Responding to the SOW

I’ve written recently on what to do if an RFP asks you to respond to (or “address,” my favourite) every “element” of the SOW. Scare quotes used here to indicate irritation, since neither “address” nor “element” is a defined term in Proposal Land.

I believe that the first line of defence must be to try to get the client to clarify what they really want, but if they DO clarify and it goes the wrong way — with instructions to respond to every SOW line item — what then?

Then this.

How to address the SOW completely but succinctly_1