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ID:51155645
大小:96.00 KB
页数:48页
时间:2020-03-19
《KPMG全套内部培训教程打印版).ppt》由会员上传分享,免费在线阅读,更多相关内容在应用文档-天天文库。
1、TheBigPicture“Theobviousisobvious…onlyafterit’sobvious”WhatMakesaGoodProposal?IsdirectedtotherightaudienceOffersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)needIseasytounderstandShows(notclaims)competenceOffersdistinctbenefitsoverothersBetter,faster,cheaperImpresseseval
2、uatorsProvidestangiblevalueWhatMakesaBadProposal?Hardtounderstand/hardtoscoreNotresponsiveandnon-compliantFailstodemonstratecompetenceSolvesthewrongproblemOffersanunprovenorriskysolutionNotdifferentiatedfromthecompetitionClaimsarenotbelievableGrammaticalerrors/generalsloppinessWhyAreSoM
3、anyProposalsBad?TheyareproducedbycommitteesTheyareproducedunderpressureTheyshowananxietytowinTheproposalstaffisover-committedand/orpoorlypreparedThemessageisunclearorlackingKPMGdidnotlistentothecustomerKPMGlistenedtothewrongpeopleUnsubstantiatedclaimsAilmentsofProposalsMOTIONSICKNESS-ju
4、mpstooquicklyfrompointtopointandisdifficulttofollowSENILITY-thesameoldstuffAMNESIA-importantpointsomittedSTERILITY-ideasnotconceivedNARCISSISM-toomuchhornblowingSCARLETFEVER-excessiveuseofredGOITER-blownupinthewrongplacesCONSTIPATION-theremaybesomethinghere,butitsimplyrefusestocomeoutPr
5、oposalsAnswer9BasicQuestionsWhoarewe?Whatareweselling?Whyarewesellingit?Howisitbetterthanthecompetition?Howarewegoingtoexecuteit?Howarewegoingtomanageit?Whyarewequalifiedtodoit?Howmuchisourprice?Canwedoitwithincostandonschedule?SixBasicProposalPrinciplesYounevergetasecondchancetomakeafi
6、rstimpressionAgoodproposalwillnotalwayswin,butapooronewillalmostalwaysloseBus.Developmentisdoingyourhomework(studying);proposalsaretakingthetestProposalManagementiswheredemocracystopsEvaluatorsexpecttoseequalityreflectiveofthetimeallottedtopreparetheproposalWritetowin,ordon’tbeginTypica
7、lOpportunityScenariosRequestforProposal(RFP)OpportunityfromPartner/BDM/Sr.ManagerNoRFPNoformalrequirementsstatementReadinganRFP:Whattolookfor?IstheSOWwhatwethought?Canwedothejob?Howmanydaystopreparetheproposal?Howmanysectionsareintheproposal?Arethere8aorminority-ownedbusinessre
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