Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
* Consulting Proposals *
D. Vasudevan
What is a Proposal?
• Consulting Proposal is a written document
detailing the consultants ideas, planning and
methodology ...
Proposals are invited…
 To solicit offers from prospective consultants
 Determination of Market rates
 Transparency in ...
Nature of Proposals
What it consists of…
• Technical Proposal
• Financial Proposal
Content Type / Limits
• Simplified Tech...
Proposals Types
e.g. Asian Development Bank
Typical contents of a
Technical Proposal
 Introduction / Project Appreciation
 Terms of Reference
 Approach and Methodo...
Proposals should be….
• Responsive to client’s needs
• Competitive on technical and financial terms
• Stand out amongst th...
Expectations from Technical
Proposal
• Proposals have to be made as per the
exact requirements of the client (TOR)
• Need ...
Proposal Evaluation
• Different organizations may have their own
methods for evaluations
• Multilaterals/ Bilateral and Go...
 Final Scores are Given using the following
formula
(St X 0.8) + (Sf X 0.2) = Total Score
 Technical Scores are disclose...
Understanding the RFP
• The RFP is prepared to help the evaluator
collect critical data to streamline the
evaluation proce...
Parts of an RFP
• Letter of invitation and competitors
revealed
• Criterion for Evaluation of proposals
• Overview and Ter...
Understanding the RFP
• Critically examine the terms of reference.
• Evaluate capability requirements.
• Understand the sc...
Examine the TOR
• Examine the Terms of Reference
– Identify key elements
• Sector / sub sector of work
• Competencies requ...
Appreciation of the
assignment
• Not too verbose, but well written and
supported with diagrams to convey your
appreciation...
About the firm
 A brief background of the firm highlighting..
 You understand the business
 You understand the sector
...
Terms of Reference
• Comment on the terms of reference.
• Suggestions on improving the TOR
• Put the TOR in the proposal a...
Approach
 How you propose to complete the assignment
 Research method
 Team structure
 Project Management
 Plans to o...
Methodology
 If approach shows the route, methodology
shows the proposed means of covering that
route
 It is detailed de...
Methodology…
• Should be
– Comprehensive
– Convey clarity of thought
– Convey practicality of activities proposed
– Intere...
Methodology…
• Think through the Terms of Reference
• Prepare the story board
• Research well
• Justify and qualify each p...
Methodology…
• Describe specific activities that will take
place to achieve the objectives.
– What
– How
– When
• Your pro...
Methodology…
 What dwells on the objectives to be met as per the
terms of reference
 How describes how we intend to meet...
Activity / Work Schedule
N° Activity
Days / Weeks / Months
1 2 3 4 5 6 7 8 9 10 11 12 n
1
2
3
4
5
n
• Realistic
• Sequence...
Staffing Schedule
N° Name of Expert /Position
Expert input
Total person-month
input
1 2 3 4 5 6 7 8 n Home Field Total
1 N...
Staffing
• In most bids, this carries the maximum
weight
• Selection of proposed staff important to
complement capabilitie...
Curriculum Vitae
1. Proposed Position
2. Name of Firm
3. Name of Expert
4. Date of Birth
5. Education
6. Membership of Pro...
Curriculum Vitae…
11 Detailed Tasks Assigned
12. Work Undertaken that Best Illustrates Capability to
Handle the Tasks Assi...
Curriculum Vitae…
• Spend Time on the Curriculum Vitae
• Chose appropriate format
• Check for anomalies
• Check for tense
...
Experience List
• Various Formats
– Prose
– Bulleted
– Project Data Sheet
• Should be updated
• Corrected for all specific...
Experience List…
Assignment name: Approx. value of the contract :
Country:
Location within country:
Duration of assignment...
Financial Proposal
• Remuneration
– Manpower cost
• Salary
• Social Costs
• Overheads
• Profits
Financial Proposal
• Remuneration
Name Position Rate/Day/month No of Days/months Amount
1 A B A X B
2 A B A X B
3 A B A X ...
Financial Proposal
• Out of Pocket Expenses
– Travel
• Outstation
• Local Travel
– Boarding & Lodging
– Incidental Expense...
Financial Proposal
Activity Rate/trip Number of trips Amount
Travel A B A X B
• Overseas A B A X B
• In India A B A X B
• ...
Financial Proposal
Activity Rate No of units Amount
Contour Survey A B A X B
Survey A B A X B
Workshops A B A X B
Special ...
Financial Proposal
• Sumarised Financial Proposal
Items Amount
Remuneration A
Out Of Pocket Expenses B
Miscellaneous Expen...
Financial Proposal
 Correct Effort Estimation
 Full time requirement
 Part time requirement
 Number of trips
 Number ...
Proposal - Checklist
 Thoroughly reviewed the RFP ?
 Answers to questions on the RFP incorporated?
 Obtained and review...
Finishing Touches
 Packaging
 Cover design
 Cover letter
 Spell check
 Gather appendix materials
 Prepare table of c...
Common Mistakes
• Proposal not in the right format
• Information inadequate / not communicated well
• Spelling and grammat...
Common Mistakes
• Proposal does not reach in time
• Proposal not numbered properly
• No list of contents
• Miscalculation ...
Thanks…
dvasudevan@outlook.com
Prochain SlideShare
Chargement dans…5
×

