# KT (Danny - MS)

Topic: Tender Process

Date: 30th Jun 22

## Glossary of Terms

- AMS - Application Maintenance Service (?)
- FA - Framework Agreement
- BQ - Budgetary Quote
- RFP - Request for Proposal
- CR - Change Request
- SR - Service Request
- Typically within an engagement, need some additional features
- Rates will be predetermined in the specific engagement
- OA - Opportunity Assessment
- Basically to see whether it is an opportunity that is aligned to CG goals
- Something like a SWOT analysis
- Internally we will look at:
- Past relationships
- Current perceptions
- Capability
- Knowledge
- Resources
- Any reference engagements
- CIS - Cloud Infrastructure Services
- CM% - Contribution Margin %
- ARDC - Average Daily Resource Cost
- COR - Charge out rate

## Tender Process

3 Stages

- BQ (est 1 - 2 mths)
- Accounts side will pingpong with them to keep the lead warm
- RFP (est 2 - 6 wks)
- Tender results release typically 3 - 4 mths after RFP response
- Account Management (ongoing)

### Types of Engagements

- Application Maintenance (AMS)
- Application Building
- Framework Agreement (FA)
- Lock certain rate for a certain manpower
- Cuts down period of time for tender. Makes it a lot faster. (Trusted)
- Typically 30+%

### How we get different opportunities

- List of tenderers that other agencies work with
- from this list, they reach out
- They know what they want to do - they need a price proximation (BQ)
- Public tender issuances
- i.e. NParks, no BQ, just direct tender for AMS
- But typically without BQ, there'll be a lot of work to do if we just jump into tender.
- Sometimes in AMS, they can insert a "build" stage in the SOW
- Word of mouth
- CG doesn't have a strong reputation in SG at the moment

### What we typically want to know

- Scope of project
- Backlog of tickets

## BQ

We try to match the BQ amount as much as possible.

Considerations:

- Timeline
- Scope

## RFP

- Long cycle
- Can typically take 3 - 4 months
- We respond accordingly to the clarification requests that come along

## Account Management

- Once tender issued, transits to account management phase

## Current Accounts

### LTA

- FA for headcount. 2 - 4 headcount secondment so far. They want to keep their core team lean.

## Venkat Scope

### Danny's tries

- Message
- Block calendar meeting
- Best way is to catch in office

### BQ

- Give pricing estimation
- Propose rough solution

### RFP

- Solutioning part of tender doc
- Propose pricing
- CV and reference profiles

## Stakeholders

### Organisations

- CG FS
- CG nonFS
- Enterprise Apps
- CG Invent
- Design works, they have their own engineers, their COR margins super high
- FROGG

### Internal

- Sharon
- Danny
- Joelyn (for headcount and project management)
- Ashish (Venkat boss)
- Venkat
- Husain Rangwala (Finance) - based in India
- Benjamin Mui (Legal)
- Devendra Moharir (Risk) - combines and assess Finance, Legal, etc. reviews with mike
- Jason Toh (Recruiting) - Hires for Venkat
- Chee Sung Hor (Sales) - LTA account
- Jeremy - BD team. Will be helping Sharon.

### External

- Victor Lim Softcheck (Subcontractor for security services VAPT)
- We markup 20% - 25%
- Stef Chai Ingram Micro (Software Licensing)
- Irene Ng Ingram Micro (Software Licensing)
- Alexis Chiah Ingram Micro (Software Licensing)
- We markup 10%