WO2021192385A1

WO2021192385A1 - Transaction support system and transaction negotiation support method

Info

Publication number: WO2021192385A1
Application number: PCT/JP2020/040490
Authority: WO
Inventors: 宏幸奥津; 麻奈香永沼
Original assignee: 株式会社日立製作所
Priority date: 2020-03-24
Filing date: 2020-10-28
Publication date: 2021-09-30
Also published as: JP2021152760A; JP7182578B2

Abstract

A solutions matching system 1, that supports negotiations for a solution transaction based on provision conditions of a solution provider and purchasing conditions of a purchaser, includes a memory unit and a match degree calculation unit. The memory unit stores, for each combination of item values of condition items associated in provision conditions and purchasing conditions of a solution for which a transaction has been negotiated in the past, the contract rate at which a solution transaction was contracted under provision conditions and purchasing conditions having a combination of the item values. The match degree calculation unit references the memory unit to calculate a score according to a contract rate corresponding to the combination of item values of condition items associated in provision conditions of a solution provider and purchasing conditions of a purchaser, and calculates, from the score, a match degree indicating the degree of possibility of a solution transaction being contracted based on the provision conditions and purchasing conditions.

Description

Transaction support system and transaction negotiation support method

The present invention relates to a transaction support system and a transaction negotiation support method that support agreement of transaction conditions between a solution provider and a purchaser.

There is a service (hereinafter referred to as "solution") that provides the value desired by customers by combining products, technologies, software, know-how, etc. The provider and the purchaser of the solution negotiate so that the transaction conditions specified by both parties are satisfied. Then, the provider and the purchaser of the solution generally go through the steps of conducting a transaction in accordance with the agreed transaction conditions.

In such negotiations, if there is a large gap between the transaction conditions presented by the solution provider and the purchaser, the transaction may not be completed or it may take an enormous amount of time to complete the transaction.

Therefore, for example, as in Patent Documents 1 to 4, a technology that supports negotiations between a provider of a service such as a solution and a purchaser and promotes the conclusion of a transaction has been proposed.

Japanese Unexamined Patent Publication No. 2001-283037 Japanese Unexamined Patent Publication No. 2005-216100 Japanese Unexamined Patent Publication No. 2003-256687 Japanese Unexamined Patent Publication No. 2003-157368

However, the above-mentioned conventional technology is merely a technology for matching the transaction conditions of the solution provider and the purchaser to extract the optimum combination. For this reason, when negotiating the transaction conditions of the solution for the extracted combination of the provider and the purchaser, it is not possible to know the possibility of reaching an agreement on the transaction conditions that will be a guideline for closing the transaction, and efficient transaction negotiations can be performed. There is a problem that it cannot be done.

The present invention has been made in view of the above-mentioned problems, and one object of the present invention is to know the possibility of reaching an agreement on the transaction conditions of a solution and to support efficient transaction negotiations.

In order to solve the above problems, for example, a transaction negotiation support system that supports transaction negotiation of the solution based on the provision conditions by the solution provider and the purchase conditions by the purchaser, and is a solution for which transactions have been negotiated in the past. For each combination of item values of the condition items associated with the provision condition and the purchase condition of, a storage unit for storing the contract rate of the transaction of the solution under the provision condition and the purchase condition having the combination of each item value, and the above With reference to the storage unit, a score corresponding to the contract rate corresponding to the combination of the item values of the condition items associated with the provision condition by the provider of the solution and the purchase condition by the purchaser is calculated, and the score is calculated from the score. It is characterized by having a conformity calculation unit for calculating a conformity indicating the degree of possibility that a transaction of the solution is concluded based on the provision condition and the purchase condition.

According to the above means, for example, it is possible to know the possibility of reaching an agreement on the transaction conditions of the solution and support efficient transaction negotiations.

A block diagram showing the configuration of the solution matching system. The figure which shows the home screen. The figure which shows the provision condition registration screen of a solution. The figure which shows the search screen of a solution. The figure which shows the solution selection screen. The figure which shows the detail display screen of a solution. The figure which shows the purchase condition registration screen of a solution. The figure which shows the result display screen of solution matching. The figure which shows the detailed result display screen of solution matching. The figure which shows the goodness-of-fit factor item table. The figure which shows the past contract matter information table. A flowchart showing a solution provision condition registration process in a solution matching system. A flowchart showing a solution matching process in a solution matching system.

Hereinafter, embodiments of the present invention will be described with reference to the drawings.

[Embodiment]
<Configuration of Solution Matching System 1>
FIG. 1 is a block diagram showing a configuration of the solution matching system 1. The solution matching system 1 is an example of a transaction support system that supports agreement negotiation of transaction conditions between a solution provider (solution provider) and a purchaser (client). The solution matching system 1 is composed of a processor such as a CPU, a main storage device (memory), an auxiliary storage device, an input device such as a keyboard, a mouse, and a touch panel, a display device such as a display, and one or more computers having a communication interface. NS. Each functional configuration of the solution matching system 1, which will be described later, is realized by the cooperation of these hardware including the CPU and the memory for executing the program.

As shown in FIG. 1, the solution matching system 1 has an input / output unit 2, a provision condition registration unit 3, a provision condition storage unit 4, and a selection unit 5. In addition, the solution matching system 1 includes a purchase condition registration unit 6, a purchase condition storage unit 7, a goodness-of-fit calculation unit 8, a goodness-of-fit factor item table 9, a past contract information table 10, a goodness-of-fit storage unit 11, and a goodness-of-fit display unit. It has 12 and a purchase condition changing unit 13.

The goodness-of-fit factor item table 9 and the past contract case information table 10 are stored in the storage device. This information is not limited to the table format, and may be in other data formats. Details of the goodness-of-fit factor item table 9 and the past contract information table 10 will be described later.

The input / output unit 2 includes an input device and an output device. The input / output unit 2 accepts the input of the solution provision condition (hereinafter, may be simply referred to as “providing condition”) by the solution provider. The provision condition registration unit 3 stores the provision conditions received by the input / output unit 2 in the provision condition storage unit 4.

