Here are 5 key mistakes to avoid in the RFP response process, making it easier for you to win contracts!
While it might be tempting to use your own structure or boilerplate content, this can hurt your chances. When responding to an RFP, your proposal team must follow the client’s format to make it easy to review.
What to do: Unless prohibited, begin by restating the RFP question. Organize your response based on the evaluation criteria, and arrange the content in the order the client expects. Use headings and subheadings to make it easy to navigate and understand.
Submitting a generic proposal that doesn’t directly address the RFP’s requirements or specifications sends up a red flag; you don't fully understand the client’s needs. This leads to lower evaluation scores.
What to do: Carefully reference the specifications in your response. Show how your solution meets each requirement and solves the problem. This demonstrates your attention to detail and your in-depth understanding of the challenge.
A strong proposal uses concrete examples and evidence to support your arguments and showcase your capabilities. Generic content lacks in evidence and context, and introduces doubt.
What to do: Work with your subject matter experts to gather relevant facts, case studies, and experiences. Use them to tell your story and support your claims. Showcase your proof with headlines like, "Supporting Evidence" to guide evaluators.
Without clear headings and subheadings, your proposal can be difficult to navigate. Dense blocks of text make it harder for evaluators to find key information, which could result in missed details that hurt your score.
What to do: Use a clear and logical outline. Add compelling headings and subheadings to guide readers through each section. This makes it easier to locate specific information makes your proposal easier to understand and evaluate.
Focusing too much on your company’s achievements without linking them to client's problem and the benefits you propose is common mistake. Potential clients are more interested in what you can do for them.
What to do: Shift the focus to the client. Use ‘you’ and ‘we’ to create a direct, engaging tone. Explain how your solution addresses different evaluator challenges and delivers results. This makes your client more engaging and memorable.
Responding to RFPs requires a clear structure, detailed evidence, and a client-first approach. By avoiding these common mistakes, you can create high-quality proposals that increase your evaluation score and boost your win rate. Focus on clear proposal processes and deliver client-centered solutions to excel in the RFP response process.