Proposal Writing
What to do When There’s No RFP
KPMG Partner/BDM/Sr. Manager should fill out an Opportunity Fact Sheet
(OFS)
Contains much of the information found in an RFP Becomes, in effect, the RFP for the proposal
SHORTER LETTER.”
CONSULTING
Proposal Writing
Winning Proposal e Client Specific Geographic Slant Specific Examples Tells How and Why Empathetic
Compliant: “Using our proven OSIIG methodology, KPMG will conduct system performance tuning by completing the following tasks:
– Set up model database environment – Load comparable volumes of data – Run the application repeatedly – Record and verify results”
depend on organization and punctuality
CONSULTING
Proposal Writing
Understanding RFP Compliance
Read the RFP BEFORE you start writing
Understand what is required in your section(s) Pay close attention to the RFP “evaluation criteria”
CONSULTING
Proposal Writing
Guidelines and Tips to Get There
CONSULTING
Proposal Writing
Verify Your Writing Assignments
Know the sections you are assigned to write Consult the Proposal Outline for deadlines
and page constraints
If confused, consult with Partner, Proposal Manager, or Proposal Coordinator
Don’t assume anything Be prompt with your sections - proposals
Write response format according to RFP
Q/A format vs. standard format
Then discuss how we will accomplish or exceed the requirement
CONSULTING
Proposal Writing
Creating Effective Proposals
Proposal Writing -- General Rules
CONSULTING
Proposal Writing
A Quotation for All Writers
“IF I HAD MORE TIME, I WOULD HAVE WRITTEN A
Understand response format - verify if you are unsure If you have compliance concerns, talk to the Proposal Manager BEFORE you start writing
Questions can be posed to the client that clarify the requirement Creative responses can be developed
Fight the temptation to dig in
Think some more Compose graphics first (represent visually)
Helps organize ideas
Obtain pre-formatted section template and style guide from Proposal Coordinator
Refer to OFS for guidance/themes When in doubt, ask Proposal Manager Again, don’t assume anything
CONSULTING
Proposal Writing
Preparing to Write
Think before you write
CONSULTING
Proposal Writing
Writing RFP-Compliant Text
Write for ease of evaluation
Evaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance checklists
Compliance Example
CONSULTING
Requirement:
Vendor will be responsible for system performance tuning.
Non-Compliant:
“KPMG will conduct system performance tuning.”
Ensures consistent headings, fonts, appearance Increases punctuality