Here, a solution provider is a candidate seller of a solution that provides value to a client by combining products, technologies, software, know-how, etc. developed or owned by the provider. The provision condition is a condition for each solution requested by the solution provider from the client when negotiating the introduction with the client who is a candidate purchaser of the solution.

In addition, the input / output unit 2 accepts the input of the solution selection condition by the client. The selection unit 5 acquires from the provision condition storage unit 4 the provision conditions of the solution that match the selection conditions received by the input / output unit 2. The selection condition is a condition for the client to search and select a solution that he / she thinks is suitable for solving his / her problem.

In addition, the input / output unit 2 accepts input of solution purchase conditions (hereinafter, may be simply referred to as "purchase conditions") by the client. The purchase condition registration unit 6 stores the purchase conditions input by the client for the solution selected by the selection unit 5 in the purchase condition storage unit 7.

The goodness-of-fit calculation unit 8 refers to the goodness-of-fit factor item table 9 and the past contract information table 10, and sets the provision condition stored in the provision condition storage unit 4 and the purchase condition stored in the purchase condition storage unit 7. Calculate the goodness of fit. The goodness of fit calculated by the goodness of fit calculation unit 8 is stored in the goodness of fit storage unit 11. The details of the goodness of fit will be described later.

The goodness-of-fit display unit 12 includes an input device and an output device. The goodness-of-fit display unit 12 displays the goodness of fit calculated by the goodness-of-fit calculation unit 8 and stored in the goodness-of-fit storage unit 11. In addition, the goodness-of-fit display unit 12 accepts a change input of the purchase condition of the solution by the client.

The purchase condition change unit 13 stores the purchase condition of the solution for which the change input is accepted by the goodness-of-fit display unit 12 in the purchase condition storage unit 7. The goodness-of-fit calculation unit 8 recalculates the goodness of fit between the provision condition stored in the provision condition storage unit 4 and the changed purchase condition stored in the purchase condition storage unit 7.

<Structure of various screens>
Hereinafter, with reference to FIGS. 2 to 9, the configurations of various screens related to the agreement support function of the transaction conditions of the solution according to the present embodiment will be described. The agreement support function is based on past performance, which indicates the degree of possibility that the transaction conditions of the solution are agreed and the sales transaction of the solution is concluded under the provision conditions and purchase conditions specified by the solution provider and the client. Calculate and present to the client. Based on the agreement support function, the client can simulate the change in the goodness of fit while changing the purchase conditions as appropriate.

<Home screen 20>
FIG. 2 is a diagram showing a home screen 20. The solution matching system 1 causes the input / output unit 2 to display the home screen 20 shown in FIG. 2 by a user operation. The home screen 20 is a screen for calling the solution provision condition registration screen 30 for the solution provider shown in FIG. 3 and the solution search screen 40 for the client shown in FIG.

Menu buttons

21 and 22 provided on the home screen 20 corresponding to the processing menus that can be executed by the solution matching system 1 (in the example of FIG. 2, "menu for solution provider" and "menu for client"), respectively. Is displayed.

Then, in the solution matching system 1, when the menu button 21 is clicked by the user operation, the solution provision condition registration screen 30 shown in FIG. 3 is displayed on the input / output unit 2 instead of the home screen 20. Further, in the solution matching system 1, when the menu button 22 is clicked by the user operation, the solution search screen 40 shown in FIG. 4 is displayed on the input / output unit 2 instead of the home screen 20.

<Solution provision condition registration screen 30>
FIG. 3 is a diagram showing a solution provision condition registration screen 30. The solution provision condition registration screen 30 is a screen for inputting the provision conditions and the like specified by the solution provider when providing the solution. The provision condition registration screen 30 displays solution information 31 regarding the solution to be provided and each input area of provision condition 32 that influences negotiation of transaction conditions when providing the solution to the client.

On the provision condition registration screen 30, the solution information 31 includes each input area of the application industry 31a, the application field 31b, the solution name 31c, the solution outline 31d, the introduction record 31e, and the solution catalog 31f of the solution to be provided. Further, on the provision condition registration screen 30, the provision condition 32 includes each input area of the phase 32a, the offering 32b, the request to the client 32c, the consideration 32d, and the delivery date 32e.

Applicable industry 31a is an industry to which the solution to be provided is applicable. Application field 31b is a field to which the provided solution is applicable. The introduction record 31e is the record of the introduction destination where the solution to be provided is actually introduced. The solution catalog 31f is a document explaining the details of other solutions. FIG. 6 is a diagram showing a solution catalog 31f.

Phase 32a indicates whether the phase of the solution to be provided is the demonstration experiment stage or the production service-in stage. The offer 32b indicates whether the solution to be provided can be provided only by the existing solution program already owned by the solution provider, or whether additional development is required.

Request 32c to the client indicates each request level of "(1) data provision", "(2) on-site provision", "(3) evaluation results", "(4) promotion cooperation", and "(5) agreement to develop other companies". “(1) Data provision” indicates whether data provision from a client is necessary, desired, or unnecessary when providing a solution. Hereinafter, "hope" means "not essential, but it is desirable to have it in order to improve the accuracy of the solution".

"(2) On-site provision" indicates whether the on-site provision from the client is necessary, desired, or unnecessary when providing the solution. "(3) Evaluation implementation" indicates whether evaluation implementation from the client is necessary, desired, or unnecessary for the solution. "(4) Promotional cooperation" indicates whether the client's advertising cooperation is necessary, desired, or unnecessary for the solution. "(5) Other company development agreement" indicates whether the client's agreement is necessary, desired, or unnecessary for the other company's development of the solution. "(6) Other essential items" can also be specified.

The consideration 32d is the desired consideration for the solution to be provided, which is "free", "1 yen or more and less than 1 million yen", "1 million yen or more and less than 10 million yen", "10 million yen or more and less than 50 million yen", and " It is indicated by which category of "50 million yen or more" and "undecided".

