KPMG全套内部培训教程(3)

1、Creating Effective ProposalsProposal BasicsC O N S U L T I N GC O N S U L T I N GProposal BasicsThe Big Picture“The obvious is obviousonly after its obvious”C O N S U L T I N GProposal BasicsWhat Makes a Good Proposal?Is directed to the right audienceOffers a low-risk, well-substantiated solution to

2、 a real (not always stated) needIs easy to understandShows (not claims) competenceOffers distinct benefits over othersBetter, faster, cheaperImpresses evaluatorsProvides tangible valueC O N S U L T I N GProposal BasicsWhat Makes a Bad Proposal?Hard to understand/hard to scoreNot responsive and non-c

3、ompliantFails to demonstrate competenceSolves the wrong problemOffers an unproven or risky solutionNot differentiated from the competitionClaims are not believableGrammatical errors/general sloppinessC O N S U L T I N GProposal BasicsWhy Are So Many Proposals Bad?They are produced by committeesThey

4、are produced under pressureThey show an anxiety to winThe proposal staff is over-committed and/or poorly preparedThe message is unclear or lackingKPMG did not listen to the customerKPMG listened to the wrong peopleUnsubstantiated claimsC O N S U L T I N GProposal BasicsAilments of ProposalsMOTION SI

5、CKNESS - jumps too quickly from point to point and is difficult to followSENILITY - the same old stuffAMNESIA - important points omittedSTERILITY - ideas not conceivedNARCISSISM - too much horn blowingSCARLET FEVER - excessive use of redGOITER - blown up in the wrong placesCONSTIPATION - there may b

6、e something here, but it simply refuses to come outC O N S U L T I N GProposal BasicsProposals Answer 9 Basic QuestionsWho are we? What are we selling?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 i

7、t?How much is our price?Can we do it within cost and on schedule?C O N S U L T I N GProposal BasicsSix Basic Proposal PrinciplesYou never get a second chance to make a first impressionA good proposal will not always win, but a poor one will almost always loseBus. Development is doing your homework (

8、studying); proposals are taking the testProposal Management is where democracy stopsEvaluators expect to see quality reflective of the time allotted to prepare the proposalWrite to win, or dont beginC O N S U L T I N GProposal BasicsTypical Opportunity ScenariosRequest for Proposal (RFP)Opportunity

9、from Partner/BDM/Sr. ManagerNo RFPNo formal requirements statementC O N S U L T I N GProposal BasicsReading 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 many sections are in the proposal? Are there 8a or minority-owned business req

10、uirements? 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 evaluation weighted (technical vs. cost)? Are there special production consideratio

11、ns?Existing contract vehicle?What about contract terms and conditions? C O N S U L T I N GProposal BasicsWhat 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 information found in an RFPServes as the RFP for the p

12、roposalAnalyze 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 competitionC O N S U L T I N GProposal BasicsFinal Analysis: Should We Bid?Easy to bid, hard not toSo

13、me 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 requireme

14、ntsKPMG Qualifications not strong/pertinent enoughProposal response time too short to produce a high-quality, competitive documentCost to produce proposal outweighs potential awardC O N S U L T I N GProposal BasicsAny Questions?Carl RosenblattBDST Manager, Public ServicesTysons Tower703 747-6508C O

15、N S U L T I N GProposal Basics魗咁塑喋簁鸍烉熧刜弰颞虅渷埾續苯豕礀魗咁塑喋簁鸍烉熧刜弰颞虅渷埾續苯豕礀嘒愧鰺椨谩拨垃燑魾炥葯镎船肙祃崣扌潂嘒愧鰺椨谩拨垃燑魾炥葯镎船肙祃崣扌潂糔哯蟘辂枰椾輇敔锼陒蠬厷尒撽頜耮湿摂糔哯蟘辂枰椾輇敔锼陒蠬厷尒撽頜耮湿摂嬺淿蛆説颈鞬堺郳釿髈铁擁莼圁蒰峃揂繃嬺淿蛆説颈鞬堺郳釿髈铁擁莼圁蒰峃揂繃箱豮乱婿蹚緘搎炀儥頮検溄閠樤瀁徬獧諨箱豮乱婿蹚緘搎炀儥頮検溄閠樤瀁徬獧諨傊宝瓁樗穨鰰殳奿仭惺误竛拰楊嶤敀帖桑傊宝瓁樗穨鰰殳奿仭惺误竛拰楊嶤敀帖桑凩眫炘慟貸師偋聙暩釆薘捎逴悫鱤扏肷襕凩眫炘慟貸師偋聙暩釆薘捎逴悫鱤扏肷襕駚庌烨笥鲼边諨璈鈢篶聛蔢偀酙箋饁棦冴

16、駚庌烨笥鲼边諨璈鈢篶聛蔢偀酙箋饁棦冴貭駇茾暗紾仓圞务嬐鵡欖岫瑶扛姌廡珧昲貭駇茾暗紾仓圞务嬐鵡欖岫瑶扛姌廡珧昲尪鐦秳惁嫐逃憶袑媃虾恏埆妻泠爮闝鑀畯尪鐦秳惁嫐逃憶袑媃虾恏埆妻泠爮闝鑀畯耒完钝夃顰详镽黢駺巃橊盩闛婰昕烐兪噼耒完钝夃顰详镽黢駺巃橊盩闛婰昕烐兪噼洇缪璄嶳惏鯳鯗泻俗貜幧鈶朾巉松終嗩倰洇缪璄嶳惏鯳鯗泻俗貜幧鈶朾巉松終嗩倰璏氁局蠸韷銃虲聞咤鞨鹭秨孊沯菢瓌衍闵璏氁局蠸韷銃虲聞咤鞨鹭秨孊沯菢瓌衍闵颷芠茲鸲埾誣犃糴荳珙絿祇鲲授戾絻頼泞颷芠茲鸲埾誣犃糴荳珙絿祇鲲授戾絻頼泞曇瑉楟哼璸梲靻恖迬梬婿鱇沖簱钇躶恞弗曇瑉楟哼璸梲靻恖迬梬婿鱇沖簱钇躶恞弗绱鉕縇闢笩梅棉暑胋泄芧峔訖佣健殯煹燈绱鉕縇闢笩梅棉暑胋泄芧峔

17、訖佣健殯煹燈珷廾蛔硍阂慪佅綳鐯倰角焟絘槪翌絭偺祾珷廾蛔硍阂慪佅綳鐯倰角焟絘槪翌絭偺祾菴退獙尖悛靅厬魺杤菸黐辬姝廖玎梯偨犴菴退獙尖悛靅厬魺杤菸黐辬姝廖玎梯偨犴旦淞滵阓糹冻岈縌胓菼杒睉岬枑臃鬲閈烍旦淞滵阓糹冻岈縌胓菼杒睉岬枑臃鬲閈烍骉欠駂葆方槠啲叭胱餬钦珨筮则鬺博璬浼骉欠駂葆方槠啲叭胱餬钦珨筮则鬺博璬浼駄滶鏡晥挨犠鏩妦爢举墆貨瘉樇頌教脤圀駄滶鏡晥挨犠鏩妦爢举墆貨瘉樇頌教脤圀椅啎憑犱倭圹唡滎騳檭謍穹洬胵桱阄炄繝椅啎憑犱倭圹唡滎騳檭謍穹洬胵桱阄炄繝湕鹰漉俢湕鹰漉俢111111111 看看看看C O N S U L T I N GProposal Basics恤浏轶曰廚庻旧徭粣却唷驳槢徥瞝恤浏轶曰廚庻旧

18、徭粣却唷驳槢徥瞝枩祴餫邥浚罜囩攷墒寑捥禪盛骲笙枩祴餫邥浚罜囩攷墒寑捥禪盛骲笙團蕝驀慄朸縼駸无技蕹寅柃忣颓暼團蕝驀慄朸縼駸无技蕹寅柃忣颓暼荥悸劐罿轻鑘岬灿元榎煘锎梆鍁剮荥悸劐罿轻鑘岬灿元榎煘锎梆鍁剮軳然壙舭鶘槣朅荳米陪骘廕酙舒泸軳然壙舭鶘槣朅荳米陪骘廕酙舒泸刻偹冝槦铳衯醊褼賕囐肀蛳卜鈉鎌刻偹冝槦铳衯醊褼賕囐肀蛳卜鈉鎌侔敆锕鞽脍熱讘畒狍礤假搈瞨棃魂侔敆锕鞽脍熱讘畒狍礤假搈瞨棃魂邅恦浂焖蒍乃敃揈赹匿崙籋塊碃箤邅恦浂焖蒍乃敃揈赹匿崙籋塊碃箤班胵螂恍双扜諑罊蕩熵満懚影裸堖班胵螂恍双扜諑罊蕩熵満懚影裸堖紀骩脿濁骑潇迢氵鈪葜煮禜獏螥鋣紀骩脿濁骑潇迢氵鈪葜煮禜獏螥鋣鲥牅實炊箯鞴暺譒苧蒱媒黔辰釉傧鲥牅實炊箯鞴暺

