管理KPMG全套内部培训教程.ppt

A Quotation for All Writers “IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.” Winning Proposal Text RFP Compliant Direct and Concise Client Specific Geographic Slant Specific Examples Tells How and Why Empathetic Guidelines and Tipsto Get There Verify Your Writing Assignments Know the sections you are assigned to write Consult the Proposal Outline for deadlines and page constraints If confused, consult with Partner, Proposal Manager, or Proposal Coordinator Don’t assume anything Be prompt with your sections - proposals depend on organization and punctuality Understanding RFP Compliance Read the RFP BEFORE you start writing Understand what is required in your section(s) Pay close attention to the RFP “evaluation criteria” Understand response format - verify if you are unsure If you have compliance concerns, talk to the Proposal Manager BEFORE you start writing Questions can be posed to the client that clarify the requirement Creative responses can be developed Writing RFP-Compliant Text Write for ease of evaluation Evaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance checklists Write response format according to RFP Q/A format vs. standard format Then discuss how we will accomplish or exceed the requirement Compliance Example Requirement: Vendor will be responsible for system performance tuning. Non-Compliant: “KPMG will conduct system performance tuning.” Compliant: “Using our proven OSIIG methodology, KPMG will conduct system performance tuning by completing the following tasks: Set up model database environment Load comparable volumes of data Run the application repeatedly Record and verify results” What to do When There’s No RFP KPMG Partner/BDM/Sr. Manager should fill out an Opportunity Fact Sheet (OFS) Contains much of the information found in an RFP Becomes, in effect, the RFP for the proposal Refer to OFS for guidance/themes When in doubt, ask Proposal Manager Again, don’t assume anything Pre