kpmg全套内部培训_教程6(20页).ppt

阿里巧巧 阿里巧巧 The Proposal Itself Following the process Planning, planning, planning The RFP: Obtaining Your Copy Proposal Coordinator - assigned by Partner, copying responsibility Recipients: Partner Proposal Manager BDM(s) Support staff Writers Legal Counsel (if appropriate) Always keep extra copies on-hand What to Do When There is No RFP Refer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager Contains much of the information found in an RFP Serves as the RFP for the proposal Analyze the Business Opportunity outlined in the OFS just as you would an RFP Is there a compelling reason to bid? Rely on the KPMG contact’s knowledge about the client, the opportunity, and the competition Organizing the Proposal Response Proposal Roles/Responsibilities Partner Works 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 Manager Day-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 Coordinator Copies and distributes RFP/OFS; creates and enforces proposal calendar; manages version control for all sections; helps coordinate production/delivery effort. Proposal Planning Pieces Typical Proposal Outline Executive Summary Technical Approach/Work Plan/Project Schedule Staffing Qualifications/Resumes Project Management Team Quals/Past Performance (project engagements) Cost Assumptions Proposal Contact List Calendar/Schedule Production Checklist Develop Outline with Assignments Use the proposal format section number of the RFP Mirror RFP section numbers/titles verbatim Include RFP requirements and evaluation criteria numbers for writer reference Developing a Calendar/Schedule Key events