BCSBid Control Sheet.docx
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BCSBid Control Sheet.docx
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BCSBidControlSheet
OpportunityName
(SamedescriptionasSales&Financialsystem)
ServiceLine(s)
Account
PursuitCode
Sector
BidValue(LocalCurrency)
AccountManager
PursuitLeader
BidSubmissionDate
ResponsibilityLevel(SeeGuidelines)
Inter-company
Yes/No
ContractType:
FixedPrice
SharedRisk/Revenue
Time&Materials
SignatorySection(MUSTattachrelevantDocumentation(SeeGuidelines))
Name
Stage3
Date
Stage6
Date
Stage7
Date
AccountManager
ProjectManager
BUCEO(*)
SohKayMeng
BUSalesHead(*)
BUDeliveryHead(*)
RiskAdvisor(*)
Non–StandardFinancialTermsandConditions
BUCFO
LudovicBaudet
Legal
ThomasXu(XuMin)
RegionalDRB(ForBids€1MEurosandaboveaccordingtothesection“SignatoriesRequired”oftheseGuidelines)
RegionalCEO
PaulThorley
RegionalSales
PaulThorley
RegionalOS
GerryClark
GSAHead
RegionalCOO/GIO
RegionalRM
SohKayMeng
LegalDept.(*)
RegionalCFO
PeterBertrand
ForBids€10Mandabove
Stage5
Stage7
RegionalCEO
PaulThorley
CDCParis
*Ifrequired(SeeSignatoriessectioninGuidelines)
Go/NoGo
Go/NoGo
Go/NoGo
AnticipatedSellingCost
$
RiskAdvisor(Salesgreaterthan€200kEuros)
RiskAdvisorAssigned
Name:
BidandReviewCommentsSummary
ClientBackground/CurrentSituation,ExpectationsandConstraints
ProposedSolution
ClientBenefits
Stage3.OpportunityReview
Stage4,5.DeliveryCapability
Stage5.Solution
Stage6.PursuitRIiskReview
Stage6.ProposalPProposalReview(Cost/PriceModel)
Stage7.CommercialAgreementReview
OpportunityHistory
TB/TSStage
Event
Date
Due
Date
Done
3
1.OpportunityAssessment
3
2.Stage3ExitChecklistcompleted.
3
3.BidControlSheetraisedcompleted.
5
4.BidControlSheetUpdates
5
5.ProposalTeamformed
5
6.SolutionReviewcompleted
5
7.Stage5ExitChecklistcompleted
6
8.PursuitRiskReview
6
9.ProposalandCost/PriceModelcompleted
6
10.ProposalReview(s)completedandapprovalsobtained
6
11.Proposalpresentedtoclient
6
12.Stage6ExitChecklistcompleted
7
13.Contractwritten
7
14.Contractreviewcompleted
7
15.Contractsigned
7
16.Stage7ExitChecklistcompleted
7
17.Win/LoseReviewcompleted
Purpose:
Toplantheprocessofthebid,notintendedtosignifyauthorisation,forwhichthefrontpageoftheBidControlsheetismeant
GuidelinesfortheCompletionofaBidControlSheet(BCS)
GeneralNotes
RefertotheBidControlProcessdocumentontheAsiaPacificIntranetundertheSales&Deliverysection.
Note:
PleaseensurethattheTerms&ConditionsofthecontracthavebeenreviewedbytheRiskManagerandtheLegalDept.
TheBidControlSheetisusedforALLdealsinAP
ContractType
Purpose
Toenablepeoplereviewingthebidtogainaquickviewofthetypeofworkbeingproposed,andthepotentiallevelofresponsibilityandriskthatCapgeminiisassuming.
Notes
PleasebeawarethatTimeandMaterialsdoesmeanthatthereisnorisk.Formalsign-offproceduresmustbefollowedfortheseproposalsandcontracts.
ResponsibilityLevel
Purpose
DisciplineortheDeliveryHeadshouldcompletetheResponsibilityLevel,sinceitrepresentstheLevelofResponsibilitytheyareassuminginestimatingthisbidandplanningtodeliverit.Thisisariskmanagementmeasure,whichisusedtoquestionwhetherornotweenterintoagreementswherethereareexpectationsforustodeliver,andwherewedonothavefullauthority/controloverthemanagementoftheengagement.
ProcessesImposedbyClient
ProcessesSelectedbyCapGeminiErnst&Young
Capgeminidoesnothavefullauthority
Capgeminihasfullauthority
TeamComposition
Client’sManagement
MixedManagement
CapgeminiManagement
MixedTeam
Level1
Level3
Level5
CapgeminiOnlyTeam
Level2
Level4
Level6
Inter-Company
Purpose
Whereinternalsalesexist(ieCapgeminiAustraliaandCapgeminiJapan)select“Yes”,otherwiseifsalesexistsolelyinonecountryselect"No".AninternalsalemayconsistofCapgeminiAustraliaallocatingresourcestoanengagementwoninJapan.
Signatories
Reviewers
Purpose
Stage
Required
AccountManager
ToapprovetheopeningofapursuitcodeandtoensuretheopportunityisalignedwiththeBusinessAccountModel
ToensurethattheproposaladdsvaluetotheClient
Stage3
Stages6&7
ProjectManager
ToensurethattheproposalmeetstheCapgeminiDELIVERconstraintsandBestPractices
Toensurethattheproposalissomethingthattheprojectmanageriscomfortableincommittingtodeliver.
