kpmg全套内部培训教程2

CreatingEffectiveProposalsProposalBasicsCONSULTING管理资源吧（），提供海量管理资料免费下载！CONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！TheBigPicture“Theobviousisobvious…onlyafterit’sobvious”CONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！WhatMakesaGoodProposal?IsdirectedtotherightaudienceOffersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)needIseasytounderstandShows(notclaims)competenceOffersdistinctbenefitsoverothersBetter,faster,cheaperImpressesevaluatorsProvidestangiblevalueCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！WhatMakesaBadProposal?Hardtounderstand/hardtoscoreNotresponsiveandnon-compliantFailstodemonstratecompetenceSolvesthewrongproblemOffersanunprovenorriskysolutionNotdifferentiatedfromthecompetitionClaimsarenotbelievableGrammaticalerrors/generalsloppinessCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！WhyAreSoManyProposalsBad?TheyareproducedbycommitteesTheyareproducedunderpressureTheyshowananxietytowinTheproposalstaffisover-committedand/orpoorlypreparedThemessageisunclearorlackingKPMGdidnotlistentothecustomerKPMGlistenedtothewrongpeopleUnsubstantiatedclaimsCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！AilmentsofProposalsMOTIONSICKNESS-jumpstooquicklyfrompointtopointandisdifficulttofollowSENILITY-thesameoldstuffAMNESIA-importantpointsomittedSTERILITY-ideasnotconceivedNARCISSISM-toomuchhornblowingSCARLETFEVER-excessiveuseofredGOITER-blownupinthewrongplacesCONSTIPATION-theremaybesomethinghere,butitsimplyrefusestocomeoutCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！ProposalsAnswer9BasicQuestionsWhoarewe?Whatareweselling?Whyarewesellingit?Howisitbetterthanthecompetition?Howarewegoingtoexecuteit?Howarewegoingtomanageit?Whyarewequalifiedtodoit?Howmuchisourprice?Canwedoitwithincostandonschedule?CONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！SixBasicProposalPrinciplesYounevergetasecondchancetomakeafirstimpressionAgoodproposalwillnotalwayswin,butapooronewillalmostalwaysloseBus.Developmentisdoingyourhomework(studying);proposalsaretakingthetestProposalManagementiswheredemocracystopsEvaluatorsexpecttoseequalityreflectiveofthetimeallottedtopreparetheproposalWritetowin,ordon’tbeginCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！TypicalOpportunityScenariosRequestforProposal(RFP)OpportunityfromPartner/BDM/Sr.ManagerNoRFPNoformalrequirementsstatementCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！ReadinganRFP:Whattolookfor?IstheSOWwhatwethought?Canwedothejob?Howmanydaystopreparetheproposal?Howmanysectionsareintheproposal?Arethere8aorminority-ownedbusinessrequirements?Whatarethestaffing/skills/geographicrequirements?Arethereextensivecustomerreferencerequirements?AretheretechnologiesrequiringotherKPMGpracticesoroutsidehelp(teamingarrangement)?Howisevaluationweighted(technicalvs.cost)?Aretherespecialproductionconsiderations?Existingcontractvehicle?Whataboutcontracttermsandconditions?CONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！WhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！FinalAnalysis:ShouldWeBid?Easytobid,hardnottoSomereasonsnottobid:Strongincumbent(clientlookingfora“checkbid”)Clientbudgetvs.projectscopedoesn’tmatchNoknowledgeofcompetitionNorelationshipswith,orpriorknowledgeofclient/RFPKPMGprojectstaffeithernotavailableorunqualifiedCan’tmeetminimumsolution/geographicrequirementsKPMGQualificationsnotstrong/pertinentenoughProposalresponsetimetooshorttoproduceahigh-quality,competitivedocumentCosttoproduceproposaloutweighspotentialawardCONSULTINGProposalBasics管理资源吧（），提供海量管理资料免费下载！AnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-6508