KPMG全套內(nèi)部培訓(xùn)教程

CreatingEffectiveProposalsProposalProcessCONSULTING第一頁，共二十一頁。TheProposalItselfFollowingtheprocessPlanning,planning,planning第二頁，共二十一頁。TheRFP:ObtainingYourCopyProposalCoordinator-assignedbyPartner,copyingresponsibilityRecipients:PartnerProposalManagerBDM(s)SupportstaffWritersLegalCounsel(ifappropriate)Alwayskeepextracopieson-hand第三頁，共二十一頁。WhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetition第四頁，共二十一頁。OrganizingtheProposalResponse第五頁，共二十一頁。ProposalRoles/ResponsibilitiesPartnerWorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.ProposalManagerDay-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.ProposalCoordinatorCopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.第六頁，共二十一頁。ProposalPlanningPiecesTypicalProposalOutlineExecutiveSummaryTechnicalApproach/WorkPlan/ProjectScheduleStaffingQualifications/ResumesProjectManagementTeamQuals/PastPerformance(projectengagements)CostAssumptionsProposalContactListCalendar/ScheduleProductionChecklist第七頁，共二十一頁。DevelopOutlinewithAssignmentsUsetheproposalformatsectionnumberoftheRFPMirrorRFPsectionnumbers/titlesverbatimIncludeRFPrequirementsandevaluationcriteria numbersforwriterreferenceRFPSect.#sSectionTitleWriterDraftDoneReviewDoneX1_exsumm1.0ExecutiveSummaryJohnson第八頁，共二十一頁。DevelopingaCalendar/ScheduleKeyevents:ProposalkickoffStoryboards-sectionbrainstormingsessionsDraftquestionsaboutRFPduetoclientcontactFinalquestionsduetotheclientDraftsdue(BlueTeam,RedTeam,Final)Finalmanager/Partnerreview(s)WorkplanandcostingduedatesFinaleditandformatting(togetherifpossible)Production(print,proofmaster,copy,assemble,andship!)ProposaldeliverytimeOtherRFPdatessuchasoralsandcontractawardAnyscheduledabsences/vacationsofteammembersDevelopingTip:Backupfromfinalduedateforeachactivity.第九頁，共二十一頁。ProposalKickoffStressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDMIntroducescalendar/scheduleWinthemesanddiscriminatorsAssignsrolesandresponsibilitiesGuidelinestowritersQuestionsubmissionproceduresTechnical/businesssolutionoverviewResponseassumptionsCompetition--otherbidders第十頁，共二十一頁。ProposalThemeDefinitionsArecurringthoughtApointofemphasisAnadvantageAdiscriminatorAnundeniabletruthAuniquefeatureAcompellingpointAcompetitor’sdisadvantage第十一頁，共二十一頁。WhyWeNeedThemesPicturethemindsetofthecustomer:Idon’tknowwhoKPMGisIdon’tknowKPMG’scapabilitiesIdon’tknowKPMG’srelated/relevantexperienceIdon’tknowyourpastperformanceIdon’tknowyourtechnicalapproachIdon’tknowyourmanagementstyleIdon’tknowwhatyou’reselling第十二頁，共二十一頁。ProposalThemeExamplesGoodTheme:“KPMGhasbeenservingthehighereducationcommunityforover25years.Ourpractitionersaverage10yearsofexperience,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”BadTheme:“KPMGisunquestionablythebestoftheBigFivecompanies.”第十三頁，共二十一頁。FirstDraft(BlueTeam)ReviewCheckpointforPartner/BDM/ProposalManagerLimitedtoproposalcontributorsonlyDraftshouldbecomplete,butcanberoughinspotsFocusonidentifyingseriousweaknessesand inconsistencies,andonRFP-compliancenotatimeforlineeditingUsuallyoccurs3-5daysbeforeRedTeamBeconstructivenofinger-pointing,defensiverebuttals,orwhiningEmphasisonpreparingasolidRedTeamdraft第十四頁，共二十一頁。RedTeamReviewGenerallylimitedtonon-authors,seniorstaffmembersincludesrepresentativesfrombothprimeandsubsDraftshouldresembletheproposalasitwillbedeliveredRedTeam’sjobistobecriticalandtofindfaultexpectit;don’targue;don’tgetangryordefensiveProposalshouldbescoredtoshowstrengths/weaknessesReviewersshouldmakespecificandconstructivecommentsRedTeamdebriefshouldoccur3-5daysbeforeduedatePost-RedTeamdebrief--newassignmentsaremadeoftenreducessizeofproposalteam第十五頁，共二十一頁。FinalMgmt.(GoldTeam)ReviewFinalpre-productionreviewGenerallyinvolvesPartner,BDM,ProposalManager2ndPartnerreviewrequiredforbidsof$500KandupLastopportunitytoverifyscope,themes, messageFinalvalidationofcompliance,completeness,andaccuracyProposalManagerhasprovinceoverallfinalchanges第十六頁，共二十一頁。FinalEditAssignedbyProposalCoordinatorincludesecondreviewer,ifnecessaryConsistency--somethingstolookfor:ProjectnameAcronyms(spelledoutonceatthebeginning?)Terminology(doesitmatchtheRFP,ifapplicable?)PlacesCustomernameInternalKPMGgroupsanddivisionsFormatofresumesandqualificationsBulletsHeadersandfooters第十七頁，共二十一頁。LooksAren’tEverything,but...Pickoutafewpagesto“colorize”Develop/printExecutiveSummaryincolorDevelopaninterestingandthematiccover

(useclient-specificgraphics,concepts)Usebinders,cardstock,pre-printedtabs第十八頁，共二十一頁。ProductionPlanningProp.Managerass