creatingeffectiveproposals英文版(編輯修改稿)
2025-03-21 18:49 本頁面
【文章內(nèi)容簡介】 ting (together if possible) ? Production (print, proof master, copy, assemble, and ship!) ? Proposal delivery time ? Other RFP dates such as orals and contract award ? Any scheduled absences/vacations of team members Developing Tip: Back up from final due date for each activity. C O N S U L T 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,
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