Win&Loss Analysis

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Our client’s WinLoss Programme Qualitative Survey

Opportunity with: Global Retail Company

Prepared for: Our client

CONFIDENTIAL

Table of Contents

1. 2. 3. 4. 5. 6. 7.

Project Data ........................................................................................................ 2 Management Summary ....................................................................................... 3 Background and Business Case ......................................................................... 6 Buying Centre ..................................................................................................... 8 Process and Timelines ........................................................................................ 9 Selection Criteria............................................................................................... 11 Summary and Risk Assessment ....................................................................... 14

Sample Report - Win

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Project Data

Company name Country Company number Project / Transaction no. Activity ID Industry Classification Customer status Solution evaluated Volume

Global Retailing Company Nordic Country No. from client database Project No. from client database Code from from client database According to cleint Prospect One of our client’s solution USD 250k plus opportunity

Deal Result Main competitors Type of interview Respondent Interview date

Win Competitor 1, Competitor 2, Competitor 3 Qualitative phone interview (, 45 mins length) xxx, Global e-HR Manager June 2011

Sample Report - Win

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2.

Management Summary

The client is one of the very large Global Retailing Company with an annual turnover in the two digit billion range. (In a real situation, we would provide more details) In the last years the Global Retailing Company realised that its existing IT landscape was fragmented. Different HR and payroll systems were in use all over the world. For example, the Global Retailing Company was using our client’s system in Germany, Competitor 2’s in the UK as well as several systems from local vendors in other countries. Thus, the Global Retailing Company had to deal with a huge number of interfaces causing inefficiencies due to manual import of data.

The need for a new HR solution arose in 2007. At that time, several international branches of the Global Retailing Company were about to acquire new HR systems which triggered an initiative to introduce a standardised, global system. A Project Team, consisting of HR, IT and Finance, identified requirements for the solution by evaluating the functionality that was required for the change.

Four vendors were short-listed: our client, Competitor 1, Competitor 2 and local Competitor 3. The main selection criteria were functionality, global coverage and costs. As the Project Team planned to rent the system, the Global Retailing Company will only have indirect contact with our client’s system via their hosting partner. Thus, cost issues were not part of the evaluation of the systems themselves. Instead, the Global Retailing Company realised during the process that it also wanted to have an integrated, global payroll system. As our client offered the best payroll functionality of all global vendors, it was chosen. In addition to that, good experiences with the existing system of our client at the German branch of the Global Retailing Company also had a positive influence on the decision.

Sample Report - Win

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Key Criteria:  

Payroll functionality Our client’s existing implementation in Germany

Decision Makers: In 2003 a Project Team, consisting of management staff from HR, IT and Finance was formed. The e-HR Manager, who was the first to recognise the opportunity to implement a new global software solution, was the driver of the process and the chairman of the Project Team. The Project Team conducted...
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