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1、Creating Effective ProposalsProposal Writing - General RulesC O N S U L T I N GC O N S U L T I N GProposal WritingA Quotation for All Writers“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.”C O N S U L T I N GProposal WritingWinning Proposal TextuRFP CompliantuDirect and ConciseuClient Sp
2、ecificuGeographic SlantuSpecific ExamplesuTells How and WhyuEmpatheticC O N S U L T I N GProposal WritingGuidelines and Tipsto Get ThereC O N S U L T I N GProposal WritingVerify Your Writing AssignmentsKnow the sections you are assigned to writeConsult the Proposal Outline for deadlines and page con
3、straintsIf confused, consult with Partner, Proposal Manager, or Proposal CoordinatorDont assume anythingBe prompt with your sections - proposals depend on organization and punctualityC O N S U L T I N GProposal WritingUnderstanding RFP ComplianceRead the RFP BEFORE you start writingUnderstand what i
4、s required in your section(s)Pay close attention to the RFP “evaluation criteria”Understand response format - verify if you are unsure If you have compliance concerns, talk to the Proposal Manager BEFORE you start writingQuestions can be posed to the client that clarify the requirementCreative respo
5、nses can be developedC O N S U L T I N GProposal WritingWriting RFP-Compliant TextWrite for ease of evaluationEvaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance checklistsWrite response format according to RFPQ/A format vs. standard formatThen discuss ho
6、w we will accomplish or exceed the requirementC O N S U L T I N GProposal WritingCompliance ExampleRequirement:Vendor will be responsible for system performance tuning.Non-Compliant:“KPMG will conduct system performance tuning.”Compliant:“Using our proven OSIIG methodology, KPMG will conduct system
7、performance tuning by completing the following tasks:Set up model database environmentLoad comparable volumes of dataRun the application repeatedlyRecord and verify results”C O N S U L T I N GProposal WritingWhat to do When Theres No RFPKPMG Partner/BDM/Sr. Manager should fill out an Opportunity Fac
8、t Sheet (OFS)Contains much of the information found in an RFPBecomes, in effect, the RFP for the proposalRefer to OFS for guidance/themesWhen in doubt, ask Proposal ManagerAgain, dont assume anythingC O N S U L T I N GProposal WritingPreparing to WriteThink before you writeFight the temptation to di
9、g inThink some moreCompose graphics first (represent visually)Helps organize ideasObtain pre-formatted section template and style guide from Proposal CoordinatorEnsures consistent headings, fonts, appearanceIncreases punctuality C O N S U L T I N GProposal Writing10 Commandments for Superior Proposa
10、l Writing1. Get your point across earlyestablish theme right away; spark the evaluators interest2. Emphasize the customerwhat is the customers gain in what were proposing?3. Be specificsell just a few ideas, and sell them hard4. Write in a positive styledont be defensive, negative, or apologetic5. S
11、peak the customers languagedont assume the evaluator knows your methods/approach C O N S U L T I N GProposal Writing10 Commandments for Superior Proposal Writing6. Be frank and directvague proposals confuse evaluators7. Keep your writing terseexcessively long sections obscure the few good points8. U
12、se brief, active languagebe conversational and straightforward, not formal9. Make your organization obviousfollow the RFP titles; give evaluators every sign-post10. Be originalif lifting, make sure text is tailored! C O N S U L T I N GProposal WritingAny Questions?Carl RosenblattBDST Manager, Public ServicesTysons Tower703 747-6508C O N S U L T I N GProposal Writing演讲完毕，谢谢观看！