The Big Picture “The obvious is obvious… only after it’s obvious” What Makes a Good Proposal? Is directed to the right audience Offers a low-risk, well-substantiated solution to a real (not always stated) need Is easy to understand Shows (not claims) competence Offers distinct benefits over oth...
Creating Effective Proposals What are Proposal Graphics? They’re worth 1,000 words when used properly and effectively Great for page constraints They show spatial relationships They break up monotonous text They convey information quickly Some evaluators focus primarily on graphics What Graphics R...
Creating Effective Proposals Re-using Material Reusable Material -- text or graphics from previous proposals that address similar requirements Don’t throw boilerplate together and call it a section Clients/evaluators know when they’re reading generic text, and resent it! Thoroughly review and...
Creating Effective Proposals Why is This Course Important? Proposals remain the primary way that KPMG wins new business For as successful as we are, we need to win a higher percentage of the opportunities we develop and the proposals we submit Need to improve proposal quality Need to reduce the time
Creating Effective Proposals The Proposal Itself Following the process Planning, planning, planning The RFP: Obtaining Your Copy Proposal Coordinator - assigned by Partner, copying responsibility Recipients: Partner Proposal Manager BDM(s) Support staff Writers Legal Counsel (if appropriate) Always
Creating Effective Proposals A Quotation for All Writers “IF I HAD MORE TIME, I WOULD HAVE WRITTEN A SHORTER LETTER.” Winning Proposal Text RFP Compliant Direct and Concise Client Specific Geographic Slant Specific Examples Tells How and Why Empathetic Guidelines and Tips to Get There Verify ...