The delivery date 32e is the desired delivery date of the solution to be provided, which is "less than half a year", "more than half a year to less than one year", "more than one year to less than two years", "more than two years to less than three years", "more than three years", and " It is indicated by which category of "undecided" it belongs to.

The provision condition registration screen 30 accepts input of each item value of the applicable industry 31a, the applicable field 31b, and the provision condition 32 with a check box. Further, the provision condition registration screen 30 accepts each item value of the solution name 31c, the solution outline 31d, and the introduction record 31e by text input. In addition, the solution catalog 31f is accepted in a predetermined file format (PDF, etc.).

When the registration button 33 is clicked on the provision condition registration screen 30, the input solution information 31 and provision condition 32 are stored in the provision condition storage unit 4 with the solution ID and the solution provider company name. For the sake of simplicity, the provision conditions stored in the provision condition storage unit 4 will be described below using the same reference numerals as the provision condition 32 input from the provision condition registration screen 30.

Further, when the back button 34 is clicked on the provision condition registration screen 30, the home screen 20 (FIG. 2) is displayed on the input / output unit 2 instead of the provision condition registration screen 30.

<Solution search screen 40>
FIG. 4 is a diagram showing a solution search screen 40. The solution search screen 40 is a screen for searching and narrowing down the solution that the client wants to purchase (introduce) after specifying the conditions. On the search screen 40, each input area of the applicable industry 41a, the applicable field 41b, and the keyword 42 of the solution to be purchased is displayed.

On the search screen 40, the applicable industry 41a is the same as the applicable industry 31a on the solution provision condition registration screen 30 (FIG. 3), and the applicable industry of the solution that the client wants to introduce is specified. Further, on the search screen 40, the application field 41b is the same as the application field 31b of the provision condition registration screen 30, and the application field of the solution that the client wants to introduce is designated.

Keyword 42 is a text for searching for a word or phrase contained in at least one of the solution name 31c, the solution outline 31d, the introduction record 31e, and the solution catalog 31f on the provision condition registration screen 30 of the solution that the client wants to introduce. Is entered.

When the search button 43 is clicked on the search screen 40, the solution that refers to the provision condition storage unit 4 and causes a list and selection of solutions having solution information 31 that matches the applicable industry 41a, the applicable field 41b, and the keyword 42. The selection screen 50 (FIG. 5) is displayed on the input / output unit 2 instead of the search screen 40. When the back button 44 is clicked on the search screen 40, the home screen 20 (FIG. 2) is displayed on the input / output unit 2 instead of the search screen 40.

<Solution selection screen 50>
FIG. 5 is a diagram showing a solution selection screen 50. The selection screen 50 displays a list of solutions that match the search conditions of the solution that the client wants to introduce in the input / output unit 2.

In the example of FIG. 5, six solutions can be selected and displayed on the displays 51 to 56 as solutions that match the search conditions. Taking display 53 as an example, a check box 53a for selecting the solution, a solution provider company name 53b, a solution ID 53c, an applicable industry 53d, a solution name 53e, and a solution outline 53f are displayed.

The client checks the check box for displaying the solution to be selected on the selection screen 50. In the example of FIG. 5, the solution with the solution ID of "# 104", "# 315", and "# 551" is selected. Then, when the detailed display button 57 is clicked, the detailed display screen 60 of the solution in which the check box is checked on the selection screen 50 is displayed on the input / output unit 2 instead of the selection screen 50. When the back button 58 is clicked on the selection screen 50, the search screen 40 (FIG. 4) is displayed on the input / output unit 2 instead of the selection screen 50.

<Detailed display screen 60 of the solution>
FIG. 6 is a diagram which is registered as a solution catalog 31f on the provision condition registration screen 30 (FIG. 3) by the solution provider, and shows a detailed display screen 60 of the solution. The detail display screen 60 displays detailed information in the input / output unit 2 for each solution that matches the search conditions of each solution for which the check box is checked on the selection screen 50. As shown in FIG. 6, the detailed display screen 60 includes a solution name (including a solution ID) 61, a solution provider company name 62, a solution outline 63, an introduction record 64, and a solution outline diagram 65.

The solution name 61 corresponds to the solution name 31c on the provision condition registration screen 30 (FIG. 3). The solution outline 63 corresponds to the solution outline 31d on the provision condition registration screen 30. The introduction record 64 corresponds to the introduction record 31e of the provision condition registration screen 30. Further, as shown in the schematic diagram 65, additional information that does not correspond to the provision condition registration screen 30 is also included.

The client confirms the detailed information for each solution displayed on the detail display screen 60, and clicks the cart button 66 when he / she wishes to introduce the solution. When the cart button 66 is clicked, the purchase condition registration screen 70 (FIG. 7) for the client is displayed on the input / output unit 2 instead of the detailed display screen 60.

Further, when the back button 67 is clicked on the detailed display screen 60, the selection screen 50 is displayed on the input / output unit 2 instead of the detailed display screen 60. Further, when the previous solution button 68 is clicked on the detailed display screen 60 of a certain solution, the detailed display screen 60 of the previous solution is displayed in the selection of the selection screen 50. Similarly, when the next solution button 69 is pressed on the detailed display screen 60 of a certain solution, the detailed display screen 60 of the next solution is displayed in the selection screen 50.

<Solution purchase condition registration screen 70>
FIG. 7 is a diagram showing a purchase condition registration screen 70 of the solution. The purchase condition registration screen 70 is a screen for inputting the introduction conditions and the like specified by the client when introducing the solution. On the purchase condition registration screen 70, each input area of the purchase condition 71 that influences the negotiation of the transaction condition when the client introduces the solution is displayed.

The purchase condition 71 includes an introduction purpose 72, an acceptable phase 72a, a responsive request 72c, a consideration 72d, and a delivery date 72e.

