BCSBid Control SheetWord文档格式.docx
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BCSBid Control SheetWord文档格式.docx
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Time&
Materials
SignatorySection(MUSTattachrelevantDocumentation(SeeGuidelines))
Name
Stage3
Date
Stage6
Date
Stage7
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
LegalDept.(*)
RegionalCFO
PeterBertrand
ForBids€10Mandabove
Stage5
CDCParis
*Ifrequired(SeeSignatoriessectioninGuidelines)
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
Due
Done
3
1.OpportunityAssessment
2.Stage3ExitChecklistcompleted.
3.BidControlSheetraisedcompleted.
5
4.BidControlSheetUpdates
5.ProposalTeamformed
6.SolutionReviewcompleted
7.Stage5ExitChecklistcompleted
6
8.PursuitRiskReview
9.ProposalandCost/PriceModelcompleted
10.ProposalReview(s)completedandapprovalsobtained
11.Proposalpresentedtoclient
12.Stage6ExitChecklistcompleted
7
13.Contractwritten
14.Contractreviewcompleted
15.Contractsigned
16.Stage7ExitChecklistcompleted
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
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
Whereinternalsalesexist(ieCapgeminiAustraliaandCapgeminiJapan)select“Yes”,otherwiseifsalesexistsolelyinonecountryselect"
No"
.AninternalsalemayconsistofCapgeminiAustraliaallocatingresourcestoanengagementwoninJapan.
Signatories
Reviewers
Stage
Required
ToapprovetheopeningofapursuitcodeandtoensuretheopportunityisalignedwiththeBusinessAccountModel
ToensurethattheproposaladdsvaluetotheClient
Stages6&
7
ToensurethattheproposalmeetstheCapgeminiDELIVERconstraintsandBestPractices
Toensurethattheproposalissomethingthattheprojectmanageriscomfortableincommittingtodeliver.
BUCEO,BUSalesandDeliveryHeads(ordesignatedauthority)
1.Toconfirmthattheproposalmeetsthevariousconstraintswithinthebidandthatisasatisfactorysolution.
2.Toconfirmthattheyarepreparedtodeliverthissolutionandthattherequiredresourcescanbemadeavailable.
3.ToconfirmthatitmeetstheappropriatecompanystandardsandthatQualityhasbeenaddressedwithinthesolution,includingestimateswhereappropriate.Thisimpliesconfidenceintheestimatesandpriceproduced.
4.ThedesignatedauthoritieslistcanbefoundontheAsiaPacificIntranetunderSales&
DeliverywithintheDELIVERTB/TS/TDPage.
5.Foropportunitiesbelowthethresholdsdefinedinsection“SignatoriesRequired”oftheseGuidelines,theBU’ssignatoryprocessapplies
LegalDept.
TohavealegalviewontheTerms&
ConditionsthattheclientproposedinthetenderdocumentandanydeparturesfromCapgemini’sstandardT&
Cs.
Toensuresensiblecontractsarenegotiatedwhichmaximiserevenues/profitsandmeetclient’sexpectations.
CFO
ToensurethatpaymentandtaximplicationsareunderstoodandacceptabletoCapgeminiinsituationwherepaymenttermsandtaximplicationsarenon-standard.
RiskAdvisorandManager
ToreviewtheproposalfromariskperspectiveandtoensurethattheBidteamhasdefinedtherisksandmitigationstrategies.
*RiskAdvisoronlyrequiredifprojectvalueexceeds€200kEuros
RegionalDRB
Onlyrequiredwhenthebidexceedsthethresholdsdefinedinthesection“SignatoriesRequired”oftheseGuidelines
AnticipatedSellingCost
Theestimatedcostofsalesshouldbecompletedintheboxatthebottomofthepage.Thisshouldincludethetimeforallpre-salesstaff,expensesandthirdpartycosts.CurrencyandExchangeRatesshouldalsobeincluded.
Stage3–OpportunityAssessmentandQualification
OpportunityReview/ManagementBuy-In
ToensurethattheAccountManagerisinformedoftheopportunityandapprovestheopeningofapursuitcode.
BidControlSheet
AtthisstagetheBCSshouldberaisedandsignedbytheAccountManager.
TheOpportunityAssessmentFormmusttobeattachedifrequestedbysignatories
ThefirstthreeentriesprovideanoverviewoftheBid.ItshouldbefilledpriortotheGo/NoGodecisionatStageThree,andupdatedwithcommentsmadebythereviewers(foreachstage)whenappropriate.Thepurposeofthisdocumentistoprovidereviewerswithabriefoverviewoftheopportunitypriortothereviewdecision/meeting.Theentriesonthissheetsummarisemajorcommentsorqualifications.Itcanalsobeusedforreferencetotheparticulardocumentsonwhichtheapprovalwasbased.
Itisnotnecessarytohaveaformalmeetingforallbids.
Stage4–RelationshipBuilding
ToensurethatallrelevantpartiesareinformedandtoensurethatthemanagementofCapgeminisupportsanybidthatwillrequiresignificantsalessupporteffortorcost.
Toensurethattheaddedvaluesthewould-beprojectwillbringtotheclientareidentified.
Stage5–FinalisingSolution
SolutionReview
Confirmthatwehaveafeasiblesolutionfortherequirements.Buildthearchitecture(s)
Stage6-Proposing
General
Thereviewoftherisks,proposalandCost/PriceModelcanbeundertakenconcurrentlywiththerelevantsignatoriessigningoffforallthreecomponents,andtoensurethattheproposedDeliveryHeadhascommittedtothesolution.
PursuitRiskReview
ToconfirmthataformalRiskReviewhasbeencompletedandthatasatisfactoryriskmitigationstrategyisinplace.
TheRiskManagerandRiskAdvisorwillconfirmthecomplianceoftheRiskReviewprocessthroughthemonthlyRiskReportcompiledatGrouplevel.
ProposalReview
Toensurethatallpartiesarecommittedtothesaleanddeliveryoftheproposedsolution.
Stage7–FormalisingTheAgreement
ContractReview(IncludingCommercial&
PricingReview)
Beforeacontractcanbeagreedwithaclientallrelevantpartiesmustsatisfythemselvesthattheyunderstandandacceptthetermsofthecontractandwillmanageit.
Priceandcommercialtermsarerelatedandanychangeinoneislikelytoleadtoarevisionoftheother.
Legal\BusinessRiskManager
Sign-offbytheLegalManagerisrequiredinthefollowingcircumstances:
∙Client-suppliedcontracts
∙Amen
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- 关 键 词:
- BCSBid Control Sheet
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