kpmg全套內(nèi)_部培訓教程7(共14張)

1、Creating Effective ProposalsProposal Writing - General RulesC O N S U L T I N GA Quotation for All Writers“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.”Winning Proposal TextuRFP CompliantuDirect and ConciseuClient SpecificuGeographic SlantuSpecific ExamplesuTells How and WhyuEmpathetic

2、 Guidelines and Tipsto Get ThereVerify Your Writing AssignmentsKnow the sections you are assigned to writeConsult the Proposal Outline for deadlines and page constraintsIf confused, consult with Partner, Proposal Manager, or Proposal CoordinatorDont assume anythingBe prompt with your sections - prop

3、osals depend on organization and punctualityUnderstanding RFP ComplianceRead the RFP BEFORE you start writingUnderstand what is required in your section(s)Pay close attention to the RFP “evaluation criteria”Understand response format - verify if you are unsure If you have compliance concerns, talk t

4、o the Proposal Manager BEFORE you start writingQuestions can be posed to the client that clarify the requirementCreative responses can be developedWriting RFP-Compliant TextWrite for ease of evaluationEvaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance ch

5、ecklistsWrite response format according to RFPQ/A format vs. standard formatThen discuss how we will accomplish or exceed the requirementCompliance Example Requirement: Vendor will be responsible for system performance tuning. Non-Compliant: “KPMG will conduct system performance tuning.” Compliant:

6、“Using our proven OSIIG methodology, KPMG will conduct system performance tuning by completing the following tasks: Set up model database environment Load comparable volumes of data Run the application repeatedly Record and verify results”What to do When Theres No RFPKPMG Partner/BDM/Sr. Manager sho

7、uld fill out an Opportunity Fact Sheet (OFS)Contains much of the information found in an RFPBecomes, in effect, the RFP for the proposalRefer to OFS for guidance/themesWhen in doubt, ask Proposal ManagerAgain, dont assume anythingPreparing to WriteThink before you writeFight the temptation to dig in

8、Think some moreCompose graphics first (represent visually)Helps organize ideasObtain pre-formatted section template and style guide from Proposal CoordinatorEnsures consistent headings, fonts, appearanceIncreases punctuality 10 Commandments for Superior Proposal Writing1. Get your point across early

9、establish theme right away; spark the evaluators interest2. Emphasize the customerwhat is the customers gain in what were proposing?3. Be specificsell just a few ideas, and sell them hard4. Write in a positive styledont be defensive, negative, or apologetic5. Speak the customers languagedont assume

10、the evaluator knows your methods/approach 10 Commandments for Superior Proposal Writing6. Be frank and directvague proposals confuse evaluators7. Keep your writing terseexcessively long sections obscure the few good points8. Use brief, active languagebe conversational and straightforward, not formal9. Make your organization obviousfollow the RFP titles; give evaluators every