1BathuDun Confidential, Copyright protected

February 2012

Bids & Proposals (Presales & Solutioning) Excellence

Program - BEP

BathuDunMeans “GreaterImpact “in Greek

BathuDunYour Growth Partner

Bids, Proposals & Tenders

Consulting, Learning & Assessments

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Cost on growing business affecting your bottom-line?

…we can reduce your Business Development Cycle time

Are your teams geared to Win more business?

…we can help build Tiger Teams for you

Impediments in New and Existing Business flow?

… we can help chart Bid & Win Strategies

Finding responding to Proposals tough?

…. our Consulting offerings help equip your teams

Compliance to contracts bleeds 83% …high risk?

…. we help device appropriate Contracts & SLAs

Sales-Presales coordination can’t get this close?

…. we help in tour Business Pursuit Team Strategy

Bids, Proposals & Tenders -

Consulting, Learning & Assessments

BathuDunYour Growth Partner

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Elevator Pitch

BathuDun Consulting

�Propagate Win Strategies to Business Development professionals

�Reduces Sales & Presales challenges faced on daily basis

�Equips the business development team to Win more & Sustain existing business

�Vertically focussed on Bids & Proposals (or Presales)

�Is a Consulting, Training, Certification & Assessment company

�Has Researched & analyzed global RFPs

�Consortium of Industry & Academia

�Is comprised of senior leaders from multinationals

A Lateral thinking “Business Development Partner”

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Business Development Challenges We Address

�Long Deal Pursuit cycle time (Business Development or RFP closure time)

�Worrying win ratio and sustenance ratio

�Low Synergy between Sales & Presales teams

�Relationships with new and existing customers

�Ineffective Deal Pursuit Style (Business Development style)

�Unable to craft convincing Win Strategy & Bid Strategy for every RFP

�Unable to create mutually beneficial Contracts & SLAs

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Typical Business Development Cycle and how BathuDun can intervene

Invitation for

Contract negotiation

Contract fine tuning

Time

Re

spo

nse

Act

ivit

ies

Solicitation receipt

Opportunity Identification

Acceptance

Scope ratification, Go/No-go

Solutioning

Pricing

Intermediary/Influencer Review

Contract Award

BAFO

Internal Stakeholder review

Business Value Demonstration

Evaluation

Intimation of selection

Client Visits, floor walks

Continued negotiations,

Client orals & Proposal

defense

Proposal Submission

Typical Sales Cycle

High involvement of Bid response team (Sales + Presales)

Low involvement of Bid response team

Repeat involvement of Bid response team

BathuDun, with its Consulting, Training and Coaching offerings

can intervene at any or all the 3 phases of Sales Cycle

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Our Consulting & Trainings Caters To Entire Business Development Cycle

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Our Consulting Offerings

For IT & BPO companies

�Apex level Bid Board strategy formulation & execution

�Identify, design and implement organization wide Bid process

�Organization Bid& Proposals change management

�Assess, formulate and execute Relationship Strategy

�Formulation of new contracts & review existing

�Customized Bid Management trainings and certifications

�Contracts Formulation and Review

For Start up & Emerging Enterprises

�Apex level Bid Board strategy formulation & execution

�Identify, design and implement organization wide Bid Process

�Frontend end to end Bid Response activities

�Formulate & execute Relationship Strategy

�Formulation of new contracts

�Sales & Go To Market Strategy

�Customized Bid Management trainings and certifications

Consulting Training Certification Assessments

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TrainingConsulting Certification Assessments

�Bid Leadership Program (BLP)

�Bid Management Program (BMP)

�Women Leadership in Bid Management (WLB)

�Solutioning Excellence Program (SEP)

�Sales for Presales (SFP)

�Presales for Sales (PFP)

�Customer Relationship Effectiveness (CRE)

�Leadership Development Program for Bid Managers (LDP)

�Awareness to large Contracts (ALC)

�Art of Bid Negotiations (ABN)

�Boot camp for entry level on Presales/Bid management (BCP)

�Accelerated Sales Acquaintance program for lateral hires (ASA)

Our Training Offerings

Training Packages can be custom made from individual Training Labs

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BathuDun can work with your organization in creating a virtual Bid

Management Institute, offering your empolyees the following

certifications:

�Bid Leader Certification

�Bid Strategist Certification

�Bid Manager Certification

�Solution Architect Certification

Our Certification Offerings

Certification can be custom made from our individual Training Labs

CertificationConsulting Training Assessments

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�Enterprise Decision Management Systems (EDMS) is a CXO Dashboard for

Bids & Proposals

�It is a Proposal Effectiveness Assessment Tool, a software suite to measure

the effectiveness of various deal winning strategies while responding to RFPs

�It numerically analyses the various stages of a Bid/RFP or a deal and arrives

at precision level effectiveness to indicate the direction of your proposal

effort

�At an aggregation, EDMS can compute the sum total of all the Bid/RFP or

deals indicating the total commercial value (TCV) of effective and in-effective

deals

�Can give your organization the trajectory of effectiveness over time

�Implemented as a Bayesian learning system

Our Coaching Offerings

AssessmentsConsulting Training Certification

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Understand Client's Business Development Challenges

Plan for Long Term & Short Term Strategies prioritising the challenges

Assess Business Development Styles at Team, BU, Organization level

Design & Deliver the Consulting, Coaching and Training labs

Arrive at an Continuous Improvement Plan to sustain the momentum

Closure – Reports & Individual Development Plan

Our Typical Engagement Plan

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List of Offerings

Lab Session Audience Duration ILT Real Play Classroom

Assessment

Template Case Studies

(hours)

Deal Pursuit Style (Session + Real Play) DPT 3

Overview to Presales & Lifecycle of RFP process DPT, D&A 4

Global Deal Process BL, BM, S 4

Develop Win strategy BL, BS, BM, S, D&A 3

Develop Bid strategy BL, BS, BM, S, D&A 3

Capture Planning BL, BS, BM, S, D&A 4

Mapping Evaluation Criteria BL, BS, BM, S, D&A 3

Customer Needs Analysis DPS 3

Common Errors To Avoid While Solutioning DPT 4

Crafting Winning Executive Summary DPT 4

Proposal Response Evaluation Process DPT 4

Client Orals & Proposal Defence BL, BS, BM, S, D&A 6

Demystifying Contracts BL, BS, BM, S, F, D&A 4

Art of Negotiating Contracts BL, BS, BM, S, F, D&D 4

Storyboarding Technique of Respond to Large RFPs BL, BS, BM, S, D&A 5

Competition Assessment & Positioning appropriately BL, BS, BM, S, D&A 3

Deciding Bid or No-bid BL, BS, BM, S, D&A 3

Ensuring the Effectiveness of an Organization Strategy BL, BS, BM, S, D&A 4

Define and Devise an Organization Strategy BL, BS, BM, S, D&A 4

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Voice of Our Customers

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BathuDun Consulting,+91 988-637-7889

www. Bathudun.com

THANK YOUIt is BathuDun’s desire to partner with clients in

influencing “winning new business” and

“sustaining existing business”

Our logo, our motto:

Multi-colors - We are “lateral thinkers” in your business development effort

Grey square canvas - We help you outgrow your revenues and your expectations from us

Growing Steps - We help you grow continuously