KPMG全套内部培训教程7（英文PPT 13页）.ppt

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1、Creating Effective ProposalsProposal Writing-General RulesC O N S U L T I N GC O N S U L T I N GProposal WritingA Quotation for All Writers“IF I HAD MORE TIME,I WOULD HAVE WRITTEN A SHORTER LETTER.”C O N S U L T I N GProposal WritingWinning Proposal TextuRFP CompliantuDirect and ConciseuClient Speci

2、ficuGeographic SlantuSpecific ExamplesuTells How and WhyuEmpatheticC O N S U L T I N GProposal WritingGuidelines and Tipsto Get ThereC O N S U L T I N GProposal WritingVerify Your Writing AssignmentsKnow the sections you are assigned to writeConsult the Proposal Outline for deadlines and page constr

3、aintsIf confused,consult with Partner,Proposal Manager,or Proposal CoordinatorDont assume anythingBe prompt with your sections-proposals depend on organization and punctualityC O N S U L T I N GProposal WritingUnderstanding RFP ComplianceRead the RFP BEFORE you start writingUnderstand what is requir

4、ed in your section(s)Pay close attention to the RFP“evaluation criteria”Understand response format-verify if you are unsure If you have compliance concerns,talk to the Proposal Manager BEFORE you start writingQuestions can be posed to the client that clarify the requirementCreative responses can be

5、developedC O N S U L T I N GProposal WritingWriting RFP-Compliant TextWrite for ease of evaluationEvaluator tends to look for RFP section number references,RFP wording Evaluator uses compliance checklistsWrite response format according to RFPQ/A format vs.standard formatThen discuss how we will acco

6、mplish or exceed the requirementC O N S U L T I N GProposal WritingCompliance ExampleRequirement:Vendor will be responsible for system performance tuning.Non-Compliant:“KPMG will conduct system performance tuning.”Compliant:“Using our proven OSIIG methodology,KPMG will conduct system performance tun

7、ing by completing the following tasks:Set up model database environmentLoad comparable volumes of dataRun the application repeatedlyRecord and verify results”C O N S U L T I N GProposal WritingWhat to do When Theres No RFPKPMG Partner/BDM/Sr.Manager should fill out an Opportunity Fact Sheet(OFS)Cont

8、ains much of the information found in an RFPBecomes,in effect,the RFP for the proposalRefer to OFS for guidance/themesWhen in doubt,ask Proposal ManagerAgain,dont assume anythingC O N S U L T I N GProposal WritingPreparing to WriteThink before you writeFight the temptation to dig inThink some moreCo

9、mpose graphics first(represent visually)Helps organize ideasObtain pre-formatted section template and style guide from Proposal CoordinatorEnsures consistent headings,fonts,appearanceIncreases punctuality C O N S U L T I N GProposal Writing10 Commandments for Superior Proposal Writing1.Get your poin

10、t across earlyestablish theme right away;spark the evaluators interest2.Emphasize the customerwhat is the customers gain in what were proposing?3.Be specificsell just a few ideas,and sell them hard4.Write in a positive styledont be defensive,negative,or apologetic5.Speak the customers languagedont a

11、ssume the evaluator knows your methods/approach C O N S U L T I N GProposal Writing10 Commandments for Superior Proposal Writing6.Be frank and directvague proposals confuse evaluators7.Keep your writing terseexcessively long sections obscure the few good points8.Use brief,active languagebe conversational and straightforward,not formal9.Make your organization obviousfollow the RFP titles;give evaluators every sign-post10.Be originalif lifting,make sure text is tailored!C O N S U L T I N GProposal WritingAny Questions?Carl RosenblattBDST Manager,Public ServicesTysons Tower703 747-6508