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1、chapter03提出解决方案 第三章提出解决方案管理科学与工程学院高婷讨论阅读教材的需求建议书实例,思考潜在投标方可能会提出哪些问题?(p.49)PossibleresponsestoStudentDiscussionWillAJACKSsupplythenamesofthefirmstobesurveyed?Whatmanufacturingindustriesarethetarget?Whatmarketinginformationalreadyexists?Whatarethepagelimitationsforthepropos
2、alandsupplementalinformation?Whatisanaeptablereturnrateonthesurvey?ExaminetheRFPexample.Whatadditionalquestionsneedtobeanswered?AMIDSIZEPHARMACEUTICALPANYCaseStudyShehasidentifiedanopportunity.Shehas$2,000,000ofunexpectedprofitsthatshewouldlikereinvestinthepany.Inthiscase,
3、sheissolicitingproposalsfromherinternalmanagers.Sheshouldstateprehensively,andindetail,whatsheexpectsintheproposalsincludingseveralofthoseitemsdiscussedinthischapter(duedateforproposals,formatrequired,evaluationcriteriatobeused,etc.).Inthiscase,theRFPmayormaynotbeinwritten
4、form.Sheshouldthenevaluateeachproposalsubmittedbasedonthestatedcriteria.HowshouldJennifergoaboutmakingherdecision?Amongotherthings,informationoncostandbenefitsshouldbecollected–Costsshouldincludeone-timeandon-goingexpenses.Additionaldatasuchasspecifictasksandtimeframesisal
5、soneededWhatkindofadditionaldataorinformationshouldshecollect?Eachproposalshouldincludethecostandanticipatedbenefitsoftheproject.Ataminimum,itshouldalsoincludethetaskstobeperformed,theresourcesused,andascheduleWhatexactlyshouldJenniferrequiretheotherstosubmitinthewayofprop
6、osals??Atthispoint,itistooearlytotell.?Jennifermustevaluateeachoftheproposalsbasedontheestablishedcriteriaandthenselecttheproposalorproposalsthatprovidethegreatestbenefittothepany.WhatdoyouthinkJennifershoulddowiththe$2,000,000?Inexplainingyouranswer,addresstheconcernsandp
7、ositionsofJulie,Tyler,Jeff,andJoe.本节课主要内容与学习目的内内容目目的?针对需求建议书的决策?项目申请书的内容?定价理由?项目申请书评审过程?合同?掌握项目投标决策考虑的主要因素?掌握项目建议书的主要内容,尤其是价格估算因素?了解项目建议书评审过程?了解合同类型和主要条款的作用前置的营销战略124是否投标决策准备申请书提交能获胜的申请书3申请书内容568定价理由提交申请书及后续行动简化的项目申请书7客户评估申请书910合同类型11评估申请书的效果 1、前置的营销战略?竞争性的项目建议书——外部承包商–国家
8、政策法规规定的项目–正式的、大型的、影响企业成败的重要项目–内部无法完成,或由外部承包商承担效果好、成本低等?非竞争性项目建议书——内部组织–企业内部项目,由指定的小组或团队提出