Great proposals are not happy accidents! They take meticulous attention to detail and strategic thinking.
Here we focus on 6 simple points that will transform your writing into a compelling and persuasive proposal, significantly improving your chances of winning.
- How will your proposals get the highest score based on the evaluation criteria?
Upon understanding the criteria on which your proposals are evaluated, respond to an RFP. By doing so, you make sure your proposal will get the highest score. You can provide snippets that can be easily be copy pasted from your write up into your evaluation forms to justify their score.
Tip: Use the criteria-based terminologies regularly.
- Quickest ways for the evaluator to find what they need to prove RFP compliance
Compliance with all the requirements is mandatory, without which your proposal will not be evaluated. Generally, the evaluators find it easy to scrutinise all the proposals submitted by subjecting them to non-compliance. We suggest you to match the requirements of both your proposal and the RFP.
- Quick check on whether it includes all the keywords from the RFP
Use all the terminologies from the RFP as the evaluator will be looking at the RFP and then looking at what you wrote to see where you have addressed it. They will skim the proposal for keywords and hence we must make them easy to fetch.
- Quick check on whether the all the questions that the client might have is resolved
We recommend you to address the 6 spins in our response to ensure the client is given utmost importance. The 6 spins are:
Observe your response and consult yourself or other to start off – understanding client!
- The “So what?” test?
Let’s consider an example here, lets understand if we have written the descriptive statements, Cited qualifications, Made unsubstantiated claims in any sentence without explaining what matters and why?
This is done as it is not enough to state your qualifications. We need to understand what matters and the benefits reaped by the clients.
An interesting theory is that the evaluator is more likely to be interested in why you said the statement, and for him this matters more than the statement itself. Never assume that the value of a statement is obvious.
- Quick check on give the evaluator a reason to want what you are offering
Exceeding the specifications of the RFP does not have to mean increasing your price. If it’s a choice between two vendors with the same offering and the first offers a better written response or does a better job of answering the customers (written and unwritten) questions, obviously more importance is given to them.
Tip: A proposal has to speak the client’s perspective and not simply a describe oneself. Client’s context involves looking at every sentence to make sure that every feature, attribute, or piece of information.