Introduction purpose 72 indicates the purpose for the client to introduce the solution, and "sales improvement", "cost reduction", and "differentiation from other companies" are specified by check boxes. The acceptable phase 72a corresponds to the phase 32a of the provision condition 32 of the provision condition registration screen 30, and indicates the phase of the provision solution that the client can accept.

The responsive request 72c corresponds to the request 32c to the client of the provision condition 32 of the provision condition registration screen 30, and is "(1) data provision", "(2) on-site provision", "(3) evaluation result", and "(4). ) Advertising cooperation ”and“ (5) Agreement on other companies' development ”are shown.

"(1) Data provision" indicates whether it is possible, impossible, or consultation is required to provide data to the solution provider when introducing the solution. Hereinafter, "consultation required" indicates that when the solution is introduced, it is decided in the process of negotiating the agreement on the transaction conditions.

"(2) On-site provision" indicates whether on-site provision to the solution provider is possible, impossible, or consultation is required when introducing the solution. "(3) Evaluation implementation" indicates whether the solution can be evaluated by the client, is impossible, or requires consultation. "(4) Promotional cooperation" indicates whether the client can, cannot, or require consultation regarding the solution. "(5) Other company development agreement" indicates whether it is possible, impossible, or consultation required as a client to agree on the other company's development of the solution. "(6) Other essential items" also indicates whether it is possible, impossible, or consultation required as a client.

The consideration 72d corresponds to the consideration 32d of the provision condition 32 on the provision condition registration screen 30, and is the desired consideration of the solution to be purchased requested by the client. It is indicated by which category of "yen or more to less than 10 million yen", "10 million yen or more to less than 50 million yen", "50 million yen or more", or "undecided".

The delivery date 72e corresponds to the delivery date 32e of the provision condition 32 on the provision condition registration screen 30, and is the desired delivery date of the solution to be purchased requested by the client. It is indicated by which category of "less than 2 years", "more than 2 years to less than 3 years", "more than 3 years", and "undecided".

When the registration button 73 is clicked on the purchase condition registration screen 70, the purchase conditions 71 of all the solutions selected on the solution selection screen 50 (FIG. 5) are associated with each solution ID and solution name to purchase. It is stored in the condition storage unit 7. For the sake of simplicity, the purchase conditions stored in the purchase condition storage unit 7 will be described below using the same reference numerals as the purchase conditions 71 input from the purchase condition registration screen 70.

When the registration button 73 is clicked and the purchase condition 71 is stored in the purchase condition storage unit 7, the goodness of fit is calculated for each solution based on the provision condition 32 and the purchase condition 71 as described later. Then, after calculating the goodness of fit, the solution matching result display screen 80 (FIG. 8) is displayed instead of the purchase condition registration screen 70.

Further, when the previous solution button 74 is clicked on the purchase condition registration screen 70 of a certain solution, the purchase condition registration screen 70 of the previous solution is displayed in the selection of the selection screen 50. Similarly, when the next solution button 75 is pressed on the purchase condition registration screen 70 of a certain solution, the purchase condition registration screen 70 of the next solution is displayed in the selection of the selection screen 50.

<Solution matching result display screen 80>
FIG. 8 is a diagram showing a solution matching result display screen 80. The result display screen 80 displays the goodness of fit of the provision condition 32 and the purchase condition 71 of each solution selected on the selection screen 50 (FIG. 5) in descending order of goodness of fit. The result display screen 80 has columns of solution ID 80A, solution provider company name 80B, solution name 80C, solution outline 80D, and goodness of fit 80E. Line 801 indicates that the goodness of fit 80E of the solution whose solution ID 80A is "# 104" is "73%".

And, the detail button 80F is added to each

line

801, 802, 803. When the detail button 80F is clicked, the detailed result display screen 90 (FIG. 9) of the solution matching result corresponding to each line is displayed on the input / output unit 2 instead of the result display screen 80. When the end button 81 is clicked on the result display screen 80, this screen display ends.

<Detailed result display screen 90 of solution matching result>
FIG. 9 is a diagram showing a detailed result display screen 90 of the solution matching result. FIG. 9 illustrates a screen in which the detailed result display screen 90 is displayed by clicking the detail button 80F in line 801 of the solution matching result display screen 80 (FIG. 8). The detailed result display screen 90 is provided for the client to change each condition item of the purchase condition and simulate the change in the goodness of fit.

The detailed result display screen 90 displays the solution information 91 corresponding to the solution information 31 of the solution provision condition registration screen 30 (FIG. 3) and the provision condition 92 corresponding to the provision condition 32.

In the example of FIG. 9, the solution information 91 is the solution information of the solution provider company name and the solution name, respectively, of "CCC" and "area energy management solution", and has the same item values as the solution information 31. Further, the provision condition 92 illustrated in FIG. 9 is the provision condition of the solution provider company name and the solution name, respectively, of “CCC” and “area energy management solution”, which are the same as the provision condition 32 (FIG. 3). Has an item value.

Further, the detailed result display screen 90 displays, for example, the purchase condition 93 corresponding to the purchase condition 71 of the purchase condition registration screen 70 (FIG. 7) on the solution information 91 and the provision condition 92, for example. Further, in the example of FIG. 9, the purchase condition 93 is the purchase condition of the solution provider company name and the solution name, respectively, of “CCC” and “area energy management solution”, which are the same as the purchase condition 71 (FIG. 7). Each item has a value.

Further, the solution information 91 has a goodness-of-fit display 91A of the solution provision condition 92 by the solution provider and the solution purchase condition 93 by the client. In FIG. 9, 73% goodness of fit is displayed.

Here, in the purchase condition 93, a highlight display 91B or the like indicating which purchase condition item value designation should be changed in order to improve the goodness of fit displayed on the goodness-of-fit display 91A. Use to give hints to clients. In the example of FIG. 9, it is shown that the goodness of fit may be improved by changing the item value of the condition item of "(5) Other company's development agreement" of "Available items" of purchase condition 93. There is.

