KPMG全套内部培训教程7

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 Writing,CreatingEffectiveProposals,ProposalWriting-GeneralRules,CONSULTING,AQuotationforAllWriters,“IFIHADMORETIME,IWOULDHAVEWRITTENASHORTERLETTER.”,Winning,ProposalText,RFPCompliant,DirectandConcise,ClientSpecific,GeographicSlant,SpecificExamples,TellsHowandWhy,Empathetic,GuidelinesandTipstoGetThere,VerifyYourWritingAssignments,Knowthesectionsyouareassignedtowrite,ConsulttheProposalOutlinefordeadlinesandpageconstraints,Ifconfused,consultwithPartner,ProposalManager,orProposalCoordinator,Don,tassumeanything,Bepromptwithyoursections-proposalsdependonorganizationandpunctuality,UnderstandingRFPCompliance,ReadtheRFP,BEFORE,youstartwriting,Understandwhatisrequiredinyoursection(s),PaycloseattentiontotheRFP,“,“evaluationcriteria,”,”,Understandresponseformat-verifyifyouareunsure,Ifyouhavecomplianceconcerns,talktotheProposalManager,BEFORE,youstartwriting,Questionscan be posed to theclientthatclarify therequirement,Creativeresponsescan be developed,Writing RFP-CompliantText,Writeforeaseofevaluation,EvaluatortendstolookforRFP sectionnumber references,RFPwording,Evaluatorusescompliance checklists,Writeresponseformataccording to RFP,Q/Aformat vs.standardformat,Then discuss,how,wewill accomplishorexceedtherequirement,Compliance Example,Requirement:,Vendorwillberesponsibleforsystem performance tuning.,Non-Compliant:,“KPMGwill conductsystem performance tuning.,”,”,Compliant:,“Usingour provenOSIIGmethodology,KPMGwill conductsystem performance tuningbycompleting thefollowingtasks:,Setupmodeldatabaseenvironment,Load comparablevolumesofdata,Runthe application repeatedly,Recordand verifyresults”,What to do WhenThere,sNoRFP,KPMG Partner/BDM/Sr.Manager shouldfilloutanOpportunityFactSheet(OFS),Containsmuch of theinformationfoundinanRFP,Becomes,ineffect,theRFPfor theproposal,RefertoOFSfor guidance/themes,When in doubt,askProposalManager,Again,dontassume anything,PreparingtoWrite,Thinkbeforeyou write,Fightthetemptationtodigin,Thinksome more,Compose graphics first(representvisually),Helpsorganizeideas,Obtainpre-formattedsection template andstyleguidefromProposalCoordinator,Ensures consistentheadings,fonts,appearance,Increasespunctuality,10Commandmentsfor Superior Proposal Writing,1.Getyourpointacrossearly,establishthemerightaway;sparkthe evaluators interest,2.Emphasizethe customer,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！,