Wednesday 8 December 2021

© KMD A/S
DIAS 1

Qualification of potential customers

Analysis of the Client’s Situation

 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 2

Substance of the Opportunity

_ Short description of the client’s requirements, for the

desired services
(which services, volumes, physical locations, time frames)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 3

Substance of the Opportunity

_ The customer’s reasons and motives for a quote request

(costs, quality, operative reasons)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 4

Substance of the Opportunity

_ Primary requirements
(costs, offshore, quality, internationality, resources, know-how)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 5

Substance of the Opportunity

_ Course of action, dates

(Time frame for the offer, contract start, transition, call for bids or direct awarding, analysis,
due diligence, consulting needs, etc.)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 6

Customer Relationship

_ Intensity of discussions on topic with customer

(how long have discussions been held with the customer on the topic; how and with whom did
the contact develop; which individuals/parties were involved)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 7

Customer Relationship

_ Intensity of the customer relationship

(since when, and with whom are we in contact with the customer; which topics/plans have been
discussed)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 8

Customer Relationship

_ Existing business relationships

(which contracts/services has already been provided for the customer; when did a business
relationship start; has anything noteworthy happened such as crises, successes, references,
etc.)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 9

Scope of the Customer’s Organization

_ Drivers of the project

(management, CIO, IT, departments, technical units)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 10

Scope of the Customer’s Organization

_ Impacted departments or individuals

(management, CIO, IT, departments, technical units)
 Wednesday 8 December 2021

Analysis of the Client’s Situation

© KMD A/S
DIAS 11

Scope of the Customer’s Organization

_ Stakeholders
(what parties/individuals are involved; what interests and intentions are being pursued; who is
for/against us/the project; what reservations need to be taken into consideration
 Wednesday 8 December 2021
© KMD A/S
DIAS 12

Customer/Project:
Account Manager:
Bid Manager:

Amount in DKK in months

Total order Value: Term:

Decision date: Date

Probability to win score :

Opportunity
(Based on Opportunity evaluation matrix) evaluation

Evaluation of the Probability Of Win

to from from from from
Points 200 230 245 275 320
POW 10% 20% 40% 70% 90%