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1、CreatingEffectiveProposalsProposalWriting--GuidelinesandHintsCONSULTINGRe-usingMaterialReusableMaterial--textorgraphicsfrompreviousproposalsthataddresssimilarrequirementsDon’tthrowboilerplatetogetherandcallitasectionClients/evaluatorsknowwhenthey’rereadinggenerictext,andresentit!Thorou
2、ghlyreviewandmodifyanytextorgraphicsyoureuseTailorthematerialtotheclientandtheRFPCommonlyreusedmaterial-qualifications,clientprofiles,resumes,statistics,capabilities,graphicsAlwaysdangeroustoreusetechnicalsolutions/approachesProposalToneBeginsentenceswiththeclient’sconcernShowunderstan
3、dingandempathyofthatconcern-provethatyouknowtheclient(names,sites,systems)RespondtothatconcernBedirect,confidentandassertive,butnotarrogantGuardagainsttoomanyparagraphsbeginning: “KPMGunderstands...”or“KPMGrecognizes...”SubstantiateclaimswithstatisticsandexamplesSuperlativesaregenerall
4、ybad(can’tbesubstantiated)Mixtheuseof“we”and“KPMG”throughoutProposalToneExamplesProperExample:“Overthepastseveralyears,theUniversityofMassachusetts,Amhersthasinitiatedabroadreviewofitsadministrativesystems,resultingintheselectionofthePeopleSoftStudentAdministrationSystem.“BasedonyourRF
5、P,werecognizethatUMassdesiresspecificassistancerelatedtothebusinessprocessredesignofyourstudentservices,andfit-gapanalysesfortheseimprovedprocesses.”ImproperExample:“KPMGisthegloballeaderineverymeaningfuland quantifiableway.”(!)ProposalTenseUse“active”voice-theactorcomesbeforetheverbAv
6、oid“passive”voice-noactor,vague,unresponsiveCorrect: “KPMGwilldevelopthesystem.”Incorrect: “Thesystemwillbedeveloped.”Followthe“truetense”rule,whetherpast,present, orfutureCorrect:“Thecurrentsysteminterfaceswith...”“Thefuturesystemwillincreaseaccess…”Incorrect: “Thefuturesysteminterfac
7、eswith…”BulletListsBreakuplengthynarrativeChangeasentencethatlistsmanyitemstoabulletlistAvoidswitchingtense,voice,ortonewithinthelistUseparallelwordingtostarteachbullet (thesamekindofword-verb,noun,adjective,etc.)CapitalizethefirstwordofeachbulletinthelistIntroducebulletlistwithacolo
