kpmg全套内部培训教程6(ppt20)-管理培训(编辑修改稿)

kpmg全套内部培训教程6(ppt20)-管理培训(编辑修改稿)内容摘要：

 Final edit and formatting (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 practitio。