《kpmg全套内部培训教程6.ppt》由会员分享，可在线阅读，更多相关《kpmg全套内部培训教程6.ppt（20页珍藏版）》请在金锄头文库上搜索。
1、Creating Effective Proposals Proposal Process,C O N S U L T I N G,The Proposal Itself,Following the process Planning, planning, planning,The RFP: Obtaining Your Copy,Proposal Coordinator - assigned by Partner, copying responsibility Recipients: Partner Proposal Manager BDM(s) Support staff Writers L
2、egal Counsel (if appropriate) Always keep extra copies on-hand,What to Do When There is No RFP,Refer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager Contains much of the information found in an RFP Serves as the RFP for the proposal Analyze the Business Opportunity
3、 outlined in the OFS just as you would an RFP Is there a compelling reason to bid? Rely on the KPMG contacts knowledge about the client, the opportunity, and the competition,Organizing the Proposal Response,Proposal Roles/Responsibilities,Partner Works with BDM/Sales Lead to validate client needs; i
4、dentifies and assigns proposal team resources; approves proposed KPMG approach and final pricing; reviews proposal prior to production; signs proposal. Proposal Manager Day-to-day management of the proposal team, sections, and production; sets schedule and delegates assignments; ensures punctual com
5、pletion of proposal tasks and overall proposal quality; owns the proposal creation process; works with Partner to create themes. Proposal Coordinator Copies and distributes RFP/OFS; creates and enforces proposal calendar; manages version control for all sections; helps coordinate production/delivery
6、 effort.,Proposal Planning Pieces,Typical Proposal Outline Executive Summary Technical Approach/Work Plan/Project Schedule Staffing Qualifications/Resumes Project Management Team Quals/Past Performance (project engagements) Cost Assumptions Proposal Contact List Calendar/Schedule Production Checklis
7、t,Develop Outline with Assignments,Use the proposal format section number of the RFP Mirror RFP section numbers/titles verbatim Include RFP requirements and evaluation criteria numbers for writer reference,Developing a Calendar/Schedule,Key events: Proposal kickoff Storyboards - section brainstormin
8、g sessions Draft questions about RFP due to client contact Final questions due to the client Drafts due (Blue Team, Red Team, Final) Final manager/Partner review(s) Work plan and costing due dates Final edit and formatting (together if possible) Production (print, proof master, copy, assemble, and s
9、hip!) Proposal delivery time Other RFP dates such as orals and contract award Any scheduled absences/vacations of team members,Developing Tip: Back up from final due date for each activity.,Proposal Kickoff,Stresses importance and purpose of deal - Partner, Proposal Manager, and BDM Introduces calen
10、dar/schedule Win themes and discriminators Assigns roles and responsibilities Guidelines to writers Question submission procedures Technical/business solution overview Response assumptions Competition - other bidders,Proposal Theme Definitions,A recurring thought A point of emphasis An advantage A d
11、iscriminator An undeniable truth A unique feature A compelling point A competitors disadvantage,Why We Need Themes,Picture the mindset of the customer: I dont know who KPMG is I dont know KPMGs capabilities I dont know KPMGs related/relevant experience I dont know your past performance I dont know y
12、our technical approach I dont know your management style I dont know what youre selling,Proposal Theme Examples,Good Theme: “KPMG has been serving the higher education community for over 25 years. Our practitioners average 10 years of experience, and were either groomed in higher education or have c
13、onsulted in this market for several years.” Bad Theme: “KPMG is unquestionably the best of the Big Five companies.”,First Draft (Blue Team) Review,Checkpoint for Partner/BDM/Proposal Manager Limited to proposal contributors only Draft should be complete, but can be rough in spots Focus on identifyin
14、g serious weaknesses and inconsistencies, and on RFP-compliance not a time for line editing Usually occurs 3-5 days before Red Team Be constructive no finger-pointing, defensive rebuttals, or whining Emphasis on preparing a solid Red Team draft,Red Team Review,Generally limited to non-authors, senio
15、r staff members includes representatives from both prime and subs Draft should resemble the proposal as it will be delivered Red Teams job is to be critical and to find fault expect it; dont argue; dont get angry or defensive Proposal should be scored to show strengths/weaknesses Reviewers should ma
16、ke specific and constructive comments Red Team debrief should occur 3-5 days before due date Post-Red Team debrief - new assignments are made often reduces size of proposal team,Final Mgmt. (Gold Team) Review,Final pre-production review Generally involves Partner, BDM, Proposal Manager 2nd Partner review required for bids of $500K and up Last opportunity to verify scope, themes, message Final validation of compliance, completeness, and accuracy Proposal Manager has province
