© Mahindra Satyam 2009 Proposal Handling QMS Training

2 © Mahindra Satyam 2009 Mahindra Satyam Confidential Objective  To evaluate the request for proposals received  To identify suitable customers who align with our business goals

3 © Mahindra Satyam 2009 Mahindra Satyam Confidential Process Pre Qualification Perform Plan Produce Pursue

4 © Mahindra Satyam 2009 Mahindra Satyam Confidential Pre-Qualification Log the RFP  By Sales Manager  Based on account mapping  Initial discussion with the customer Seek clarifications, if required  VBU Presales and / or vertical solutions lead Conduct detailed Risk Analysis Decision on RFP  By Delivery head, practice head, sales manager  Based on Bid / No Bid Criteria

5 © Mahindra Satyam 2009 Mahindra Satyam Confidential Plan Identify proposal team  Constituted by VBU and HCU associates  Identify proposal team leader Formulate proposal vision and strategy  By Proposal team along with vertical solutions lead Review vision and strategy  By Sales Manager along with VBU Presales Decision on most appropriate solution  By Proposal team along with relevant HCU

6 © Mahindra Satyam 2009 Mahindra Satyam Confidential Perform  Document the proposal  Internal Review of the proposal

7 © Mahindra Satyam 2009 Mahindra Satyam Confidential Produce Level 1 review of the proposal  By Sales Manager, VBU Presales and vertical solutions lead Validation of the proposal  By delivery head Level 2 review of the proposal, if required  By MD, AIC and the PRM Submit the proposal  By Sales Manager or Proposal team Address change requests to the proposal, as applicable  By Proposal lead Submit proposal copy to knowledge repository  By Sales Manager

8 © Mahindra Satyam 2009 Mahindra Satyam Confidential Pursue Follow up with the customer  Sales Manager Proposal defense presentation to customer, if required Document customer feedback on proposal Prepare Win / Loss analysis report  By Sales Manager  Capture the knowledge related to winning or losing an opportunity and important learning’s during the sales cycle Conduct Retrospective meeting  By Sales Manager and / or the proposal team Update proposal tracking log  By Sales Manager

9 © Mahindra Satyam 2009 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

10 © Mahindra Satyam 2009 Mahindra Satyam Confidential Conducting Contract Review