This document outlines a course on business development in the IT industry. It discusses the key steps in the business development process, including identifying potential clients and their needs, proposing solutions, resolving issues, and closing deals. Identifying and developing needs is challenging as they may not be clear and standard products often require customization. Most organizations use a request for proposal process to present solutions. The course objectives are to provide an understanding of managing the business development process in software service companies. The methodology includes case studies, exercises, discussions and a group project. Evaluation is based on cases, presentations, assignments and exams.
This document outlines a course on business development in the IT industry. It discusses the key steps in the business development process, including identifying potential clients and their needs, proposing solutions, resolving issues, and closing deals. Identifying and developing needs is challenging as they may not be clear and standard products often require customization. Most organizations use a request for proposal process to present solutions. The course objectives are to provide an understanding of managing the business development process in software service companies. The methodology includes case studies, exercises, discussions and a group project. Evaluation is based on cases, presentations, assignments and exams.
This document outlines a course on business development in the IT industry. It discusses the key steps in the business development process, including identifying potential clients and their needs, proposing solutions, resolving issues, and closing deals. Identifying and developing needs is challenging as they may not be clear and standard products often require customization. Most organizations use a request for proposal process to present solutions. The course objectives are to provide an understanding of managing the business development process in software service companies. The methodology includes case studies, exercises, discussions and a group project. Evaluation is based on cases, presentations, assignments and exams.
This document outlines a course on business development in the IT industry. It discusses the key steps in the business development process, including identifying potential clients and their needs, proposing solutions, resolving issues, and closing deals. Identifying and developing needs is challenging as they may not be clear and standard products often require customization. Most organizations use a request for proposal process to present solutions. The course objectives are to provide an understanding of managing the business development process in software service companies. The methodology includes case studies, exercises, discussions and a group project. Evaluation is based on cases, presentations, assignments and exams.
Business Development in te IT In!ustry Prof Sangeeta S Bhardwaj Prof. Dhruva Nath Management Development Institute Gurgaon 122 1 1. Ba!"ground # The process of Business Development involves the following broad steps : a) Identifying a potential client, or prospect b) Identifying the clients needs, or even creating needs c) Proposing a possible solution in response to these needs d) esolving any issues that may come up e) !losing the deal and obtaining the order Identifying or developing needs is a critical issue in the area of Business Development, and it starts early on " at the prospecting stage# In many cases, it would also include helping the client to identify or at least clear up his own thin$ing# In the field of Information %ystems, identifying needs is a comple& process for several reasons# 'irst of all, needs are often not $nown, or at least not $nown clearly# (ften the identified need has no significant lin$ with the Business )oals or %trategies of the company# %econdly, there is no standard off*the*shelf product that can satisfy the need# +ven if an off*the*shelf product were to be used, it would have to be part of a customi,ed solution# -nd finally, the need as perceived by the IT Department of a company, is often limited in scope, since the IT Department is usually not involved in %trategic Decision ma$ing# !onse.uently, many software firms employ the !onsulting approach to identifying and crystalli,ing needs# In the /Propose %olution0 phase, most organi,ations use the 'P or e.uest for Proposal oute, based on which the service provider ma$es his presentation and proposal# !ritical issues here include the stage at which the service provider needs to get involved, whether to ta$e the product route or the service route, and the appropriate pricing models# In the /!lose0 phase, contracts and IP become ma1or issues, which therefore form the third component of this course# 2e also ta$e a loo$ at the process of managing Business Development, which includes pipeline management, metrics and measures# 'inally, we ta$e some instances of people and political issues in the Business Development process# 2. $ourse %&je!tives # To give 3anagement students an understanding of : The Business Development Process in %oftware %ervice companies# Issues in 3anaging this BD Process '. Methodolog( # !ase %tudies +&ercises Discussions )roup Pro1ect ). *valuation # !ases, Presentations, -ssignments, Pro1ects * 456 7ui,,es * 456 3id Term +&am * 856 +nd term +&am * 856 +. ,eferen!es # Te&t Boo$ : IT %ervices Business 3anagement : !oncepts, Processes, and Practices, by % % Dubey, Prentice 9all of India The %PI: %elling 'ieldboo$, by :eil a$ham, Tata 3c)raw 9ill !ases and :otes to be provided -. $ourse %utline .tentative/ # No. of sess. 0opi! Su& 0opi! 1ead 2a! ,eferen!es 3 $ases 8 Intro The Buying and %elling Process Developing :eeds ++D ; (DP+! Identifying :eeds !hannelising Promotional 3aterial D: !ases < Developing a !ampaign !reating promotional material %%B -ndura 4 The !onsulting -pproach Involving %enior 3anagement The !onsulting -pproach D: -I! < Problems ; (pportunities with Development Influencers 3ultiple ; !onflicting re.uirements D: !ase : !itiban$ " 3ulti* location < Proposing a %olution The 'P ; 'I The Proposal D: -I! 4 Developing a !ustomer %trategy Developing a !ustomer %trategy %%B %iebel %ystems and !omerge nt < Proposing a %olution Pricing=product and software services %%B :uway ; Trilogy -I! < Proposing a %olution and 3anaging conflicts ole of Business Development Team and %olution Delivery team %%B %oft %ervice Inc case, < People ; Politics in Bus Devp D: %urvey of India 2heels India 33T! -I! 8 3anaging the Bus Devp Process eporting and Pipeline 3anagement 3etrics and 3easurements %%B > D : Pipeline !ase, !omergent Tech#, !learion %oftware, !ross %elling or !ross Purposes, !entra ? )uest %essions )uest ' a c