KPMG全套内部培训教程.pptx

Creating Effective ProposalsProposal ProcessC O N S U L T I N GThe Proposal ItselfFollowing the processPlanning, planning, planningThe RFP: Obtaining Your CopyProposal Coordinator - assigned by Partner, copying responsibilityRecipients:PartnerProposal ManagerBDM(s)Support staffWritersLegal Counsel (if appropriate)Always keep extra copies on-handWhat to Do When There is No RFPRefer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager Contains much of the information found in an RFPServes as the RFP for the proposalAnalyze the Business Opportunity outlined in the OFS just as you would an RFPIs there a compelling reason to bid?Rely on the KPMG contact’s knowledge about the client, the opportunity, and the competitionOrganizing the Proposal ResponseProposal Roles/ResponsibilitiesPartnerWorks with BDM/Sales Lead to validate client needs; identifies and assigns proposal team resources; approves proposed KPMG approach and final pricing; reviews proposal prior to production; signs proposal.Proposal ManagerDay-to-day management of the proposal team, sections, and production; sets schedule and delegates assignments; ensures punctual completion of proposal tasks and overall proposal quality; owns the proposal creation process; works with Partner to create themes.Proposal CoordinatorCopies and distributes RFP/OFS; creates and enforces proposal calendar; manages version control for all sections; helps coordinate production/delivery effort.Proposal Planning PiecesTypical Proposal OutlineExecutive SummaryTechnical Approach/Work Plan/Project ScheduleStaffing Qualifications/ResumesProject ManagementTeam Quals/Past Performance (project engagements)CostAssumptionsProposal Contact ListCalendar/ScheduleProduction ChecklistRFPSect. #sDraft DoneReview DoneFilenameSection TitleWriterExecutiveSummaryJohnson1_exsumm1.0XDevelop Outline with AssignmentsUse the proposal format section number of the RFP Mirror RFP section numbers/titles verbatimInclude RFP