国际知名咨询公司全套内部培训教程4.ppt

Re-using Material Reusable Material -- text or graphics from previous proposals that address similar requirements Don’t throw boilerplate together and call it a section Clients/evaluators know when they’re reading generic text, and resent it! Thoroughly review and modify any text or graphics you reuse Tailor the material to the client and the RFP Commonly reused material - qualifications, client profiles, resumes, statistics, capabilities, graphics Always dangerous to reuse technical solutions/approaches Proposal Tone Begin sentences with the client’s concern Show understanding and empathy of that concern - prove that you know the client (names, sites, systems) Respond to that concern Be direct, confident and assertive, but not arrogant Guard against too many paragraphs beginning:“KPMG understands...” or “KPMG recognizes...” Substantiate claims with statistics and examples Superlatives are generally bad (can’t be substantiated) Mix the use of “we” and “KPMG” throughout Proposal Tone Examples Proper Example: “Over the past several years, the University of Massachusetts, Amherst has initiated a broad review of its administrative systems, resulting in the selection of the PeopleSoft Student Administration System. “Based on your RFP, we recognize that UMass desires specific assistance related to the business process redesign of your student services, and fit-gap analyses for these improved processes.” Improper Example: Proposal Tense Use “active” voice - the actor comes before the verb Avoid “passive” voice - no actor, vague, unresponsive Correct:“KPMG will develop the system.” Incorrect: “The system will be developed.” Follow the “true tense” rule, whether past, present, or future Correct: “The current system interfaces with...” “The future system will increase access…” Incorrect:“The future system interfaces with…” Bullet Lists Break up lengthy narrative Change a sentence that lists many items to a bullet list Avoid switching