KPMG_SOX_法案内部控制矩阵培训资料
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KPMG全套内部培训教程7
– don’t be defensive, negative, or apologetic
5. Speak the customer’s language
– don’t assume the evaluator knows your methods/approach
10 Commandments for Superior Proposal Writing
Guidelines and Tips to Get There
Verify Your Writing Assignments
Know the sections you are assigned to write Consult the Proposal Outline for deadlines
Writing RFP-Compliant Text
Write for ease of evaluation
Evaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance checklists
Ensures consistent headings, fonts, appearance Increases punctuality
10 Commandments for Superior Proposal Writing
1. Get your point across early
– establish theme right away; spark the evaluator’s interest
Understand response format - verify if you are unsure
5. Speak the customer’s language
– don’t assume the evaluator knows your methods/approach
10 Commandments for Superior Proposal Writing
Guidelines and Tips to Get There
Verify Your Writing Assignments
Know the sections you are assigned to write Consult the Proposal Outline for deadlines
Writing RFP-Compliant Text
Write for ease of evaluation
Evaluator tends to look for RFP section number references, RFP wording Evaluator uses compliance checklists
Ensures consistent headings, fonts, appearance Increases punctuality
10 Commandments for Superior Proposal Writing
1. Get your point across early
– establish theme right away; spark the evaluator’s interest
Understand response format - verify if you are unsure
KPMG全套内部培训教程2 (3)
Creating Effective Proposals
Proposal Basics
CONSULTING
The Big Picture
Proposal Basics
“The obvious is obvious… only after it’s obvious”
CONSULTING
Proposal Basics
CONSULTING
Proposal Basics
Reading an RFP: What to look for?
CONSULTING
Is the SOW what we thought? Can we do the job? How many days to prepare the proposal? How many sections are in the proposal? Are there 8a or minority-owned business requirements? What are the staffing/skills/geographic requirements? Are there extensive customer reference requirements? Are there technologies requiring other KPMG practices or outside help (teaming arrangement)? How is evaluation weighted (technical vs. cost)? Are there special production considerations? Existing contract vehicle? What about contract terms and conditions?
Proposal Basics
CONSULTING
The Big Picture
Proposal Basics
“The obvious is obvious… only after it’s obvious”
CONSULTING
Proposal Basics
CONSULTING
Proposal Basics
Reading an RFP: What to look for?
CONSULTING
Is the SOW what we thought? Can we do the job? How many days to prepare the proposal? How many sections are in the proposal? Are there 8a or minority-owned business requirements? What are the staffing/skills/geographic requirements? Are there extensive customer reference requirements? Are there technologies requiring other KPMG practices or outside help (teaming arrangement)? How is evaluation weighted (technical vs. cost)? Are there special production considerations? Existing contract vehicle? What about contract terms and conditions?
企业培训-kpmg全套内部培训教程2 精品001
Why Are So Many Proposals Bad?
• They are produced by committees • They are produced under pressure • They show an anxiety to win • The proposal staff is over-committed
• Bus. Development is doing your homework (studying); proposals are taking the test
• Proposal Management is where democracy stops
Typical Opportunity Scenarios
• Request for Proposal (RFP)
• Opportunity from Partner/BDM/Sr. Manager
– No RFP – No formal requirements statement
Reading an RFP: What to look for?
• Is the SOW what we thought? Can we do the job? • How many days to prepare the proposal? • How many sections are in the proposal? • Are there 8a or minority-owned business requirements? • What are the staffing/skills/geographic requirements? • Are there extensive customer reference requirements? • Are there technologies requiring other KPMG practices
kpmg全套内部培训教程3[1]
![kpmg全套内部培训教程3[1]](https://img.taocdn.com/s3/m/a8a84594580216fc700afddd.png)
More Tips and Pointers
Consistency
Fonts, shading, shapes, pictures/images, verb tense, capitalization, arrows, titles, clipart/diagrams, photos
Graphics should be conservative and professional, not flashy
Tips and Pointers
Clear Message (12) 5 - 7 Second Test (15) Flow and Entry Point (5)
Left-to-right, top-to-bottom, or center out
Organization (2) Balance/Symmetry (6, 10) Appropriate Size (2, 8, 16) Use Shading to Provide Contrast (1, 8)
Relationships (10-11)
Organizational charts, reporting structures
Statistics and Related Information (12-19)
Revenue figures Staff breakdown by skill area/degree
Action Captions
Effective for conveying a message and reinforcing a theme Should be informative and positive Should tell the reader what to conclude from the graphic, and not serve solely as a title Bad Example: “Project Schedule.” Good Example: “KPMG’s project schedule accelerates delivery by 3 months due to the use of COTS software.”
KPMG全套内部培训教程1分解
Sr. Manager/Partner Review Don’t Skip Editor Fine Tune Continuously
C O N S U L T I N G
Any Questions?
Carl Rosenblatt
BDST Manager, Public Services
Explicit Messages Active Voice, First or Third Person, Present Tense, Positive/Confident (but not arrogant) Tone Avoid Adverbs and Overblown Writing Utilize Summary Graphics
C O N S U L T I N G
Preparing and Writing III
Work Through Each Section
Flesh Out Ideas that will be Developed
Use Selected Proposal Graphics Create Summary Graphics Use New Graphics/Text Sparingly
Create Text
Adapt Proposal Text (minimize direct lifts) Write Introductions, Linkages, Closing Points
C O N S U L T I N G
Editing and Revisions
Ensure Good Draft for Red Team Review
Tyson’s Tower 703 747-6508
kpmg全套内部_培训教程3
kpmg全套内部_培训教程3
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
• Carl Rosenblatt • BDST Manager, Public Services • Tyson’s Tower • 703 747-6508
谢谢！
graphics
What Graphics Represent
• Architectures (1-3)
– Technical diagrams, network topologies, etc.
