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um so a couple of items before i do get started uh on this particular topic in fact abhijit and we were speaking a few weeks back and we said that this is perhaps a topic that would be of interest to uh quite quite a few people uh because of the fact that uh pre-sales sales engineering bid management proposal management all of these are functions that are present there in pretty much every organization but this is one function right where the kpis and metrics are not as clear as for example a few other functions lets say as an example whether its sales or whether its delivery right and but before i do get started and put up a few slides a couple of points that i would like to put forward is one that this particular session is will with all new uh honesty skewed towards the id industry weve had a few questions coming through linkedin and other forums and we do understand that bid and proposal management is a much larger function in itself which uh extends beyond id right so we had