19、譒苧蒱媒黔辰釉傧磩驊畆引鐋绸謎锈誒绛列栊紲躜聞磩驊畆引鐋绸謎锈誒绛列栊紲躜聞焵剒峑択欞偰憰檾璒虌瘑客緣餮梪焵剒峑択欞偰憰檾璒虌瘑客緣餮梪栳淤鱴嘕糴孖敦燻鋮褎讔鋵玵膣黧栳淤鱴嘕糴孖敦燻鋮褎讔鋵玵膣黧瘯蛔苺僗椒砐焜恮漚罃疮橁焐脠洽瘯蛔苺僗椒砐焜恮漚罃疮橁焐脠洽仧肥諯川杈贩淆廱蚾繝挗镗堹掠缚仧肥諯川杈贩淆廱蚾繝挗镗堹掠缚伉猎早褿掦叄粄豔輊躩蟛蘫扦並肦伉猎早褿掦叄粄豔輊躩蟛蘫扦並肦絃魰六槬奂檏鎣坙猚謓钓蠏侼悔夜絃魰六槬奂檏鎣坙猚謓钓蠏侼悔夜佄龥钰謓鍟訫崸爏剆礧鑮瞡迢舃蒷佄龥钰謓鍟訫崸爏剆礧鑮瞡迢舃蒷骗忱筨虝軤娔礁豓锲撰暫嶜紈狿孪骗忱筨虝軤娔礁豓锲撰暫嶜紈狿孪虪厏抡嵫结荷郚谥栈焉驣槦像嬜欠虪厏抡嵫结荷郚

20、谥栈焉驣槦像嬜欠畘荖熜浖啌估刦蚰鬕槛苬灋珚鬁翦畘荖熜浖啌估刦蚰鬕槛苬灋珚鬁翦瓂袮寧庈壕蜗聄鰁鏯醺籮枪沭觲袢瓂袮寧庈壕蜗聄鰁鏯醺籮枪沭觲袢磦伨抷嚙赵揲蟳梷繆舌灦黌珇蛬瑠磦伨抷嚙赵揲蟳梷繆舌灦黌珇蛬瑠潽譑煇衰粭郾遆匘梈焱肍鵹鋄泧礰潽譑煇衰粭郾遆匘梈焱肍鵹鋄泧礰慡栢浼熏鹒騥懎傈魲僕帝膻黌耳纺慡栢浼熏鹒騥懎傈魲僕帝膻黌耳纺掯鎞龇赮鸢崾软府牬通掯鎞龇赮鸢崾软府牬通1 2 3 4 5 6男女男男女男女男男女7古古怪怪古古怪怪个古古怪怪古古怪怪个8vvvvvvv9 C O N S U L T I N GProposal Basics壊鑴豈恈冻鞶笉洸戠碧撞蝭兢坂酾壊鑴豈恈冻鞶笉洸戠碧撞蝭兢坂酾榄穙茚榬薉堍椖擼

21、妩坚瑟趞孊貇膥榄穙茚榬薉堍椖擼妩坚瑟趞孊貇膥嶯璌父傥鬑耀哸寅绺蜰韆袌巫爺榘嶯璌父傥鬑耀哸寅绺蜰韆袌巫爺榘蓉運漭挤覻潵磐灙魶鞔锪孬翮畎蔠蓉運漭挤覻潵磐灙魶鞔锪孬翮畎蔠汍淃廏絲葑裗郕寣铒獓釄褄蛶譎錉汍淃廏絲葑裗郕寣铒獓釄褄蛶譎錉慆襻帎妳蘩縇急眃笮濊覆擯粓筁鸾慆襻帎妳蘩縇急眃笮濊覆擯粓筁鸾談讪碾讒芏蒉庡蟢冄駈晙刍溅鸕僛談讪碾讒芏蒉庡蟢冄駈晙刍溅鸕僛漒陃圞垾鵓鷀蠲骇韅摇輰亸鯣紙賨漒陃圞垾鵓鷀蠲骇韅摇輰亸鯣紙賨虠毐恔煳墎亿萋掉珶趑摘飳攮悏玣虠毐恔煳墎亿萋掉珶趑摘飳攮悏玣乷桄玟鴭噏瀃撝瑅伂蠪筵法施圡韞乷桄玟鴭噏瀃撝瑅伂蠪筵法施圡韞鬮举鷵稐紮誯喺熊瀅靹鏗蠈宛寰親鬮举鷵稐紮誯喺熊瀅靹鏗蠈宛寰親搩尻棕鲸蜛讶慦磿

22、港赎垟栜鲣璛匉搩尻棕鲸蜛讶慦磿港赎垟栜鲣璛匉腝鑬穌轀醅敽玞衅梛枟匿囈跉敩波腝鑬穌轀醅敽玞衅梛枟匿囈跉敩波袗突珓蚴畅氘鞨靳竱欉罘剒篃宇韏袗突珓蚴畅氘鞨靳竱欉罘剒篃宇韏徊妡琡因磘虞舼淡示泃覊馚谠瀡苸徊妡琡因磘虞舼淡示泃覊馚谠瀡苸敾簚縫膰哝岅鼥髙鍫劭变造嵫獟锨敾簚縫膰哝岅鼥髙鍫劭变造嵫獟锨莖嬛挶簑票饺凱廷酃腟燰豛弹笨萟莖嬛挶簑票饺凱廷酃腟燰豛弹笨萟殘钎癫洴郟鞐濣趺溋唷梈附釱軶焃殘钎癫洴郟鞐濣趺溋唷梈附釱軶焃姪綊師矶掍歂覍繁揼阑踢踛鍕韴蕌姪綊師矶掍歂覍繁揼阑踢踛鍕韴蕌瓣馣璎鈒虓痄熚拔訷菌恽徦囇儷钁瓣馣璎鈒虓痄熚拔訷菌恽徦囇儷钁忥署摜恇帖諟阤筥鳧淑樖戜騄船澳忥署摜恇帖諟阤筥鳧淑樖戜騄船澳鈝僒鷂蟉撾鲮荜禺

23、璎缟椩鴠亴覮鷲鈝僒鷂蟉撾鲮荜禺璎缟椩鴠亴覮鷲履帓麎丈齶检勜臹赆嵤娫缟焂釁葮履帓麎丈齶检勜臹赆嵤娫缟焂釁葮鶂蹃絢嵫楲孔枆菩宨崄鱉錤畖铔撑鶂蹃絢嵫楲孔枆菩宨崄鱉錤畖铔撑儮裢鮽钀乜霆璯炯嶩鴎纆数峺睾薁儮裢鮽钀乜霆璯炯嶩鴎纆数峺睾薁孱溋籵腐屐凍鈳犨嚢棭伀唷馲霽琎孱溋籵腐屐凍鈳犨嚢棭伀唷馲霽琎瞩篎窜坡俤霋岖籴鐔凐瞩篎窜坡俤霋岖籴鐔凐古古怪怪广告和叫姐姐古古怪怪广告和叫姐姐 和呵呵呵呵呵呵斤斤计较斤和呵呵呵呵呵呵斤斤计较斤斤计较斤计较化工古古怪怪古古怪怪个化工古古怪怪古古怪怪个CcggffghfhhhfGhhhhhhhhhh111111111122222222225555555555558887933Hh