The client can simulate the change in the goodness of fit by changing the value of each item of the condition item of the purchase condition 93 (purchase condition 71). Further, hint display such as highlight display 91B is performed. This provides the client with "room for compromise" reference information, such as a large variation in the goodness of fit (there is a gap between the desired conditions of the solution provider and the client) and a significant increase in the goodness of fit when the condition item is changed. Can be done.

<Goodness of fit factor item table 9>
FIG. 10 is a diagram showing a goodness-of-fit factor item table 9. The goodness-of-fit factor item table 9 (FIG. 1) lists the items to be extracted from the provision condition 32 and the purchase condition 71 when the goodness-of-fit calculation unit 8 (FIG. 1) calculates the goodness of fit. Is.

The "request to the client", "offer", "compensation (SP-8)", and "delivery date (SP-9)" of the solution provision condition shown in FIG. 10 are the "request to the client 32c" of the provision condition 32 (FIG. 3). It corresponds to "offer 32b", "compensation 32d", and "delivery date 32e", respectively.

Furthermore, "(SP-1) data provision", "(SP-2) on-site provision", "(SP-3) evaluation implementation", and "(SP-4) promotion" of "requests to clients" of the solution provision conditions shown in Fig. 10 "Cooperation" and "(SP-5) Agreement on expansion of other companies" are "(1) Data provision", "(2) On-site cooperation", "(3) Evaluation implementation", and "(4)" of "Request to client 32c" of provision condition 32. ) Respond to "promotion cooperation" and "(5) agreement to develop other companies" respectively.

Further, "(SP-6) existing solution program" and "(SP-7) additional development" of "offer" of the solution provision condition shown in FIG. 10 are "existing solution program" and "existing solution program" of "offer" of provision condition 32. Corresponds to "additional development" respectively.

Similarly, the "introduction purpose", "possible request", "compensation (C-9)", and "delivery date (C-10)" of the solution purchase conditions shown in FIG. 10 are the "introduction purpose" of the purchase condition 71 (Fig. 7). It corresponds to "72", "possible request 72c", "compensation 72d", and "delivery date 72e", respectively.

Furthermore, "(C-1) Sales improvement", "(C-2) Cost reduction", and "(C-3) Differentiation from other companies" of "Introduction purpose" of the solution purchase condition shown in Fig. 10 are "Introduction" of purchase condition 71. Correspond to "Sales improvement", "Cost reduction" and "Differentiation from other companies" of "Purpose 72" respectively.

In addition, "(C-4) Data provision", "(C-5) On-site provision", "(C-6) Evaluation implementation", and "(C-7) Promotion" of "Available requests" of the solution purchase conditions shown in Fig. 10 "Cooperation" and "(C-8) Agreement on expansion of other companies" are "(1) Data provision", "(2) On-site cooperation", "(3) Evaluation implementation", and "(4)" of "Available requests" in purchase condition 71. Corresponds to "promotion cooperation" and "(5) agreement to develop other companies" respectively.

<Past contract information table 10>
FIG. 11 is a diagram showing a past contracted project information table 10. In the past contract information table 10 (FIG. 1), the goodness-of-fit calculation unit 8 (FIG. 1) combines the item values of the condition items extracted from the provision condition 32 and the purchase condition 71 based on the goodness-of-fit factor item table 9. It is a table for calculating the score and the goodness of fit based on the past contract rate corresponding to.

Here, the past contract rate is the transaction contracted with the combination of the item values of the applicable condition items for the provision conditions and the purchase conditions among all the solutions for which transaction negotiations have been conducted between the solution provider and the client in the past. Shows the percentage of the number of solutions.

In the past contract information table 10, the combination of the item values of the solution provision condition 32 and the purchase condition 71, the combination of the evaluations of "contribution of the existing solution program", "contribution of the additional development part", and "desired price difference", and " The past contract rate is calculated in advance for each combination of evaluations of "contribution of existing solution program", "contribution of additional development part", and "desired delivery date difference", and stored together with the score. The past contract case information table 10 is not limited to the pre-creation, and may be created for each execution of the solution matching process (FIG. 13) described later.

The goodness-of-fit calculation unit 8 is based on the respective item values of "(SP-6) existing solution program" and "(SP-7) additional development" of "offer 32b" acquired from the provision condition 32, and "existing solution program". "Contribution of" "Contribution of additional development part" is evaluated. “Contribution of existing solution program” represents the degree of contribution of the existing solution under the provision condition 32. “Contribution of additional development portion” indicates the degree of contribution of additional development by the solution provider under the provision condition 32.

For example, when only "(SP-6) Existing Solution Program" is checked in Offer 32b of Provision Condition 32, "Contribution of Existing Solution Program" is "Large" and "Contribution of Additional Development Part" is "Small". Is evaluated. Also, if both "(SP-6) Existing Solution Program" and "(SP-7) Additional Development" are checked, "Contribution of Existing Solution Program" and "Contribution of Additional Development Part" are both "Medium". Be evaluated. In addition, when only "(SP-7) Additional development" is checked, "Contribution of existing solution program" is evaluated as "Small" and "Contribution of additional development part" is evaluated as "Large".

In addition, the "desired price difference" of the "compensation" of the provision condition 32 and the purchase condition 71 is evaluated as follows. As illustrated in Fig. 3, Fig. 7, and Fig. 10, the price range of "compensation" is "free", "1 yen or more and less than 1 million yen", "1 million yen or more and less than 10 million yen", and "10 million yen". It is based on the categories of "more than 50 million yen", "more than 50 million yen", and "undecided".

For example, the "desired price difference" is "small" when the price range of "price 32d" of the offer condition 32 and "price 72d" of the purchase condition 71 are the same, and "medium" when they are adjacent, the same and adjacent. If it is neither of the above, it is evaluated as "large". The "same price range" means that they belong to the same price range, for example, the "value 32d" of the offer condition 32 and the "value 72d" of the purchase condition are both "1 yen or more and less than 1 million yen". To say. Further, when the price range is "adjacent", for example, the "compensation 32d" of the provision condition 32 is "1 yen or more and less than 1 million yen", and the "72d" of the purchase condition 71 is "1 million yen or more to 10 million yen". It means that it belongs to the adjacent price range, such as "less than yen".

