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”
Write Better RFP Responses by Assigning the Right Resources
The mission: To write clear, responsive, persuasive responses to RFP questions that will score well against RFP evaluation criteria, be internally consistent with the solution described elsewhere in the proposal, align with the solution actually costed, and protect the eventual operator or project manager from unreasonable client demands so that the company can make money.
The resources: Oh, anyone can do it. Just assign someone who isn’t otherwise busy.
Now. Does that seem reasonable? Continue reading“Write Better RFP Responses by Assigning the Right Resources”
Choose to Use Fewer Words
In writing RFP responses, concision is an important target. Getting directly to the point makes your answers easier (and more pleasurable) to read and to mark. Continue reading“Choose to Use Fewer Words”
Answer the Question Once (Just Once)
Every RFP question must be answered: everyone knows that. Every RFP question should be answered just once: not everyone knows that. Continue reading“Answer the Question Once (Just Once)”
Answer the Question They Asked
RFPs ask questions. The hope is that bidders will answer those questions. Yet, somehow, what is submitted is often off-topic. Continue reading“Answer the Question They Asked”