1. Renewals

2.1. Tasks: - Create Opportunity in CRM - Inform the Regional Office

1. New Opportunities

2. BU receives and processes RFQ

2.2 BU Commercial Team engages with the customer and schedules kick off meeting

2.3 RO sets up First Strategy Call with relevant stakeholders to determine: CRM code, Scope, Scalation levels, Target Rates, Timelines, Current Contract Status, Market Overview, Possible Leverage, Roles & Responsibilities and Action Plan.

2.4 Depending on the customer's profile, it may be necessary to inform HO Commercial Department P&T

1. Customer Launches RFQ

2.5 External engagement with customer starts

2.6 Q&A period with customer if relevant

3. Internal negotiation continues

3.1 - Prepare first binding offer to customer - Submit offer to customer

3.2 Based on the customer's specific requests, the BU Operations team and other relevant stakeholders may need to

3.4 Depending on the quantum and conditions it may require approval from Regional CEO / HO Commercial - P&T / Regional Finance Dpt / HO BDV, etc.

3.3 RO approves binding offer

4. Customer receives first binding offer

5. External negotiation period with customer (back and forth)

5.1 Customer receives final offer

5.2 Customer Internal Review

6. Updates CRM with outcome

6. CLM Process Initiated

6. Quote-To-Contract Process Terminated