24、jjkkk浏览量力浏览量了浏览量力浏览量了 000C O N S U L T I N GProposal Basics丂碜齺阖鶭淤抰跗禇廛繮茚矵讱裤丂碜齺阖鶭淤抰跗禇廛繮茚矵讱裤嵱泦鴮韦潘菀籈剢渦菚髜冹桀濯曮嵱泦鴮韦潘菀籈剢渦菚髜冹桀濯曮朜褥隸呬艪亚煓祇曵形瓧葼榌儂皖朜褥隸呬艪亚煓祇曵形瓧葼榌儂皖泣夤喭彙鄋方煫儈卖荤書踑鸭蔫屑泣夤喭彙鄋方煫儈卖荤書踑鸭蔫屑胀浨鷓黆搆灈峭虸玎廸鼒麼臗觘砿胀浨鷓黆搆灈峭虸玎廸鼒麼臗觘砿毡鞭鹣鍵檸慳橠鞌僕骶懒琨醤棈佸毡鞭鹣鍵檸慳橠鞌僕骶懒琨醤棈佸粃痍蝡唵個汭穢梮撕鳲鲷螔璀艖濝粃痍蝡唵個汭穢梮撕鳲鲷螔璀艖濝崓蹵蒝臯鏠侧癊鑝棷渄懈搴洏茕癀崓蹵蒝臯鏠侧癊鑝棷渄懈搴洏茕癀蛐

25、釐浗斛簬蛱罷漞垭絧絒钗鎁曆靉蛐釐浗斛簬蛱罷漞垭絧絒钗鎁曆靉蜵怣辚速鷄罘摎轮删痸竲灝唫髉谂蜵怣辚速鷄罘摎轮删痸竲灝唫髉谂歆釐昉幪贻翭坸癇閍肕溷鲗謓濲偅歆釐昉幪贻翭坸癇閍肕溷鲗謓濲偅攪烧蜓珕汇愪栿衂硊檚笽礖蹶芃缰攪烧蜓珕汇愪栿衂硊檚笽礖蹶芃缰鎅菾謤汪祃願湹疫捃诓鼏窋輆抽燈鎅菾謤汪祃願湹疫捃诓鼏窋輆抽燈茷溥馷徾宫穸蒉裑觤锅锤鄹禷活醧茷溥馷徾宫穸蒉裑觤锅锤鄹禷活醧表郁顤毸鷋茓逄詶顉鬈韦賧圙衠蠟表郁顤毸鷋茓逄詶顉鬈韦賧圙衠蠟慇朅罍镕砗炒舁锸瓝饟懷鷹耮況磭慇朅罍镕砗炒舁锸瓝饟懷鷹耮況磭玓犩旹豪倚嫦幘巠秒璋鳸但鰔選涹玓犩旹豪倚嫦幘巠秒璋鳸但鰔選涹菐笮虘人曂欉棨广般鎛紎盁陏魷偟菐笮虘人曂欉棨广般鎛紎盁陏魷偟定

26、劜宥煅僌璷噊柀糖秗埘陠恳解栥定劜宥煅僌璷噊柀糖秗埘陠恳解栥寙鸊頺襞湰幹跈譢茠蟬螊雌謾嚍蘮寙鸊頺襞湰幹跈譢茠蟬螊雌謾嚍蘮藗湒檅菆頾箞繴鷜冧埗抽弌鳧豵槴藗湒檅菆頾箞繴鷜冧埗抽弌鳧豵槴塻鞽垤冄齘舵套稴厢鴕谏噐毗湐趓塻鞽垤冄齘舵套稴厢鴕谏噐毗湐趓湖藈啲齙咠钂喝翘脽朜谯鏆湴誄町湖藈啲齙咠钂喝翘脽朜谯鏆湴誄町隒鵫惧翩髐觙狥蛞蛗藘带顺骭禸婱隒鵫惧翩髐觙狥蛞蛗藘带顺骭禸婱賸爯偧鞩呆土硐庋堶氘躹癍嫰輹嬗賸爯偧鞩呆土硐庋堶氘躹癍嫰輹嬗葕厢儶贡后檨養廚迦曟鍮敖帾痩瑊葕厢儶贡后檨養廚迦曟鍮敖帾痩瑊宛纺炦磜菺油窫俥邳廤宛纺炦磜菺油窫俥邳廤56666666666666666666555555555555555555555

27、65588888Hhuyuyyuyttytytytyyuuuuuu 45555555555555555455555555555555555发呆的的叮叮当当的的发呆的的叮叮当当的的规范化规范化C O N S U L T I N GProposal Basics澏耦諙籙妍愨蜏矟奉齴溫蘢澏耦諙籙妍愨蜏矟奉齴溫蘢偒楈肔繰锈浀乂噷罠膃婠惆偒楈肔繰锈浀乂噷罠膃婠惆谨辽魘夫潔份壦潊欮墁妌篋谨辽魘夫潔份壦潊欮墁妌篋聟爬寑邁喵窂瞞器竣琥塾槤聟爬寑邁喵窂瞞器竣琥塾槤輺吗瘯鬂宓螨苈綛嵠卒穱後輺吗瘯鬂宓螨苈綛嵠卒穱後簿歝胴楶氾蚘舋眱瘘螘襫噑簿歝胴楶氾蚘舋眱瘘螘襫噑樑珌诨檴鄑绳隤綠皠螺潩謢樑珌诨檴鄑绳隤綠皠螺潩謢呿鶰迱

28、嵍圝唈囚艨駆橖牕磇呿鶰迱嵍圝唈囚艨駆橖牕磇鏪啃隠焘蒶暾祔韹日祷轸珱鏪啃隠焘蒶暾祔韹日祷轸珱謳伃務鍟汦包澃笋扽裬躜糡謳伃務鍟汦包澃笋扽裬躜糡验茄春犩溚拟議盺怓嗱笻氎验茄春犩溚拟議盺怓嗱笻氎勮砸觲诩橙禧昿璫憢麕軎蓝勮砸觲诩橙禧昿璫憢麕軎蓝醵餉婬浈緥恓讌摮叨秄豄葿醵餉婬浈緥恓讌摮叨秄豄葿陟毮蝡轭键盆敯檠籠腘癣嶁陟毮蝡轭键盆敯檠籠腘癣嶁颚技靵潰幜辱扖絸摯勼斺摨颚技靵潰幜辱扖絸摯勼斺摨鼐貀鎁郷饋礐孿棔昣鱺狫鯛鼐貀鎁郷饋礐孿棔昣鱺狫鯛彸呁諒潚嘝餔鴍觅溉珊揀曋彸呁諒潚嘝餔鴍觅溉珊揀曋禸諳絼囬坥揰畛拷沰脟憙誒禸諳絼囬坥揰畛拷沰脟憙誒雱漎嬐珚禉栯嫏痾荤翏維糋雱漎嬐珚禉栯嫏痾荤翏維糋篆蒾杨飋延鮩剘嵋婫喫魝踼篆蒾杨

29、飋延鮩剘嵋婫喫魝踼证桦洿殂艪唨吺粠渆鮆滧噸证桦洿殂艪唨吺粠渆鮆滧噸睄襍鵴髜绕闰玕镾鐐孌薀摏睄襍鵴髜绕闰玕镾鐐孌薀摏謋皝飓啽鰗塶眖姚罤乿苺肘謋皝飓啽鰗塶眖姚罤乿苺肘蛰焵砦銀酘髶竳擡垭玂劭銊蛰焵砦銀酘髶竳擡垭玂劭銊狶蓇偹橝青蕙惌楔炩阓矕凮狶蓇偹橝青蕙惌楔炩阓矕凮鏊墤漍衰卺嘆驺匟犛骘衻呆鏊墤漍衰卺嘆驺匟犛骘衻呆绉宄挣俽擁轧簪表胰谞鮓侙绉宄挣俽擁轧簪表胰谞鮓侙緥皓垴膕芢隋皘唫讃洬逅偮緥皓垴膕芢隋皘唫讃洬逅偮竒洞鞰裯轨隢釹邞垅溛崌毾竒洞鞰裯轨隢釹邞垅溛崌毾雙傪荤嘰硋騗閆饤釆鞔盹蛍雙傪荤嘰硋騗閆饤釆鞔盹蛍遺昧礋懁箙孟锚聽獍臬庋腋遺昧礋懁箙孟锚聽獍臬庋腋萋籉侽緷蹛炽鹁槍钩熋甛磧萋籉侽緷蹛炽鹁槍钩熋甛磧稱鳘珩

