Microsoft Dynamics 365 Business Central Solution Proposal .
Microsoft Dynamics 365Business CentralSolution ProposalGuideJune 2018
Table of ContentsEliminate the No Decision! .1Solution Proposal Structure .1Executive Summary .2Business & Project Drivers .2Key Operational Challenges .4Solution Recommendation .6Business Case .9Project Costs . 10Acceptance . 10About Us . 11Final Thoughts . 12Dynamics 365 Business Central Solution Proposal Guide June 2018
Eliminate the No Decision!It is crucial to maintain opportunity ‘momentum’ after delivering your proposal presentation. WhenBusiness Decision Makers (BDMs) see the connection between their business challenges and a lowrisk solution, especially one designed for their industry, they tend to move quickly. The solutionproposal provides additional ‘comfort’, ensuring your prospect moves forward with both the projectand your offer.Send your solution proposal to the prospect BDM and Project Lead (PL) shortly after delivering yourproposal presentation. It provides a greater level of detail than can be communicated during a 60minute proposal presentation. Your solution proposal further confirms that you and your organizationclearly understand your prospect’s industry, business challenges, and project drivers.Solution Proposal StructureMuch like the proposal presentation, the solution proposal is designed to guide the reader from onecontent block to the next in a logical manner, ultimately landing on the ‘acceptance’ page.ExecutiveSummaryProject BusinessDriversSolutionRecommendationDynamics 365 Business Central Solution Proposal Guide June 2018ImplementationApproachBusiness CaseProject CostsAbout Us.Page 1
Executive SummaryThe content and structure of the executive summary often dictates how much of the solution proposalis read, especially by busy executives. The executive summary must capture the essence of thechallenges driving the project, and the negative implications of doing nothing. It should also highlightthe economic benefits of moving forward with project funding. You must effectively condense theentire project into a single page, and arrange the content in the following order: summary of the project objectivesexamples of the prospect’s current business challenges and their impact on key operatingmetricsmeasurable and defendable project benefitssolution recommendation, timeline, and costsyour organization’s industry credentialsThe purpose of the executive summary is to remind your prospect of their business pain. Comparetheir existing metrics to published industry averages. Quantify the economic and risk implications ofdoing nothing (no decision). Most importantly, end with the anticipated business benefits (revenue,profit, risk reduction, and control).Business & Project DriversOrganize your prospect’s primary business and project drivers into four categories: (a) those thatsupport revenue growth, (b) those that improve profitability, (c) those that reduce business risk, and(d) those that increase executive control.The strength of this section will depend upon the quality of information you collect through thediscovery process, and your understanding of your prospect’s industry.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 2
Manufacturing example:Business & Project DriversGrow Revenue:Improve Profitability:Improve capacity utilization.Increase inventory turns.Expand market reach (domestic and int’l).Improve fill rate.Extend existing capabilities and services to drivedifferentiation.Improve yield.Increase bid win-rate.Reduce labor costs.Reduce shipping/logistics costsReduce Risk:Increase Control:Improve OTD compliance.Improve accuracy and availability ofmanagement reporting.Mitigate risk of additional regulations forwastewater treatment and OH&S.Mitigate risk of increasing margin pressure fromoffshore competitors.Improve quality.Dynamics 365 Business Central Solution Proposal Guide June 2018Improve supplier monitoring (quality anddelivery).Reduce DSO.Increase DWC.Page 3
Key Operational ChallengesIdentify your prospect’s most significant operational challenges, and the measurable impact they haveon business performance. Organize the operational challenges into industry Value Chain steps, so thereader is sequentially moved through their business processes, department by department. Tohighlight the severity of the operational challenges, and to prioritize these challenges, impact datamust be collected throughout the sales cycle.Value ChainStepOperational ChallengeBusiness ImpactProjectEstimate/QuoteManual estimating process.Low bid win-rate.Excessive time spent tracking down printedcopies of production reports, reviewingspreadsheets containing prior estimates, andmeeting with production staff to discussmaterials and labor consumption for similarprojects.[CUSTOMER] ‘no-bid’ 3,000,00 of ‘winnable’projects in 2014 due tosales/estimating team’sinability to meet RFPresponse timelines.Inability to provide customized products andprototyping at a competitive price/cost.YoY customer churnincreased 6%.Bar-coding errors at receiving dock.Stock-out of raw goods in 15% of production runs.Procurement &LogisticsInaccurate inventory.Inaccurate production costing.Inaccurate collection of shop-floor consumptiondata.Operations schedulingweekend (overtime) shifts tomeet OTD commitments.Excess capacity beingreserved to compensate forincreasing stock-outs.Freight as % of revenueincreasing due toexpediting.ManufacturingInefficient (Excel) production planning &scheduling.Gross margin declined 3%due to productionOperations scheduling weekend (overtime) shifts inefficiencies.to meet OTD commitments.Order fulfillment rateManual collection of raw materials consumption. dropped to 87%.Backward infinite scheduling results in novisibility into production bottlenecks.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 4
