kpmg全套内_部培训教程7

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,CreatingEffectiveProposals,ProposalWriting-GeneralRules,CONSULTING,A QuotationforAll Writers,“IFIHADMORETIME,I WOULD HAVEWRITTENA SHORTERLETTER.”,Winning,ProposalText,RFPCompliant,Directand Concise,ClientSpecific,Geographic Slant,SpecificExamples,TellsHowand Why,Empathetic,Guidelines andTipsto GetThere,VerifyYourWriting Assignments,Know thesectionsyouare assigned to write,Consult theProposalOutline fordeadlinesandpage constraints,Ifconfused,consultwith Partner,Proposal Manager,or Proposal Coordinator,Don,tassumeanything,Bepromptwithyour sections-proposalsdependonorganization andpunctuality,UnderstandingRFPCompliance,ReadtheRFP,BEFORE,youstartwriting,Understandwhatisrequiredinyoursection(s),PaycloseattentiontotheRFP,“,“evaluationcriteria”,Understandresponseformat-verifyifyouareunsure,Ifyouhavecomplianceconcerns,talktotheProposalManager,BEFORE,youstartwriting,Questionscanbeposedtotheclientthatclarifytherequirement,Creativeresponsescanbedeveloped,WritingRFP-CompliantText,Writeforeaseofevaluation,EvaluatortendstolookforRFPsectionnumberreferences,RFPwording,Evaluatorusescompliancechecklists,WriteresponseformataccordingtoRFP,Q/Aformatvs.standardformat,Thendiscuss,how,wewillaccomplishorexceedtherequirement,ComplianceExample,Requirement:,Vendorwillberesponsibleforsystemperformancetuning.,Non-Compliant:,“KPMGwillconductsystemperformancetuning.”,Compliant:,“UsingourprovenOSIIGmethodology,KPMGwillconductsystemperformancetuningbycompletingthefollowingtasks:,Setupmodeldatabaseenvironment,Loadcomparablevolumesofdata,Runtheapplicationrepeatedly,Recordandverifyresults”,WhattodoWhenTheresNoRFP,KPMGPartner/BDM/Sr.ManagershouldfilloutanOpportunityFactSheet(OFS),ContainsmuchoftheinformationfoundinanRFP,Becomes,ineffect,theRFPfortheproposal,Refer toOFSforguidance/themes,Whenindoubt,ask ProposalManager,Again,dontassumeanything,Preparing toWrite,Think beforeyouwrite,Fight the temptationtodigin,Think some more,Composegraphicsfirst(represent visually),Helps organize ideas,Obtain pre-formattedsectiontemplate and styleguide fromProposalCoordinator,Ensuresconsistent headings,fonts,appearance,Increases punctuality,10 CommandmentsforSuperiorProposal Writing,1.Get yourpoint acrossearly,establish themeright away;spark the evaluators interest,2.Emphasizethecustomer,whatisthecustomer,s gainin whatwere proposing?,3.Be specific,selljust afewideas,and sellthemhard,4.Writeina positive style,dont bedefensive,negative,orapologetic,5.Speakthecustomerslanguage,dont assumetheevaluator knowsyour methods/approach,10 CommandmentsforSuperiorProposal Writing,6.Be frankanddirect,vague proposalsconfuseevaluators,7.Keepyourwritingterse,excessivelylongsections obscure the few good points,8.Use brief,activelanguage,be conversational and straightforward,not formal,9.Makeyourorganization obvious,follow the RFP titles;giveevaluators everysign-post,10.Be original,if lifting,makesure text is tailored!,AnyQuestions?,CarlRosenblatt,BDSTManager,PublicServices,TysonsTower,703747-6508,演讲完毕,，,，谢谢观,看,看！,