Chapter 10. Turnkey Solutions (One Stop Solotions)

TURNKEY SOLUTIONS
(ONE STOP
SOLUTION)
© BHARAT SANCHAR NIGAM LIMITED Slide No. 1 of 29

AGENDA
Guidelines for Establishment of

customized Private Wide Area Network
(WAN) on Turnkey basis.
Works Allocation
Financial Powers for execution of
turnkey projects

Introduction
A number of important Governments,

Educational Institutions and various
Micro Small and Medium Enterprises
need dedicated connectivity for its
business needs.
Turnkey basis solutions including
supply, installation, integration and
maintenance of networking equipment.

PROCUREMENT
1. Projects being time bound and are to be completed within the
timeframe specified by the customer.
2. Enormous delay will be encountered for finalization of the
tender and we may end up selecting the lowest bidder who may
not be a reputed vendor or the equipment he offers may not be
meeting the requirement of the customers.
3. The procurement process for such equipment needs to be
looked into on a different perspective. Here the customer is going
to pay the cost of the equipment. BSNL is adding margin over it.
4. The components involved in the network design are decided
according to the requirement of the customer and the equipment
are available with limited vendors.

STANDING COMMITTEE/EMPANELMENT
OF VENDORS
GM/Sr.GM/PGM (NW-CFA/CM/CN)
Business Area Head (Optional, case to
case basis)
GM/Sr.GM/PGM (EB)
GM/Sr.GM/PGM from Finance, available at
HQ (other than IFA) (In cases where GM
level officers of finance are not available,
DGM/Jt.GM/Adl.GM can be taken)

FINALIZATION OF RATES/PRICES
The quotation shall specify validity of the prices, delivery period, penalty,
AMC etc. The rates for such equipment shall be finalized after observing all
the formalities.
For participation in Projects through open tender, in order to be competitive,
standing committee to explore the best rates with the empanelled vendors.
It may not be possible to fix the prices of all the items as depending upon
the requirement of the customers, there may be slight variations in the
specifications. This standing committee could invent the best prices of such
items with these selected vendors and place orders on any of the
empanelled vendor at such price.
Keeping in view the requirement of the customer and the fact that ultimately
the customer will be paying for the cost of equipment, this Standing
Committee may finalize the prices of proprietary equipment as above.

TIE-UP WITH NETWORK
INTEGRATORS/SYSTEM INTEGRATORS
Network Integrators/solution providers (SIs) can be
empanelled by the Standing committee based on
various factors such as Past experience in
Networking, Financial strength, their level of
presence in the country, their tie-up with various
Networking equipment suppliers etc
When any turnkey project is to be executed, bids can
be obtained from these pre-qualified bidders and
work awarded to any of them after following normal
selection procedure.

ALLOCATION OF WORK OF NETWORK
INTEGRATION AND SUPPLY
In case the incumbent SI is non L1 and chooses
not to accept L1 rates, the L1 SI/Vendor has to
work on his quoted rates. In case L1 SI/Vendor
refuses to work, then he shall be debarred for one
year to participate in tender from date of refusal,
along with other penal actions under
empanelment.
The genuineness of rates however would continue
to be vouched by the Circle Standing Committee.

SINGLE WINDOW APPROACH
Most imp for EB projects

For execution of such projects, the
circle should nominate one SSA/Officer
who shall be the interface with the
customer for all activities such as issue
of demand note, collection of
payments, customer support,
coordination with customers etc.

SOURCE OF EQUIPMENTS
Option may be given by the Telecom Circles
to prospective/existing customers that they
can source their equipment from market or
through approved vendors of BSNL.
In case they opt for BSNL option, the cost of
equipment (CAPEX/OPEX /Mix thereof) will
be paid by them to BSNL and in turn, BSNL
shall make similar terms of payment with SI.

EXECUTION OF RESPONSIBILITY
In turnkey projects, BSNL will undertake entire execution
responsibility of the project.
The project cost indicated to the customer shall be inclusive of
equipment cost, project management cost, investment cost
overheads and profit margin.
Typical profit margin of 15% may be included over and above all
the costs but it may vary from project to project depending upon
the nature of the project, competition, timeframe for realization of
investments made in the project
The Heads of Telecom Circles may execute such projects for
which procurement is up to ₹10 crore per annum. For projects
beyond ₹10 Crore per annum, the proposal may be referred to
BSNL HQ for approval.

MODEL ELIGIBILITY CRITERION FOR
NETWORK INTEGRATORS

MODEL ELIGIBILITY CRITERION FOR
NETWORK INTEGRATORS

FREQUENTLY ASKED QUERIES
For Enterprise Business segment, BSNL CO.
is issuing different policies, MoU,
agreements, guidelines etc. from different
units including units of EB, CFA and CM. In
case of New Business sections like EB, NB,
VAS, Smart City, MM Cell, etc. and in certain
cases Circle nodal units on authorization of
BSNL CO. are issuing Guidelines / Policies
etc

EB-IICell
 Customer Private Network Establishment(CPNE),
 Channel Partner Policy(CPP),
 Strategic Business Alliance(SA).
 BP-Ent.
 MNS Policy
New Business Cell
 Application Service Providers (ASPs) for software provision,
support etc. and Call Centre worketc.
 Smart City
 Empanelment for Smart City related works

VASCell
 ASPs related to Bulk Push SMS and other similar services
 Vehicle Tracking / Fleet Management (M2MServices) and
various other policies…
IT-CFA
 IDC Services including Data Centresetc.
NWP-BB
 EOI for empanelment of SI for turnkey solutions(WiFi-EOI).
MMCell
 ProcurementGuidelines

CONCLUSION
In turnkey projects, we will undertake entire execution
responsibility of the project.
The project cost indicated to the customer shall be
inclusive of equipment cost, project management cost,
investment cost overheads and profit margin which
may vary from project to project depending upon the
nature of the project, competition, timeframe for
realization of investments made in the project.
The status of activities carried out in respect of
execution of turnkey projects is to be sent to BSNL HQ
every month.


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TURNKEY SOLUTIONS

© BHARAT SANCHAR NIGAM LIMITED Slide No. 1 of 29

Guidelines for Establishment of

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A number of important Governments,

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Most imp for EB projects

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