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,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,Understanding RFPCompliance,Read theRFP,BEFORE,youstartwriting,Understand whatisrequiredinyoursection(s),Paycloseattention to theRFP,“,“evaluationcriteria,”,”,Understand response format-verifyifyouare unsure,Ifyouhavecompliance concerns,talk to theProposalManager,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,what is thecustomers gaininwhatwereproposing?,3.Bespecific,sell justafewideas,andsell themhard,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！,