




版权说明:本文档由用户提供并上传,收益归属内容提供方,若内容存在侵权,请进行举报或认领
文档简介
1、Creating Effective ProposalsProposal BasicsC O N S U L T I N G第1页,共14页。The Big Picture“The obvious is obviousonly after its obvious”第2页,共14页。What Makes a Good Proposal?Is directed to the right audienceOffers a low-risk, well-substantiated solution to a real (not always stated) needIs easy to underst
2、andShows (not claims) competenceOffers distinct benefits over othersBetter, faster, cheaperImpresses evaluatorsProvides tangible value第3页,共14页。What Makes a Bad Proposal?Hard to understand/hard to scoreNot responsive and non-compliantFails to demonstrate competenceSolves the wrong problemOffers an un
3、proven or risky solutionNot differentiated from the competitionClaims are not believableGrammatical errors/general sloppiness第4页,共14页。Why Are So Many Proposals Bad?They are produced by committeesThey are produced under pressureThey show an anxiety to winThe proposal staff is over-committed and/or po
4、orly preparedThe message is unclear or lackingKPMG did not listen to the customerKPMG listened to the wrong peopleUnsubstantiated claims第5页,共14页。Ailments of ProposalsMOTION SICKNESS - jumps too quickly from point to point and is difficult to followSENILITY - the same old stuffAMNESIA - important poi
5、nts omittedSTERILITY - ideas not conceivedNARCISSISM - too much horn blowingSCARLET FEVER - excessive use of redGOITER - blown up in the wrong placesCONSTIPATION - there may be something here, but it simply refuses to come out第6页,共14页。Proposals Answer 9 Basic QuestionsWho are we? What are we selling
6、?Why are we selling it?How is it better than the competition?How are we going to execute it?How are we going to manage it?Why are we qualified to do it?How much is our price?Can we do it within cost and on schedule?第7页,共14页。Six Basic Proposal PrinciplesYou never get a second chance to make a first i
7、mpressionA good proposal will not always win, but a poor one will almost always loseBus. Development is doing your homework (studying); proposals are taking the testProposal Management is where democracy stopsEvaluators expect to see quality reflective of the time allotted to prepare the proposalWri
8、te to win, or dont begin第8页,共14页。Typical Opportunity ScenariosRequest for Proposal (RFP)Opportunity from Partner/BDM/Sr. ManagerNo RFPNo formal requirements statement第9页,共14页。Reading an RFP: What to look for?Is the SOW what we thought? Can we do the job? How many days to prepare the proposal?How man
9、y sections are in the proposal? Are there 8a or minority-owned business requirements? What are the staffing/skills/geographic requirements? Are there extensive customer reference requirements? Are there technologies requiring other KPMG practices or outside help (teaming arrangement)?How is evaluati
10、on weighted (technical vs. cost)? Are there special production considerations?Existing contract vehicle?What about contract terms and conditions? 第10页,共14页。What to Do When There is No RFPRefer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager Contains much of the inf
11、ormation found in an RFPServes as the RFP for the proposalAnalyze the Business Opportunity outlined in the OFS just as you would an RFPIs there a compelling reason to bid?Rely on the KPMG contacts knowledge about the client, the opportunity, and the competition第11页,共14页。Final Analysis: Should We Bid
12、?Easy to bid, hard not toSome reasons not to bid:Strong incumbent (client looking for a “check bid”)Client budget vs. project scope doesnt matchNo knowledge of competitionNo relationships with, or prior knowledge of client/RFPKPMG project staff either not available or unqualifiedCant meet minimum solution/geographic requirementsKPMG Qualifications not strong/pertinent enoughProposal response time too short to produce a high-quali
温馨提示
- 1. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
- 2. 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
- 3. 本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
- 4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
- 5. 人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
- 6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
- 7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
最新文档
- 四川省遂宁市市城区2024年八上物理期末学业水平测试模拟试题含解析
- 2025至2030富含蛋白质的营养棒行业发展趋势分析与未来投资战略咨询研究报告
- 增强校园管理制度与安全措施的法律保障
- 专业车辆运输安全质量监控协议
- 离婚协议中无形资产分割与权益保护合同
- 厨余垃圾处理与能源利用:行业发展趋势与市场分析
- 2025至2030全球及中国废纸管理行业产业运行态势及投资规划深度研究报告
- 2025年《中华人民共和国药品管理法》培训试卷与答案
- 2025至2030半自动多头灌装机行业发展趋势分析与未来投资战略咨询研究报告
- 2025至2030全球及中国贷款数字化行业发展趋势分析与未来投资战略咨询研究报告
- 名创优品加盟合同协议
- GB 7718-2025食品安全国家标准预包装食品标签通则
- QGDW11337-2023输变电工程工程量清单计价规范
- 生活垃圾焚烧发电厂自动监测设备运行维护技术规范
- 血管加压药物在急诊休克中的应用专家共识2021解读课件
- 《个人信息保护法》知识考试题库150题(含答案)
- 高一化学达标训练:第一单元化石燃料与有机化合物
- 反食品浪费法培训
- 2025版国家开放大学法学本科《知识产权法》期末纸质考试总题库
- 2025年行政执法人员执法证考试必考多选题库及答案(共300题)
- 嗜铬细胞瘤危象的救治策略
评论
0/150
提交评论