Complying with every submission mandatory is the second-most important thing in RFP responses.
“What!?!” you (or some well-intentioned technical/domain expert on your team) cry. “Compliance is the most important thing!” Continue reading“The Second-most Important Thing in RFP Responses”
Pronounced by spelling it out, RFx is shorthand for all the procurement vehicles: Continue reading“Term: RFx”
Meeting schedule is the most important thing in RFP responses.
“What?!?” you (or your executive boss) cries incredulously, disbelievingly. “What about compliance? What about the technical solution? What about (a pause here for emphasis) . . . low price?” Continue reading“The Most Important Thing in RFP Responses”
A procurement tool used to request, well, proposals from interested bidders. Its acronym—RFP, pronounced by spelling it out—is often used (confusingly) to refer not to the request but to the proposal responding to that request; for example, people say that they wrote an RFP when they did no such thing. Although context often makes the meaning clear, this conflation of terms is bad practice and should be avoided.
It’s a basic marketing principle: align your service or product with what the market wants, and the sales will follow. Not incidentally, the marketing communication will be simple. It’s a basic RFP response best practice, too: align your solution with the RFP, and writing the proposal will be simple. Not easy or fun, necessarily, but straightforward, and more likely to lead to winning the contract. Continue reading“Win More Contracts by Matching Client Wants and Terminology”