Preliminary engineering phase can be broadly divided into
Proposal Development & Conceptual Studies
Preliminary engineering and design starts with the request for proposal from the owner to pre qualified bidders or in general to all prospective companies.
RFP – Request For Proposal (sometimes called an invitation to bid (ITB).this is formally issued by client which explains what the project is (Statement of Work) and gives framework for the proposal.
Projects don’t just happen – they’re selected from hundreds of opportunities .Applying a coherent strategy for picking the right opportunities.Project opportunities must meet company’s strategic objectives.Usally business development of an organization selects such a portfolio in markets ,that have offered good return on investment in the past.Based on the people what they have the experience and expertise to execute the job.
Ultimately, decision to pursue a project is up to management.Business development brings prospects to a screening committee to get approval to commit funds to proposal process.Depending upon risk, higher and higher levels of authority are required to approve.If green light is given, proposal team shifts into high gear.
- Proposal Development & Conceptual Studies
- Preliminary Design
Proposal Development & Conceptual Studies
Preliminary engineering and design starts with the request for proposal from the owner to pre qualified bidders or in general to all prospective companies.
RFP – Request For Proposal (sometimes called an invitation to bid (ITB).this is formally issued by client which explains what the project is (Statement of Work) and gives framework for the proposal.
Projects don’t just happen – they’re selected from hundreds of opportunities .Applying a coherent strategy for picking the right opportunities.Project opportunities must meet company’s strategic objectives.Usally business development of an organization selects such a portfolio in markets ,that have offered good return on investment in the past.Based on the people what they have the experience and expertise to execute the job.
Ultimately, decision to pursue a project is up to management.Business development brings prospects to a screening committee to get approval to commit funds to proposal process.Depending upon risk, higher and higher levels of authority are required to approve.If green light is given, proposal team shifts into high gear.
The overall business development processes and how proposal development and preliminary design fits in defined as
1-Strategic Intent of the Business
Defines a short and long-term portfolio of customers and projects that will achieve specific operating profit targets
2-Relationship Management
3-Knowing the Game
Includes an in-depth analysis of worldwide political, social, economic, and investment trends relevant for that industry sector
4-Individual Job Strategy
Plan the best possible strategy to obtain the work. The magnitude and complexity of the plan depend on the opportunity. This process includes putting together the team for each prospect and a team to support the proposal efforts that will give a responsive and differentiated proposal . Engineering’s involvement is greater in the development of the execution plan
Competitive Evaluation
- Customer understanding
- Situation analysis
- Competitor analysis
- Resource availability
- Pricing strategy
- Leveraging strengths
Value Preposition
- Focus on customer needs
- Emphasize our enthusiasm for the prospect
- A format and theme to communicate our winning message to the customer
- Ethically influencing selection criteria
- How can we highlight our strengths?
- How can we mitigate our perceived weaknesses?
- How can we diminish competitor strengths?
- A preliminary proposal plan
Initial Closing Plan
- Our winning strategy
- How can we position ourselves for the win prior to Request for Proposal (RFP) receipt?
- How can we influence selection criteria?
- Who are the decision makers?
- Modify with any late-breaking information
The Winning Plan
- Defines overall strategy
- Responds to customer wants / needs
- Addresses strength and weaknesses of competition
- Applies strength / mitigates weaknesses
- Includes market / target / historical pricing based on standard processes
- Differentiates it with other organisations with
– Cost effective design
– Superior technology
5-Proposal Development
Proposal represents bidder’s approach and plan to project described by client’s RFP.Proposal provides client with a work plan, cost, and schedule (Scope of Services)
Types of Proposals
- Qualification
- Technical
- Technical and Cost
Proposal Preparation
- Individual specialists assigned to the proposal provide technical input
- Content is developed to the level of detail requested by the client
- The proposal manager works closely with BD to agree on form and schedule in accordance with the execution plan
- Generally Business Development (BD), GBU management, and the proposal manager develop a win plan
- Often selected respondents are invited to make a presentation
- They select a proposal team and the proposal team develops an execution plan
- Proposal team includes representatives from the functions, including Engineering, Construction, and Project Controls
Handoff to Project Execution Team
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