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1、Chapter2NeedsIdentification2LearningObjectivesReviewtheprojectlifecycleidentifyingneedsproposingasolutionperformingtheprojectterminatingtheprojectFocusonneedsidentificationIdentifyneedsandselectprojectsDevelopRFPsTheproposalsolicitationprocess此階段始于識(shí)別需求、問(wèn)題和機(jī)會(huì),終于《需求建議書(shū)》或《招標(biāo)書(shū)》的發(fā)布這個(gè)階段的主要任務(wù)是確認(rèn)需求,分析投資收益
2、比,研究項(xiàng)目的可行性,分析廠商所應(yīng)具備的條件。這個(gè)階段盡管可以由客戶單獨(dú)完成,但如果廠商介入則非常有利:一方面可了解客戶真正需要什么;另一方面早期的交流可建立良好客戶關(guān)系,為后續(xù)的投標(biāo)和合同奠定基礎(chǔ)。3RealWorldExampleVignette:VerizonInformationServicesNeededanadagencytohandletheestimated$30millionto$50millionYellowPagesbusinessTheydevelopedanRFPandissueditto15selectcompanies.Proposalswereduebackw
3、ithinamonth.Theywerelookingforsomeonewhocouldtakethebrandtothenextlevel.ThewinningbidderisexpectedtouseTV,radio,print,directmarketing,interactive,andethnicmarketing.4RealWorldExampleVignette:TheNationalSecurityAgencyThesuper-secretcommunicationsintelligencearmofDODrecentlyannouncedplanstoopenitsdoo
4、rstoindustrywithaRequestforProposal.TheRFPisforacontracttooutsourcethemajorityofitsnon-mission-criticalITinfrastructure.Majorfunctionsinclude:PCinstallationandmaintenance,e-mailservices,andhelpdesks.The10-year,$5billioninitiativeiscalledProjectGroundbreaker.需求是項(xiàng)目產(chǎn)生的根本前提需求主要來(lái)源于:市場(chǎng)變化競(jìng)爭(zhēng)需求技術(shù)變化管理中存在的問(wèn)題客
5、戶有了某種初步的項(xiàng)目需求以后,還需要進(jìn)一步搜集有關(guān)問(wèn)題的大量資料,研究和分析自身資源狀況和條件,全面考慮項(xiàng)目的經(jīng)濟(jì)效益、社會(huì)效益、項(xiàng)目目標(biāo)、組織目前的狀況和資源獲取能力,從而確定最終需求5IdentifyingNeeds,Problems,orOpportunities案例討論假如您感到居住多年的房屋已顯得陳舊,希望將房屋重新裝修一番,當(dāng)裝修公司詢問(wèn)您需要什么樣的布局、風(fēng)格時(shí),以及你打算如何裝修時(shí),您如何描述需求呢?—需求的描述:“你看著辦吧,只要好就行。”結(jié)果會(huì)如何呢?RequestforProposal需求建議書(shū)RFP(RequestforProposal)就是從客戶的角度出發(fā),全面、詳
6、細(xì)地向承約商陳述、表達(dá)為了滿足其已識(shí)別的需求應(yīng)作哪些準(zhǔn)備工作。也就是說(shuō),需求建議書(shū)是客戶向承約商發(fā)出的用來(lái)說(shuō)明如何滿足其已識(shí)別需求的建議書(shū)?!枨蠼ㄗh書(shū)是識(shí)別需求的基本描述,那么需求建議書(shū)如何描述呢?6PreparingaRequestforProposalState,comprehensivelyandindetail,whatisrequired,fromthecustomer’spointofviewEnablecontractorsoraprojectteamtounderstandwhatthecustomerexpectssothattheycanprepareathoroug
7、hproposalTheneedmaybecommunicatedinformally—andsometimesonlyorallyRFPContents工作陳述(statementofwork,SOW)例:房屋裝修要說(shuō)明是對(duì)舊房子裝修,風(fēng)格及樣式,裝修的范圍顧客要求(customerrequirements)成本、進(jìn)度物理參數(shù)、操作參數(shù),如蓋房要求可能包括總計(jì)5000平方米的面積,8間臥式,2間浴室,一間雙