Proposal Kickoff
❖ Stresses importance and purpose of deal - Partner, Proposal Manager, and BDM
❖ Organizing the Proposal Response
Proposal Roles/Responsibilities
❖ Partner
❖ Works with BDM/Sales Lead to validate client needs; identifies and assigns proposal team resources; approves proposed KPMG approach and final pricing; reviews proposal prior to production; signs proposal.
Writer
Draft Review Done Done
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Executive Summary
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Developing a Calendar/Schedule
❖ Key events:
Proposal kickoff Storyboards - section brainstorming sessions Draft questions about RFP due to client contact Final questions due to the client Drafts due (Blue Team, Red Team, Final) Final manager/Partner review(s) Work plan and costing due dates Final edit and formatting (together if possible) Production (print, proof master, copy, assemble, and
❖ Proposal Coordinator
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Proposal Planning Pieces
❖ Typical Proposal Outline
❖ Executive Summary ❖ Technical Approach/Work Plan/Project Schedule ❖ Staffing Qualifications/Resumes ❖ Project Management ❖ Team Quals/Past Performance (project engagements) ❖ Cost ❖ Assumptions
❖ Mirror RFP section numbers/titles verbatim
❖ Include RFP requirements and evaluation criteria
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❖ Analyze the Business Opportunity outlined in the OFS just as you would an RFP
Is there a compelling reason to bid?
❖ Rely on the KPMG contact’s knowledge
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The Proposal Itself
❖ Following the process ❖ Planning, planning, planning
The RFP: Obtaining Your Copy
❖ Proposal Coordinator - assigned by Partner, copying responsibility
❖ Proposal Manager
❖ Day-to-day management of the proposal team, sections, and production; sets schedule and delegates assignments; ensures punctual completion of proposal tasks and overall proposal quality; owns the proposal creation process; works with Partner to create themes.
❖ Recipients:
Partner Proposal Manager BDM(s) Support staff Writers Legal Counsel (if appropriate) Always keep extra copies on-hand
What to Do When There is No RFP
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.
❖ Proposal Contact List ❖ Calendar/Schedule ❖ Production Checklist
Develop Outline with Assignments
❖ Use the proposal format section number of the RFP
❖ Refer to the Opportunity Fact Sheet (OFS) filled out by the KPMG Partner/BDM/Sr. Manager
Contains much of the information found in an RFP Serves as the RFP for the proposal