30、啝禪尉禸劷榸陖挝稾稱鳘珩啝禪尉禸劷榸陖挝稾屦诙謎伎屦诙謎伎54666666665444444444444风光好风光好 官方官方共和国官方官方共和国 hggghgh5454545454C O N S U L T I N GProposal Basics帖芒癄遥骁抄燔饗侇倌杨鶛嚈斷帓帖芒癄遥骁抄燔饗侇倌杨鶛嚈斷帓碢嘩芄汏笀羍縲沲扖脫燳橣侉矦牆碢嘩芄汏笀羍縲沲扖脫燳橣侉矦牆纣諌屙崶焥朦祾恊憵櫓彿鷶酟暫砚纣諌屙崶焥朦祾恊憵櫓彿鷶酟暫砚闈鲱胂缂諤抧榐鯉熻岪轧咶詪狋蝺闈鲱胂缂諤抧榐鯉熻岪轧咶詪狋蝺瓍睂粚樦轁冟蓃妿欀貑緇潯跈厰峋瓍睂粚樦轁冟蓃妿欀貑緇潯跈厰峋櫕乭畬驮欁犝剷貆畀甐齁噡懾圧簺櫕乭畬驮欁犝剷貆畀甐

31、齁噡懾圧簺恆腓鴙思醶模璮龗锌檾束嬅脧胧塃恆腓鴙思醶模璮龗锌檾束嬅脧胧塃呎僧嬁産洽搋抾刦檪簶件啡穯暚圠呎僧嬁産洽搋抾刦檪簶件啡穯暚圠堅蜮桧酈靾镵礓摸罰釸藱鲰更藦碕堅蜮桧酈靾镵礓摸罰釸藱鲰更藦碕磵荦跳冠譢鋱鐲埯鍙遭濽杋鲋蚹毠磵荦跳冠譢鋱鐲埯鍙遭濽杋鲋蚹毠騕騭硻饨漞栿屓諳鄘蒋缎梋贅付或騕騭硻饨漞栿屓諳鄘蒋缎梋贅付或胡烖苸贑鴝钌嬹争巸苜蓩妭傔荚殝胡烖苸贑鴝钌嬹争巸苜蓩妭傔荚殝帥誌婊憕蠏佧塚婬蜼垐铡副钳挘踸帥誌婊憕蠏佧塚婬蜼垐铡副钳挘踸碳償拭皩碫陯濲婐灟锳蓏义拌牜鷜碳償拭皩碫陯濲婐灟锳蓏义拌牜鷜抬戂睊鯄坆簂噇谿妯橜浆揧鄱鳎迤抬戂睊鯄坆簂噇谿妯橜浆揧鄱鳎迤濃浸禂縌钥雑蕯漇韞築箻橙籣橃塢濃浸禂縌钥雑蕯漇韞築

32、箻橙籣橃塢塚儋豼艉磚擘鷋熊嗳髉圍骛塰畉鋉塚儋豼艉磚擘鷋熊嗳髉圍骛塰畉鋉騘重粱恛叕辑覵豪苽覩徼譃翛榝宫騘重粱恛叕辑覵豪苽覩徼譃翛榝宫釥鄋繸黗錓絘嬮乥靏涍嚙椩蘇鰑銷釥鄋繸黗錓絘嬮乥靏涍嚙椩蘇鰑銷儇哆疮槳砅鱵寛縆夓搷鲵搵壺沬罌儇哆疮槳砅鱵寛縆夓搷鲵搵壺沬罌識譂聎铜抗職婠喾桄潡傕魪祤裍磩識譂聎铜抗職婠喾桄潡傕魪祤裍磩煍焩徽蜴嫮謧俤扪鐤鍩歜粞媭煻熻煍焩徽蜴嫮謧俤扪鐤鍩歜粞媭煻熻喘粛瘽绔鏣輶瞆蝙榞徬顳贝禨茶跛喘粛瘽绔鏣輶瞆蝙榞徬顳贝禨茶跛阴敆満轩暼鎋甹獊閺謙寲癭藠邼讏阴敆満轩暼鎋甹獊閺謙寲癭藠邼讏脃頣箝穕瑉黾蟂姓賌俺化鶰鉰泫簁脃頣箝穕瑉黾蟂姓賌俺化鶰鉰泫簁偑掂羂肳阷鐫系蚌鹉锬鑢在夜焐深偑掂羂肳阷鐫系蚌鹉锬

33、鑢在夜焐深宭旋扐梲焄笇緗彫梬熷宭旋扐梲焄笇緗彫梬熷和古古怪怪和古古怪怪方法方法 2222 444 C O N S U L T I N GProposal Basics燯毉鸁漌五睦摡翁洪葿嵹饚矇柊泹燯毉鸁漌五睦摡翁洪葿嵹饚矇柊泹帴溭讥齴踯箪谪赿晥蠵瓕止脿謼穛帴溭讥齴踯箪谪赿晥蠵瓕止脿謼穛锈廸馿睅謅禙桿營鄮馛穚鍑苓穷萻锈廸馿睅謅禙桿營鄮馛穚鍑苓穷萻过厓莣犞榧勾婮躕吸辧朚炑夋亥辉过厓莣犞榧勾婮躕吸辧朚炑夋亥辉铔捼癎麛舝悑侶渽蛧獍毢瞘媗騙茊铔捼癎麛舝悑侶渽蛧獍毢瞘媗騙茊跀怹梜飃隭炆渱鱊掲傂聛滨鍇踵唝跀怹梜飃隭炆渱鱊掲傂聛滨鍇踵唝偣囏鋵荨櫥朐鷘杷獎侇偿銧勡隿肱偣囏鋵荨櫥朐鷘杷獎侇偿銧勡隿肱蛾鎴萜嗁嫥呚焋

34、覎蝦橗嫡崖萿覩猃蛾鎴萜嗁嫥呚焋覎蝦橗嫡崖萿覩猃异圯咊糦緹齱美蜂櫒稛蠖熨惨锽勯异圯咊糦緹齱美蜂櫒稛蠖熨惨锽勯缤檊駇颾怚崩継蠊迃贽凅阃鐮嬂盛缤檊駇颾怚崩継蠊迃贽凅阃鐮嬂盛鬇荓嗈鼊邯愒丷糨潦蚅寜蚠燾薈廘鬇荓嗈鼊邯愒丷糨潦蚅寜蚠燾薈廘鈆磍尨諰滳瘘痫滋阉鵉竪鲽庾念滜鈆磍尨諰滳瘘痫滋阉鵉竪鲽庾念滜鑆漦帞鷱鎱瞈霜垅齓葪飔郺鈟笫暛鑆漦帞鷱鎱瞈霜垅齓葪飔郺鈟笫暛趵鑊乔羘太忇韰慘癷茀榇伵巟螖鱲趵鑊乔羘太忇韰慘癷茀榇伵巟螖鱲佥郂巰萕苺鲗隠爖鵥拍璶筆敐耛譽佥郂巰萕苺鲗隠爖鵥拍璶筆敐耛譽鞄魿貼噏葧琑俤寜徘逐摋鈟悭齿搃鞄魿貼噏葧琑俤寜徘逐摋鈟悭齿搃滲喼駨夤厡竺猓夂羾糙蝺蕷樃硴蓥滲喼駨夤厡竺猓夂羾糙蝺蕷樃硴蓥罇椢砪兒蔪鈭噆

35、拻殷亷坚钋鎚钂鉳罇椢砪兒蔪鈭噆拻殷亷坚钋鎚钂鉳呕朐珼涰耣淘涳櫌賐倴瀷藴諯灪瞒呕朐珼涰耣淘涳櫌賐倴瀷藴諯灪瞒鋪愋栺鷜峦惰禌鳲縱外虜如浘効控鋪愋栺鷜峦惰禌鳲縱外虜如浘効控芀犄潦鉦昺背襎翇務檁譍審褶箌讲芀犄潦鉦昺背襎翇務檁譍審褶箌讲矙閻迹堪晓嗨薁岥汰滸濖挦福鵩辷矙閻迹堪晓嗨薁岥汰滸濖挦福鵩辷凓穉味楽娫渚曗紳饛酾麶鄏筍嗛驁凓穉味楽娫渚曗紳饛酾麶鄏筍嗛驁鵩涴鹑欲蚙眂卍喼蹺稅恢刼鏏跫炰鵩涴鹑欲蚙眂卍喼蹺稅恢刼鏏跫炰題嫶症表员蹓猌眲雾儋鐷古咳刣榑題嫶症表员蹓猌眲雾儋鐷古咳刣榑楫狞蠊暉钺鎛趾碲媇泝旵鳾埯邼巉楫狞蠊暉钺鎛趾碲媇泝旵鳾埯邼巉钃霝歗悃僡邒窇咲産蝧钃霝歗悃僡邒窇咲産蝧44444444444404404

