项目建议书(英文)
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(teaming arrangement)? ❖ How is evaluation weighted (technical vs. cost)? ❖ Are there special production considerations? ❖ Existing contract vehicle? ❖ What about contract terms and conditions?
❖ Impresses evaluators ❖ Provides tangible value
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
❖ Bus. Development is doing your homework (studying); proposals are taking the test
❖ Proposal Management is where democracy stops
Typical Opportunity Scenarios
Why Are So Many Proposals Bad?
❖ They are produced by committees ❖ They are produced under pressure ❖ They show an anxiety to win ❖ The proposal staff is over-committed and/or
❖ 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
项目建议书(英文)
The Big Pictuቤተ መጻሕፍቲ ባይዱe
❖
“The obvious is obvious… only after it’s obvious”
What Makes a Good Proposal?
❖ 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
Better, faster, cheaper
Six Basic Proposal Principles
❖ 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
poorly prepared ❖ The message is unclear or lacking ❖ KPMG did not listen to the customer ❖ KPMG listened to the wrong people
Ailments of Proposals
❖ MOTION SICKNESS - jumps too quickly from point to point and is difficult to follow
❖ Request for Proposal (RFP)
❖ Opportunity from Partner/BDM/Sr. Manager
No RFP No formal requirements statement
Reading an RFP: What to look for?
❖ 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
Proposals Answer 9 Basic Questions
❖ 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?
❖ Impresses evaluators ❖ Provides tangible value
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
❖ Bus. Development is doing your homework (studying); proposals are taking the test
❖ Proposal Management is where democracy stops
Typical Opportunity Scenarios
Why Are So Many Proposals Bad?
❖ They are produced by committees ❖ They are produced under pressure ❖ They show an anxiety to win ❖ The proposal staff is over-committed and/or
❖ 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
项目建议书(英文)
The Big Pictuቤተ መጻሕፍቲ ባይዱe
❖
“The obvious is obvious… only after it’s obvious”
What Makes a Good Proposal?
❖ 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
Better, faster, cheaper
Six Basic Proposal Principles
❖ 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
poorly prepared ❖ The message is unclear or lacking ❖ KPMG did not listen to the customer ❖ KPMG listened to the wrong people
Ailments of Proposals
❖ MOTION SICKNESS - jumps too quickly from point to point and is difficult to follow
❖ Request for Proposal (RFP)
❖ Opportunity from Partner/BDM/Sr. Manager
No RFP No formal requirements statement
Reading an RFP: What to look for?
❖ 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
Proposals Answer 9 Basic Questions
❖ 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?