kpmg全套内部培训教_程2

CreatingEffectiveProposalsProposalBasicsCONSULTINGTheBigPicture•“Theobviousisobvious…onlyafterit’sobvious”WhatMakesaGoodProposal?•Isdirectedtotherightaudience•Offersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)need•Iseasytounderstand•Shows(notclaims)competence•Offersdistinctbenefitsoverothers–Better,faster,cheaper•Impressesevaluators•ProvidestangiblevalueWhatMakesaBadProposal?•Hardtounderstand/hardtoscore•Notresponsiveandnon-compliant•Failstodemonstratecompetence•Solvesthewrongproblem•Offersanunprovenorriskysolution•Notdifferentiatedfromthecompetition•Claimsarenotbelievable•Grammaticalerrors/generalsloppinessWhyAreSoManyProposalsBad?•Theyareproducedbycommittees•Theyareproducedunderpressure•Theyshowananxietytowin•Theproposalstaffisover-committedand/orpoorlyprepared•Themessageisunclearorlacking•KPMGdidnotlistentothecustomer•KPMGlistenedtothewrongpeople•UnsubstantiatedclaimsAilmentsofProposals•MOTIONSICKNESS-jumpstooquicklyfrompointtopointandisdifficulttofollow•SENILITY-thesameoldstuff•AMNESIA-importantpointsomitted•STERILITY-ideasnotconceived•NARCISSISM-toomuchhornblowing•SCARLETFEVER-excessiveuseofred•GOITER-blownupinthewrongplaces•CONSTIPATION-theremaybesomethinghere,butitsimplyrefusestocomeoutProposalsAnswer9BasicQuestions•Whoarewe?•Whatareweselling?•Whyarewesellingit?•Howisitbetterthanthecompetition?•Howarewegoingtoexecuteit?•Howarewegoingtomanageit?•Whyarewequalifiedtodoit?•Howmuchisourprice?•Canwedoitwithincostandonschedule?SixBasicProposalPrinciples•Younevergetasecondchancetomakeafirstimpression•Agoodproposalwillnotalwayswin,butapooronewillalmostalwayslose•Bus.Developmentisdoingyourhomework(studying);proposalsaretakingthetest•ProposalManagementiswheredemocracystops•Evaluatorsexpecttoseequalityreflectiveofthetimeallottedtopreparetheproposal•Writetowin,ordon’tbeginTypicalOpportunityScenarios•RequestforProposal(RFP)•OpportunityfromPartner/BDM/Sr.Manager–NoRFP–NoformalrequirementsstatementReadinganRFP:Whattolookfor?•IstheSOWwhatwethought?Canwedothejob?•Howmanydaystopreparetheproposal?•Howmanysectionsareintheproposal?•Arethere8aorminority-ownedbusinessrequirements?•Whatarethestaffing/skills/geographicrequirements?•Arethereextensivecustomerreferencerequirements?•AretheretechnologiesrequiringotherKPMGpracticesoroutsidehelp(teamingarrangement)?•Howisevaluationweighted(technicalvs.cost)?•Aretherespecialproductionconsiderations?•Existingcontractvehicle?•Whataboutcontracttermsandconditions?WhattoDoWhenThereisNoRFP•RefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.Manager–ContainsmuchoftheinformationfoundinanRFP–ServesastheRFPfortheproposal•AnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFP–Isthereacompellingreasontobid?•RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionFinalAnalysis:ShouldWeBid?•Easytobid,hardnotto•Somereasonsnottobid:–Strongincumbent(clientlookingfora“checkbid”)–Clientbudgetvs.projectscopedoesn’tmatch–Noknowledgeofcompetition–Norelationshipswith,orpriorknowledgeofclient/RFP–KPMGprojectstaffeithernotavailableorunqualified–Can’tmeetminimumsolution/geographicrequirements–KPMGQualificationsnotstrong/pertinentenough–Proposalresponsetimetooshorttoproduceahigh-quality,competitivedocument–CosttoproduceproposaloutweighspotentialawardAnyQuestions?•CarlRosenblatt•BDSTManager,PublicServices•Tyson’sTower•703747-6508