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- C - / - M - Technology Refresh and Consolidation

The following are the steps I took to lead the internal services team and prepare theattached SOW for this project..

1. Sales Rep contacted me regarding this large project providing back ground and

details including products (hardware & software) to be purchased, overall budget,

timeframes, client and situational politics, key customer contacts andcommunicated next steps.(I was tracking this opportunity in our forecasting

system, but waited till this possible engagement reached the 80% level and sales

rep contacted me)

2. I would then call an internal meeting with the presales team consultant, identify a

project manager and solution architect for the project and solicit practice

representation (practice manager and/or senior lead) from the appropriate practices

for the SOW prep team.We then meet and white board our overall projectapproach & scope, time line, estimate high level of customer and EMC type

resources, verify the high level design from pre-sales, discuss and documentconcerns, risks and questions for the customer meeting and then check schedules

for possible customer meeting with the team. (this effort took 2 or 3 internal

meeting)

3. Request that the sales rep set up initial greet and meet with the customer sponsor

and project manager. I would attend this meeting with SOW prep project manager.

Discuss overall project expectations, confirm key project details and schedule nextmeeting with the SOW prep and customer team..

4. Update SOW prep team with what was learned via conference call and emails .

5. Conduct Customer & SOW prep team project meeting to discuss overall project

expectations and confirm key project details.

6. Start the Sow prep process:

a. Project manager builds a mid-level project plan with key deliverables thatallows estimate of hours and customer & internal staff requirements

b. Solution Architect with practices work together to prepare technical

design , specifications, assumptions, exclusions and questions/issuesc. As needed team, will ask questions of the sales rep, pre-sales and customer

team (via email, phone or face to face individual meetings).

d. I will work with the project manager to prepare project billing rates anddollar estimate.

e. Track SOW prep team progress and update my management team.

f. Lead team in resolution of any internal issues and problems

8/2/2019 Principal Steps

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g. Update sales rep and pre-sale on the progress, project plan, technical

diagram, staffing, cost estimate, issues and concerns

h. Submit cost estimate, diagram, deliverables and project plan for qualitycheck..

i. This an iterative process would require several internal team meetings, one

on one meetings, conference calls and numerous emails (took about amonth to complete this effort)

j. Obtain SOW prep team agreement on project details assumptions,

exclusions, scope, phases, design, deliverables, responsibilities and anyunanswered issues, question and/or concerns

7. Meet (Prep team proj mgr, solution architect and me) with customer project

manager and technical staff to get his agreement on project plan, timeframe, andclient staffing, technical diagram and ask & answer questions, issues and concerns.

8. Prep team Project Manager and I write the SOW and have SOW prep team finalize

project details and documents.

9. Review SOW

a. Submit cost estimate and SOW for senior consulting management

approval.b. Provide copy of SOW to sales rep and pre-sales.

10. Meet (Sales rep, SOW prep proj mgr and I) with customer to review SOW and

project details. Negotiate any changes rate, staff, timeline, deliverables, etc..

11. Make appropriate changes as necessary and resubmit for approval.

12. Second meeting (Sales rep, SOW prep proj mgr and I) with customer to review

SOW and project details.

13. Make appropriate changes as necessary and resubmit for approval

14. Submit final SOW final draft for customer approval and signature

15. When sign SOW is return with PO, counter sign, send copy to customer, book the

order..