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CreatingEffectiveProposalsProposalProcess CONSULTING TheProposalItself FollowingtheprocessPlanning planning planning TheRFP ObtainingYourCopy ProposalCoordinator assignedbyPartner copyingresponsibilityRecipients PartnerProposalManagerBDM s SupportstaffWritersLegalCounsel ifappropriate Alwayskeepextracopieson hand WhattoDoWhenThereisNoRFP RefertotheOpportunityFactSheet OFS filledoutbytheKPMGPartner BDM Sr ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid RelyontheKPMGcontact sknowledgeabouttheclient theopportunity andthecompetition OrganizingtheProposalResponse ProposalRoles Responsibilities PartnerWorkswithBDM SalesLeadtovalidateclientneeds identifiesandassignsproposalteamresources approvesproposedKPMGapproachandfinalpricing reviewsproposalpriortoproduction signsproposal ProposalManagerDay to daymanagementoftheproposalteam sections andproduction setsscheduleanddelegatesassignments ensurespunctualcompletionofproposaltasksandoverallproposalquality ownstheproposalcreationprocess workswithPartnertocreatethemes ProposalCoordinatorCopiesanddistributesRFP OFS createsandenforcesproposalcalendar managesversioncontrolforallsections helpscoordinateproduction deliveryeffort ProposalPlanningPieces TypicalProposalOutlineExecutiveSummaryTechnicalApproach WorkPlan ProjectScheduleStaffingQualifications ResumesProjectManagementTeamQuals PastPerformance projectengagements CostAssumptionsProposalContactListCalendar ScheduleProductionChecklist DevelopOutlinewithAssignments UsetheproposalformatsectionnumberoftheRFPMirrorRFPsectionnumbers titlesverbatimIncludeRFPrequirementsandevaluationcriterianumbersforwriterreference DevelopingaCalendar Schedule Keyevents ProposalkickoffStoryboards sectionbrainstormingsessionsDraftquestionsaboutRFPduetoclientcontactFinalquestionsduetotheclientDraftsdue BlueTeam RedTeam Final Finalmanager Partnerreview s WorkplanandcostingduedatesFinaleditandformatting togetherifpossible Production print proofmaster copy assemble andship ProposaldeliverytimeOtherRFPdatessuchasoralsandcontractawardAnyscheduledabsences vacationsofteammembers DevelopingTip Backupfromfinalduedateforeachactivity ProposalKickoff Stressesimportanceandpurposeofdeal Partner ProposalManager andBDMIntroducescalendar scheduleWinthemesanddiscriminatorsAssignsrolesandresponsibilitiesGuidelinestowritersQuestionsubmissionproceduresTechnical businesssolutionoverviewResponseassumptionsCompetition otherbidders ProposalThemeDefinitions ArecurringthoughtApointofemphasisAnadvantageAdiscriminatorAnundeniabletruthAuniquefeatureAcompellingpointAcompetitor sdisadvantage WhyWeNeedThemes Picturethemindsetofthecustomer Idon tknowwhoKPMGisIdon tknowKPMG scapabilitiesIdon tknowKPMG srelated relevantexperienceIdon tknowyourpastperformanceIdon tknowyourtechnicalapproachIdon tknowyourmanagementstyleIdon tknowwhatyou reselling ProposalThemeExamples GoodTheme KPMGhasbeenservingthehighereducationcommunityforover25years Ourpractitionersaverage10yearsofexperience andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears BadTheme KPMGisunquestionablythebestoftheBigFivecompanies FirstDraft BlueTeam Review CheckpointforPartner BDM ProposalManagerLimitedtoproposalcontributorsonlyDraftshouldbecomplete butcanberoughinspotsFocusonidentifyingseriousweaknessesandinconsistencies andonRFP compliancenotatimeforlineeditingUsuallyoccurs3 5daysbeforeRedTeamBeconstructivenofinger pointing defensiverebuttals orwhiningEmphasisonpreparingasolidRedTeamdraft RedTeamReview Generallylimitedtonon authors seniorstaffmembersincludesrepresentativesfrombothprimeandsubsDraftshouldresembletheproposalasitwillbedeliveredRedTeam sjobistobecriticalandtofindfaultexpectit don targue don tgetangryordefensiveProposalshouldbescoredtoshowstrengths weaknessesReviewersshouldmakespecificandconstructivecommentsRedTeamdebriefshouldoccur3 5daysbeforeduedatePost RedTeamdebrief newassignmentsaremadeoftenreducessizeofproposalteam FinalMgmt GoldTeam Review Finalpre productionreviewGenerallyinvolvesPartner BDM ProposalManager2ndPartnerreviewrequiredforbidsof 500KandupLastopportunitytoverifyscope themes messageFinalvalidationofcompliance completeness andaccuracyProposalManagerhasprovinceoverallfinalchanges FinalEdit AssignedbyProposalCoordinatorincludesecondreviewer ifnecessaryConsistency somethingstolookfor ProjectnameAcronyms spelledoutonceatthebeginning Terminology doesitmatchtheRFP ifapplicable PlacesCustomernameInternalKPMGgroupsanddivisionsFormatofresumesandqualificationsBulletsHeadersandfooters LooksAren tEverything but Pickoutafewpagesto colorize Develop printExecutiveSummaryincolorDevelopaninterestingandthematiccover useclient specificgraphics concepts Usebinders cardstock pre printedtabs ProductionPlanning Prop ManagerassignsreproresponsibilityPlaninadvanceBookacentralproductionroomearlyon
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