Strategic Planning for Information Systems (IS 6003) Win Strategies

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Strategic Planning for Information Systems (IS
6003)Win Strategies

• 07/02/2005
• Graham Healy
• Fergal Carton

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Graham Healy

• Company Accenture
• Industry Segment Public Sector
• Group Alliance Services
• Role Government Alliance Services Lead
• Geographic Area EMEA
• Graduate BSc BIS (2000)

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Agenda

• Schering Plough Review
• Win Strategy Presentations
• Actual Win Strategy Key Points
• Strategy / Feedback

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Schering Plough Review

• Feedback from previous session

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Agenda

• Schering Plough Review
• Win Strategy Presentations
• Actual Win Strategy Key Points
• Strategy / Feedback

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Win Strategy Presentations

• 9 Presentations
• 5 to 6 minutes per presentation
• Key Elevator Pitch Points
• What are you proposing (solution)?
• How can this be differentiated from other
  offerings?
• What are your key messages?

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Agenda

• Schering Plough Review
• Win Strategy Presentations
• Actual Win Strategy Key Points
• Strategy / Feedback

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Actual Win Strategy Key Points

• Client Background
• Tender Background
• Tender Process
• Issue Identified
• RFI
• RFT
• BAFO
• Contract Award

1. Upgrade
2. 1 Dedicated Managed Services
3. 1 Consolidated Managed Services
4. 2 HR Shared Services
5. 3 HR Shared Services
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Actual Win Strategy Key Points

• Overview
• Client, Opportunity, Value, Personnel, Key Dates,
  Elevator Pitch
• Opportunity, Vision Budget
• Investment Objectives
• Issues Expectations
• Evaluation Model
• Competitive Assessment
• Power Map
• Differentiators Potential Weaknesses
• Key Messages / Proposed Solution / Proposed Deal
  Shape
• Risk Mitigation Measures (Contract, Delivery,
  Environment etc.)
• IWIK
• Yellow Flags
• The Decision Process
• Action Plan Summary

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Actual Win Strategy Key Points

• Result
• Points Noted
• Scenarios
• Evaluation Criteria
• Key Sponsors
• Stakeholder Input
• Future Vision
• Watch This Space!

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Agenda

• Schering Plough Review
• Win Strategy Presentations
• Actual Win Strategy Key Points
• Strategy / Feedback

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Strategy/Feedback

• Strategy
• A long-term action plan for achieving a goal
• The objective of winning the war as opposed to
  the winning of a particular battle ? Strategy Vs
  Tactics
• Addresses a crucial concern positioning the
  organisation to face an increasingly uncertain
  future
• Value Creation

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Strategy/Feedback

• Formulating a Tender Response
• Examine internal and external influences e.g.
  SWOT Analysis
• Gather the required knowledge capital e.g. people
  and information
• Collate the key requirements
• Develop the necessary templates
• Identify the value creators and a win strategy
• Effectively manage the process
• Post Mortems

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Strategy/Feedback

• Presenting a Tender Response
• Consistent Template
• Compulsory Response Materials e.g. legal
  documentation, schedules etc.
• Management Summary
• Proposed Approach Implementation
• Delivery Support
• Schedule of Costs Timelines
• Credentials References
• Walkthrough Pack

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Strategy/Feedback

• Questions Answers
• A question to leave you with
• What are the possible difficulties for the Irish
  Governments future IT Strategy, Implementation
  and Delivery?