文档介绍：CreatingEffectiveProposalsProposalWriting--GuidelinesandHintsCONSULTINGRe-usingMaterialReusableMaterial--raphicsfromprevious proposalsthataddresssimilarrequirementsDon’tthrowboilerplatetogetherandcallita sectionClients/evaluatorsknowwhenthey’rereading generictext,andresentit!raphics monlyreusedmaterial-qualifications,client profiles,resumes,statistics,capabilities,graphicsAlwaysdangeroustoreusetechnical solutions/approachesProposalToneBeginsentenceswiththeclient’sconcernShowunderstandingandempathyofthatconcern-provethatyouknowtheclient(names,sites,systems)RespondtothatconcernBedirect,confidentandassertive,butnotarrogantGuardagainsttoomanyparagraphsbeginning: “KPMGunderstands...”or“KPMGrecognizes...”SubstantiateclaimswithstatisticsandexamplesSuperlativesaregenerallybad(can’tbe substantiated)Mixtheuseof“we”and“KPMG”throughoutProposalToneExamplesProperExample:“Overthepastseveralyears,theUniversityof Massachusetts,Amhersthasinitiatedabroadreviewof itsadministrativesystems,resultingintheselectionof thePeopleSoftStudentAdministrationSystem.“Based onyourRFP,werecognizethatUMassdesires specific assistancerelatedtothebusinessprocess redesignofyourstudentservices,andfit-gapanalyses fortheseimprovedprocesses.”ImproperExample:“KPMGisthegloballeaderineverymeaningfuland quantifiableway.”(!)ProposalTenseUse“active”voice-esbeforetheverbAvoid“passive”voice-noactor,vague,unresponsiveCorrect: “KPMGwilldevelopthesystem.”Incorrect: “Thesystemwillbedeveloped.”Followthe“truetense”rule,whetherpast,present, orfutureCorrect:“Thecurrentsysteminterfaceswith...”“ess…”Incorrect: “Thefuturesysteminterfaceswith…”BulletListsBreakuplengthynarrativeChangeasentencethatlistsmanyitemstoabulletlistAvoidswitchingtense,voice,ortonewithinthelistUseparallelwordingtostarteachbullet (thesamekindofword-verb,noun,adjective,etc.)CapitalizethefirstwordofeachbulletinthelistIntroducebulletlistwithacolon,thenseparateeach bulletwitheitherasemi-colonornothingExampleofaconsistentbulletlist:“TheNASAsystemwillprovidethefo