on

previous written examples or specifically
submitted by the customer;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Review engineering capacity and time schedule

for the contract;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Organize and conduct approval meeting,

including, when applicable, the risk review;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Approve final price and sign proposal;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Submit commercial proposal to the customer;

##2.12
Risk Review
Review and
and Approval
Approval for
for
2.12 Risk
Commercial
CommercialProposal
Proposal
Submit
technical proposal
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Submit commercial
proposal
Key activities:
Receive customer feedback about commercial

proposal.

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Purpose:
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Re-evaluation of the strategy and supporting tactics

after the technical and commercial proposal have
been considered winner among competitors by the
customer.

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
At this step, Project Manager involvement will

become deeper, through his contract review and
acceptance of the main conditions and requirements
of the contract (Interface with PM processes)

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Contract Review by Project Manager and his

formal agreement to the technical, financial and
contractual conditions (Project start-up);

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Revalidation of Risk Review Committee decision

to GO ON with the business opportunity, after
Project Manager contract review;

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Internal discussion on issues that need further

clarifications or negotiations with customer
(technical, financial, contractual), raised by PM;

##S5
S5
Submit
technical proposal
2.9
2.9
2.10
2.10
Strategy
Strategyassessment/
screening
screening
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
Update the negotiation strategy and the strategy

assessment screening document with reasons for a
GO or NO GO decision.

##2.16
2.16 Review
Reviewprocess
process
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
Proceed to this step, if

decision is
S5
NO GO !
Submit commercial
proposal
Wait
Wait aa moment
moment for
for more
more details
details
about
about this
this learning
learning step...
step...

##2.13
2.13 Contract
ContractNegotiation
Negotiationand
and
Order
OrderAcknowledgement
Acknowledgement
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
2.13
2.13
Negotiation and final arrangements
Achieve commitment between the customer and

ABB, based on clearly agreed and mutually
beneficial conditions in the contract (technical,
financial, contractual).

##2.13
2.13 Contract
ContractNegotiation
Negotiationand
and
Order
Acknowledgement
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
Achieve agreement on issues raised on the

previous step, based on agreed scope of supply,
services and approved technical specification;

##2.13
2.13 Contract
ContractNegotiation
Negotiationand
and
Order
Acknowledgement
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
Agree with customer on main contract

conditions in order to obtain and sign an Order
Acknowledgement (e.g Intermediate Contract or
letter of intent);

##2.14
2.14 Negotiate
NegotiateRemaining
Remaining
Contract
ContractConditions
Conditions
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Purpose:
2.13
2.13
2.14
2.14
Follow-up on open issues which are part of the

Intermediate Contract and work on them until
completion and approval of the contract.

##2.14
2.14 Negotiate
NegotiateRemaining
Remaining
Contract
ContractConditions
Conditions
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Agree with customer on remaining contract

conditions;

##2.14
2.14 Negotiate
NegotiateRemaining
Remaining
Contract
ContractConditions
Conditions
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Define open prerequisites to start the contract

and define actual start date on time schedule;

##2.14
2.14 Negotiate
NegotiateRemaining
Remaining
Contract
ContractConditions
Conditions
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Agree on points with regard to separate prices;

##2.14
2.14 Negotiate
NegotiateRemaining
Remaining
Contract
ContractConditions
Conditions
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
Agree on active co-operation with customers

personnel and define conditions;

##2.15
2.15 Validate
Validateand
andSign
SignContract
Contract
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Purpose:
2.13
2.13
2.14
2.14
2.15
2.15
Formal validation of all agreed conditions of the

contract.

##2.15
2.15 Validate
Validateand
andSign
SignContract
Contract
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
2.13
2.13
2.14
2.14
2.15
2.15
DONT
TO
DONT FORGET
FORGET
TO
Project
Management processes interface
RING
BELL
RING THE
THE
BELL
Key activities:
AND
CELEBRATE
!!
AND
CELEBRATE
Signature
of all papers
of the contract by both
Submit commercial
proposal
parties;

##2.15
2.15 Validate
Validateand
andSign
SignContract
Contract
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
Signature of all papers of the contract by both

parties;

##2.15
2.15 Validate
Validateand
andSign
SignContract
Contract
Submit
technical proposal
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
Update Sales Forecast.

##2.16
2.16 Review
ReviewProcess
Process
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
Purpose:
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Identify lessons learned in order to improve the

selling process;
Continue the process of developing relationships
with the customer in order to sell more in the future

##2.16
2.16 Review
ReviewProcess
Process
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Conduct benefits & concerns meeting with cross

functional team members;

##2.16
2.16 Review
ReviewProcess
Process
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Document reasons for winning or losing the order;

##2.16
2.16 Review
ReviewProcess
Process
Submit
technical proposal
lessons learned
screening
2.16
2.16
2.9
2.9
2.10
2.10
2.11
2.11
2.12
2.12
S5
Submit commercial
proposal
Key activities:
2.13
2.13
2.14
2.14
2.15
2.15
2.16
2.16
Establish,
document
and
communicate
improvements , specifically regarding to :
the proposal itself;
the Bid & Proposal process.

Bid and Proposal Presentation - Pps

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Bid and Proposal Presentation - Pps

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Oil, Gas and Petrochemicals

Oil, Gas and Petrochemicals

BID AND PROPOSAL STEP

Oil, Gas and Petrochemicals

BID AND PROPOSAL STEP

continuous refined selling strategy;

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Number of people involved

BID & PROPOSAL PROCESS FLOW

Project screening at key points of the process

continually review our position within the market place;

BID & PROPOSAL PROCESS FLOW

The time spent on each step may vary from

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

The more we interact with customer

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Project Management processes interface

Project Manager coordinates a deeper

BID & PROPOSAL PROCESS FLOW

Project Management processes interface

Eventual disagreements, or doubts shall be

BID & PROPOSAL PROCESS FLOW

Project Management processes interface

This step ends with formal order acknowledgement

BID & PROPOSAL PROCESS FLOW

Project Management processes interface

Winning or losing the order...

What have we learned with this

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Re-evaluation of the strategy and

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW

Answer to key strategic questions,

BID & PROPOSAL PROCESS FLOW

Oil, Gas and Petrochemicals

BID & PROPOSAL PROCESS FLOW