bathu dun corporate overview feb 2012
TRANSCRIPT
1BathuDun Confidential, Copyright protected
February 2012
Bids & Proposals (Presales & Solutioning) Excellence
Program - BEP
BathuDunMeans “GreaterImpact “in Greek
BathuDunYour Growth Partner
Bids, Proposals & Tenders
Consulting, Learning & Assessments
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Cost on growing business affecting your bottom-line?
…we can reduce your Business Development Cycle time
Are your teams geared to Win more business?
…we can help build Tiger Teams for you
Impediments in New and Existing Business flow?
… we can help chart Bid & Win Strategies
Finding responding to Proposals tough?
…. our Consulting offerings help equip your teams
Compliance to contracts bleeds 83% …high risk?
…. we help device appropriate Contracts & SLAs
Sales-Presales coordination can’t get this close?
…. we help in tour Business Pursuit Team Strategy
Bids, Proposals & Tenders -
Consulting, Learning & Assessments
BathuDunYour Growth Partner
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Elevator Pitch
BathuDun Consulting
�Propagate Win Strategies to Business Development professionals
�Reduces Sales & Presales challenges faced on daily basis
�Equips the business development team to Win more & Sustain existing business
�Vertically focussed on Bids & Proposals (or Presales)
�Is a Consulting, Training, Certification & Assessment company
�Has Researched & analyzed global RFPs
�Consortium of Industry & Academia
�Is comprised of senior leaders from multinationals
A Lateral thinking “Business Development Partner”
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Business Development Challenges We Address
�Long Deal Pursuit cycle time (Business Development or RFP closure time)
�Worrying win ratio and sustenance ratio
�Low Synergy between Sales & Presales teams
�Relationships with new and existing customers
�Ineffective Deal Pursuit Style (Business Development style)
�Unable to craft convincing Win Strategy & Bid Strategy for every RFP
�Unable to create mutually beneficial Contracts & SLAs
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Typical Business Development Cycle and how BathuDun can intervene
Invitation for
Contract negotiation
Contract fine tuning
Time
Re
spo
nse
Act
ivit
ies
Solicitation receipt
Opportunity Identification
Acceptance
Scope ratification, Go/No-go
Solutioning
Pricing
Intermediary/Influencer Review
Contract Award
BAFO
Internal Stakeholder review
Business Value Demonstration
Evaluation
Intimation of selection
Client Visits, floor walks
Continued negotiations,
Client orals & Proposal
defense
Proposal Submission
Typical Sales Cycle
High involvement of Bid response team (Sales + Presales)
Low involvement of Bid response team
Repeat involvement of Bid response team
BathuDun, with its Consulting, Training and Coaching offerings
can intervene at any or all the 3 phases of Sales Cycle
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Our Consulting & Trainings Caters To Entire Business Development Cycle
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Our Consulting Offerings
For IT & BPO companies
�Apex level Bid Board strategy formulation & execution
�Identify, design and implement organization wide Bid process
�Organization Bid& Proposals change management
�Assess, formulate and execute Relationship Strategy
�Formulation of new contracts & review existing
�Customized Bid Management trainings and certifications
�Contracts Formulation and Review
For Start up & Emerging Enterprises
�Apex level Bid Board strategy formulation & execution
�Identify, design and implement organization wide Bid Process
�Frontend end to end Bid Response activities
�Formulate & execute Relationship Strategy
�Formulation of new contracts
�Sales & Go To Market Strategy
�Customized Bid Management trainings and certifications
Consulting Training Certification Assessments
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TrainingConsulting Certification Assessments
�Bid Leadership Program (BLP)
�Bid Management Program (BMP)
�Women Leadership in Bid Management (WLB)
�Solutioning Excellence Program (SEP)
�Sales for Presales (SFP)
�Presales for Sales (PFP)
�Customer Relationship Effectiveness (CRE)
�Leadership Development Program for Bid Managers (LDP)
�Awareness to large Contracts (ALC)
�Art of Bid Negotiations (ABN)
�Boot camp for entry level on Presales/Bid management (BCP)
�Accelerated Sales Acquaintance program for lateral hires (ASA)
Our Training Offerings
Training Packages can be custom made from individual Training Labs
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BathuDun can work with your organization in creating a virtual Bid
Management Institute, offering your empolyees the following
certifications:
�Bid Leader Certification
�Bid Strategist Certification
�Bid Manager Certification
�Solution Architect Certification
Our Certification Offerings
Certification can be custom made from our individual Training Labs
CertificationConsulting Training Assessments
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�Enterprise Decision Management Systems (EDMS) is a CXO Dashboard for
Bids & Proposals
�It is a Proposal Effectiveness Assessment Tool, a software suite to measure
the effectiveness of various deal winning strategies while responding to RFPs
�It numerically analyses the various stages of a Bid/RFP or a deal and arrives
at precision level effectiveness to indicate the direction of your proposal
effort
�At an aggregation, EDMS can compute the sum total of all the Bid/RFP or
deals indicating the total commercial value (TCV) of effective and in-effective
deals
�Can give your organization the trajectory of effectiveness over time
�Implemented as a Bayesian learning system
Our Coaching Offerings
AssessmentsConsulting Training Certification
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Understand Client's Business Development Challenges
Plan for Long Term & Short Term Strategies prioritising the challenges
Assess Business Development Styles at Team, BU, Organization level
Design & Deliver the Consulting, Coaching and Training labs
Arrive at an Continuous Improvement Plan to sustain the momentum
Closure – Reports & Individual Development Plan
Our Typical Engagement Plan
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List of Offerings
Lab Session Audience Duration ILT Real Play Classroom
Assessment
Template Case Studies
(hours)
Deal Pursuit Style (Session + Real Play) DPT 3
Overview to Presales & Lifecycle of RFP process DPT, D&A 4
Global Deal Process BL, BM, S 4
Develop Win strategy BL, BS, BM, S, D&A 3
Develop Bid strategy BL, BS, BM, S, D&A 3
Capture Planning BL, BS, BM, S, D&A 4
Mapping Evaluation Criteria BL, BS, BM, S, D&A 3
Customer Needs Analysis DPS 3
Common Errors To Avoid While Solutioning DPT 4
Crafting Winning Executive Summary DPT 4
Proposal Response Evaluation Process DPT 4
Client Orals & Proposal Defence BL, BS, BM, S, D&A 6
Demystifying Contracts BL, BS, BM, S, F, D&A 4
Art of Negotiating Contracts BL, BS, BM, S, F, D&D 4
Storyboarding Technique of Respond to Large RFPs BL, BS, BM, S, D&A 5
Competition Assessment & Positioning appropriately BL, BS, BM, S, D&A 3
Deciding Bid or No-bid BL, BS, BM, S, D&A 3
Ensuring the Effectiveness of an Organization Strategy BL, BS, BM, S, D&A 4
Define and Devise an Organization Strategy BL, BS, BM, S, D&A 4
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Voice of Our Customers
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BathuDun Consulting,+91 988-637-7889
www. Bathudun.com
THANK YOUIt is BathuDun’s desire to partner with clients in
influencing “winning new business” and
“sustaining existing business”
Our logo, our motto:
Multi-colors - We are “lateral thinkers” in your business development effort
Grey square canvas - We help you outgrow your revenues and your expectations from us
Growing Steps - We help you grow continuously