文档介绍：项目建议书7
A Quotation for All Writers
“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.”
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
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
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
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
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
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
Then discuss how we will accomplish or exceed the requirement
Compliance Example
Requirement:
Vendor will be responsible for system performance tuning.
Non-Compliant:
“KPMG will conduct system performance tuning.”
Compliant:
“Using our proven OSIIG methodology, KPMG will conduct system performance tuning by completing the following tasks:
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 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
Refer to OFS for guidance/themes
When in doubt, ask Proposal Manager