文档介绍：Creating Effective Proposals
Proposal Process
C O N S U L T I N G
The Proposal Itself
Following the process
Planning, planning, planning
The RFP: Obtaining Your Copy
Proposal Coordinator - assigned by Partner, copying responsibility
Recipients:
Partner
Proposal Manager
BDM(s)
Support staff
Writers
Legal Counsel (if appropriate)
Always keep extra copies on-hand
What to Do When There is No RFP
Refer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager
Contains much of the information found in an RFP
Serves as the RFP for the proposal
Analyze the Business Opportunity outlined in the OFS just as you would an RFP
Is there pelling reason to bid?
Rely on the KPMG contact’s knowledge about the client, the opportunity, and petition
Organizing the Proposal Response
Proposal Roles/Responsibilities
Partner
Works with BDM/Sales Lead to validate client needs; identifies and assigns proposal team resources; approves proposed KPMG approach and final pricing; reviews proposal prior to production; signs proposal.
Proposal Manager
Day-to-day management of the proposal team, sections, and production; sets schedule and delegates assignments; ensures pletion of proposal tasks and overall proposal quality; owns the proposal creation process; works with Partner to create themes.
Proposal Coordinator
Copies and distributes RFP/OFS; creates and enforces proposal calendar; manages version control for all sections; helps coordinate production/delivery effort.
Proposal Planning Pieces
Typical Proposal Outline
Executive Summary
Technical Approach/Work Plan/Project Schedule
Staffing Qualifications/Resumes
Project Management
Team Quals/Past Performance (project engagements)
Cost
Assumptions
Proposal Contact List
Calendar/Schedule
Production Checklist
Develop Outline with Assignments
Use the proposal format section number of the RFP
Mirror RFP section numbers/titles verbatim
Include RFP requirements and evaluation criteria numbers for writer reference