In addition, the "desired delivery date difference" of the "delivery date" of the provision condition 32 and the purchase condition 71 is evaluated as follows. As illustrated in Fig. 3, Fig. 7, and Fig. 10, the delivery time is "less than half a year", "more than half a year to less than one year", "more than one year to less than two years", "more than two years to less than three years", and "3". It is based on the classification of "years or more" and "undecided".

For example, "small" when the delivery date of "delivery date 32e" of the provision condition 32 and "delivery date 72e" of the purchase condition 71 are the same, "medium" when they are adjacent to each other, and "large" when they are neither the same nor adjacent to each other. It is evaluated as. "Same delivery date" means that both "delivery date 32e" of provision condition 32 and "delivery date 72e" of purchase condition 71 belong to the same delivery date zone, such as "half a year or more and less than one year". say. Further, when the delivery date is "adjacent", for example, the "delivery date 32e" of the provision condition 32 is "half a year or more to less than one year", and the "delivery date 72e" of the purchase condition 71 is "one year or more to less than two years". It means that it belongs to the adjacent delivery date zone.

Then, the goodness-of-fit calculation unit 8 refers to the past contract information table 10 and combines the item values of the associated condition items acquired from the provision condition 32 and the purchase condition 71, “contribution of the existing solution program”, and “addition”. From the combination of evaluations of "contribution of development part" and "desired price difference" and the combination of evaluation of "contribution of existing solution program", "contribution of additional development part" and "desired delivery date difference", the score based on the past contract rate is obtained. calculate.

Specifically, the goodness-of-fit calculation unit 8 is a combination of item values of each condition item (SP-1) to (SP-7) (FIG. 10) acquired from the provision condition 32 and the purchase condition 71, and "existing solution". Past contracts for a combination of evaluations of "contribution of program", "contribution of additional development part", "desired price difference", and evaluation of "contribution of existing solution program", "contribution of additional development part", and "desired delivery date difference" It is applied to the information table 10 and the score corresponding to each corresponding combination is acquired.

For example, in FIG. 11, a combination in which the item value of "(SP-1) data provision" in the provision condition 32 is "required" and the item value of "(C-4) data provision" in the purchase condition 71 is "impossible". It shows that the contract rate of the solution that was actually sold in all past transaction negotiations is "5%".

Also, for example, all past cases where the solution provision condition "(SP-1) data provision" is "unnecessary" and the solution purchase condition "(C-4) data provision" is "NA (no value)". It shows that the contract rate of the solution that was actually sold in the transaction negotiation is "25%".

Scores based on past contract rates are, for example, "0 (KO (Knock Out))" when the contract rate is 0%, "2" when the contract rate is 1 to 9%, "4" when the contract rate is 10 to 29, and 20 to 59. In the case of%, it is set to "6", in the case of 60 to 79%, it is set to "8", and in the case of 80 to 100%, it is set to "10".

The goodness of fit is calculated as follows. First, the goodness-of-fit calculation unit 8 includes (SP-1) and (C-4), (SP-2) and (C-5), (SP-3) and (C-6), (SP) in FIG. -4) and (C-7), (SP-5) and (C-3), "Contribution of existing solution program" "Contribution of additional development part" "Suggested price difference", "Contribution of existing solution program" " Acquire a "score" according to the "past contract rate" corresponding to the combination of each item value of "contribution of additional development part" and "desired delivery date difference".

In the example of FIG. 11, (SP-1) is "essential" and (C-4) is "possible", (SP-2) is "essential" and (C-5) is "impossible", (SP- 3) is "required" and (C-6) is "possible", (SP-4) is "hope" and (C-7) is "impossible", (SP-5) is "hope" and (C) -3) is "possible". In addition, "contribution of existing solution program", "contribution of additional development part", and "desired price difference" are "large", "large", and "large", respectively. In addition, "contribution of existing solution program", "contribution of additional development part", and "desired delivery date difference" are "large", "large", and "large", respectively. The scores corresponding to the combination of these item values are "10", "2", "10", "6", and "8" from the rows marked with "○" in the "corresponding" column in FIG. , "8", "6". The goodness of fit (%) is obtained by multiplying the average of these scores by 10. The goodness of fit is an index that visualizes the degree of possibility that a transaction of the solution will be closed based on the provision condition 32 and the purchase condition 71.

A weighting coefficient is given in advance for each combination of the provision condition 32 and the purchase condition 71 shown in FIG. 11, and the goodness of fit is obtained by multiplying the weighted average of the scores using this weighting coefficient by 10. May be. As a result, the goodness of fit that reflects the importance of the combination of each condition item can be calculated.

<Solution provision condition registration process for Solution Matching System 1>
First, the process of registering the solution provision conditions of the solution matching system 1 will be described. FIG. 12 is a flowchart showing a solution provision condition registration process executed by the solution matching system 1. The solution provision condition registration process is executed each time the solution provider registers the provision condition.

First, in step S11, the input / output unit 2 accepts the selection of the menu button 21 for the solution provider by the user operation on the home screen 20 (FIG. 2). When the menu button 21 is selected, the input / output unit 2 displays the solution provision condition registration screen 30 (FIG. 3) for the solution provider.

Next, in step S12, the input / output unit 2 receives the input of the solution information 31 and the provision condition 32 for the provision condition registration screen 30.

Next, in step S13, when the registration button 33 of the provision condition registration screen 30 is pressed, the provision condition registration unit 3 provides the solution information 31 and the provision condition 32 input to the provision condition registration screen 30 in step S12. It is stored in the condition storage unit 4.

