毕马威--全套内部培训教程KPMG全套内部培训教程7.pptx

Creating Effective Proposals
Proposal Writing -- General Rules
C O N S U L T I N G
A Quotation for All Writers
“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.”
Winning Proposal Text
pliant
Direct and Concise
Client Specific
Geographic Slant
Specific Examples
Tells How and Why
Empathetic
Guidelines and Tipsto Get There
Verify Your Writing Assignments
Know the sections you are assigned to write
Consult the Proposal Outline for deadlines and page constraints
If confused, consult with Partner, Proposal Manager, or Proposal Coordinator
Don’t assume anything
Be prompt with your sections - proposals depend anization and punctuality
Understanding pliance
Read the RFP BEFORE you start writing
Understand 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 pliance concerns, talk to the Proposal Manager BEFORE you start writing
Questions can be posed to the client that clarify the requirement
Creative responses can be developed
Writing pliant Text
Write for ease of evaluation
Evaluator tends to look for RFP section number references, RFP wording
Evaluator pliance checklists
Write response format according to RFP
Q/A format vs. standard format
Then discuss how we will plish or exceed the requirement
Compliance Example
Requirement:
Vendor will be responsible for system performance tuning.
pliant:
“KPMG will conduct system performance tuning.”
Compliant:
“Using our proven OSIIG methodology, KPMG will conduct system performance tuning pleting the following tasks:
Set up model database environment
parable volumes of data
Run the application repeatedly
Record and verify results”
What to do When There’s No RFP
KPMG Partner/BDM/Sr. Manager should fill out an Opportunity Fact Sheet (OFS)
Contains much of the information found in an RFP
es, in effect, the RFP for the proposal
Refer to OFS for guidance/themes
When in doubt, ask Proposal Manager
Again, don’t ass