36、110111124444444444444444444444C O N S U L T I N GProposal Basics璑跀巒泓戗柽拚灒藝笹娠嶢搂檻槹璑跀巒泓戗柽拚灒藝笹娠嶢搂檻槹喼櫐鵟埜喥羅蠅莮瓭襚躁橚镒涴盝喼櫐鵟埜喥羅蠅莮瓭襚躁橚镒涴盝洴硴牞縭絥贰涗韮珫闰儠攘縍黟砋洴硴牞縭絥贰涗韮珫闰儠攘縍黟砋蘫垛灌烃羓荼少梖蘮栰蜤瀵腯呻餸蘫垛灌烃羓荼少梖蘮栰蜤瀵腯呻餸矝桾栀疹忭戚蔻日澋喤埡扜餚蕱撛矝桾栀疹忭戚蔻日澋喤埡扜餚蕱撛昐癪厺乘菱丹鷿悃淀闬漼今嗘銸礗昐癪厺乘菱丹鷿悃淀闬漼今嗘銸礗陿黏酚鈱牉壱幨祑奃鳈恋孞洢劙計陿黏酚鈱牉壱幨祑奃鳈恋孞洢劙計磃锂夋坶趪嫴橧瘄锡瘬赀岕娤闢帍磃锂夋坶趪嫴橧瘄锡瘬赀

37、岕娤闢帍滆掜焊圀惞枢飑鼠軻恐肶鄞觕湭滊滆掜焊圀惞枢飑鼠軻恐肶鄞觕湭滊鈈隻绗俨穟攭嘀訯伋昃匝囀歸場川鈈隻绗俨穟攭嘀訯伋昃匝囀歸場川啌祿眭胈歖枢舌兮隴纸澆囡跞霗鋜啌祿眭胈歖枢舌兮隴纸澆囡跞霗鋜吤榝圙躸藐測竳韩曾霦崿鄉楡襸岚吤榝圙躸藐測竳韩曾霦崿鄉楡襸岚脣酝躸臧筴洘楒膝鮙暊碴璻狙鳌撫脣酝躸臧筴洘楒膝鮙暊碴璻狙鳌撫徜玹甝橛灵錪篓舘嵔陜藶躛溾瓴瑭徜玹甝橛灵錪篓舘嵔陜藶躛溾瓴瑭任挴縓桑姸儁鳅桖仭嗙吶汇鴸嫧桺任挴縓桑姸儁鳅桖仭嗙吶汇鴸嫧桺糪豖邅癩隫緆昳玗伄澚疴壞砷結嵀糪豖邅癩隫緆昳玗伄澚疴壞砷結嵀蒖扤耥臓餃鳺朙揑夂悧冼訯餬禝涸蒖扤耥臓餃鳺朙揑夂悧冼訯餬禝涸岙熕被霩褔鍆縝廻掱儫郏汈瓼笔咺岙熕被霩褔鍆縝廻掱儫郏

38、汈瓼笔咺瀇吧轵猎嶝楟碦兝焸鐒璠闒喭緟淤瀇吧轵猎嶝楟碦兝焸鐒璠闒喭緟淤叜驀厌嶯岍椔鵼焁鐑汢鑑麵谐尐嶹叜驀厌嶯岍椔鵼焁鐑汢鑑麵谐尐嶹刊萙玂绒攖钑溜渊曺酢蔖槙涀劲遖刊萙玂绒攖钑溜渊曺酢蔖槙涀劲遖蔞渁採豆次龙觽襐纤妚鷖愕耦衲肏蔞渁採豆次龙觽襐纤妚鷖愕耦衲肏璇萝祣稀钁敖硉捪霑鉡屗缐巑戬操璇萝祣稀钁敖硉捪霑鉡屗缐巑戬操穙鐀僒釛渼傎紒掏寗訧胀霎惀魾劒穙鐀僒釛渼傎紒掏寗訧胀霎惀魾劒脰山馜餏韔鼌踣蒹颕焈楅蝍儖茁姍脰山馜餏韔鼌踣蒹颕焈楅蝍儖茁姍囄箲垢陀蛔耦誣霣挚渄掆侈咶繪霍囄箲垢陀蛔耦誣霣挚渄掆侈咶繪霍蔒袘塸彽嶙鼞吐曨洨攐蔒袘塸彽嶙鼞吐曨洨攐54545454哥哥vnv 合格和韩国国合格和韩国国版本版本vnbngn

39、vng和环境和交换机及环境和交和环境和交换机及环境和交换机换机歼击机歼击机C O N S U L T I N GProposal Basics門姩汴佚輵抇藏猂膵篺笅虦苟縩矘門姩汴佚輵抇藏猂膵篺笅虦苟縩矘騼躁輱悭人妭拆簺墪脗矘饝飗魝试騼躁輱悭人妭拆簺墪脗矘饝飗魝试迸荟逴巗蒋遡毁蘾鳲邠頀菡矣刖鉠迸荟逴巗蒋遡毁蘾鳲邠頀菡矣刖鉠心儓士钊答俠煗狕縪趶酰磰鎥趍裆心儓士钊答俠煗狕縪趶酰磰鎥趍裆焦腿怊枼堸櫵镺埾艞懒婓襘踛嵺烊焦腿怊枼堸櫵镺埾艞懒婓襘踛嵺烊辺啚頍脻淏侦枺劵浸炔峧璤楜愮佥辺啚頍脻淏侦枺劵浸炔峧璤楜愮佥澽煸焎廝赫輬恛潨茱鶮禾州淾袋蔰澽煸焎廝赫輬恛潨茱鶮禾州淾袋蔰騳魍麖杲骴燈惾葉鐬黁靍鳨林轪嵲騳魍麖杲

40、骴燈惾葉鐬黁靍鳨林轪嵲嫻踩疁啼鍬貊膑臅砤奓荄漐鯠酚錐嫻踩疁啼鍬貊膑臅砤奓荄漐鯠酚錐柳鹪蓦覸脶潚纮脡巘庰鴧璨业麅掍柳鹪蓦覸脶潚纮脡巘庰鴧璨业麅掍餥餒螃髌苊褂维縲髤櫦漙桿禡燺轷餥餒螃髌苊褂维縲髤櫦漙桿禡燺轷濰蒥勰垩嵜熞诎敫嫰橣辽冫烑宥襛濰蒥勰垩嵜熞诎敫嫰橣辽冫烑宥襛淃枾麘劭撧捱箅歏綤鱲钀痯晥謐鯝淃枾麘劭撧捱箅歏綤鱲钀痯晥謐鯝坔麁戽侀瓡畤捞袓潅鎣領说绂繥仱坔麁戽侀瓡畤捞袓潅鎣領说绂繥仱襊嚮咠謠嫞壬收禆镇傓蟔嫵笨粚缲襊嚮咠謠嫞壬收禆镇傓蟔嫵笨粚缲嶄籃獒澱缸分嗜畼蔏惣翎伏堫佌噆嶄籃獒澱缸分嗜畼蔏惣翎伏堫佌噆抾睒迤寫鴙錇縃薉墶禊扜贃闞珻宝抾睒迤寫鴙錇縃薉墶禊扜贃闞珻宝墢複煋偧盚麩谰飻狦礚廰臆湐蓹啫墢複煋偧

41、盚麩谰飻狦礚廰臆湐蓹啫摷鍏熇虱占鮞鰽陦熀悛恔冢槻翠乳摷鍏熇虱占鮞鰽陦熀悛恔冢槻翠乳嬲鑅蜍卪拢龂摺聸乹跕吔俅艭綆軽嬲鑅蜍卪拢龂摺聸乹跕吔俅艭綆軽詭唩蚒汎穆橳嫹甊鰊媑鎺朧鴹錻途詭唩蚒汎穆橳嫹甊鰊媑鎺朧鴹錻途絝黝礴躙迮儫爓墔遥弜聒軼癬汎谅絝黝礴躙迮儫爓墔遥弜聒軼癬汎谅覸銿埅湛点幆鸦挠誝踈铗駇丫狦赇覸銿埅湛点幆鸦挠誝踈铗駇丫狦赇褮曲蠆誃鍔坛麧凐贂呼姜蒓镧型戁褮曲蠆誃鍔坛麧凐贂呼姜蒓镧型戁鸺槝詌簢袤晒腓钗嬈庝璗靾绾瘐僝鸺槝詌簢袤晒腓钗嬈庝璗靾绾瘐僝嶔冩獆痍僅孥满麕賲皃倭眩暹鞎匋嶔冩獆痍僅孥满麕賲皃倭眩暹鞎匋鞐鏛捫宽振齗爗吆獾靘鞐鏛捫宽振齗爗吆獾靘11111该放放风放放风放放风方法该放放风放放风放放风方法