Stage6
Stage7
BUCEO,BUSalesandDeliveryHeads(ordesignatedauthority)
1.Toconfirmthattheproposalmeetsthevariousconstraintswithinthebidandthatisasatisfactorysolution.
2.Toconfirmthattheyarepreparedtodeliverthissolutionandthattherequiredresourcescanbemadeavailable.
3.ToconfirmthatitmeetstheappropriatecompanystandardsandthatQualityhasbeenaddressedwithinthesolution,includingestimateswhereappropriate.Thisimpliesconfidenceintheestimatesandpriceproduced.
4.ThedesignatedauthoritieslistcanbefoundontheAsiaPacificIntranetunderSales&DeliverywithintheDELIVERTB/TS/TDPage.
5.Foropportunitiesbelowthethresholdsdefinedinsection“SignatoriesRequired”oftheseGuidelines,theBU’ssignatoryprocessapplies
Stage3
Stage6
Stage7
LegalDept.
TohavealegalviewontheTerms&ConditionsthattheclientproposedinthetenderdocumentandanydeparturesfromCapgemini’sstandardT&Cs.
Toensuresensiblecontractsarenegotiatedwhichmaximiserevenues/profitsandmeetclient’sexpectations.
Stage7
CFO
ToensurethatpaymentandtaximplicationsareunderstoodandacceptabletoCapgeminiinsituationwherepaymenttermsandtaximplicationsarenon-standard.
Stage3
Stage6
Stage7
RiskAdvisorandManager
ToreviewtheproposalfromariskperspectiveandtoensurethattheBidteamhasdefinedtherisksandmitigationstrategies.
*RiskAdvisoronlyrequiredifprojectvalueexceeds€200kEuros
Stage3
Stage6
Stage7
RegionalDRB
Onlyrequiredwhenthebidexceedsthethresholdsdefinedinthesection“SignatoriesRequired”oftheseGuidelines
Stage3
Stage6
Stage7
RegionalCEO
CDCParis
Onlyrequiredwhenthebidexceedsthethresholdsdefinedinthesection“SignatoriesRequired”oftheseGuidelines
Stage3
Stage6
Stage7
AnticipatedSellingCost
Theestimatedcostofsalesshouldbecompletedintheboxatthebottomofthepage.Thisshouldincludethetimeforallpre-salesstaff,expensesandthirdpartycosts.CurrencyandExchangeRatesshouldalsobeincluded.
Stage3–OpportunityAssessmentandQualification
OpportunityReview/ManagementBuy-In
Purpose
ToensurethattheAccountManagerisinformedoftheopportunityandapprovestheopeningofapursuitcode.
BidControlSheet
AtthisstagetheBCSshouldberaisedandsignedbytheAccountManager.
TheOpportunityAssessmentFormmusttobeattachedifrequestedbysignatories
BidandReviewCommentsSummary
ThefirstthreeentriesprovideanoverviewoftheBid.ItshouldbefilledpriortotheGo/NoGodecisionatStageThree,andupdatedwithcommentsmadebythereviewers(foreachstage)whenappropriate.Thepurposeofthisdocumentistoprovidereviewerswithabriefoverviewoftheopportunitypriortothereviewdecision/meeting.Theentriesonthissheetsummarisemajorcommentsorqualifications.Itcanalsobeusedforreferencetotheparticulardocumentsonwhichtheapprovalwasbased.
Notes
Itisnotnecessarytohaveaformalmeetingforallbids.
Stage4–RelationshipBuilding
OpportunityReview/ManagementBuy-In
Purpose
ToensurethatallrelevantpartiesareinformedandtoensurethatthemanagementofCapgeminisupportsanybidthatwillrequiresignificantsalessupporteffortorcost.
Toensurethattheaddedvaluesthewould-beprojectwillbringtotheclientareidentified.
Stage5–FinalisingSolution
SolutionReview
Purpose
Confirmthatwehaveafeasiblesolutionfortherequirements.Buildthearchitecture(s)
Stage6-Proposing
General
Thereviewoftherisks,proposalandCost/PriceModelcanbeundertakenconcurrentlywiththerelevantsignatoriessigningoffforallthreecomponents,andtoensurethattheproposedDeliveryHeadhascommittedtothesolution.
PursuitRiskReview
Purpose
ToconfirmthataformalRiskReviewhasbeencompletedandthatasatisfactoryriskmitigationstrategyisinplace.
Notes
TheRiskManagerandRiskAdvisorwillconfirmthecomplianceoftheRiskReviewprocessthroughthemonthlyRiskReportcompiledatGrouplevel.
ProposalReview
Purpose
Toensurethatallpartiesarecommittedtothesaleanddeliveryoftheproposedsolution.
Stage7–FormalisingTheAgreement
ContractReview(IncludingCommercial&PricingReview)
Purpose
Beforeacontractcanbeagreedwithaclientallrelevantpartiesmustsatisfythemselvesthattheyunderstandandacceptthetermsofthecontractandwillmanageit.
Notes
Priceandcommercialtermsarerelatedandanychangeinoneislikelytoleadtoarevisionoftheother.
Legal\BusinessRiskManager
Sign-offbytheLegalManagerisrequiredinthefollowingcircumstances:
∙Client-suppliedcontracts
∙Amen
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- 关 键 词:
- BCSBid Control Sheet