Consulting proposals

3 589 vues

Publié le

This presentation explains step by step guide about how to write a good consulting proposal.

Publié dans : Services

Consulting proposals

  1. 1. * Consulting Proposals * D. Vasudevan
  2. 2. What is a Proposal? • Consulting Proposal is a written document detailing the consultants ideas, planning and methodology proposed for carrying out a given assignment. • The consulting proposal enables the client to assess, evaluate, and select the most suitable one for appointment for carrying out the assignment • Proposals are prepared and submitted in response to a “Request for Proposal”, generally after following a short listing process
  3. 3. Proposals are invited…  To solicit offers from prospective consultants  Determination of Market rates  Transparency in the selection process  To select the best services at lowest rates  Tool for negotiation – desired Quality and price  It provides the evaluator a mechanism to make an informed decision, achieve economy and avail of best of professional services
  4. 4. Nature of Proposals What it consists of… • Technical Proposal • Financial Proposal Content Type / Limits • Simplified Technical Proposals • Detailed Technical Proposals • CV only Proposals • Cost only Proposals
  5. 5. Proposals Types e.g. Asian Development Bank
  6. 6. Typical contents of a Technical Proposal  Introduction / Project Appreciation  Terms of Reference  Approach and Methodology  Activity Schedule / Work Plan  Manpower Schedule  Curriculum Vitae  Similar Experience  Project Risks / Mitigation measures  Support Facilities
  7. 7. Proposals should be…. • Responsive to client’s needs • Competitive on technical and financial terms • Stand out amongst the competition • Offer the best at competitive rates • Provide an Unique Value Proposition
  8. 8. Expectations from Technical Proposal • Proposals have to be made as per the exact requirements of the client (TOR) • Need for a comprehensive document having technical and financial aspects • There may be lengthy and specific formats • Level of detailing required may differ as per the requirement of the client • Well structured Technical Proposal makes the evaluation easier and faster
  9. 9. Proposal Evaluation • Different organizations may have their own methods for evaluations • Multilaterals/ Bilateral and Government now follow a QCBS mode of evaluation • The scoring pattern / weights may differ, however the logic remains the same • Corporate Sector evaluates proposal as per their needs. At times they also follow the QCBS system or the LCS
  10. 10.  Final Scores are Given using the following formula (St X 0.8) + (Sf X 0.2) = Total Score  Technical Scores are disclosed first  Only those proposal scoring the minimum 750 points are taken up for opening of the financial proposals  The proposal offering the highest scores is then called for negotiations Proposal Evaluation QCBS Evaluation – Final Scoring..
  11. 11. Understanding the RFP • The RFP is prepared to help the evaluator collect critical data to streamline the evaluation process and compare only the qualified bidders • The RFP outline format is design to help the evaluator quickly compare proposals • Most proposal writers spend a huge amount of time writing the RFP. They expect you to read it and follow it carefully.
  12. 12. Parts of an RFP • Letter of invitation and competitors revealed • Criterion for Evaluation of proposals • Overview and Terms of Reference • Specific Information pertinent to the assignment • Time lines to seek clarifications and for submission of bids • Conditions of contract
  13. 13. Understanding the RFP • Critically examine the terms of reference. • Evaluate capability requirements. • Understand the scoring system. • Examine the draft contract. • Examine special conditions, if any. • Understand the response formats