• Processes and Methodologies (4-9)
– Management procedures, testing processes, KPMG methodologies, etc.
Tips and Pointers
• Clear Message (12) • 5 - 7 Second Test (15) • Flow and Entry Point (5)
– Left-to-right, top-to-bottom, or center out
• Organization (2) • Balance/Symmetry (6, 10) • Appropriate Size (2, 8, 16) • Use Shading to Provide Contrast (1, 8)
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
• Carl Rosenblatt • BDST Manager, Public Services • Tyson’s Tower • 703 747-6508
谢谢！
graphics
What Graphics Represent
• Architectures (1-3)
– Technical diagrams, network topologies, etc.
• Processes and Methodologies (4-9)
– Management procedures, testing processes, KPMG methodologies, etc.
Tips and Pointers
• Clear Message (12) • 5 - 7 Second Test (15) • Flow and Entry Point (5)
– Left-to-right, top-to-bottom, or center out
• Organization (2) • Balance/Symmetry (6, 10) • Appropriate Size (2, 8, 16) • Use Shading to Provide Contrast (1, 8)
KPMG全套内部培训教程1PPT模板
Creating Effective Proposals
Writing an Effective Executive Summary
CONSULTING
General Rules
Begin Early Follow RFP Instructions Highly Thematic Clear, Expository Writing
Preparing and Writing III
CONSULTING
Work Through Each Section Flesh Out Ideas that will be Developed Use Selected Proposal Graphics Create Summary Graphics Use New Graphics/Text Sparingly
Create Text Adapt Proposal Text (minimize direct lifts) Write Introductions, Linkages, Closing PointsEditi来自g and Revisions
Ensure Good Draft for Red Team Review Seek BDM Review Seek Sr. Manager/Partner Review Don’t Skip Editor Fine Tune Continuously
CONSULTING
Preparing and Writing II
Build Outline Outline Each Page Major Headings, Ideas and Graphics Map Themes and Discriminators to Headings
Writing an Effective Executive Summary
CONSULTING
General Rules
Begin Early Follow RFP Instructions Highly Thematic Clear, Expository Writing
Preparing and Writing III
CONSULTING
Work Through Each Section Flesh Out Ideas that will be Developed Use Selected Proposal Graphics Create Summary Graphics Use New Graphics/Text Sparingly
Create Text Adapt Proposal Text (minimize direct lifts) Write Introductions, Linkages, Closing PointsEditi来自g and Revisions
Ensure Good Draft for Red Team Review Seek BDM Review Seek Sr. Manager/Partner Review Don’t Skip Editor Fine Tune Continuously
CONSULTING
Preparing and Writing II
Build Outline Outline Each Page Major Headings, Ideas and Graphics Map Themes and Discriminators to Headings
KPMG全套内部培训教程6
Is there a compelling reason to bid?
Rely on the KPMG contact’s knowledge about the client, the opportunity, and the
Organizing the Proposal Response
Proposal Roles/Responsibilities
•1_exsumm •1.0
•Executive •Summary
•Johnso •X n
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 ship!) Proposal delivery time Other RFP dates such as orals and contract award Any scheduled absences/vacations of team members
Contains much of the information found in an RFP Serves as the RFP for the proposal
Rely on the KPMG contact’s knowledge about the client, the opportunity, and the
Organizing the Proposal Response
Proposal Roles/Responsibilities
•1_exsumm •1.0
•Executive •Summary
•Johnso •X n
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 ship!) Proposal delivery time Other RFP dates such as orals and contract award Any scheduled absences/vacations of team members
Contains much of the information found in an RFP Serves as the RFP for the proposal
kpmg全套内部培训教程7 ppt课件
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
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
Creating Effective Proposals
Proposal Writing -- General Rules
CONSULTING
Proposal Writing
CONSULTING
Proposal Writing
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 tnes
Questions can be posed to the client that clarify the requirement Creative responses can be developed
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
Creating Effective Proposals
Proposal Writing -- General Rules
CONSULTING
Proposal Writing
CONSULTING
Proposal Writing
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 tnes
kpmg全套内部培训教程3
Tips and Pointers
• Clear Message (12) • 5 - 7 Second Test (15) • Flow and Entry Point (5)
– Left-to-right, top-to-bottom, or center out
• Organization (2) • Balance/Symmetry (6, 10) • Appropriate Size (2, 8, 16) • Use Shading to Provide Contrast (1, 8)
More Tips and Pointers
• Consistency
– Fonts, shading, shapes, pictures/images, verb tense, capitalization, arrows, titles, clip-art/diagrams, photos
• Graphics should be conservative and professional, not flashy
Symptoms of Bad Graphics
• Too much text (1,4) • Too much white space (14, 17, 19) • No clear message (1, 3, 4) • No clear entry point (1, 3, 4, 9) • Excessive use of “red” - sounds an alarm • Poor balance/symmetry (19) • Poor shading/contrast (2, 9, 17) • No consistency (4, 10)
Graphical Elements