Customer Intelligence Questionnaire


As your relationship with the customer develops, the Customer Intelligence Questionnaire is completed by anyone in the company who knows the customer. The stronger the relationship the more meaningful information will show in the questionnaire. It becomes the basis for the Selling Points table.

Note: Ten of twenty-five questions in the questionnaire are shown.

Question Answer
Who identified the opportunity? R. Evans
What is the composition of our sales team?
  • Sales
  • Solutions Architect
  • Other Technical
  • Product Manager
  • Program Manger
  • Proposal Manager
 R Evans, Sales
G Stevens, Proposal Manager
D Brown, Solutions Architect
G Nelson, Project Manager
R Fuller, Senior Security Engineer
How early in the procurement cycle? 9 months prior to RFP
Why does the opportunity exist? Re-bid of existing contracts
Funding available?/Budget Yes, $ 25 million
Who do we know from the customer organization?
  • Program
  • Technical
  • Stakeholders
 Name: J Saunders Title: CIO Role in the procurement: Primary decision maker What does this person have to gain/lose from the procurement: His job Have we met with the person: Yes How many times: Formally (3) Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive

Name: G Jeffery Title: Chief Security Engineer Role in the procurement: Secondary decision maker What does this person have to gain/lose from the procurement: His job Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive

Name: H Maynard Title: Head of Help Desk Unit Role in the procurement: Secondary decision maker What does this person have to gain/lose from the procurement: Her job Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive

Name: IT service users Title: N/A Role in the procurement: Several yet to be selected users will be on the evaluation committee What does this person have to gain/lose from the procurement: Effective IT services Have we met with the person: Yes How many times: Informally (numerous) Have we presented our solution/capabilities: Yes Reaction to our presentation: Positive

Do we know who wrote the RFP? A committee formed by the CIO
Do we know who is on the evaluation committee?
  • Program
  • Technical
  • Stakeholders
 No, committee has not been designated.

Title:
Name:
Title:
Represents:
Have we met with the person:
Have we presented our solution/capabilities:
Reaction to our presentation:

Who do we know outside the customer who has a relationship with the customer? N Olson, Chief Security Engineer at the National Cancer Institute knows us and is a professional acquaintance of G Jeffery, CSE at DOA.
Is this an existing contract? Yes
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