KPMG全套内部培训教程-课件

CreatingEffectiveProposalsProposalProcessCONSULTINGCreatingEffectiveProposalsCTheProposalItselfFollowingtheprocessPlanning,planning,planningTheProposalItselfTheRFP:ObtainingYourCopyProposalCoordinator-assignedbyPartner,copyingresponsibilityRecipients:PartnerProposalManagerBDM(s)SupportstaffWritersLegalCounsel(ifappropriate)Alwayskeepextracopieson-handTheRFP:ObtainingYourCopyPrWhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionWhattoDoWhenThereisNoRFOrganizingtheProposalResponseKPMG全套内部培训教程-课件ProposalRoles/ResponsibilitiesPartnerWorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.ProposalManagerDay-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.ProposalCoordinatorCopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.ProposalRoles/ResponsibilitieProposalPlanningPiecesTypicalProposalOutlineExecutiveSummaryTechnicalApproach/WorkPlan/ProjectScheduleStaffingQualifications/ResumesProjectManagementTeamQuals/PastPerformance(projectengagements)CostAssumptionsProposalContactListCalendar/ScheduleProductionChecklistProposalPlanningPiecesTypicaDevelopOutlinewithAssignmentsUsetheproposalformatsectionnumberoftheRFPMirrorRFPsectionnumbers/titlesverbatimIncludeRFPrequirementsandevaluationcriteria numbersforwriterreferenceFilenameRFPSect.#sSectionTitleWriterDraftDoneReviewDoneX1_exsumm1.0ExecutiveSummaryJohnsonDevelopOutlinewithAssignmenDevelopingaCalendar/ScheduleKeyevents:ProposalkickoffStoryboards-sectionbrainstormingsessionsDraftquestionsaboutRFPduetoclientcontactFinalquestionsduetotheclientDraftsdue(BlueTeam,RedTeam,Final)Finalmanager/Partnerreview(s)WorkplanandcostingduedatesFinaleditandformatting(togetherifpossible)Production(print,proofmaster,copy,assemble,andship!)ProposaldeliverytimeOtherRFPdatessuchasoralsandcontractawardAnyscheduledabsences/vacationsofteammembersDevelopingTip:Backupfromfinalduedateforeachactivity.DevelopingaCalendar/ScheduleProposalKickoffStressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDMIntroducescalendar/scheduleWinthemesanddiscriminatorsAssignsrolesandresponsibilitiesGuidelinestowritersQuestionsubmissionproceduresTechnical/businesssolutionoverviewResponseassumptionsCompetition--otherbiddersProposalKickoffStressesimporProposalThemeDefinitionsArecurringthoughtApointofemphasisAnadvantageAdiscriminatorAnundeniabletruthAuniquefeatureAcompellingpointAcompetitor’sdisadvantageProposalThemeDefinitionsAreWhyWeNeedThemesPicturethemindsetofthecustomer:Idon’tknowwhoKPMGisIdon’tknowKPMG’scapabilitiesIdon’tknowKPMG’srelated/relevantexperienceIdon’tknowyourpastperformanceIdon’tknowyourtechnicalapproachIdon’tknowyourmanagementstyleIdon’tknowwhatyou’resellingWhyWeNeedThemesPicturetheProposalThemeExamplesGoodTheme:“KPMGhasbeenservingthehighereducationcommunityforover25years.Ourpractitionersaverage10yearsofexperience,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”BadTheme:“KPMGisunquestionablythebestoftheBigFivecompanies.”ProposalThemeExamplesGoodThFirstDraft(BlueTeam)ReviewCheckpointforPartner/BDM/ProposalManagerLimitedtoproposalcontributorsonlyDraftshouldbecomplete,butcanberoughinspotsFocusonidentifyingseriousweaknessesand inconsistencies,andonRFP-compliancenotatimeforlineeditingUsuallyoccurs3-5daysbeforeRedTeamBeconstructivenofinger-pointing,defensiverebuttals,orwhiningEmphasisonpreparingasolidRedTeamdraftFirstDraft(BlueTeam)ReviewRedTeamReviewGenerallylimitedtonon-authors,seniorstaffmembersincludesrepresentativesfrombothprimeandsubsDraftshouldresembletheproposalasitwillbedeliveredRedTeam’sjobistobecriticalandtofindfaultexpectit;don’targue;don’tgetangryordefensiveProposalshouldbescoredtoshowstrengths/weaknessesReviewersshouldmakespecificandconstructivecommentsRedTeamdebriefshouldoccur3-5daysbeforeduedatePost-RedTeamdebrief--newassignmentsaremadeoftenreducessizeofproposalteamRedTeamReviewGenerallylimitFinalMgmt.(GoldTeam)ReviewFinalpre-productionreviewGenerallyinvolvesPartner,BDM,ProposalManager2ndPartnerreviewrequiredforbidsof$500KandupLastopportunitytoverifyscope,themes, messageFinalvalidationofcompliance,completeness,andaccuracyProposalManagerhasprovinceoverallfinalchangesFinalMgmt.(GoldTeam)ReviewFinalEditAssignedbyProposalCoordinatorincludesecondreviewer,ifnecessaryConsistency--somethingstolookfor:ProjectnameAcronyms(spelledoutonceatthebeginning?)Terminology(doesitmatchtheRFP,ifapplicable?)PlacesCustomernameInternalKPMGgroupsanddivisionsFormatofresumesandqualificationsBulletsHeadersandfootersFinalEditAssignedbyProposalLooksAren’tEverything,but...Pickoutafewpagesto“colorize”Develop/printExecutiveSummaryincolorDevelopaninterestingandthematiccover

