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DO
NOT jump right into the writing when the RFP is
released. Instead, DO: |
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Take
time to review the RFP to be sure you understand
what the customer wants. |
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Define
discriminators, themes, and features and benefits,
and then write a draft executive summary for the
kickoff meeting. |
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Hold
a kickoff meeting to make sure everyone understands
what must be done. |
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DO
tout previous work and successes to build customer
confidence in your approach.Information must describe
how these activities directly apply to the work
being proposed. |
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DO
NOT cite previous work through references, e.g.
"As shown in Reference 1, we have done relevant
work." Rather, say relevant work is described in
Reference 1, and then briefly describe the work
and how it applies to your proposal approach. |
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Often,
if this type summary is not included, the cited
work will not be considered during proposal evaluation. |
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DO
be very careful when using material from an old
proposal. |
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These
materials were developed for a different customer
and different requirements. |
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Carefully
review and edit any old material to be sure it addresses
the particular issues of the current proposal. |
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Remember,
each proposal is a unique document directed to a
specific customer with distinct requirements. |
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DO
remember that your customer requests features, but
they also desire benefits. |
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Your
proposal must tell them how you will meet their
requirements (features). |
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Winning
proposals convince them of the benefits to your
approach. |
|
DO
make sure the benefits speak directly to the requirements
of the RFP. |
