KPMG全套内部培训教程(二)_.docVIP

Proposal Basics 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? C O N S U L T I N G Rely on the KPMG contact’s knowledge about the client, the opportunity, and the competition Proposal Basics Final Analysis: Should We Bid? Easy to bid, hard not to Some reasons not to bid: ? ? Strong incumbent (client looking for a “check bid” Client budget vs. project scope doesn’t match ? ? ? ? ? ? No knowledge of competition No relationships with, or prior knowledge of client/RFP KPMG project staff either not available or unqualified Can’t meet minimum solution/geographic requirements KPMG Qualifications not strong/pertinent enough Proposal response time too short to produce a high-quality, competitive document Cost to produce proposal outweighs potential award C O N S U L T I N G ? Proposal Basics Any Questions? Carl Rosenblatt BDST Manager, Public Services Tyson’s Tower 703 747-6508 C O N S U L T I N G