rfp handling in it comapny - tcs

7/28/2019 RFP Handling in IT Comapny - TCS

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RFP Handling in an IT CompanyA case of Tata Consultancy Services

Nirav Khandedia 12030242017

Neha Patnayak 12030242016

Rajabala Gnanasamy 12030242020

Neha Chauhan 12030242018

Akhil Mohammad 12030242019


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Disclaimer

This is all fake data, nothing to do with TCS orany other IT company actually. Please dontrelate with actual.


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Questions

Select IT company of your choice and answerbelow questions in its context.

How does an IT Company receive the RFP?

How does an IT Company send the RFP?

Which are the teams involved?

Formal process generally being followed for the response.

How Go - No Go Decisions are taken?

How estimations are prepared?

How much percentage of business is based on RFP selected ITCompany?


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RFP Handling

The company selected for the study of RFPhandling process is Tata Consultancy Services(TCS).


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How company receives an RFP?

TCS receives the RFP through various channels/ways

Sales Team:

TCS has its sales office in India at Mumbai.

TCS has APAC region sales head office in Singapore

RFP monitoring tools

TCS uses various RFP monitoring tools and has dedicated team to keepeye on them. The tools are Onvia, FindRFP, FedOpps.com

RFP Database

TCS also refers to standard third party databases which holdsinformation about recent RFPs released by various companies.


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How company receives an RFP? RFP Postings on Professional Organization Sites

TCS keeps track of various professional organisational sites to knowabout the latest RFP postings.

A team at TCS is monitoring this using few automated tools as well.

Local or State Government Purchasing Sites

Google alerts: TCS subscribes to a few Google alerts on standard feeds providing

various RFP and its updates. E.g. RBI feeds


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How company responds to RFP? We have captured details on RFP response process on below points:

Which are the teams involved? Formal process generally being followed for the response.

How Go - No Go Decisions are taken?

How estimations are prepared?


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How company responds to RFP? The following different teams take part while responding to RFP.

Sales Team Sales team may bring RFP through WIN BEFORE RFP way.

RFP hunters team which keep track of RFPs through various channelsdescribed earlier.

Domain experts

Domain experts or consultants who understand the client (RFP Initiator)business and can better understand the clients business requirements.

Technical/Middleware/Infra experts & BU/Delivery heads

These experts and heads help understanding the requirements in terms ofcomplexity of implementation and efforts.


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How company responds to RFP? Legal advisors to understand legal bindings and complexity.

Legal advisors help in understanding the legal bindings and complexity of lawsapplicable to client country.

Proposal writers

Experts in writing the proposal

Market Experts

Experts who can dig out the market and identify what exactly is the customersbusiness motive behind raising RFP? Why RFP was raised? Was the samebusiness solution being provided by other vendors ? Why the vendor is beingswitched?


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How company responds to RFP? Below are the steps in RFP Response process:

Understanding the RFP and decomposing it in terms of Businessrequirements/Technical requirements/Infra requirements and LegalBindings.

Understanding the customers business or involving Domain experts whohad deep insight of customers business.

Identifying whether the client and its business is permitted to deal with,

as per TCS values and policy. Identifying if this opportunity received through RFP is worth winning?

Identifying if this opportunity received through RFP is already WON byothers before RFP Release.


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How company responds to RFP? Understanding the legal complexity of RFP, checking if TCS can take

those legal buildings as per its policy

Developing winning strategies

Understanding the proposal process

Making estimates with involvement of business, technical and infraexperts.

Pricing the offerings

Writing a proposal section


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How company responds to RFP? Answers to the below Questions are sought and evaluated to take the

GO / NO-GO decision:

What do you have to win in this contract? What is the benefit to businessin terms of Credibility improvement, Prestige improvement?

Is it a new market area being explored? How about the Financialbenefits?

Should you use specialists or consultants? How many of each? Do wehave that strength available? Can we make it available otherwise?

Is the contract worth winning? Can this new contract spoil the relationship with another existing client?

Can this new contract put a negative mark on your reputation in thebusiness world and society?


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How company responds to RFP? Below are the steps while doing estimation as part of response to

RFP:

Decide on estimation approach, identify which or which all would berequired.

Analogy-based estimation

WBS-based (bottom up) estimation

Parametric models

Size-based estimation models Group estimation

Mechanical combination

Judgmental combination


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How company responds to RFP? As part of estimation, major chunk of work is on the blow lines.

Identifying the items of work. Fixing a unit for each item of work. Calculating the quantity of work. Calculating the rate for each item of work.

The rate is the cost of resources involved per unit of work. The resources areusually: Man-hours. Overheads. Profit margin.

The overheads involve: The establishment charges. Depreciation of systems and infrastructure. Licenses, permits, taxes.

Fine tuning the final cost.


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Percent of business through RFPs TCS has around 10% of business through RFPs.


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Thank you

rfp handling in it comapny - tcs

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