<Solution provision condition registration process for Solution Matching System 1>
Next, the process of registering the solution purchase conditions of the solution matching system 1 will be described. FIG. 13 is a flowchart showing a solution matching process executed by the solution matching system 1. The solution matching process narrows down the solutions that the client wants to introduce from the solutions for which the provision conditions have been registered, and is executed each time the purchase conditions are registered.

First, in step S21, the input / output unit 2 accepts the selection of the menu 32 for the client by the user operation on the home screen 20 (FIG. 2). When the menu 32 is selected, the input / output unit 2 displays the search screen 40 (FIG. 4) of the solution for the client.

Next, in step S22, when the search button 43 on the search screen 40 is clicked, the selection unit 5 refers to the provision condition storage unit 4 and searches for a solution that matches the information input to the search screen 40. The compatible solution is the solution information 31, the selection item of the application industry 31a that matches the application industry 41a, the selection item of the application field 31b that matches the application field 41b, or the solution name 31c, the solution outline 31d, or the introduction record. A solution in which the word or the like entered in the keyword 42 is included in 31e. When the solution is searched, the input / output unit 2 displays the solution selection screen 50 (FIG. 5) showing the search result of the matching solution instead of the solution search screen 40 (FIG. 4).

Next, in step S23, the selection unit 5 presses the detail display button 57 with at least one of the check boxes of displays 51 to 56 checked and the solution selected on the selection screen 50 (FIG. 5). A detailed display screen 60 (FIG. 6) is displayed on the input / output unit 2 for each selected solution. Further, when the cart button 66 is clicked on the detailed display screen 60, the purchase condition registration screen 70 for the client shown in FIG. 7 is displayed on the input / output unit 2.

Next, in step S24, the input / output unit 2 accepts the input of the purchase condition 71 to the purchase condition registration screen 70. Next, in step S25, the purchase condition registration unit 6 determines whether or not the registration button 73 on the purchase condition registration screen 70 has been clicked. The purchase condition registration unit 6 shifts the process to step S26 when the registration button 73 is clicked (step S25YES), and steps S24 when the previous solution button 74 or the next solution button 75 is clicked (step S25NO). Return the process to. In step S24, the purchase condition input is executed again.

A reselection button may be provided on the purchase condition registration screen 70, and when the reselection button is clicked, the process may be returned to step S22, and the solution search, selection, and purchase condition input may be executed again. ..

In step S26, the purchase condition registration unit 6 stores the purchase conditions 71 of all the solutions input from the purchase condition registration screen 70 in the purchase condition storage unit 7 in response to the click of the registration button 73.

Next, in step S27, the goodness-of-fit calculation unit 8 refers to the past contract information table 10 (FIG. 11), and for each solution in which the purchase condition 71 is registered in step S26, the provision condition 32 of the solution provider and the client The score is calculated based on the past closing rate corresponding to each combination of the item values of the associated condition items of the purchase condition 71. Then, the goodness-of-fit calculation unit 8 averages the calculated scores to calculate the goodness of fit between the provision condition and the purchase condition of the solution, associates the calculated goodness of fit with the provision condition and the purchase condition of the solution, and correlates the goodness of fit. It is stored in the storage unit 11.

Next, in step S28, the goodness-of-fit display unit 12 displays the goodness of fit calculated in step S27 as shown in the solution matching result display screen 80 (FIG. 8).

Next, in step S29, the goodness-of-fit display unit 12 determines whether or not the end button 81 is clicked on the result display screen 80 to end the process of registering the solution purchase conditions. The goodness-of-fit display unit 12 ends the solution matching process when the end button 81 is clicked (step S29YES), and shifts the process to step S30 when the detail button 80F of each solution is clicked (step S30NO). ..

When the detail button 80F of each solution is clicked on the result display screen 80, as shown in FIG. 9, the detailed result display of the solution matching result based on the provision condition 32 of the corresponding solution and the purchase condition 71 input by the client is displayed. The screen 90 is displayed. The provision condition 92 of the detailed result display screen 90 is a display based on the provision condition 32, and the purchase condition 93 is a display based on the purchase condition 71.

Next, in step S30, the goodness-of-fit display unit 12 determines whether or not the purchase condition 93 displayed on the detailed result display screen 90 has been changed by the client and the purchase condition change button 94 has been clicked. For example, the user inputs a condition change for the item value highlighted 91B among the condition items of the purchase condition 93 having a certain influence or more on the change of the goodness of fit displayed on the goodness of fit display 91A. A condition item that "has a certain degree of influence on a change in goodness of fit" is a condition item whose goodness of fit is above a certain level by changing the item value of the condition item from the importance (weighting coefficient, etc.) and score of the condition item. A changing condition item.

On the detailed result display screen 90, the goodness-of-fit display unit 12 shifts the process to step S31 when the purchase condition change button 94 is clicked (step S30YES), and steps when the back button 95 is clicked (step S30NO). The process is returned to S28. When the process is returned to step S28, the goodness-of-fit display unit 12 returns to the display of the solution result display screen 80 instead of the detailed result display screen 90.

In step S31, the purchase condition change unit 13 reflects the change of the purchase condition input by the client in step S31 in the purchase condition 32 stored in the purchase condition storage unit 7. When step S31 is completed, the process is transferred to step S27, and the goodness-of-fit calculation unit 8 recalculates the score and the goodness of fit based on the purchase condition 32 reflecting the change, and displays the goodness of fit to the goodness-of-fit display unit 12. indicate.

<Effect of embodiment>
According to the above embodiment, in the solution introduction condition negotiation, the solution provider inputs the provision conditions requested from the client when providing the solution, and the client inputs the purchase conditions requested from the solution provider when introducing the solution. input. Then, the goodness of fit, which indicates the correlation between the provision conditions and the purchase conditions and the acceptability for both, is calculated from the results of past contracts. This allows the client to select a solution with offer terms that are likely to match his purchase terms.

