全套内部培训教程7

CreatingEffectiveProposalsProposalWriting--GeneralRulesCONSULTINGCONSULTINGProposalWritingAQuotationforAllWriters“IFIHADMORETIME,IWOULDHAVEWRITTENASHORTERLETTER.”CONSULTINGProposalWritingWinningProposalTextRFPCompliantDirectandConciseClientSpecificGeographicSlantSpecificExamplesTellsHowandWhyEmpatheticCONSULTINGProposalWritingGuidelinesandTipstoGetThereCONSULTINGProposalWritingVerifyYourWritingAssignmentsKnowthesectionsyouareassignedtowriteConsulttheProposalOutlinefordeadlinesandpageconstraintsIfconfused,consultwithPartner,ProposalManager,orProposalCoordinatorDon’tassumeanythingBepromptwithyoursections-proposalsdependonorganizationandpunctualityCONSULTINGProposalWritingUnderstandingRFPComplianceReadtheRFPBEFOREyoustartwritingUnderstandwhatisrequiredinyoursection(s)PaycloseattentiontotheRFP“evaluationcriteria”Understandresponseformat-verifyifyouareunsureIfyouhavecomplianceconcerns,talktotheProposalManagerBEFOREyoustartwritingQuestionscanbeposedtotheclientthatclarifytherequirementCreativeresponsescanbedevelopedCONSULTINGProposalWritingWritingRFP-CompliantTextWriteforeaseofevaluationEvaluatortendstolookforRFPsectionnumberreferences,RFPwordingEvaluatorusescompliancechecklistsWriteresponseformataccordingtoRFPQ/Aformatvs.standardformatThendiscusshowwewillaccomplishorexceedtherequirementCONSULTINGProposalWritingComplianceExampleRequirement:Vendorwillberesponsibleforsystemperformancetuning.Non-Compliant:“KPMGwillconductsystemperformancetuning.”Compliant:“UsingourprovenOSIIGmethodology,KPMGwillconductsystemperformancetuningbycompletingthefollowingtasks:–Setupmodeldatabaseenvironment–Loadcomparablevolumesofdata–Runtheapplicationrepeatedly–Recordandverifyresults”CONSULTINGProposalWritingWhattodoWhenThere’sNoRFPKPMGPartner/BDM/Sr.ManagershouldfilloutanOpportunityFactSheet(OFS)ContainsmuchoftheinformationfoundinanRFPBecomes,ineffect,theRFPfortheproposalRefertoOFSforguidance/themesWhenindoubt,askProposalManagerAgain,don’tassumeanythingCONSULTINGProposalWritingPreparingtoWriteThinkbeforeyouwriteFightthetemptationtodiginThinksomemoreComposegraphicsfirst(representvisually)HelpsorganizeideasObtainpre-formattedsectiontemplateandstyleguidefromProposalCoordinatorEnsuresconsistentheadings,fonts,appearanceIncreasespunctualityCONSULTINGProposalWriting10CommandmentsforSuperiorProposalWriting1.Getyourpointacrossearly–establishthemerightaway;sparktheevaluator’sinterest2.Emphasizethecustomer–whatisthecustomer’sgaininwhatwe’reproposing?3.Bespecific–selljustafewideas,andsellthemhard4.Writeinapositivestyle–don’tbedefensive,negative,orapologetic5.Speakthecustomer’slanguage–don’tassumetheevaluatorknowsyourmethods/approachCONSULTINGProposalWriting10CommandmentsforSuperiorProposalWriting6.Befrankanddirect–vagueproposalsconfuseevaluators7.Keepyourwritingterse–excessivelylongsectionsobscurethefewgoodpoints8.Usebrief,activelanguage–beconversationalandstraightforward,notformal9.Makeyourorganizationobvious–followtheRFPtitles;giveevaluatorseverysign-post10.Beoriginal–iflifting,makesuretextistailored!CONSULTINGProposalWritingAnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-6508