  14. 14. Examine the TOR • Examine the Terms of Reference – Identify key elements • Sector / sub sector of work • Competencies required – What is aimed to be achieved from the TOR – Are the targets reasonable? – Is the time frame reasonable? – Are there potential pitfalls that need factoring • Develop a framework for writing the proposal
  15. 15. Appreciation of the assignment • Not too verbose, but well written and supported with diagrams to convey your appreciation of the contours of the assignment • Impress that you KNOW the subject well • collect relevant data and research well • Include subject matter specialist’s inputs • Define contemporary issues • Identify potential problems
  16. 16. About the firm  A brief background of the firm highlighting..  You understand the business  You understand the sector  You have relevant experience  You have capabilities in house  You have requisite financial strength The Brochure / annual reports etc. can be included as an Annex to support this short introduction
  17. 17. Terms of Reference • Comment on the terms of reference. • Suggestions on improving the TOR • Put the TOR in the proposal as a token of your acceptance
  18. 18. Approach  How you propose to complete the assignment  Research method  Team structure  Project Management  Plans to overcome constraints  An innovative and well thought approach wins appreciation APPROACH SHOWS THE ROUTE MAP
  19. 19. Methodology  If approach shows the route, methodology shows the proposed means of covering that route  It is detailed description of specific tasks to be undertaken to complete the assignment  Defines milestones and when they will be reached
  20. 20. Methodology… • Should be – Comprehensive – Convey clarity of thought – Convey practicality of activities proposed – Interesting to read – Gel with the proposed approach, team proposed and timelines – Should follow the work flow
  21. 21. Methodology… • Think through the Terms of Reference • Prepare the story board • Research well • Justify and qualify each proposed activity • Methodology should gel with the approach
  22. 22. Methodology… • Describe specific activities that will take place to achieve the objectives. – What – How – When • Your proposal should clearly communicate ability to successfully perform the contract. • You must know the subject thoroughly
  23. 23. Methodology…  What dwells on the objectives to be met as per the terms of reference  How describes how we intend to meet those objectives in terms of  specific activities,  data to be used and their sources  research tools,  analytical tools,  Why we intend to use these tools also strengthens our case  When provides an idea of the time line for completion of assignment
  24. 24. Activity / Work Schedule N° Activity Days / Weeks / Months 1 2 3 4 5 6 7 8 9 10 11 12 n 1 2 3 4 5 n • Realistic • Sequenced • Gels with Approach and Methodology
  25. 25. Staffing Schedule N° Name of Expert /Position Expert input Total person-month input 1 2 3 4 5 6 7 8 n Home Field Total 1 Name of the Expert 2 Name of the Expert n Name of the Expert Total
  26. 26. Staffing • In most bids, this carries the maximum weight • Selection of proposed staff important to complement capabilities • Internal staff most favored, however augmentation through consortium staff / independent experts • Staff capabilities conveyed through well prepared CVs
  27. 27. Curriculum Vitae 1. Proposed Position 2. Name of Firm 3. Name of Expert 4. Date of Birth 5. Education 6. Membership of Professional Associations: 7. Other Training 8. Countries of Work Experience: 9. Languages 10. Employment Record
  28. 28. Curriculum Vitae… 11 Detailed Tasks Assigned 12. Work Undertaken that Best Illustrates Capability to Handle the Tasks Assigned Name of assignment or project: Year: Location: Client: Main project features: Positions held: Activities performed: 13. Certification:
