Processing Project Proposals

QMS Training

Mahindra Satyam Confidential 2

Objective

To evaluate the request for proposals receivedTo identify suitable customers who align with our business goals

Mahindra Satyam Confidential 3

ProcessReceive RFP

Constitute Proposal Team

Decide on responding to RFP

Prepare the Proposal

Review the Proposal

Approve the Proposal

Submit the Proposal

Follow-up on the Proposal

Acceptance of the Proposal

Mahindra Satyam Confidential 4

Receive Request for Proposal

One of the following receives RFP:the pre-sales teamdelivery managerrelationship manageraccount manager, or the designated associate responsible

for enhancing business for Mahindra Satyam

Mahindra Satyam Confidential 5

Constitute Proposal Team

The receiver of the proposal constitutes a proposal teamThe team is led by a proposal team leaderThe team evaluates and coordinates the preparation of the proposalThe team performs Due Diligence, if required, to understand customer’s business

Mahindra Satyam Confidential 6

Decide on Responding to RFP

Proposal Team decides on responding to RFPIf Yes, the team goes ahead to prepare ProposalIf no, the team Sends a regret letter to the customerRecords the reasons in the process

file

Mahindra Satyam Confidential 7

Prepare the Proposal

Proposal team prepares the Technical SectionSales team prepares the Non-technical SectionsIf the proposal team has the required competence, can prepare the Non-technical sections also

Mahindra Satyam Confidential 8

Review the Proposal

Proposal team leader Identifies Review teamConducts a review meeting

at least one representative from Sales must attend this meeting

work sheets for the effort estimates and project costing are also reviewed

Prepares the proposal review reportFills in the proposal tracking formMaintains the details in the process

file

Mahindra Satyam Confidential 9

Review the Proposal

Review Comments will be closedThe same will be verified

Mahindra Satyam Confidential 10

Approve the Proposal

The proposal team leader approves the proposal

Mahindra Satyam Confidential 11

Submit the Proposal

The proposal team leaderSubmits the proposal to the

customer, orHandovers the proposal to the receiver of

RFP to submit to the customerFills in the proposal tracking formMaintains the details in the proposal

file

Mahindra Satyam Confidential 12

Follow-up on the Proposal

The process team leader follows-up with customer maintains modifications in the proposal file

In case of major modifications, The proposal team meets and revises the

proposal The review team reviews the modified

proposal The process team leader

Submits to the customer Logs the details in proposal tracking form Maintains details in the process file

Mahindra Satyam Confidential 13

Acceptance of the Proposal

In case the customer Accepts the proposal, we receive a Contract

or a Master Services Agreement. The review of the same is initiated

Defers the proposal, the receiver of the RFP or the proposal team leader continues to periodically follow-up on the proposal

Rejects the proposal, the Proposal File shall be closed

The details are maintained in the process file

Mahindra Satyam Confidential 14

Handling Internal Projects

Raise request for Development / Maintenance of Information SystemsIIS evaluates and approves the request In case of internal projects for Skill / Competency building in new technology areas in a Circle, AIC (Circle) approves the requestThe rest of the process is as explained in the previous slides

Mahindra Satyam Confidential 15

Review of Activities

Pre-sales teamAnalyzes the data on proposals

submitted, proposals accepted and proposals rejected

Half-yearlyUses the results to identify strengths

and weaknessesTakes corrective and preventive

actions, where necessary

Mahindra Satyam Confidential 16

Objective Met

The proposals are evaluatedSuitable customers who align with our business goals are identifiedThe RFPs are responded to in a timely manner

Mahindra Satyam Confidential 17

Conducting Contract Review