(useclient-specificgraphics,concepts)Usebinders,cardstock,pre-printedtabsLooksAren’tEverything,but..ProductionPlanningProp.ManagerassignsreproresponsibilityPlaninadvanceBookacentralproductionroomearlyonSetasidetimeforafinalqualitycheckofyourreproductionmasterUseahigh-qualitybinderPackageCostVolumeseparately,ifallowedAllowplentyoftime,evenifoutsidesourceItwilltakelongerthanyouthinkProductionPlanningProp.ManagAnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-6508AnyQuestions?CarlRosenblatt演讲完毕，谢谢观看！演讲完毕，谢谢观看！CreatingEffectiveProposalsProposalProcessCONSULTINGCreatingEffectiveProposalsCTheProposalItselfFollowingtheprocessPlanning,planning,planningTheProposalItselfTheRFP:ObtainingYourCopyProposalCoordinator-assignedbyPartner,copyingresponsibilityRecipients:PartnerProposalManagerBDM(s)SupportstaffWritersLegalCounsel(ifappropriate)Alwayskeepextracopieson-handTheRFP:ObtainingYourCopyPrWhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionWhattoDoWhenThereisNoRFOrganizingtheProposalResponseKPMG全套内部培训教程-课件ProposalRoles/ResponsibilitiesPartnerWorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.ProposalManagerDay-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.ProposalCoordinatorCopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.ProposalRoles/ResponsibilitieProposalPlanningPiecesTypicalProposalOutlineExecutiveSummaryTechnicalApproach/WorkPlan/ProjectScheduleStaffingQualifications/ResumesProjectManagementTeamQuals/PastPerformance(projectengagements)CostAssumptionsProposalContactListCalendar/ScheduleProductionChecklistProposalPlanningPiecesTypicaDevelopOutlinewithAssignmentsUsetheproposalformatsectionnumberoftheRFPMirrorRFPsectionnumbers/titlesverbatimIncludeRFPrequirementsandevaluationcriteria numbersforwriterreferenceFilenameRFPSect.#sSectionTitleWriterDraftDoneReviewDoneX1_exsumm1.0ExecutiveSummaryJohnsonDevelopOutlinewithAssignmenDevelopingaCalendar/ScheduleKeyevents:ProposalkickoffStoryboards-sectionbrainstormingsessionsDraftquestionsaboutRFPduetoclientcontactFinalquestionsduetotheclientDraftsdue(BlueTeam,RedTeam,Final)Finalmanager/Partnerreview(s)WorkplanandcostingduedatesFinaleditandformatting(togetherifpossible)Production(print,proofmaster,copy,assemble,andship!)ProposaldeliverytimeOtherRFPdatessuchasoralsandcontractawardAnyscheduledabsences/vacationsofteammembersDevelopingTip:Backupfromfinalduedateforeachactivity.DevelopingaCalendar/ScheduleProposalKickoffStressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDMIntroducescalendar/scheduleWinthemesanddiscriminatorsAssignsrolesandresponsibilitiesGuidelinestowritersQuestionsubmissionproceduresTechnical/businesssolutionoverviewResponseassumptionsCompetition--otherbiddersProposalKickoffStressesimporProposalThemeDefinitionsArecurringthoughtApointofemphasisAnadvantageAdiscriminatorAnundeniabletruthAuniquefeatureAcompellingpointAcompetitor’sdisadvantageProposalThemeDefinitionsAreWhyWeNeedThemesPicturethemindsetofthecustomer:Idon’tknowwhoKPMGisIdon’tknowKPMG’scapabilitiesIdon’tknowKPMG’srelated/relevantexperienceIdon’tknowyourpastperformanceIdon’tknowyourtechnicalapproachIdon’tknowyourmanagementstyleIdon’tknowwhatyou’resellingWhyWeNeedThemesPicturetheProposalThemeExamplesGoodTheme:“KPMGhasbeenservingthehighereducationcommunityforover25years.Ourpractitionersaverage10yearsofexperience,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”BadTheme:“KPMGisunquestionablythebestoftheBigFivecompanies.”ProposalThemeExamplesGoodThFirstDraft(BlueTeam)ReviewCheckpointforPartner/BDM/ProposalManagerLimitedtoproposalcontributorsonlyDraftshouldbecomplete,butcanberoughinspotsFocusonidentifyingseriousweaknessesand inconsistencies,andonRFP-compliancenotatimeforlineeditingUsuallyoccurs3-5daysbeforeRedTeamBeconstructivenofinger-pointing,defensiverebuttals,orwhiningEmphasisonpreparingasolidRedTeamdraftFirstDraft(BlueTeam)ReviewRedTeamReviewGenerallylimitedtonon-authors,seniorstaffmembersincludesrepresentativesfrombothprimeandsubsDraftshouldresembletheproposalasitwillbedeliveredRedTeam’sjobistobecriticalandtofindfaultexpectit;don’targue;don’tgetangryordefensiveProposalshouldbescoredtoshowstrengths/weaknessesReviewersshouldmakespecificandconstructivecommentsRedTeamdebriefshouldoccur3-5daysbeforeduedatePost-RedTeamdebrief--newassignmentsaremadeoftenreducessizeofproposalteamRedTeamReviewGenerallylimitFinalMgmt.(GoldTeam)ReviewFinalpre-productionreviewGenerallyinvolvesPartner,BDM,ProposalManager2ndPartnerreviewrequiredforbidsof$500Ka