CreatingEffectiveProposalsProposalBasicsCONSULTINGTheBigPicture

“Theobviousisobvious…

onlyafterit’sobvious”WhatMakesaGoodProposal?IsdirectedtotherightaudienceOffersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)needIseasytounderstandShows(notclaims)competenceOffersdistinctbenefitsoverothersBetter,faster,cheaperImpressesevaluatorsProvidestangiblevalueWhatMakesaBadProposal?Hardtounderstand/hardtoscoreNotresponsiveandnon-compliantFailstodemonstratecompetenceSolvesthewrongproblemOffersanunprovenorriskysolutionNotdifferentiatedfromthecompetitionClaimsarenotbelievableGrammaticalerrors/generalsloppinessWhyAreSoManyProposalsBad?TheyareproducedbycommitteesTheyareproducedunderpressureTheyshowananxietytowinTheproposalstaffisover-committedand/orpoorlypreparedThemessageisunclearorlackingKPMGdidnotlistentothecustomerKPMGlistenedtothewrongpeopleUnsubstantiatedclaimsAilmentsofProposalsMOTIONSICKNESS-jumpstooquicklyfrompointtopointandisdifficulttofollowSENILITY-thesameoldstuffAMNESIA-importantpointsomittedSTERILITY-ideasnotconceivedNARCISSISM-toomuchhornblowingSCARLETFEVER-excessiveuseofredGOITER-blownupinthewrongplacesCONSTIPATION-theremaybesomethinghere,butitsimplyrefusestocomeoutProposalsAnswer9BasicQuestionsWhoarewe?Whatareweselling?Whyarewesellingit?Howisitbetterthanthecompetition?Howarewegoingtoexecuteit?Howarewegoingtomanageit?Whyarewequalifiedtodoit?Howmuchisourprice?Canwedoitwithincostandonschedule?SixBasicProposalPrinciplesYounevergetasecondchancetomakea firstimpressionAgoodproposalwillnotalwayswin,buta pooronewillalmostalwaysloseBus.Developmentisdoingyourhomework(studying);proposalsaretakingthetestProposalManagementiswhere democracystopsEvaluatorsexpecttoseequalityreflective ofthetimeallottedtopreparetheproposalWritetowin,ordon’tbegin TypicalOpportunityScenariosRequestforProposal(RFP)OpportunityfromPartner/BDM/Sr.ManagerNoRFPNoformalrequirementsstatementReadinganRFP:Whattolookfor?IstheSOWwhatwethought?Canwedothejob?Howmanydaystopreparetheproposal?Howmanysectionsareintheproposal?Arethere8aorminority-ownedbusinessrequirements?Whatarethestaffing/skills/geographicrequirements?Arethereextensivecustomerreferencerequirements?AretheretechnologiesrequiringotherKPMGpracticesoroutsidehelp(teamingarrangement)?Howisevaluationweighted(technicalvs.cost)?Aretherespecialproductionconsiderations?Existingcontractvehicle?Whataboutcontracttermsandconditions?WhattoDoWhenThereisNoRFPRefertotheOpportunityFactSheet(OFS)filledoutbytheKPMGPartner/BDM/Sr.ManagerContainsmuchoftheinformationfoundinanRFPServesastheRFPfortheproposalAnalyzetheBusinessOpportunityoutlinedintheOFSjustasyouwouldanRFPIsthereacompellingreasontobid?RelyontheKPMGcontact’sknowledgeabouttheclient,theopportunity,andthecompetitionFinalAnalysis:ShouldWeBid?Easytobid,hardnottoSomereasonsnottobid:Strongincumbent(clientlookingfora“checkbid”)Clientbudgetvs.projectscopedoesn’tmatchNoknowledgeofcompetitionNorelationshipswith,orpriorknowledgeofclient/RFPKPMGprojectstaffeithernotavailableorunqualifiedCan’tmeetminimumsolution/geographicrequirementsKPMGQualificationsnotstrong/pertinentenoughProposalresponsetimetooshorttoproduce

ahigh-quality,competitivedocumentCosttoproduceproposaloutweighspotentialawardAnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-65089、青少年是一個美好而又是一去不可再得的時期，是將來一切光明和幸福的開端。。3月-253月-25Thursday,March13,202510、人的志向通常和他們的能力成正比例。14:37:4514:37:4514:373/13/20252:37:45PM11、夫學須志也，才須學也，非學無以廣才，非志無以成學。3月-2514:37:4514:37Mar-2513-Mar-2512、越是無能的人，越喜歡挑剔別人的錯兒。14:37:4514:37:4514:37Thursday,March13,202513、志不立，天下無可成之事。3月-253月-2514:37:4514:37:45March13,202514、古之立大事者，不惟有超世之才，亦必有堅忍不拔之志。13三月20252:37:45下午14:37:453月-2