Try this quick quiz. Look through the following list of proposal or tender attributes and tick the three factors you think will have the most impact on whether you win - or not.
- content accuracy
- clarity of writing
- completeness
- conciseness
- addressing the requirements of the RFP
- addressing your client's needs and objectives
- pricing plan
- CVs
- credentials of your team
- prior experience, case studies, and success stories
- cost justification
- graphics, presentation, and colour
- relationship management
- project and service delivery plan
- references and testimonials
- technical innovation
- technical details and implementation
- value-added services
- your firm's history and longevity
- proof of your capabilities and experience.
Yes, they're all important ! And, depending on your client, what matters most may change. However, here are three that seem to matter most:
- addressing your client's needs
- addressing the requirement of the RFP
- cost justification, return on investment, and lifecycle cost analysis.
Ultimately, if you don't get these three elements right, the rest wont really matter.
Your clients need to know that you will supply what they need, that you will deliver it in a way that meets their expectations and technical requirements, and that offers good business value.
|
