国际知名咨询公司全套内部培训教程汇集2

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
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
Creating Effective Proposals
Proposal Writing -- General Rules
CONSULTING
A Quotation for All Writers
“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A
SHORTER LETTER.”
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
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
Ensures consistent headings, fonts, appearance Increases punctuality
10 Commandments for Superior Proposal Writing
1. Get your point across early
– establish theme wk.baidu.comight away; spark the evaluator’s interest
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
Winning Proposal Text
RFP Compliant Direct and Concise Client Specific Geographic Slant Specific Examples Tells How and Why Empathetic
Guidelines and Tips to Get There
2. Emphasize the customer
– what is the customer’s gain in what we’re proposing?
Refer to OFS for guidance/themes When in doubt, ask Proposal Manager Again, don’t assume anything
Preparing to Write
Think before you write
Fight the temptation to dig in
Then discuss how we will accomplish or exceed the requirement
Compliance Example
Requirement:
Vendor will be responsible for system performance tuning.
Non-Compliant:
Think some more Compose graphics first (represent visually)
Helps organize ideas
Obtain pre-formatted section template and style guide from Proposal Coordinator
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
– 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 will conduct system performance tuning.”
Compliant: “Using our proven OSIIG methodology, KPMG will conduct system performance tuning by completing the following tasks: