kpmg全套内部培训_教程6

CreatingEffectiveProposalsProposalProcessCONSULTINGTheProposalItself•Followingtheprocess•Planning,planning,planningTheRFP:ObtainingYourCopy•ProposalCoordinator-assignedbyPartner,copyingresponsibility•Recipients:–Partner–ProposalManager–BDM(s)–Supportstaff–Writers–LegalCounsel(ifappropriate)–Alwayskeepextracopieson-handWhattoDoWhenThereisNoRFP•RefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.Manager–ContainsmuchoftheinformationfoundinanRFP–ServesastheRFPfortheproposal•AnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFP–Isthereacompellingreasontobid?•RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetition•OrganizingtheProposalResponseProposalRoles/Responsibilities•Partner•WorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.•ProposalManager•Day-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.•ProposalCoordinator•CopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.ProposalPlanningPieces•TypicalProposalOutline•ExecutiveSummary•TechnicalApproach/WorkPlan/ProjectSchedule•StaffingQualifications/Resumes•ProjectManagement•TeamQuals/PastPerformance(projectengagements)•Cost•Assumptions•ProposalContactList•Calendar/Schedule•ProductionChecklistDevelopOutlinewithAssignments•UsetheproposalformatsectionnumberoftheRFP•MirrorRFPsectionnumbers/titlesverbatim•IncludeRFPrequirementsandevaluationcriterianumbersforwriterreferenceFilenameRFPSect.#sSectionTitleWriterDraftDoneReviewDoneX1_exsumm1.0ExecutiveSummaryJohnsonDevelopingaCalendar/Schedule•Keyevents:–Proposalkickoff–Storyboards-sectionbrainstormingsessions–DraftquestionsaboutRFPduetoclientcontact–Finalquestionsduetotheclient–Draftsdue(BlueTeam,RedTeam,Final)–Finalmanager/Partnerreview(s)–Workplanandcostingduedates–Finaleditandformatting(togetherifpossible)–Production(print,proofmaster,copy,assemble,andship!)–Proposaldeliverytime–OtherRFPdatessuchasoralsandcontractaward–Anyscheduledabsences/vacationsofteammembersDevelopingTip:Backupfromfinalduedateforeachactivity.ProposalKickoff•Stressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDM•Introducescalendar/schedule•Winthemesanddiscriminators•Assignsrolesandresponsibilities•Guidelinestowriters•Questionsubmissionprocedures•Technical/businesssolutionoverview•Responseassumptions•Competition--otherbiddersProposalThemeDefinitions•Arecurringthought•Apointofemphasis•Anadvantage•Adiscriminator•Anundeniabletruth•Auniquefeature•Acompellingpoint•Acompetitor’sdisadvantageWhyWeNeedThemes•Picturethemindsetofthecustomer:–Idon’tknowwhoKPMGis–Idon’tknowKPMG’scapabilities–Idon’tknowKPMG’srelated/relevantexperience–Idon’tknowyourpastperformance–Idon’tknowyourtechnicalapproach–Idon’tknowyourmanagementstyle–Idon’tknowwhatyou’resellingProposalThemeExamples•GoodTheme:–“KPMGhasbeenservingthehighereducationcommunityforover25years.Ourpractitionersaverage10yearsofexperience,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”•BadTheme:–“KPMGisunquestionablythebestoftheBigFivecompanies.”FirstDraft(BlueTeam)Review•CheckpointforPartner/BDM/ProposalManager•Limitedtoproposalcontributorsonly•Draftshouldbecomplete,butcanberoughinspots•Focusonidentifyingseriousweaknessesandinconsistencies,andonRFP-compliance–notatimeforlineediting•Usuallyoccurs3-5daysbeforeRedTeam•Beconstructive–nofinger-pointing,defensiverebuttals,orwhining•EmphasisonpreparingasolidRedTeamdraftRedTeamReview•Generallylimitedtonon-authors,seniorstaffmembers–includesrepresentativesfrombothprimeandsubs•Draftshouldresembletheproposalasitwillbedelivered•RedTeam’sjobistobecriticalandtofindfault–expectit;don’targue;don’tgetangryordefensive•Proposalshouldbescoredtoshowstrengths/weaknesses•Reviewersshouldmakespecificandconstructivecomments•RedTeamdebriefshouldoccur3-5daysbeforeduedate•Post-RedTeamdebrief--newassignmentsaremade–oftenreducessizeofproposalteamFinalMgmt.(GoldTeam)Review•Finalpre-productionreview–GenerallyinvolvesPartner,BDM,ProposalManager–2ndPartnerreviewrequiredforbidsof$500Kandup•Lastopportunitytoverifyscope,themes,message•Finalvalidationofcompliance,completeness,andaccuracy•ProposalManagerhasprovinceoverallfinalchangesFinalEdit•AssignedbyProposalCoordinator–includesecondreviewer,ifnecessary•Consistency--somethingstolookfor:–Projectname–Acronyms(spelledoutonceatthebeginning?)–Terminology(doesitmatchtheRFP,ifapplicable?)–Places–Customername–InternalKPMGgroupsanddivisions–Formatofresumesandqualifications–Bullets–HeadersandfootersLooksAren’tEverything,but...•Pickoutafewpagesto“colorize”•Develop/printExecutiveSummaryincolor•Developaninterestingandthematiccover(useclient-specificgraphics,concepts)•Usebinders,cardstock,pre-pri