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Even if customers want the same service, such as website development, each requires a personalized solution tailored to their business needs. A business analyst is needed during pre-sales to accurate mobile phone number list accurately determine the customer's needs.
Pre-sales preparation is usually associated with a number of time and resource constraints. Access to information about the client's company is also limited. In this case, there is a risk of incorrectly identifying the customer's needs, which will lead to problems during the implementation of the contract. The task of the business analyst is to prevent such misunderstandings and identify the right strategy at the project development stage.
During pre-sales, the business analyst becomes the key contact point between the client, the sales manager, and the technical team. The specialist communicates with each party, processes and comments on data, and prepares documentation. Together with the pre-sales team, the analyst checks to what extent the client's needs correspond to the company's capabilities, combining the customer's goals and favorable conditions for the company into a single project.
Why do you need a business analyst at the pre-sale stage?
Why do you need a business analyst at the pre-sale stage?
The main goal of pre-sales preparation is to conclude a contract and turn an interested client into a customer. For this to happen, it is necessary to develop an effective and useful project for both parties. This is what a business analyst does: he finds the optimal solution that will satisfy the customer's needs and bring benefits to the company. The scope of this professional's work mainly depends on the scale of the client's company.
In any case, the specialist will have to solve the following tasks:
Review all available information about the customer's activities.
Analyze competitors’ businesses, market offers, and consider similar projects.
Conduct communications with the customer to identify his needs.
Formulate the project boundaries and describe the solution to the problem.
Estimate the workload of a business analyst.
Take part in the formation of the CP.
The main factor complicating the analyst's work is the limited time frame. When working with an unfamiliar business area, you can get confused by the abundance of information. To correctly solve the problem, it is best to start by familiarizing yourself with the data that the company already has. Most likely, work in this area is not the first time and such requests have already been processed.
Afterwards, you can search for relevant information on the Internet. When studying the customer's problems, it is better to move from general information to specific information. First, it is worth identifying the main problems of his business area, its trends. You can read reports from other agencies, analyze competitors, find formulated solutions to his needs.
Once all members of the pre-sales team have reviewed the request, it is worth organizing a brainstorming session to discuss the details and develop a suitable solution. During such a meeting, the analyst asks other participants questions aimed at solving the customer's needs.
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After the meeting, it will be easier to formulate requests to the client and determine priorities in the development of the project. Usually, 10-15 clarifying questions are enough, which will reveal unclear details. This number allows the team to get the necessary data without being too intrusive.
The optimal option is when the dialogue with the client is conducted with the participation of a business analyst, a sales manager and a representative of the technical team. In this format, each employee will be able to answer questions in their area and find out the data necessary for the formation of the project.
