Increasing RFP wins

A formal request for proposals (RFP) is a document that businesses use to ask prospective vendors or contractors to submit bids for the supply of goods, services, or solutions. It offers comprehensive information that bidders need to know in order to prepare a suitable response, including the project scope, expected objectives, assessment criteria, dates, and other specifications. This enables businesses to compare offerings on an equal footing, taking into account not only price but also aspects like quality, subject-matter expertise, and the viability of the suggested solution.

To increase the likelihood of success, proper planning is necessary when responding to an RFP. It entails a thorough comprehension of the RFP’s requirements, customisation of your proposal to meet the client’s needs, and a focus on your qualifications.

Here are ten suggestions to improve your win rate when responding to Requests for Proposals (RFPs):

  1. Know the specifications: Read the RFP carefully and make sure you comprehend the specifications, evaluation standards, and any special instructions given.
  2. Customize your response: Make sure your proposal takes into account the demands mentioned in the RFP. Demonstrate your ability to provide specialized solutions and your command of the client’s objectives.
  3. Emphasize your distinctive value proposition: Specify what sets your business apart from the competition. Be sure to emphasize your qualifications, skills, and contribution to the endeavor.
  4. Provide evidence and case studies: Support your claims with evidence that can be verified. Incorporate pertinent case studies, success tales, and recommendations that attest to your capacity to produce results.
  5. Put an emphasis on benefits: Rather than just listing features, highlight the advantages your solution will have for the client. How will it address their issues, boost productivity, or promote growth?
  6. Create an appealing executive summary: Develop a strong executive summary of your proposal. To capture the attention of the evaluators, your argument should be persuasive, concise, and engaging.
  7. Highlight your team: Highlight the abilities and professional backgrounds of those on your team who will be engaged in the project at hand. Illustrate how your knowledge and skills meet the client’s requirements.
  8. Present a concise implementation strategy: Specify a thorough, organized execution strategy. Clearly outline the procedures, checkpoints, schedules, and materials needed to complete the project.
  9. Address potential objections: Be aware of potential objections from the client and address them. Be proactive in identifying risks, developing mitigation plans, and planning how to deal with difficulties.
  10. Review and proofread: Before submitting, carefully check your proposal for any grammatical or typographical issues. Additionally, get it reviewed by another person to make sure it is coherent, clear, and presents itself professionally.

Keep in mind that every RFP is different, thus you must modify your strategy accordingly. Wishing you success as you respond to RFPs!

At Shapiro Negotiations Institute, we can provide negotiation training to further develop your skills to obtain the best possible outcome when responding to RFP’s. To learn more about our training programs and how we can assist you in getting better results from your conversations, get in contact with us now.

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