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ProposalProcess
CONSULTING
TheProposalItself
Followingtheprocess
Planning,planning,planning
TheRFP:ObtainingYourCopy
ProposalCoordinator-assignedbyPartner,copyingresponsibility
Recipients:
Partner
ProposalManager
BDM(s)
Supportstaff
Writers
LegalCounsel(ifappropriate)
Alwayskeepextracopieson-hand
WhattoDoWhenThereisNoRFP
RefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/
ContainsmuchoftheinformationfoundinanRFP
ServesastheRFPfortheproposal
AnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFP
Isthereacompellingreasontobid?
RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetition
OrganizingtheProposalResponse
ProposalRoles/Responsibilities
Partner
WorkswithBDM/SalesLeadtovalidateclientneeds;identifiesandassignsproposalteamresources;approvesproposedKPMGapproachandfinalpricing;reviewsproposalpriortoproduction;signsproposal.
ProposalManager
Day-to-daymanagementoftheproposalteam,sections,andproduction;setsscheduleanddelegatesassignments;ensurespunctualcompletionofproposaltasksandoverallproposalquality;ownstheproposalcreationprocess;workswithPartnertocreatethemes.
ProposalCoordinator
CopiesanddistributesRFP/OFS;createsandenforcesproposalcalendar;managesversioncontrolforallsections;helpscoordinateproduction/deliveryeffort.
ProposalPlanningPieces
TypicalProposalOutline
ExecutiveSummary
TechnicalApproach/WorkPlan/ProjectSchedule
StaffingQualifications/Resumes
ProjectManagement
TeamQuals/PastPerformance(projectengagements)
Cost
Assumptions
ProposalContactList
Calendar/Schedule
ProductionChecklist
DevelopOutlinewithAssignments
UsetheproposalformatsectionnumberoftheRFP
MirrorRFPsectionnumbers/titlesverbatim
IncludeRFPrequirementsandevaluationcriteria numbersforwriterreference
Filename
RFP
Sect.#s
SectionTitle
Writer
DraftDone
ReviewDone
X
1_exsumm
Executive
Summary
Johnson
DevelopingaCalendar/Schedule
Keyevents:
Proposalkickoff
Storyboards-sectionbrainstormingsessions
DraftquestionsaboutRFPduetoclientcontact
Finalquestionsduetotheclient
Draftsdue(BlueTeam,RedTeam,Final)
Finalmanager/Partnerreview(s)
Workplanandcostingduedates
Finaleditandformatting(togetherifpossible)
Production(print,proofmaster,copy,assemble,andship!)
Proposaldeliverytime
OtherRFPdatessuchasoralsandcontractaward
Anyscheduledabsences/vacationsofteammembers
DevelopingTip:Backupfromfinalduedateforeachactivity.
ProposalKickoff
Stressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDM
Introducescalendar/schedule
Winthemesanddiscriminators
Assignsrolesandresponsibilities
Guidelinestowriters
Questionsubmissionprocedures
Technical/businesssolutionoverview
Responseassumptions
Competition--otherbidders