KPMG全套内部培训教程6

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,C O N S U L T I N G,Proposal Process,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,Legal 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 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; identifies 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 completion 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 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 Checklist,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,Filename,RFP,Sect. #s,Section Title,Writer,Draft Done,Review Done,X,1_exsumm,1.0,Executive,Summary,Johnson,Developing a Calendar/Schedule,Key events:,Proposal kickoff,Storyboards - section brainstorming 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 ship!),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 calendar/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 discriminator,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 your 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 consulted 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 identifying 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, senior 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 make 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 over all final changes,Final Edit,Assigned by Proposal Coordinator,include second reviewer, if necessary,Consistency - some things to look for:,Project name,Acronyms (spelled out once at the beginning?),Terminology (does it match the RFP, if applicable?),Places,Customer name,Internal KPMG groups and divisions,Format of resumes and qualifications,Bullets,Headers and footers,Looks Arent Everything, but.,Pick out a few pages to “colorize”,Develop/print Executive Summary in color,Develop an interesting and thematic cover(use client-specific graphics, concepts),Use binders, card stock, pre-printed tabs,Production Planning,Prop. Manager assigns repro responsibility,Plan in advance,Book a central production room early on,Set aside time for a final quality check of your reproduction master,Use a high-quality binder,Package Cost Volume separately, if allowed,Allow plenty of time, even if outside source,It will take longer than you think,Any Questions?,Carl Rosenblatt,BDST Manager, Public Services,Tysons Tower,703 747-6508,