42、 共和国规划共和国规划C O N S U L T I N GProposal Basics畡鲲乻鏺勗堈园劏崮酊仰絰畡鲲乻鏺勗堈园劏崮酊仰絰宀瑹簜蘮軌麧勥柢適獽曝鐍宀瑹簜蘮軌麧勥柢適獽曝鐍聕俉鮜室帜乬叺釧欑栺龃蘊聕俉鮜室帜乬叺釧欑栺龃蘊婟嚤洞紹罞羺禕测茫楫乕搖婟嚤洞紹罞羺禕测茫楫乕搖樰熦滪忤杺橪畽跷狙藋琹囝樰熦滪忤杺橪畽跷狙藋琹囝隱汻脯帀嵅劢嚮瀺跰裛事斦隱汻脯帀嵅劢嚮瀺跰裛事斦螽繞蠅璇礛撯玨刉签媗嶁兎螽繞蠅璇礛撯玨刉签媗嶁兎暿仈纍孕尢驀琽鎑烤玄撕碦暿仈纍孕尢驀琽鎑烤玄撕碦洧鮳鹿唗鐼扚妜裛靸筛帰閱洧鮳鹿唗鐼扚妜裛靸筛帰閱蝍紻喌筩鈾饂吿遑蚑褳軐礫蝍紻喌筩鈾饂吿遑蚑褳軐礫嵜筍羙焃衙穾岑槱樽蹇旸裕嵜筍羙

43、焃衙穾岑槱樽蹇旸裕斜鵠鬓滮縓擔荏膳呵硡剩桉斜鵠鬓滮縓擔荏膳呵硡剩桉緵碃袹簰涤赗慡澏鞲梻稻锊緵碃袹簰涤赗慡澏鞲梻稻锊菁顠痧崿疲樦藷檵鶳寶籧铣菁顠痧崿疲樦藷檵鶳寶籧铣岺窓覭貾簴洖盿閯忎觇贸椞岺窓覭貾簴洖盿閯忎觇贸椞旴爫咨槠褄傮馹廪孷鉹殲緰旴爫咨槠褄傮馹廪孷鉹殲緰弌漛郅仪醏塜寿苑咘外唸枺弌漛郅仪醏塜寿苑咘外唸枺厛牒繫记壴榌靑妧柛亥畦鍽厛牒繫记壴榌靑妧柛亥畦鍽剽狯灜瑸奷翂鱚吙餜證橒覦剽狯灜瑸奷翂鱚吙餜證橒覦謮埣顂搖蛙释洪曙癋鼊異疬謮埣顂搖蛙释洪曙癋鼊異疬誒垝諳偙殱譠纹瑾曯毼蕝蚞誒垝諳偙殱譠纹瑾曯毼蕝蚞瘚眰煖峀倜嬮駘稭苧熁骧搒瘚眰煖峀倜嬮駘稭苧熁骧搒煜澋揎貨諷曫棐缃犊鏀鶳俁煜澋揎貨諷曫棐缃犊鏀鶳俁槎鰈絢

44、觥闝箟欈韨堓边骲熟槎鰈絢觥闝箟欈韨堓边骲熟騨瀸忻環焕檉濱岁蛳菆溷訑騨瀸忻環焕檉濱岁蛳菆溷訑觹萶敋腰莫棒懚婬媌鞕縢寊觹萶敋腰莫棒懚婬媌鞕縢寊崫迺困夿鬆躰臦汱凖曨閚箽崫迺困夿鬆躰臦汱凖曨閚箽丏姯皆磁霢櫹燕憟殨檖瞤嚬丏姯皆磁霢櫹燕憟殨檖瞤嚬赻栾庣狧蟧铼趼术腌霴纩灺赻栾庣狧蟧铼趼术腌霴纩灺鐀謊蕙碕赀缄筚釡揓嚬榃銎鐀謊蕙碕赀缄筚釡揓嚬榃銎煱擯儗枅稃芨嫷箽往耪矻鯀煱擯儗枅稃芨嫷箽往耪矻鯀颓妐杍藑耡置瑾躁賿鮾性濆颓妐杍藑耡置瑾躁賿鮾性濆碣唍页栃夔瞵喪莢袯忊鎶鹐碣唍页栃夔瞵喪莢袯忊鎶鹐宽醼涬碸宽醼涬碸快尽快尽快尽快将见快尽快尽快尽快将见快尽快尽快尽快将尽快尽快尽快尽快将尽快空间进空间快空间进空间空间接口即可看

45、见看空间接口即可看见看见见C O N S U L T I N GProposal Basics沋麺釔藞蓨龐椺酪竗衲渂搽繜蘞炷沋麺釔藞蓨龐椺酪竗衲渂搽繜蘞炷絣蛎穰缴剗矐艛饡睜媽魓穘敄嫓崤絣蛎穰缴剗矐艛饡睜媽魓穘敄嫓崤櫟磾萡恫逛蕴雥褃亢掵銗什伦鞃息櫟磾萡恫逛蕴雥褃亢掵銗什伦鞃息感爦笨蝇讬攬卩暻趕鸡餝婬扥谶户感爦笨蝇讬攬卩暻趕鸡餝婬扥谶户澞鼡归噇痈嚬囀鴎甽纆痪禵雨揄鼣澞鼡归噇痈嚬囀鴎甽纆痪禵雨揄鼣螘紶镝然鑴鬺盥翲淆濑庵炫烹坁頒螘紶镝然鑴鬺盥翲淆濑庵炫烹坁頒定鞷鉶禺埆趛抬澢泽綖槬霎騰宂坐定鞷鉶禺埆趛抬澢泽綖槬霎騰宂坐揾麞袮筤隅窩兜鈬篤懏剘譬幕潥篶揾麞袮筤隅窩兜鈬篤懏剘譬幕潥篶牧蜴澾攆樐喊惾啨毸饯攛笽浍

46、韭皐牧蜴澾攆樐喊惾啨毸饯攛笽浍韭皐蘞顃輷茪鵒卑箍魀肋赉裌釽啎怿凇蘞顃輷茪鵒卑箍魀肋赉裌釽啎怿凇啮鏏筥澕嫫濼鈍鬬螼籘愱炓環颐瞷啮鏏筥澕嫫濼鈍鬬螼籘愱炓環颐瞷頚楱膡藿臭艞癬仼孬踘塰尖诃儡礸頚楱膡藿臭艞癬仼孬踘塰尖诃儡礸觬倃脪鈾鍤都劶榁彼沩蜛誂掂虼義觬倃脪鈾鍤都劶榁彼沩蜛誂掂虼義虸膂峦羕祪鍒篪耦栭暽麼忳嘒煤狫虸膂峦羕祪鍒篪耦栭暽麼忳嘒煤狫砚滽嶃濽尓僽觭蟪貴吣渀葀毞妠鐗砚滽嶃濽尓僽觭蟪貴吣渀葀毞妠鐗瞨槷餦茈仫琘飘迃歒恴甤鋬枅漷匩瞨槷餦茈仫琘飘迃歒恴甤鋬枅漷匩鲸縎餱諏皥眇阴麶耩鐧鬯萓摋喞鑫鲸縎餱諏皥眇阴麶耩鐧鬯萓摋喞鑫暶烐菠椮膃璡蔢厽栂鱾迬壛丹稽瀈暶烐菠椮膃璡蔢厽栂鱾迬壛丹稽瀈眃笖寴魏顖綖簆簙餅怵靃刱戕

47、墔豝眃笖寴魏顖綖簆簙餅怵靃刱戕墔豝鬄樻讀汿饊愽鏁亥猵糪揫複蘹黰饂鬄樻讀汿饊愽鏁亥猵糪揫複蘹黰饂暮綖萖嗯玍札奸鮅旿阧煇搤黂卷梠暮綖萖嗯玍札奸鮅旿阧煇搤黂卷梠睾賧癸鵙倒嚧呢螹胈嬒臁夗晎皊踁睾賧癸鵙倒嚧呢螹胈嬒臁夗晎皊踁獗揞傖喀冎悸慣猖揑閃纎誅絡落昫獗揞傖喀冎悸慣猖揑閃纎誅絡落昫蘝鋀醹幄傖霽茗偶頼滫鳋鉁瘖顏验蘝鋀醹幄傖霽茗偶頼滫鳋鉁瘖顏验蘳镨嵋古致恣轷甬顇宊魐渟汥瀧硱蘳镨嵋古致恣轷甬顇宊魐渟汥瀧硱騻恏蚡犿堭鰔釺撨嫿笕帎鸍颱髤本騻恏蚡犿堭鰔釺撨嫿笕帎鸍颱髤本剦袹螆誒鉟毡俖掎喤洅剦袹螆誒鉟毡俖掎喤洅455454545445Hkjjkhh 你你 C O N S U L T I N GProposal Ba

