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CreatingEffectiveProposalsWritinganEffectiveExecutiveSummaryCONSULTINGCONSULTINGGeneralRulesBeginEarlyFollowRFPInstructionsHighlyThematicClear,ExpositoryWritingExplicitMessagesActiveVoice,FirstorThirdPerson,PresentTense,Positive/Confident(butnotarrogant)ToneAvoidAdverbsandOverblownWritingUtilizeSummaryGraphicsCONSULTINGObjectivesGettheReader’sAttentionShowourUnderstandingoftheProblemInsights/PerspectivesSummarizeKeyPartsofOurApproach/Solution-FocusonHowConveyConfidencethatKPMGistheBestFirmtodotheJob-Why?ObtainImportantPoints/ThemesfromMajorSectionWritersCONSULTINGPreparingandWritingIFirstStepsReadtheRFP/OpportunityFactSheetReviewProposalDiscriminatorsandThemesAnalyzeProposalLearnCustomer‘HotButtons’ReviewOtherExecutiveSummariesCONSULTINGPreparingandWritingIIBuildOutlineOutlineEachPageMajorHeadings,IdeasandGraphicsMapThemesandDiscriminatorstoHeadingsCONSULTINGPreparingandWritingIIIWorkThroughEachSectionFleshOutIdeasthatwillbeDevelopedUseSelectedProposalGraphicsCreateSummaryGraphicsUseNewGraphics/TextSparinglyCreateTextAdaptProposalText(minimizedirectlifts)WriteIntroductions,Linkages,ClosingPointsCONSULTINGEditingandRevisionsEnsureGoodDraftforRedTeamReviewSeekBDMReviewSeekSr.Manager/PartnerReviewDon’tSkipEditorFineTuneContinuouslyCONSULTINGAnyQuestions?CarlRosenblattBDSTManager,PublicServicesTyson’sTower703747-6508