This is what I've come up with so far in my quest to make sense of the business that is going on around me everyday. I do know that I still need to learn and read a lot more.
Pipeline Prospecting
Use various marketing materials to dig, analyze, and qualify all passive leads
· Customer Events
· White Paper Marketing
· Online Surveys
· Webcasts
· Online Advertisement Tracking
· Link Tracker
· Online Newsletters
Initial Sales Call and Opportunity Discovery
· Schedule interview
· Send out needs analysis
1st Meeting – Conduct Business Assessment
Discuss challenges and needs to develop an overall picture of the business. This is done by determining the technologies that a business currently uses and then using that information to identify all of the business' services that execute and support the business mission.
Docs used: CSIR, SBSTAT
Proposal Development
After meeting
· Document key observations
· Feature proposal
· Risk Assessment
· Document Vision/Scope
· Document Project Structure
· Develop Project Plan and form teams
· Combine to design complimentary plan based on observations, risks, & business drivers
Schedule 2nd meeting
Docs used: CSIR, FP, MRR, PS, RTT, SRAT, TLPPR, TMPPR, V/S, DTN, WS, SBSTAT, BR, CD, SR, UR, US, OR, ITRM, LD
2nd Meeting – Present Proposal
Sales presents recommended proposal to client
· Discuss key areas of proposal with client
· Upon acceptance of proposal schedule site survey
Schedule 3rd meeting
Docs used: TLPPR, TMPPR, ITRM
3rd Meeting – Comprehensive Site Survey
· Perform technology assessment using assessment toolkit
Docs used: CSIR, MRR, TLPPR, TMPPR, SBSTAT
After technology assessment
Sales and Engineering work on developing customized deployment / migration plan and functional specifications
· Identify Core IT Gap Analysis
· Document Key Business Drivers
· Refine Vision/Scope
· Create IT Roadmap
· Detail Deployment architecture
· Draw up Microsoft Project Plan
Docs used: FP, FS, MRR, TLPPR, TMPPR, DTN, SBS, RMSS, WS, V/S, MPP, ITRM
Final Pricing and Agreement Development
· Bring together all relevant data for project including any updates in price, business drivers, scope, vision, etc
· Basis for SLA
Docs used: FP, TLPPR, TMPPR, MPP, FS
4th Meeting – Present Final Agreement
· Discuss proposed project plan and come to agreement on pricing and features
· At this meeting all final pricing and requirements will be laid out for the project
Docs used: TLPPR, TMPPR
Upon signing of agreement begin Technical Design
· Use specifications to develop plans
· Begin performing traceability audits
· Update Project Plan and begin to follow
Docs used: MRR, TLPPR, TMPPR, DTN, SBS, RMSS, WS, TG, MPP, FS, PD