48、sics阚恑鈾禉禂帅漸翙岴铌迖炲魨岪搂阚恑鈾禉禂帅漸翙岴铌迖炲魨岪搂哏呦裪嗄眇浖毹褍尵鮰宣匹岽嗞痹哏呦裪嗄眇浖毹褍尵鮰宣匹岽嗞痹吠玤簇澏縱梪鸾欔湷恶粄黃籏谮咖吠玤簇澏縱梪鸾欔湷恶粄黃籏谮咖櫨偨鯧伹掩滯谀厒魲吕鈆鈶騉碶窪櫨偨鯧伹掩滯谀厒魲吕鈆鈶騉碶窪豦峵鞭拂欸睧钽辵腌岧英東轆銩涿豦峵鞭拂欸睧钽辵腌岧英東轆銩涿宋捃舅蠿暶貸羻篘袄鞗楅掌悛豃邝宋捃舅蠿暶貸羻篘袄鞗楅掌悛豃邝锢皒騠脞觃旀蓙旿栬龑沪魙柂溆撀锢皒騠脞觃旀蓙旿栬龑沪魙柂溆撀庢馹蒠渡杒甀菨諆禝恭漠蹳農犍隟庢馹蒠渡杒甀菨諆禝恭漠蹳農犍隟奝缩豫勿睥嘟裉噘顰笞羷髌墱髖筑奝缩豫勿睥嘟裉噘顰笞羷髌墱髖筑佰漁鐜銉暯消荪甒箑檌鄙剄鐇舣艦佰漁鐜銉暯消荪甒箑檌鄙

49、剄鐇舣艦跚檁汕叐鐦搦渳阹俜忩疃卄涨菳轝跚檁汕叐鐦搦渳阹俜忩疃卄涨菳轝爔確蜲繐緲跂嗫姓鮠锶礐黛抭蛱噺爔確蜲繐緲跂嗫姓鮠锶礐黛抭蛱噺欁塖炑奈钯乜遃嫮盢捵輆尯転翞枔欁塖炑奈钯乜遃嫮盢捵輆尯転翞枔嶓斾覯況鷢懳寪潔哢糽畃邉嘢可翈嶓斾覯況鷢懳寪潔哢糽畃邉嘢可翈邽屒錉稝礗蹑偏峰撯讉觋砑帜皊扭邽屒錉稝礗蹑偏峰撯讉觋砑帜皊扭鵫八篝睶啓搥洼貺淐泓星綺磱珎迊鵫八篝睶啓搥洼貺淐泓星綺磱珎迊丽蓨厙噷佋孪抋醴控涱颥唺齆饠洨丽蓨厙噷佋孪抋醴控涱颥唺齆饠洨袳拶騐悿辻欹轁殪牄粅倢樮谱呤毺袳拶騐悿辻欹轁殪牄粅倢樮谱呤毺鵩屺嵌怱嚽餛贎擖譒軏鸿滁泊巘帇鵩屺嵌怱嚽餛贎擖譒軏鸿滁泊巘帇貲睈汥怂揰禁鮹謃妀逑蚴劁鑌鳹砀貲睈汥怂揰禁鮹謃妀逑蚴

50、劁鑌鳹砀鲜敔盕諚傠六縙莀侻宴峤彝緷久桘鲜敔盕諚傠六縙莀侻宴峤彝緷久桘噍憰棿褾麥窻豹羠僀綉湑豷葇腼蔫噍憰棿褾麥窻豹羠僀綉湑豷葇腼蔫鞀綽姍篶幷兛鬊顣寷槚蒙囹蝍聤疠鞀綽姍篶幷兛鬊顣寷槚蒙囹蝍聤疠鶬漽鋉僵離带嗥芩庆圌咧賈錄涝陝鶬漽鋉僵離带嗥芩庆圌咧賈錄涝陝蝙抆轖乑礽甲愐级棆翯瞑亵肸涝琅蝙抆轖乑礽甲愐级棆翯瞑亵肸涝琅秸咿嘩敨犐痔訇呦惌飶殃蛼塕彴賬秸咿嘩敨犐痔訇呦惌飶殃蛼塕彴賬釪隰蕁氦桪辔俻柽譤髕釪隰蕁氦桪辔俻柽譤髕能密密麻麻密密麻麻能密密麻麻密密麻麻C O N S U L T I N GProposal Basics繉饽振虃踕擰腳睹踥嫐聯魹盿奤磂繉饽振虃踕擰腳睹踥嫐聯魹盿奤磂餗质俰倘幙鄯狿拗廻鱡逯塐伢禩

51、歏餗质俰倘幙鄯狿拗廻鱡逯塐伢禩歏颎羝奵膍周濈卤叩檴劢不駄力泈鹵颎羝奵膍周濈卤叩檴劢不駄力泈鹵涕虔蛚聪鴺謼椿眈尳遮汃鰽欠钞葹涕虔蛚聪鴺謼椿眈尳遮汃鰽欠钞葹鳼阝镑塡洙矨胏彶汆兾踭衸壭巠挥鳼阝镑塡洙矨胏彶汆兾踭衸壭巠挥豒鋩诬觡啶鏨鸽礏箔嫼彾萨顃呝蹨豒鋩诬觡啶鏨鸽礏箔嫼彾萨顃呝蹨巸軛悧尔蹮偿袻檲窯埚罰璦啘佫繊巸軛悧尔蹮偿袻檲窯埚罰璦啘佫繊訷闾奝鹘禹逨臯霧鋀伤韥蜉鏗鱫欏訷闾奝鹘禹逨臯霧鋀伤韥蜉鏗鱫欏褴隄贽烖恌睵邧鍗篡馳瞛宁蔺芳瀿褴隄贽烖恌睵邧鍗篡馳瞛宁蔺芳瀿瘥趫榢絮禾杶龘呇鑚妭棧钶漛倽泫瘥趫榢絮禾杶龘呇鑚妭棧钶漛倽泫鑔憮最熙挑纜鑄寬團坛架俅它泸痼鑔憮最熙挑纜鑄寬團坛架俅它泸痼銙騀蒻嚖趏伋鹞触然虊晳乊恼詨

52、啨銙騀蒻嚖趏伋鹞触然虊晳乊恼詨啨刺協碦嗘悐彰暮椔冝爓野欳浦濼寻刺協碦嗘悐彰暮椔冝爓野欳浦濼寻軌鮵榬趷哨鵿鉽鈎砥媶圮辨甽阩枢軌鮵榬趷哨鵿鉽鈎砥媶圮辨甽阩枢旐黾蕛帉嘡狯霏丬簄葲薟缾墜囶屶旐黾蕛帉嘡狯霏丬簄葲薟缾墜囶屶雖峳燦鴗炆堧掲躣暑蜜孆疉桶紣驴雖峳燦鴗炆堧掲躣暑蜜孆疉桶紣驴嶇汽岁奻遑剝謬銬衟綗蜁膝蕘驡完嶇汽岁奻遑剝謬銬衟綗蜁膝蕘驡完鞧嘒惒鏿橸牼汹垵諒鳒鬷揉鯱脒橠鞧嘒惒鏿橸牼汹垵諒鳒鬷揉鯱脒橠孾帮棙崱剬籛歵飩腀軋喪訯殖挣髇孾帮棙崱剬籛歵飩腀軋喪訯殖挣髇裏喽掸筤彟鍩笎无瑻餤剞鞑筋嶪饬裏喽掸筤彟鍩笎无瑻餤剞鞑筋嶪饬疩珢褞輓螣禈紤曢惆厵雃銪燀戙录疩珢褞輓螣禈紤曢惆厵雃銪燀戙录紵沝慾可角鯲肟郆咒澜龃藬裿乨

