kpmg全套內(nèi)部培訓(xùn)教程6(ppt20)-管理培訓(xùn)-wenkub
2022-08-30 12:11:22 本頁面
【正文】 I N G Proposal Process Proposal Kickoff Stresses importance and purpose of deal Partner, Proposal Manager, and BDM Introduces calendar/schedule Win themes and discriminators Assigns roles and responsibilities Guidelines to writers Question submission procedures Technical/business solution overview Response assumptions Competition other bidders C O N S U L T I N G Proposal Process Proposal Theme Definitions A recurring thought A point of emphasis An advantage A discriminator An undeniable truth A unique feature A pelling point A petitor’s disadvantage C O N S U L T I N G Proposal Process Why We Need Themes Picture the mindset of the customer: ? I don’t know who KPMG is ? I don’t know KPMG’s capabilities ? I don’t know KPMG’s related/relevant experience ? I don’t know your past performance ? I don’t know your technical approach ? I don’t know your management style ? I don’t know what you’re selling C O N S U L T I N G Proposal Process Proposal Theme Examples Good Theme: ? “KPMG has been serving the higher education munity for over 25 years. Our practitioners average 10 years of experience, and were either groomed in higher education or have consulted in this market for several years.” Bad Theme: ? “KPMG is unquestionably the best of the Big Five panies.” C O N S U L T I N G Proposal Process First Draft (Blue Team) Review Checkpoint for Partner/BDM/Prop
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