项目建议书.ppt

What Makes a Good Proposal?
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
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
Better, faster, cheaper
Impresses evaluators Provides tangible value
Байду номын сангаасroposal 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
Proposal Basics
Typical Opportunity Scenarios
Request for Proposal (RFP) Opportunity from Partner/BDM/Sr. Manager
No RFP No formal requirements statement
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
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
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
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 on schedule?
Creating Effective Proposals
Proposal Basics
CONSULTING
The Big Picture
Proposal Basics
“The obvious is obvious… only after it’s obvious”
CONSULTING
Proposal Basics
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?