Value ChainStepOperational ChallengeBusiness ImpactMarketing Sales& DistributionSales order changes not automatically flushedthrough to the supply chain partners.YoY customer churnincreased 6%.Service &WarrantyNo centralized system for tracking warranties(manual).Lengthy process to confirmwarranty claims.Manual quality monitoring documentationprocess.Increasing replacement ofout-of-warranty productsdue to missing or bad data.Product recalls are 5% ofinvoiced value.ManagementReportingLimited visibility into capacity availability.Capacity utilization at 87%.No visibility into individual product and projectmargin contribution.Senior management makesforecasting, procurementand scheduling errors dueto poor data quality.Limited regulatory compliance documentation.Manual OH&S training certification monitoringand enforcement.Disparate systems (AS400, spreadsheets, 3rdparty logistics, etc.) undermine data integrityand availability.Dynamics 365 Business Central Solution Proposal Guide June 2018Incurred 50,000 OH&Scompliance violation fine.Inaccurate invoicesconsistently disputed bycustomers - DSO currentlyat 74 days.Page 5
Solution RecommendationProvide a brief overview of the primary CAPABILITIES (not modules, features, or functions) yourprospect requires to address the operational challenges described above. Provide as much content asrequired to communicate a clear understanding of the prospect’s issues. Use business language, andreference industry business processes as often as possible. Your prospect has already reviewed yoursolution and acknowledged it satisfies their project requirements. Less is more. Keep the descriptionsprecise and business-friendly.Core CapabilityImpactFinancialManagementMake Better Decisions by connecting data across accounting, sales, purchasing,inventory, and customer interactions to produce an end-to-end view of theoverall business.Accelerate Financial Close by streamlining accounts receivables/payables, andautomatically reconciling accounts.Improve Forecast Accuracy by modeling and analyzing data across alldimensions of the business.Supply ChainAutomationOptimize Inventory Levels by intelligently predicting when and what toreplenish.Reduce Stock-Out by automatically calculating stock levels, lead times and reorder points.Improve Profitability by leveraging vendor discounts to avoid overduepenalties, and configuring workflow to prevent fraudulent purchases.OperationalOptimizationImprove the Forecast to Fulfillment Cycle by marrying sales forecasts andinventory data to automatically generate production plans and purchaseorders.Improve Warehouse Efficiency by arranging bins based on warehouse layoutand storage unit dimensions.Improve Capacity Utilization by calculating and optimizing manufacturingcapacity and resources to improve production schedules.Visual Scheduling- (Partner IP/ISV)Improve Operational Agility by quickly reacting to all unplanned incidents onthe shop floor.EstimatingWorkbench(Partner IP)Increase Bid Win-Rates by centralizing all engineering drawings and applyingworkflow approval processes to all new estimates, change orders, and RFPresponses.ManufacturingInsight Manager(Partner IP)Access Real-Time Production, Profitability and Sales Information, as well asother key operating and performance reports, from any device, anywhere, atany time.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 6
Our Implementation ApproachVisually communicate your implementationapproach, timeline, and key prospect activities.Prospects choosing industry-specific applicationsunderstand they will need to adjust some of theirbusiness processes to conform with the bestpractices embedded in your solution. Therefore, itis critical your implementation approachcommunicates a ‘simple’ message. Use charts,chevrons, or images to describe your rapid oraccelerated deployment onSolutionConfigurationDynamics 365 Business Central Solution Proposal Guide June tionMeetingsPage 7
ActivityAudienceBusiness ProcessAlignmentBusiness sponsor,September 1, 2018controller, supply chainmanager, operationsmanager, salesmanagerProject manager,functional leadsDefine ReportsBusiness sponsor,CEO, CFO, VPManufacturing, VPSupply ChainOctober 1, 2018Reporting/BI leadConfigure SolutionFunctionalityBusiness processownersSeptember 14, 2018Project manager,functional leadsData Migrations,Conversions,IntegrationsVP IT, business processleadsOctober 7, 2018Technical leadPre-Go Live: QA, UAT,WalkthroughSuper user teamNovember 1, 2018MFG training leaderUser Orientation(Go-Live)Full staffNovember 15, 2018kickoffOnline videos, selfserve documentation,Partner project leadPost Go-Live: SupportProject managerNovember 15, 2018Manufacturing supportleadOptimizationBusiness sponsorQuarterlyOptimization leadDynamics 365 Business Central Solution Proposal Guide June 2018DatePartner ResourcesPage 8
Business CaseSummarize the project’s anticipated economic benefits. Only include benefits your prospect’s projectteam, and ideally the BDM, have acknowledged are achievable. This confirmation typically takes placeduring the proposal presentation.Include benefits with hard measures (revenue, operating margin, inventory turns, DSO) that could beincluded in a business case. Include those that materially impact organizational performance (monthend close acceleration, OTD compliance). Craft a single benefit statement summarizing themeasurable business impacts (revenue, cost savings, DWC), and insert it at the end of the businesscase table. If few (or no) benefits have been identified, this section should be removed from thesolution proposal.Key MetricCurrentTargetEconomic ImpactInventory turns6.510 450,000 workingcapital increaseUnscheduled overtime 390,000 195,000 195,000 costreductionExpedited shipping 176,000 88,000 88,000 cost reductionOTD penalties – 50%reduction of 275K 275,000 137,500 137,500 penaltyreductionCapacity utilization87%93% 7.4M (revenue)Bid win-rate10%20% 2.5M (revenue)DSO74 days60 days 260,000 workingcapital increaseMonth-end close8 days4 days50% improvementCombined, the above represents 9.9M in additional revenue, 420,500 in reduced operating costs,and a 710,000 working capital improvement.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 9
Project CostsSummarize the licensing and project costs. Pricing should be displayed as simply as possible. Separatethe up-front project fees from the ongoing subscription fees.Proposal ElementEmployeesOne-Time FeeMicrosoft Dynamics 365 Business CentralPremium for Manufacturing30 3,000Microsoft Dynamics 365 Business CentralTeam Members (read, approve,reporting, self-serve)50 400Microsoft Power BI (executives &management)Partner IP Manufacturing InsightManager, Visual Scheduler, andEstimating WorkbenchRapidStart for ManufacturingImplementation 35030 450 50,000Partner Optimization Services & SupportTotalMonthlySubscription 800 50,000 5,000*Based on three-year termAcceptanceProvide a simple acceptance page that enables the BDM to a commit to your proposal immediately.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 10
About UsProvide additional evidence that further establishes your organization as an industry ‘expert’. Includerelevant references to similar clients, strategic project team qualifications, industry awards, andtechnology certifications.Many prospects will circulate a short-list of proposals to external board members, advisors, oraccountants who often influence the final selection criteria. It is important to crisply summarize andcredential your organization in case your solution proposal is distributed to a broader stakeholdergroup.Sample credentialing summary:[PARTNER] is a leading provider of business applications and communications solutions to themanufacturing industry.[PARTNER] currently services and supports an ever-growing number of clients since its founding in[FOUNDING YEAR]. In a relatively short period of time, [PARTNER] has become the go-to MicrosoftDynamics and Office 365 firm for [DESCRIPTION OF SERVICES].What's more, [PARTNER] has completed [NUMERICAL VALUE] successful and comparable projects.Benefits of selecting [PARTNER] for this IT project include: Microsoft certified & trained PartnerCost-effective Cloud & mobile-ready solutionsExtraordinary track record of improving client workflow and efficienciesDeep domain knowledge and expertise in [DESCRIPTION OF DOMAIN]Talented team with strong referencesDynamics 365 Business Central Solution Proposal Guide June 2018Page 11
Final ThoughtsYour solution proposal will only influence a BDM if it lays out a compelling business narrative, supportedby impact metrics collected during the prospect engagement cycle. For clarity, solution proposals donot win deals. However, they help prospects ‘confirm’ their decision to move forward with you.Understanding what is required to craft a compelling solution proposal should shape and guide all yourprospect conversations and communications. The Alignment Email, Demonstration Plan, and ProposalPresentation are used to consolidate and validate the information you need to create a compelling andconvincing final argument; this is crystalized in your solution proposal.This document is for informational purposes only. The opinions and views expressed in this documentare those of Neural Impact Inc., and do not necessarily state or reflect those of Microsoft.MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATIONIN THIS DOCUMENT.Dynamics 365 Business Central Solution Proposal Guide June 2018Page 12
Dynamics 365 Business Central Partner Financial Opportunity Guide April 2018Page 1
Microsoft Dynamics 365 Business Central Premium for Manufacturing 30 3,000 Microsoft Dynamics 365 Business Central Team Members (read, approve, reporting, self-serve) 50 400 Microsoft Power BI (executives & management) 350 Partner IP Manufacturing Insight Manager, Visual Scheduler, and .
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This guide is designed to improve your understanding of how to license Microsoft Dynamics 365, Business edition. This document does not apply to Dynamics 365, Enterprise edition, Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics SL, Microsoft Dynamics AX 2012, or Microsoft Dynamics CRM 2016 or any other prior version.
Microsoft Dynamics 365 for Operations on-premises, Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics SL, Microsoft Dynamics AX 2012 or prior versions, or Microsoft Dynamics CRM 2016 or prior versions. This guide is not intended to influence the choice of Microsoft Dynamics products and services or provide technical specification.
Microsoft Dynamics 365 for Operations on-premises, Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics SL, Microsoft Dynamics AX 2012 or prior versions, or Microsoft Dynamics CRM 2016 or prior versions. This guide is not intended to influence the choice of Microsoft Dynamics products and services or provide technical specification.
Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics AX, Microsoft Dynamics 365 for Operations on-premises, Enterprise edition, Microsoft Dynamics SL. This guide is not intended to influence the choice of Microsoft Dynamics products and services. The examples presented in this guide are illustrative.
Business edition) fits the needs of midsize businesses with core business needs. It helps organizations connect their financials, sales, purchase, inventory, projects, service, and operations. With Dynamics 365 Business Central, you must license at least one of Dynamics 365 Business Central Essentials or Dynamics 365 Business Central Premium users.
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