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CreatingEffectiveProposalsProposalProcessCONSULTING管理资源吧(),提供海量管理资料免费下载!CONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!TheProposalItselfFollowingtheprocessPlanning,planning,planningCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!TheRFP:ObtainingYourCopyProposalCoordinator-assignedbyPartner,copyingresponsibilityRecipients:PartnerProposalManagerBDM(s)SupportstaffWritersLegalCounsel(ifappropriate)Alwayskeepextracopieson-handCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!WhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!OrganizingtheProposalResponseCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!ProposalRoles/ResponsibilitiesPartner–WorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.ProposalManager–Day-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.ProposalCoordinator–CopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.CONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!ProposalPlanningPiecesTypicalProposalOutline–ExecutiveSummary–TechnicalApproach/WorkPlan/ProjectSchedule–StaffingQualifications/Resumes–ProjectManagement–TeamQuals/PastPerformance(projectengagements)–Cost–AssumptionsProposalContactListCalendar/ScheduleProductionChecklistCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!DevelopOutlinewithAssignmentsUsetheproposalformatsectionnumberoftheRFPMirrorRFPsectionnumbers/titlesverbatimIncludeRFPrequirementsandevaluationcriterianumbersforwriterreferenceFilenameRFPSect.#sSectionTitleWriterDraftDoneReviewDoneX1_exsumm1.0ExecutiveSummaryJohnsonCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!DevelopingaCalendar/ScheduleKeyevents:ProposalkickoffStoryboards-sectionbrainstormingsessionsDraftquestionsaboutRFPduetoclientcontactFinalquestionsduetotheclientDraftsdue(BlueTeam,RedTeam,Final)Finalmanager/Partnerreview(s)WorkplanandcostingduedatesFinaleditandformatting(togetherifpossible)Production(print,proofmaster,copy,assemble,andship!)ProposaldeliverytimeOtherRFPdatessuchasoralsandcontractawardAnyscheduledabsences/vacationsofteammembersDevelopingTip:Backupfromfinalduedateforeachactivity.CONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!ProposalKickoffStressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDMIntroducescalendar/scheduleWinthemesanddiscriminatorsAssignsrolesandresponsibilitiesGuidelinestowritersQuestionsubmissionproceduresTechnical/businesssolutionoverviewResponseassumptionsCompetition--otherbiddersCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!ProposalThemeDefinitionsArecurringthoughtApointofemphasisAnadvantageAdiscriminatorAnundeniabletruthAuniquefeatureAcompellingpointAcompetitor’sdisadvantageCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!WhyWeNeedThemesPicturethemindsetofthecustomer:Idon’tknowwhoKPMGisIdon’tknowKPMG’scapabilitiesIdon’tknowKPMG’srelated/relevantexperienceIdon’tknowyourpastperformanceIdon’tknowyourtechnicalapproachIdon’tknowyourmanagementstyleIdon’tknowwhatyou’resellingCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!ProposalThemeExamplesGoodTheme:“KPMGhasbeenservingthehighereducationcommunityforover25years.Ourpractitionersaverage10yearsofexperience,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”BadTheme:“KPMGisunquestionablythebestoftheBigFivecompanies.”CONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!FirstDraft(BlueTeam)ReviewCheckpointforPartner/BDM/ProposalManagerLimitedtoproposalcontributorsonlyDraftshouldbecomplete,butcanberoughinspotsFocusonidentifyingseriousweaknessesandinconsistencies,andonRFP-compliancenotatimeforlineeditingUsuallyoccurs3-5daysbeforeRedTeamBeconstructivenofinger-pointing,defensiverebuttals,orwhiningEmphasisonpreparingasolidRedTeamdraftCONSULTINGProposalProcess管理资源吧(),提供海量管理资料免费下载!RedTeamReviewGenerallylimitedtonon-authors,seniorstaffmembersincludesrepresentativesfrombothprimeandsubsDraftshouldresembletheproposalasitwillbedeliveredRedTeam’sjobistobecriticalandtofindfaultexpectit;don’targue;don’tgetangryordefensiveProposalshouldbescoredtoshowstrengths/weaknessesReviewersshouldmakespecificandconstructivecommentsRedTeamdebriefshouldoccur3-5daysbeforeduedatePost-RedTeamdebrief--newassignmentsaremadeoftenreducessizeof
本文标题:kpmg全套内部培训教程6
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