In order to win a proposal, it is essential to be both compliant and responsive.
Compliance and responsiveness are two equally crucial qualities for winning a proposal. Compliance refers to the act of meeting the requirements stated by the customer. Responsiveness is manifested in addressing the goals, concerns, issues and values of the customer.
Many businesses focus on being compliant but fail to be responsive. This can often lead to them losing out on potential contracts. We will discuss some tips that will help you in creating a proposal that is both compliant and responsive.
Start Before RFP
One of the best ways to ensure that your proposal is both compliant and responsive is to start cultivating a culture of responsiveness long before the Request for Proposal (RFP) is released. This can be done by encouraging open communication between employees and customers, as well as regularly soliciting feedback. Doing so will not only help you better understand the needs and concerns of your customers but also allow you to build trust and rapport.
Understand the RFP
Before beginning work on a proposal, it is essential that you thoroughly review and understand the customer’s bid request. This will help you to ensure that your proposal is compliant with their requirements. Additionally, take the time to highlight any areas where you feel you could be more responsive. By doing so, you can ensure that your proposal addresses all of the customer’s needs.
Create a Compliance Matrix
One of the best ways to ensure compliance is to prepare a compliance matrix for every bid request. This document should list all of the requirements from the customer, as well as how your proposal will meet each one. Having this information readily available will make it easier to double-check that your proposal is compliant before submission.
Stellar Executive Summary
In addition to preparing a compliance matrix, another best practice is to use an executive summary. This document should provide an overview of your proposal, as well as how it meets the customer’s requirements. Including both a compliance matrix and executive summary in your proposal will show the customer that you are both compliant and responsive.
Along with your executive summary, another helpful document to include with your proposal is a response matrix. This document should list all of the requirements from the customer, as well as how your proposal will address each one. By including a response matrix, you can demonstrate to the customer that you have taken the time to understand their needs and concerns.
Throughout the proposal process, it is important to keep the customer’s needs at the forefront of your mind. This means not only ensuring compliance with their requirements but also addressing their goals and concerns. By keeping the customer’s best interests in mind, you can create a proposal that is both compliant and responsive.
When creating a compliant and responsive proposal, it is important to use boilerplate language sparingly. This type of language can often make it difficult for the customer to understand your proposal. Additionally, too much boilerplate language can make your proposal seem impersonal and unresponsive.
By following these seven best practices, you can create a proposal that is both compliant and responsive and increase your chance of winning the bid.