  29. 29. Curriculum Vitae… • Spend Time on the Curriculum Vitae • Chose appropriate format • Check for anomalies • Check for tense • Include relevant details – Relevant Experience – Qualification – Regional / country experience – Language skills
  30. 30. Experience List • Various Formats – Prose – Bulleted – Project Data Sheet • Should be updated • Corrected for all specific details • Tenses should be corrected • Well Written
  31. 31. Experience List… Assignment name: Approx. value of the contract : Country: Location within country: Duration of assignment (months): Name of Client: Total No of person-months of the assignment: Address: Approx. value of the services provided by your firm under the contract (in current US$): Start date (month/year): Completion date (month/year): No. of professional person-months provided Name of joint venture partner or sub- Consultants, if any: Name of senior regular full time employees of your firm involved and functions performed Narrative description of Project: Description of actual services provided in the assignment:
  32. 32. Financial Proposal • Remuneration – Manpower cost • Salary • Social Costs • Overheads • Profits
  33. 33. Financial Proposal • Remuneration Name Position Rate/Day/month No of Days/months Amount 1 A B A X B 2 A B A X B 3 A B A X B 4 A B A X B 5 A B A X B TOTAL Sum Above
  34. 34. Financial Proposal • Out of Pocket Expenses – Travel • Outstation • Local Travel – Boarding & Lodging – Incidental Expenses – Communication – Drafting – Other – Survey, Workshop, Special Software
  35. 35. Financial Proposal Activity Rate/trip Number of trips Amount Travel A B A X B • Overseas A B A X B • In India A B A X B • Local A B A X B Boarding Hotel Rate / Day Days Amount • 1 • 2 • n Food Per Day Days Amount • 1 • 2 • n Per Diem Per Day Days Amount TOTAL Sum Above
  36. 36. Financial Proposal Activity Rate No of units Amount Contour Survey A B A X B Survey A B A X B Workshops A B A X B Special Packages A B A X B Other Items A B A X B Contingencies A B A X B TOTAL Sum Above • Miscellaneous Expenses
  37. 37. Financial Proposal • Sumarised Financial Proposal Items Amount Remuneration A Out Of Pocket Expenses B Miscellaneous Expenses C Sub Total (D) A+B+C Taxes on D E TOTAL (D+E) Numerics Words
  38. 38. Financial Proposal  Correct Effort Estimation  Full time requirement  Part time requirement  Number of trips  Number of Hotel days  Miscellaneous expenses  Correction estimation of costs  Salaries and related expenses  Costs  Currency Rates  Taxes
  39. 39. Proposal - Checklist  Thoroughly reviewed the RFP ?  Answers to questions on the RFP incorporated?  Obtained and reviewed background documentation for the project ?  Evaluated competition ?  Developed a strategy to differentiate your company ?  Prepared document in the appropriate format ?  Included commitment letters from potential employees, suppliers and funding sources ?  Past performance references ?  Purchased a sufficient number of packaging materials? Binder rings, tabs, notebooks, etc. ?  Correct number of copies and packaging ?
  40. 40. Finishing Touches  Packaging  Cover design  Cover letter  Spell check  Gather appendix materials  Prepare table of contents, section dividers, etc.  Production  Where and by whom will the document be produced? Delivered?
  41. 41. Common Mistakes • Proposal not in the right format • Information inadequate / not communicated well • Spelling and grammatical mistakes • Formatting errors • Number of copies not as per requirement • Proposal (all pages) not signed • Addendums required not included • Number of copies not as per requirement
  42. 42. Common Mistakes • Proposal does not reach in time • Proposal not numbered properly • No list of contents • Miscalculation of costs • Mismatch between numerical and alphabetical values • Loosely Bound • Not packed as per requirement
  43. 43. Thanks… dvasudevan@outlook.com

×