KPMG全套内部培训教程7

CreatingEffectiveProposalsProposalWriting--GeneralRulesCONSULTING管理资源吧（），提供海量管理资料免费下载！CONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！AQuotationforAllWriters“IFIHADMORETIME,IWOULDHAVEWRITTENASHORTERLETTER.”CONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！WinningProposalTextRFPCompliantDirectandConciseClientSpecificGeographicSlantSpecificExamplesTellsHowandWhyEmpatheticCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！GuidelinesandTipstoGetThereCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！VerifyYourWritingAssignmentsKnowthesectionsyouareassignedtowriteConsulttheProposalOutlinefordeadlinesandpageconstraintsIfconfused,consultwithPartner,ProposalManager,orProposalCoordinatorDon’tassumeanythingBepromptwithyoursections-proposalsdependonorganizationandpunctualityCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！UnderstandingRFPComplianceReadtheRFPBEFOREyoustartwritingUnderstandwhatisrequiredinyoursection(s)PaycloseattentiontotheRFP“evaluationcriteria”Understandresponseformat-verifyifyouareunsureIfyouhavecomplianceconcerns,talktotheProposalManagerBEFOREyoustartwritingQuestionscanbeposedtotheclientthatclarifytherequirementCreativeresponsescanbedevelopedCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！WritingRFP-CompliantTextWriteforeaseofevaluationEvaluatortendstolookforRFPsectionnumberreferences,RFPwordingEvaluatorusescompliancechecklistsWriteresponseformataccordingtoRFPQ/Aformatvs.standardformatThendiscusshowwewillaccomplishorexceedtherequirementCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！ComplianceExampleRequirement:Vendorwillberesponsibleforsystemperformancetuning.Non-Compliant:“KPMGwillconductsystemperformancetuning.”Compliant:“UsingourprovenOSIIGmethodology,KPMGwillconductsystemperformancetuningbycompletingthefollowingtasks:–Setupmodeldatabaseenvironment–Loadcomparablevolumesofdata–Runtheapplicationrepeatedly–Recordandverifyresults”CONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！WhattodoWhenThere’sNoRFPKPMGPartner/BDM/Sr.ManagershouldfilloutanOpportunityFactSheet(OFS)ContainsmuchoftheinformationfoundinanRFPBecomes,ineffect,theRFPfortheproposalRefertoOFSforguidance/themesWhenindoubt,askProposalManagerAgain,don’tassumeanythingCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！PreparingtoWriteThinkbeforeyouwriteFightthetemptationtodiginThinksomemoreComposegraphicsfirst(representvisually)HelpsorganizeideasObtainpre-formattedsectiontemplateandstyleguidefromProposalCoordinatorEnsuresconsistentheadings,fonts,appearanceIncreasespunctualityCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！10CommandmentsforSuperiorProposalWriting1.Getyourpointacrossearly–establishthemerightaway;sparktheevaluator’sinterest2.Emphasizethecustomer–whatisthecustomer’sgaininwhatwe’reproposing?3.Bespecific–selljustafewideas,andsellthemhard4.Writeinapositivestyle–don’tbedefensive,negative,orapologetic5.Speakthecustomer’slanguage–don’tassumetheevaluatorknowsyourmethods/approachCONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！10CommandmentsforSuperiorProposalWriting6.Befrankanddirect–vagueproposalsconfuseevaluators7.Keepyourwritingterse–excessivelylongsectionsobscurethefewgoodpoints8.Usebrief,activelanguage–beconversationalandstraightforward,notformal9.Makeyourorganizationobvious–followtheRFPtitles;giveevaluatorseverysign-post10.Beoriginal–iflifting,makesuretextistailored!CONSULTINGProposalWriting管理资源吧（），提供海量管理资料免费下载！AnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-6508