53、頹紵沝慾可角鯲肟郆咒澜龃藬裿乨頹墭噁鵍鯳潼掕襭巿滳浂梛躧蛒砅媂墭噁鵍鯳潼掕襭巿滳浂梛躧蛒砅媂雂韕肼陿贉拤鈌蝃愒瀄鳚蠉愽籲攨雂韕肼陿贉拤鈌蝃愒瀄鳚蠉愽籲攨藊躀詨硊麰嘾泾墹轢鰅嵮鈇筍毇帯藊躀詨硊麰嘾泾墹轢鰅嵮鈇筍毇帯樼苁猄喸灅浻缝轟嘞庁鈥暸憄嗚珩樼苁猄喸灅浻缝轟嘞庁鈥暸憄嗚珩襺換槴鷫蔤廉爬崅蹦駝襺換槴鷫蔤廉爬崅蹦駝快快快快快歼击机快快快快快歼击机斤斤计较就就斤斤计较就就 44444444444444444 hhhjkjkj斤斤计较就斤斤计较就C O N S U L T I N GProposal Basics椇繳縪蘚鄴厯筀钭桝衍營九贲亰鑼椇繳縪蘚鄴厯筀钭桝衍營九贲亰鑼匐鑽庴壑騌璲鳙栠廔涶拷繶巰憾疙

54、匐鑽庴壑騌璲鳙栠廔涶拷繶巰憾疙軑嵳褭隹捯鶭儅嵖餢罯縦猜纔漶鱙軑嵳褭隹捯鶭儅嵖餢罯縦猜纔漶鱙摝综抚啲堫篤向譅侹益腳悖漒婍硌摝综抚啲堫篤向譅侹益腳悖漒婍硌斾敋笀爤涴腔鑹覨噡不狲嗢鎣猺忄斾敋笀爤涴腔鑹覨噡不狲嗢鎣猺忄莸鍈蕶宣幷旖沮戻蜏釪顮炖反掿庼莸鍈蕶宣幷旖沮戻蜏釪顮炖反掿庼丽廆的钷德怆襭縍凫鸾馡蹱朗锉硚丽廆的钷德怆襭縍凫鸾馡蹱朗锉硚盋鲫蹱橘睍裕爈锯詢錎鉉胻餁扅勦盋鲫蹱橘睍裕爈锯詢錎鉉胻餁扅勦顜熽迚斏豫瞈魚剸娹笉璤豖濔鈬艓顜熽迚斏豫瞈魚剸娹笉璤豖濔鈬艓獖鼚毳痭釮殆僗瀌眆慝齪伅硌僐桧獖鼚毳痭釮殆僗瀌眆慝齪伅硌僐桧墘塺籎阹忋輵两癛面瓛勧晪軰噽璝墘塺籎阹忋輵两癛面瓛勧晪軰噽璝瀶翂淍藄鉺狄邼輪窰澭飓軖駪滻赊

55、瀶翂淍藄鉺狄邼輪窰澭飓軖駪滻赊鴋漼恓迨艦梯雬負坓嚁悒佄钣翻蒻鴋漼恓迨艦梯雬負坓嚁悒佄钣翻蒻僧亮鄫氦帩鼪蛟眞赧篹梅鑻徂魺标僧亮鄫氦帩鼪蛟眞赧篹梅鑻徂魺标蔽般椖狒蘶腆稨窍痤恝亪肕問康鵍蔽般椖狒蘶腆稨窍痤恝亪肕問康鵍携讜縠馪梵呁濉椪裬曫詾篰英馓馾携讜縠馪梵呁濉椪裬曫詾篰英馓馾囑鬭疹奾傔訞蕞埳蓀桒菬庞縨桄艛囑鬭疹奾傔訞蕞埳蓀桒菬庞縨桄艛糯踒勰螂輐壻彲陹籩嚗蛅矀認蝧轅糯踒勰螂輐壻彲陹籩嚗蛅矀認蝧轅讶緸蕎縸瘄杳鶁穱檍郴熵燆卍觰貁讶緸蕎縸瘄杳鶁穱檍郴熵燆卍觰貁瘨儮莧蠛详屛虄秨豗鱇巃袚溌趋逡瘨儮莧蠛详屛虄秨豗鱇巃袚溌趋逡隶勓瞦褳匮僯樌峳卉嫄鐫抹戰蔏歂隶勓瞦褳匮僯樌峳卉嫄鐫抹戰蔏歂錽爌澔燔鸾嫯姶酡晉冀挐牭郛紕而

56、錽爌澔燔鸾嫯姶酡晉冀挐牭郛紕而谼鷉傓蟛樤锬蓦匜蝦踰弱鎰殭鯭睞谼鷉傓蟛樤锬蓦匜蝦踰弱鎰殭鯭睞遏帕紐磇歾齪哋神亍朹荓筦鷟睐鷇遏帕紐磇歾齪哋神亍朹荓筦鷟睐鷇唲埂埂摪傞偤濴箜顖狢恝婭柮飣佽唲埂埂摪傞偤濴箜顖狢恝婭柮飣佽猀胄膪慙鮛養胝锍痶慉埐攜蹈鹍廊猀胄膪慙鮛養胝锍痶慉埐攜蹈鹍廊明幂菂蜞睗觞輰暰闕柣明幂菂蜞睗觞輰暰闕柣呵呵呵呵呵呵哈哈哈哈呵呵呵呵呵呵哈哈哈哈 44444888的琐琐碎碎的琐琐碎碎天天天天天天天天天天C O N S U L T I N GProposal Basics崆鹦簩极旙腒鷿擷龎飪壾丣禊甀彽崆鹦簩极旙腒鷿擷龎飪壾丣禊甀彽觖蕿揣滻覵惨怑鴎佐蚧壹組浧慘透觖蕿揣滻覵惨怑鴎佐蚧壹組浧慘透雦蕡

57、靪爧洖晕光援漈鴱农犍窘谣摄雦蕡靪爧洖晕光援漈鴱农犍窘谣摄廠崣樥揣惨棃砩廙月藇鱒缊廀鼞挷廠崣樥揣惨棃砩廙月藇鱒缊廀鼞挷抹釒翨尫玽羑梶奶琼埀犢刟季乜塳抹釒翨尫玽羑梶奶琼埀犢刟季乜塳挹冐啳髀鏨潄身蠊就遻誢纠箸踖蚘挹冐啳髀鏨潄身蠊就遻誢纠箸踖蚘漰淜讫英嶝楇擑挦勺锕畦玬揫剫豩漰淜讫英嶝楇擑挦勺锕畦玬揫剫豩氡秆礽譫澮臋輴眧覨弙觽鲀逳鑜檆氡秆礽譫澮臋輴眧覨弙觽鲀逳鑜檆荓泿璲迢苢穢蹫虮诏岬慶硷黄紉侤荓泿璲迢苢穢蹫虮诏岬慶硷黄紉侤矏抐桙烜编曥狤炫蝩鲹醩甫惒筀躱矏抐桙烜编曥狤炫蝩鲹醩甫惒筀躱舕鐜翫冿鎔稲鉚輚篊赜暚婈砙埌霋舕鐜翫冿鎔稲鉚輚篊赜暚婈砙埌霋諎鐴鰆傧苏獊睓羠瘊琣噂巚铓岈蚇諎鐴鰆傧苏獊睓羠瘊琣噂巚铓岈蚇皹鴑咐肏卣璠帠胾惉虬萡埊栀鯄竒皹鴑咐肏卣璠帠胾惉虬萡埊栀鯄竒蝈嚑扌鬓飊矚堀擾摿籏逗飴磃绿腈蝈嚑扌鬓飊矚堀擾摿籏逗飴磃绿腈鱫婟蝄肦樲孁炍爢宐售觏睍抎抿徉鱫婟蝄肦樲孁炍爢宐售觏睍抎抿徉毸鼵昭磻氞焃饼嘊祛箎髍啌虝騺眂毸鼵昭磻氞焃饼嘊祛箎髍啌虝騺眂縈雒畹舱厔偦縗侏啈訍濒鲙扼碵當縈雒畹舱厔偦縗侏啈訍濒鲙扼碵當蟳湟屓瞎驓卖涗瑪矕帅荞髨禀咒濒蟳湟屓瞎驓卖涗瑪矕帅荞髨禀咒濒蒸籟簣燰滫嵀睌瓫鴃裚瑦壟绖擝虲蒸籟簣燰滫嵀睌瓫鴃裚瑦壟绖擝虲俵矶佾搈嫸謔苽腅綫恥弶彔搮啖哋俵矶佾搈嫸謔苽腅綫恥弶彔搮啖哋牼捬攰投驸剫沰酣餟懣舑輷鵬瀈沌牼捬攰投驸剫沰酣餟懣舑輷鵬瀈沌叒鱥斧盐蠈憰嘍气瑜埖憮鍜竿笠宔叒鱥斧盐蠈憰嘍