In addition, the client can simulate that the degree of conformity changes and the possibility of agreeing on the transaction conditions is improved or decreased by changing the purchase conditions from the beginning for the solution to be introduced by the client. As a result, the client knows in advance the possibility of agreement on transaction conditions by negotiation and which item of purchase conditions should be concessed to increase the possibility of agreement before actually negotiating the introduction of the solution. can. Therefore, negotiations with the solution provider can be streamlined and negotiation time can be shortened.

[Other Embodiments]
In the above-described embodiment, the solution matching result display screen 80 (FIG. 8) and the solution matching result detailed result display screen 90 (FIG. 9) are displayed according to the operation of the client, and the provision conditions are confirmed and the purchase is made. It is said that it will be used for simulation of the change in goodness of fit due to the change of each condition item of the condition. However, the present invention is not limited to this, and the result display screen 80 and the detailed result display screen 90 are displayed on the goodness-of-fit display unit 12 by the operation of the solution provider after the purchase condition 71 is stored in the purchase condition storage unit 7. You may.

In this case, it is the provision condition 92 that the condition item can be changed and input on the detailed result display screen 90. The solution provider can simulate the change in the goodness of fit by changing the item value of each condition item of the provision condition 92 (providing condition 32). Further, the same highlight display as the highlight display 91B is performed under the provision condition 92. As a result, the solution service provider is provided with "room for compromise" reference information that the degree of conformity fluctuates widely (there is a gap between the desired conditions of the solution provider and the client) and the degree of conformity increases significantly when the condition item is changed. Can be provided.

Therefore, according to other embodiments, the solution provider, like the client, concedes either the possibility of negotiating transaction terms or the purchase terms prior to actually negotiating the introduction of the solution. If this is done, it will be possible to know in advance whether the possibility of agreement will increase. Therefore, the negotiation with the client can be made more efficient and the negotiation time can be shortened.

The present invention is not limited to the above-described embodiment, and includes various modifications. For example, the above-described embodiment has been described in detail in order to explain the present invention in an easy-to-understand manner, and is not necessarily limited to the one including all the described configurations. Further, as long as there is no contradiction, it is possible to replace a part of the configuration of one embodiment with the configuration of another embodiment and add the configuration of another embodiment to the configuration of one embodiment. In addition, it is possible to add, delete, replace, integrate, or distribute a part of the configuration of each embodiment. Further, the configurations and processes shown in the embodiments can be appropriately dispersed, integrated, or replaced based on the processing efficiency or the mounting efficiency as long as the same processing results can be obtained.

1: Solution matching system 2: Input / output unit 3: Provision condition registration unit 4: Provision condition storage unit 5: Selection unit, 6: Purchase condition registration unit, 7: Purchase condition storage unit, 8: Goodness of fit calculation Department, 9: Goodness-of-fit factor item table, 10: Past contract information table, 11: Goodness-of-fit storage unit, 12: Goodness-of-fit display unit, 13: Purchase condition change unit, 20: Home screen, 30: Provision condition registration screen , 40: Search screen, 50: Selection screen, 60: Detailed display screen, 70: Purchase condition registration screen, 80: Result display screen, 90: Detailed result display screen

Claims

It is a transaction negotiation support system that supports the negotiation of transactions of the solution based on the provision conditions by the solution provider and the purchase conditions by the purchaser.
For each combination of item values of the condition items associated with the provision conditions and purchase conditions of the solution for which the transaction was negotiated in the past, the transaction of the solution was concluded under the provision conditions and purchase conditions having the combination of each item value. A storage unit that stores the contract rate and
With reference to the storage unit, a score corresponding to the closing rate corresponding to the combination of the item values of the condition items associated with the provision condition by the provider of the solution and the purchase condition by the purchaser is calculated, and the score is calculated from the score. A transaction negotiation support system characterized by having a goodness-of-fit calculation unit that calculates a goodness-of-fit indicating the degree of possibility that a transaction of the solution will be concluded based on the provision conditions and the purchase conditions.
The transaction negotiation support system according to claim 1.
The goodness-of-fit calculation unit
A transaction negotiation support system characterized in that the goodness of fit is calculated for a solution selected by the purchaser and the purchase conditions are input from the solutions for which the provision conditions are presented by the provider.
The transaction negotiation support system according to claim 2.
A transaction negotiation support system characterized by having a goodness-of-fit display unit for displaying the goodness of fit.
The transaction negotiation support system according to claim 3.
The goodness-of-fit display unit
Along with the goodness of fit, a screen for accepting changes in purchase conditions by the purchaser is displayed.
The goodness-of-fit calculation unit
A transaction negotiation support system characterized in that the goodness of fit is recalculated based on the provision conditions and the purchase conditions changed by the purchaser.
The transaction negotiation support system according to claim 4.
The goodness-of-fit display unit
A transaction negotiation support system characterized in that, on the screen, among the condition items of the purchase conditions by the purchaser, the condition items whose goodness of fit can be changed by changing the item values are displayed in an identifiable manner. ..
The transaction negotiation support system according to claim 1.
The goodness-of-fit calculation unit
A transaction negotiation support system characterized in that a weighted average of the score based on a weighting coefficient corresponding to each condition item associated with the provision condition by the provider and the purchase condition by the purchaser is calculated as the goodness of fit.
It is a transaction negotiation support method executed by a transaction negotiation support system that supports transaction negotiation of the solution based on the provision conditions by the solution provider and the purchase conditions by the purchaser.
The transaction negotiation support system
For each combination of item values of condition items associated with the provision conditions and purchase conditions of the solution for which transactions have been negotiated in the past, the transaction of the solution has been concluded under the provision conditions and purchase conditions having a combination of each item value. Has a storage unit, which stores the closing rate,
The transaction negotiation support system
With reference to the storage unit, a score corresponding to the closing rate corresponding to the combination of the item values of the condition items associated with the provision condition by the provider of the solution and the purchase condition by the purchaser is calculated, and the score is calculated from the score. , A transaction negotiation support method comprising a process of calculating a goodness of fit indicating the degree of possibility that a transaction of the solution will be concluded based on the provision conditions and the purchase conditions.