KPMG全套內(nèi)部培訓(xùn)教程_第1頁
KPMG全套內(nèi)部培訓(xùn)教程_第2頁
KPMG全套內(nèi)部培訓(xùn)教程_第3頁
KPMG全套內(nèi)部培訓(xùn)教程_第4頁
KPMG全套內(nèi)部培訓(xùn)教程_第5頁
已閱讀5頁,還剩16頁未讀, 繼續(xù)免費閱讀

下載本文檔

版權(quán)說明:本文檔由用戶提供并上傳,收益歸屬內(nèi)容提供方,若內(nèi)容存在侵權(quán),請進(jìn)行舉報或認(rèn)領(lǐng)

文檔簡介

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

溫馨提示

  • 1. 本站所有資源如無特殊說明,都需要本地電腦安裝OFFICE2007和PDF閱讀器。圖紙軟件為CAD,CAXA,PROE,UG,SolidWorks等.壓縮文件請下載最新的WinRAR軟件解壓。
  • 2. 本站的文檔不包含任何第三方提供的附件圖紙等,如果需要附件,請聯(lián)系上傳者。文件的所有權(quán)益歸上傳用戶所有。
  • 3. 本站RAR壓縮包中若帶圖紙,網(wǎng)頁內(nèi)容里面會有圖紙預(yù)覽,若沒有圖紙預(yù)覽就沒有圖紙。
  • 4. 未經(jīng)權(quán)益所有人同意不得將文件中的內(nèi)容挪作商業(yè)或盈利用途。
  • 5. 人人文庫網(wǎng)僅提供信息存儲空間,僅對用戶上傳內(nèi)容的表現(xiàn)方式做保護(hù)處理,對用戶上傳分享的文檔內(nèi)容本身不做任何修改或編輯,并不能對任何下載內(nèi)容負(fù)責(zé)。
  • 6. 下載文件中如有侵權(quán)或不適當(dāng)內(nèi)容,請與我們聯(lián)系,我們立即糾正。
  • 7. 本站不保證下載資源的準(zhǔn)確性、安全性和完整性, 同時也不承擔(dān)用戶因使用這些下載資源對自己和他人造成任何形式的傷害或損失。

評論

0/150

提交評論