How to Win Contracts

Win competitive contracts from both government and private-sector clients by understanding the basics of Requests for Proposals (RFPs) and RFP responses, and by implementing best practices, tips, and tools.

On-site Resources

Use the resources here for two things:

  • Winning more contracts by writing better RFP responses and by enhancing your corporate RFP-response capability.
  • Winning more contracts, sustainably, by using project management tools tailored to RFP responses.

Understanding RFPs

  • Where it all starts
  • Why organizations issue RFPs
  • How needs relate to requirements
  • Six basic parts of every RFP – whether 5 or 500 pages

Understanding RFP Responses

  • Six questions to ask before bidding
  • Five-step RFP response process
  • Four kinds of RFP response content
  • Five rules of proposal teamwork

Tips & Tools

  • Practical tips for managing and developing bids
  • Comprehensive checklists and tools
  • Term of the Week: RFP and RFP response jargon demystified

Get more help

Contact Isabel for proposal training services and presentations tailored for your team:

  • Planning for RFP responses
  • Managing proposal processes
  • Staffing and managing proposal teams
  • Training technical writers and editors
  • Leading internal reviews and Red Teams

“Proposals, Getting Started Getting Better” is an excellent guide on preparing and evaluating formal business proposals. For those thrown into the responsibility without training, it describes all the stages of responding to proposal calls. For professionals, it serves as a checklist and as a set of reminders and tips. Organizations using this as a template for creating RFPs will elicit much better responses, almost eliminating awkward surprises in the purchasing process.

Judith Umbach
IT manager & strategic planner with experience on volunteer boards