Manage Sales Processes
3.1.2 Evaluate and Prioritise Market
The Evaluate and Prioritise Market process begins with researching and identifying a list of target customers, then assessing each prospective customer’s data against a defined set of criteria that are important to BAPL e.g. annual turnover, project sizes etc . Once a target organization is qualified and confirmed, additional information is collated and the prospect/candidate record is created.
Engagement Managers and Service Managers can use the detailed business process activities to understand the expected activities in the sales processes. The processes are structured into three levels namely Level 3, 4, and 5.
Level 3 Processes
Level 4 Processes
3.1.2.1 Determine Target Organisations
Level 5 Processes
3.1.2.1.1 Monitor industry newsletter
3.1.2.1.2 Monitor BAPL followers
3.1.2.1.3 Source organisations online
3.1.2.1.4 Review recommended leads
3.1.2.1.5 Network events
3.1.2.2 Assess Target Organisations
Level 5 Processes
3.1.2.2.1 Assess general criteria
3.1.2.2.2 Assess industry specific criteria
3.1.2.3 Create Prospects
Level 5 Processes
3.1.2.3.1 View prospect LinkedIn account
3.1.2.3.2 Gather prospect contact website details
3.1.2.3.3 Create prospect account
3.1.2.3.4 Gather prospect contact details
Step 1:
Step 2:
3.1.2.3.5 Create prospect contact
3.5.3 Manage Customer Sales
The Manage Customer Sales process is focussed on working with prospective customer to introduce BAPL to them, understand their specific problems and opportunities for which BAPL is able to offer business analysis services and to finally secure one or more services with the prospective customer.
Engagement Managers, Service Managers and Strategic Leads BAs can use the detailed business process activities to understand the expected activities in the sales processes. The processes are structured into three levels namely Level 3, 4, and 5.
Engagement Managers, Service Managers and Strategic Leads BAs can use the detailed business process activities to understand the expected activities in the sales processes. The processes are structured into three levels namely Level 3, 4, and 5.
Level 3 Processes
Level 4 Processes
3.5.3.1 Introduce BAPL
Level 5 Processes
3.5.3.1.1 Select Prospect Account
3.5.3.1.2 Collect Talking Points
3.5.3.1.3 Email Introduction
3.5.3.1.4 Unsubscribe Prospect Contact
3.5.3.2 Invite Prospect Contact
Level 5 Processes
3.5.3.2.1 Prepare Invitation
3.5.3.2.2 Invite Prospect Contact
Step 1:
Step 2:
3.5.3.2.3 Complete Accepted Send Meeting Invitation Task
3.5.3.2.4 Remove Invitation
3.5.3.2.5 Create Email Task
3.5.3.2.6 Create Task in SF to Schedule a Meeting in 2-3 Months
3.5.3.2.7 Email invitation Follow Up
3.5.3.3 Meet Prospect Contact
Level 5 Processes
3.5.3.3.1 Connect Linkedin Account
3.5.3.3.2 Prepare Prospect Contact Meeting
3.5.3.3.3 Meet Prospect Contact
3.5.3.3.4 Upload Meeting Documents
3.5.3.3.5 Email Meeting Notes
3.5.3.4 Pursue Service
Level 5 Processes
3.5.3.4.1 Schedule Service Definition Meeting
Step 1:
Step 2:
3.5.3.4.2 Conduct Service Definition Meeting With SM and Prospect
3.5.3.4.3 Email Service Definition meeting notes
3.5.3.4.4 Prepare Service Confirmation Document
3.5.3.4.5 Schedule Service Confirmation Meeting
Step 1:
Step 2:
3.5.3.4.6 Conduct Service Confirmation meeting with SM and Prospect
3.5.3.4.7 Update Service Confirmation Document
3.5.3.4.8 Email Service Confirmation Meeting Notes
3.5.3.5 Complete Legal Agreement
Level 5 Processes
3.5.3.5.1 Prepare BAPL Non-Disclosure Agreement (NDA)
3.5.3.5.2 Prepare Prospect Account Non-Disclosure Agreement (NDA)
3.5.3.5.3 Prepare BAPL Consulting Agreement
3.5.3.5.4 Prepare Prospect Account Procurement Agreement
3.5.3.5.5 Prepare Master Services Agreement (MSA)
3.5.3.5.6 Create Prospect Account Folder
3.5.3.5.7 Email Certificate of Currency
3.5.3.5.8 Update Prospect Account MSA Detail
3.5.3.6 Complete Interview
Level 5 Processes
3.5.3.6.1 Schedule Interview Preparation Meeting
Step 1:
Step 2:
3.5.3.6.2 Conduct Interview Preparation Meeting with Consultant
3.5.3.6.3 Schedule Mock Interview
3.5.3.6.4 Conduct Mock Interview with Consultant
3.5.3.6.5 Perform Independent Preparation
3.5.3.6.6 Conduct Pre-interview Checks (face-to-face)
3.5.3.6.7 Conduct Pre-interview checks (virtual)
3.5.3.6.8 Attend Interview with Prospect
3.5.3.6.9 Perform Post-interview Checks
3.5.3.6.10 Interview Feedback Follow-Up With Prospect
3.5.3.6.11 Communicate Feedback to Consultant
3.5.3.7 Close Sale
Level 5 Processes
3.5.3.7.1 Record Successful Sales Outcome
3.5.3.7.2 Record Unsuccessful Sales Outcome
3.5.3.8 Complete Handover
Level 5 Processes
3.5.3.8.1 Change Customer Account Owner
3.5.3.8.2 Verify Customer Account Owner
3.5.3.8.3 Complete Transition Checklist
3.5.3.8.4 Schedule Handover Meeting
3.5.3.8.5 Conduct Handover Meeting with Service Manager
3.5.3.8.6 Finalise Handover
