KPMG全套内部培训教程6.ppt

1、Creating Effective ProposalsProposal ProcessC O N S U L T I N G第1页，共21页。C O N S U L T I N GProposal ProcessThe Proposal ItselfFollowing the processPlanning,planning,planning第2页，共21页。C O N S U L T I N GProposal ProcessThe RFP:Obtaining Your CopyProposal Coordinator-assigned by Partner,copying respons

2、ibilityRecipients:PartnerProposal ManagerBDM(s)Support staffWritersLegal Counsel(if appropriate)Always keep extra copies on-hand第3页，共21页。C O N S U L T I N GProposal ProcessWhat to Do When There is No RFPRefer to the Opportunity Fact Sheet(OFS)filled out by the KPMG Partner/BDM/Sr.Manager Contains mu

3、ch 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 contacts knowledge about the client,the opportunity,and the competition第4页，共21页。C O N S U L T I N G

4、Proposal ProcessOrganizing the Proposal Response第5页，共21页。C O N S U L T I N GProposal ProcessProposal 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

5、 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.P

6、roposal CoordinatorCopies and distributes RFP/OFS;creates and enforces proposal calendar;manages version control for all sections;helps coordinate production/delivery effort.第6页，共21页。C O N S U L T I N GProposal ProcessProposal Planning PiecesTypical Proposal OutlineExecutive SummaryTechnical Approac

7、h/Work Plan/Project ScheduleStaffing Qualifications/ResumesProject ManagementTeam Quals/Past Performance(project engagements)CostAssumptionsProposal Contact ListCalendar/ScheduleProduction Checklist第7页，共21页。C O N S U L T I N GProposal ProcessDevelop Outline with AssignmentsUse the proposal format se

8、ction number of the RFP Mirror RFP section numbers/titles verbatimInclude RFP requirements and evaluation criteria numbers for writer referenceFilenameRFPSect.#sSection TitleWriterDraft DoneReview DoneX1_exsumm1.0ExecutiveSummaryJohnson第8页，共21页。C O N S U L T I N GProposal ProcessDeveloping a Calenda

9、r/ScheduleKey events:Proposal kickoffStoryboards-section brainstorming sessionsDraft questions about RFP due to client contactFinal questions due to the clientDrafts due(Blue Team,Red Team,Final)Final manager/Partner review(s)Work plan and costing due datesFinal edit and formatting(together if possi

10、ble)Production(print,proof master,copy,assemble,and ship!)Proposal delivery timeOther RFP dates such as orals and contract awardAny scheduled absences/vacations of team membersDeveloping Tip:Back up from final due date for each activity.第9页，共21页。C O N S U L T I N GProposal ProcessProposal KickoffStr

11、esses importance and purpose of deal-Partner,Proposal Manager,and BDMIntroduces calendar/scheduleWin themes and discriminatorsAssigns roles and responsibilitiesGuidelines to writersQuestion submission proceduresTechnical/business solution overviewResponse assumptionsCompetition-other bidders第10页，共21

12、页。C O N S U L T I N GProposal ProcessProposal Theme DefinitionsA recurring thoughtA point of emphasisAn advantageA discriminatorAn undeniable truthA unique featureA compelling pointA competitors disadvantage第11页，共21页。C O N S U L T I N GProposal ProcessWhy We Need ThemesPicture the mindset of the cus

13、tomer:I dont know who KPMG isI dont know KPMGs capabilitiesI dont know KPMGs related/relevant experienceI dont know your past performanceI dont know your technical approachI dont know your management styleI dont know what youre selling第12页，共21页。C O N S U L T I N GProposal ProcessProposal Theme Examp

14、lesGood Theme:“KPMG has been serving the higher education community for over 25 years.Our practitioners average 10 years of experience,and were either groomed in higher education or have consulted in this market for several years.”Bad Theme:“KPMG is unquestionably the best of the Big Five companies.

15、”第13页，共21页。C O N S U L T I N GProposal ProcessFirst Draft(Blue Team)ReviewCheckpoint for Partner/BDM/Proposal Manager Limited to proposal contributors onlyDraft should be complete,but can be rough in spotsFocus on identifying serious weaknesses and inconsistencies,and on RFP-compliancenot a time for

16、 line editingUsually occurs 3-5 days before Red TeamBe constructiveno finger-pointing,defensive rebuttals,or whiningEmphasis on preparing a solid Red Team draft第14页，共21页。C O N S U L T I N GProposal ProcessRed Team ReviewGenerally limited to non-authors,senior staff membersincludes representatives fr

17、om both prime and subsDraft should resemble the proposal as it will be deliveredRed Teams job is to be critical and to find faultexpect it;dont argue;dont get angry or defensiveProposal should be scored to show strengths/weaknessesReviewers should make specific and constructive comments Red Team deb

18、rief should occur 3-5 days before due datePost-Red Team debrief-new assignments are madeoften reduces size of proposal team第15页，共21页。C O N S U L T I N GProposal ProcessFinal Mgmt.(Gold Team)ReviewFinal pre-production reviewGenerally involves Partner,BDM,Proposal Manager2nd Partner review required fo

19、r bids of$500K and upLast opportunity to verify scope,themes,messageFinal validation of compliance,completeness,and accuracyProposal Manager has province over all final changes第16页，共21页。C O N S U L T I N GProposal ProcessFinal EditAssigned by Proposal Coordinatorinclude second reviewer,if necessaryC

20、onsistency-some things to look for:Project nameAcronyms(spelled out once at the beginning?)Terminology(does it match the RFP,if applicable?)PlacesCustomer nameInternal KPMG groups and divisionsFormat of resumes and qualificationsBulletsHeaders and footers第17页，共21页。C O N S U L T I N GProposal Process

21、Looks Arent Everything,but.Pick out a few pages to“colorize”Develop/print Executive Summary in colorDevelop an interesting and thematic cover(use client-specific graphics,concepts)Use binders,card stock,pre-printed tabs第18页，共21页。C O N S U L T I N GProposal ProcessProduction PlanningProp.Manager assi

22、gns repro responsibilityPlan in advanceBook a central production room early onSet aside time for a final quality check of your reproduction masterUse a high-quality binderPackage Cost Volume separately,if allowedAllow plenty of time,even if outside sourceIt will take longer than you think第19页，共21页。C O N S U L T I N GProposal ProcessAny Questions?Carl RosenblattBDST Manager,Public ServicesTysons Tower703 747-6508第20页，共21页。C O N S U L T I N GProposal Process演讲完毕，谢谢观看！第21页，共21页。