5 quick tips to writing better proposals (RFP responses)
MAY 27, 2009
We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". It's one of the quickest and easiest things you can do to set the tone for the remainder of your proposal. If you can do that you're halfway to a winning proposal.
E-Quip Blog: Proposal Planning Questions
MARCH 18, 2011
Proposal Planning Questions. If youre poring over the Request for Proposals trying to learn what the client really wants, youre looking in the wrong place. Ive yet to see an RFP that provided the most important information I needed to write a winning proposal. Yet amazingly, many proposals are prepared with little more insight than what can be gleaned from the RFP.
E-Quip Blog: What Is Your Proposal's Core Theme?
MARCH 28, 2011
What Is Your Proposals Core Theme? The best proposals have a story to tell. Thats the proposal theme, a central narrative that presents the key benefits your firm has to offer. Its the unifying storyline that weaves all proposal elements into a cohesive message. Proposal experts say that a compelling theme is the most important feature of your proposal.
E-Quip Blog: Are Your Proposals User Friendly?
SEPTEMBER 10, 2012
Are Your Proposals User Friendly? recently reviewed an important proposal for one of my engineering firm clients. Ive certainly seen many proposals of similar scope that were far less efficient. Do you think a client would spend that much time reviewing a proposal? So if clients dont read our proposals, if they skim them instead, why do we not prepare them accordingly?
E-Quip Blog: Don't Let Personal Preferences Dictate Proposal.
APRIL 1, 2011
Dont Let Personal Preferences Dictate Proposal Standards. As an erstwhile proposal specialist, I prefer sewer lines running down the middle of the street instead of along the side in the grass. Yet I routinely find technical professionals dictating to their marketing colleagues what proposal standards should be because its what they like or what theyve always done. Posted by.
Proposals: Two Chances to Shine
FEBRUARY 20, 2009
But in reviewing hundreds of proposals over the years, I've noted a remarkable sameness about them. If you consider the latter a priority, let me suggest two things you can do to distinguish your proposal from almost everyone else's : (1) make your proposal prominently client focused and (2) make it skimmable. But beware of slavish devotion to the letter of the RFP.
Winning proposal: start from champagne & work backwards
NOVEMBER 24, 2009
Writing proposal responses to a RFP can be a mind-numbing affair, and after responding to a few lengthy and complex RFPs, it's easy to fall into bad habits. One of those bad habits is approaching the RFP by trying to demonstrate how you can fulfill the requirements of the RFP, the other is writing a proposal that nobody wants to read. Yes, we know, we gave you advice that you need to work towards demonstrating that you fulfill RFP requirements in writing a successful proposal. Make them want to read the other 20 pages of your proposal.
Often maligned, RFPs are a valuable tool and opportunity
JULY 10, 2009
While we have a vested interest in RFPs in that we run the RFP Database , we do find them to be one of the most democratic, meritorious, and pragmatic approaches to procurement and purchasing. very quick intro to Requests for Proposals Requests for Proposals (RFP) are a document created by an organization detailing a product or service sought and distributed to suppliers as a way of receiving structured competitive bids. Sure, and open call for proposals will get dozens of respondents, but how can you possible win if you never take the field?
Selling the Relationship All the Way to the End
JUNE 7, 2009
Ideally, you've been building a relationship with the client well before the Request for Proposal is released. Think about it: Proposals and presentations typically don't show us at our best. Several years ago, I had something of a revelation about this. I was sitting around the table with my colleagues brainstorming our strategy for an upcoming proposal. Happened every time.