KPMG全套内部培训教程2(英文PPT 13页)
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Better, faster, cheaper
Impresses evaluators Provides tangible value
Proposal Basics
What Makes a Bad Proposal?
Hard to understand/hard to score Not responsive and non-compliant Fails to demonstrate competence Solves the wrong problem Offers an unproven or risky solution Not differentiated from the competition Claims are not believable Grammatical errors/general sloppiness
Proposal Basics
Final Analysis: Should We Bid?
CONSULTING
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
CONSULTING
Is directed to the right audience Offers a low-risk, well-substantiated solution to a real (not always stated) need Is easy to understand Shows (not claims) competence Offers distinct benefits over others
Proposal Basics
Proposals Answer 9 Basic Questions
CONSULTING
Who are we? What are we selling? Why are we selling it? How is it better than the competition? How are we going to execute it? How are we going to manage it? Why are we qualified to do it? How much is our price? Can we do it within cost and onsics
Typical Opportunity Scenarios
Request for Proposal (RFP) Opportunity from Partner/BDM/Sr. Manager
No RFP No formal requirements statement
Proposal Basics
Ailments of Proposals
CONSULTING
MOTION SICKNESS - jumps too quickly from point to point and is difficult to follow SENILITY - the same old stuff AMNESIA - important points omitted STERILITY - ideas not conceived NARCISSISM - too much horn blowing SCARLET FEVER - excessive use of red GOITER - blown up in the wrong places CONSTIPATION - there may be something here, but it simply refuses to come out
Proposal Basics
Six Basic Proposal Principles
CONSULTING
You never get a second chance to make a first impression
A good proposal will not always win, but a poor one will almost always lose
Bus. Development is doing your homework (studying); proposals are taking the test
Proposal Management is where democracy stops
Evaluators expect to see quality reflective of the time allotted to prepare the
Proposal Basics
What to Do When There is No RFP
CONSULTING
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
CONSULTING
Proposal Basics
Why Are So Many Proposals Bad?
CONSULTING
They are produced by committees They are produced under pressure They show an anxiety to win The proposal staff is over-committed and/or poorly prepared The message is unclear or lacking KPMG did not listen to the customer KPMG listened to the wrong people Unsubstantiated claims
Proposal Basics
Any Questions?
Carl Rosenblatt BDST Manager, Public Services Tyson’s Tower 703 747-6508
CONSULTING
谢谢
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
CONSULTING
Proposal Basics
Reading an RFP: What to look for?
CONSULTING
Is the SOW what we thought? Can we do the job? How many days to prepare the proposal? How many sections are in the proposal? Are there 8a or minority-owned business requirements? What are the staffing/skills/geographic requirements? Are there extensive customer reference requirements? Are there technologies requiring other KPMG practices or outside help (teaming arrangement)? How is evaluation weighted (technical vs. cost)? Are there special production considerations? Existing contract vehicle? What about contract terms and conditions?
KPMG全套内部培训教程2（英文PPT 13页）
The Big Picture
Proposal Basics
“The obvious is obvious… only after it’s obvious”
CONSULTING
Proposal Basics
What Makes a Good Proposal?
Impresses evaluators Provides tangible value
Proposal Basics
What Makes a Bad Proposal?
Hard to understand/hard to score Not responsive and non-compliant Fails to demonstrate competence Solves the wrong problem Offers an unproven or risky solution Not differentiated from the competition Claims are not believable Grammatical errors/general sloppiness
Proposal Basics
Final Analysis: Should We Bid?
CONSULTING
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
CONSULTING
Is directed to the right audience Offers a low-risk, well-substantiated solution to a real (not always stated) need Is easy to understand Shows (not claims) competence Offers distinct benefits over others
Proposal Basics
Proposals Answer 9 Basic Questions
CONSULTING
Who are we? What are we selling? Why are we selling it? How is it better than the competition? How are we going to execute it? How are we going to manage it? Why are we qualified to do it? How much is our price? Can we do it within cost and onsics
Typical Opportunity Scenarios
Request for Proposal (RFP) Opportunity from Partner/BDM/Sr. Manager
No RFP No formal requirements statement
Proposal Basics
Ailments of Proposals
CONSULTING
MOTION SICKNESS - jumps too quickly from point to point and is difficult to follow SENILITY - the same old stuff AMNESIA - important points omitted STERILITY - ideas not conceived NARCISSISM - too much horn blowing SCARLET FEVER - excessive use of red GOITER - blown up in the wrong places CONSTIPATION - there may be something here, but it simply refuses to come out
Proposal Basics
Six Basic Proposal Principles
CONSULTING
You never get a second chance to make a first impression
A good proposal will not always win, but a poor one will almost always lose
Bus. Development is doing your homework (studying); proposals are taking the test
Proposal Management is where democracy stops
Evaluators expect to see quality reflective of the time allotted to prepare the
Proposal Basics
What to Do When There is No RFP
CONSULTING
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
CONSULTING
Proposal Basics
Why Are So Many Proposals Bad?
CONSULTING
They are produced by committees They are produced under pressure They show an anxiety to win The proposal staff is over-committed and/or poorly prepared The message is unclear or lacking KPMG did not listen to the customer KPMG listened to the wrong people Unsubstantiated claims
Proposal Basics
Any Questions?
Carl Rosenblatt BDST Manager, Public Services Tyson’s Tower 703 747-6508
CONSULTING
谢谢
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
CONSULTING
Proposal Basics
Reading an RFP: What to look for?
CONSULTING
Is the SOW what we thought? Can we do the job? How many days to prepare the proposal? How many sections are in the proposal? Are there 8a or minority-owned business requirements? What are the staffing/skills/geographic requirements? Are there extensive customer reference requirements? Are there technologies requiring other KPMG practices or outside help (teaming arrangement)? How is evaluation weighted (technical vs. cost)? Are there special production considerations? Existing contract vehicle? What about contract terms and conditions?
KPMG全套内部培训教程2（英文PPT 13页）
The Big Picture
Proposal Basics
“The obvious is obvious… only after it’s obvious”
CONSULTING
Proposal Basics
What Makes a Good Proposal?