教育培训机构资料KPMG全套内部培训教程2.pdfVIP

CreatingEffectiveProposals

ProposalBasics

CONSULTING

ProposalBasics

TheBigPicture

“Theobviousisobvious…

onlyafterit’sobvious”

CONSULTING

ProposalBasics

WhatMakesaGoodProposal?

Isdirectedtotherightaudience

Offersalow-risk,well-substantiatedsolution

toareal(notalwaysstated)need

Iseasytounderstand

Shows(notclaims)competence

Offersdistinctbenefitsoverothers

Better,faster,cheaper

Impressesevaluators

Providestangiblevalue

CONSULTING

ProposalBasics

WhatMakesaBadProposal?

Hardtounderstand/hardtoscore

Notresponsiveandnon-compliant

Failstodemonstratecompetence

Solvesthewrongproblem

Offersanunprovenorriskysolution

Notdifferentiatedfromthecompetition

Claimsarenotbelievable

Grammaticalerrors/generalsloppiness

CONSULTING

ProposalBasics

WhyAreSoManyProposalsBad?

Theyareproducedbycommittees

Theyareproducedunderpressure

Theyshowananxietytowin

Theproposalstaffisover-committedand/or

poorlyprepared

Themessageisunclearorlacking