Does your proposal writing team have “the right stuff”? By this, I mean, are you answering the questions with the right material? This is more than just answering the questions; it means giving the Evaluators an understanding that you not only meet their requirements but exceed them. You can prove to the evaluators that you understand what the RFP is looking for by answering the requirements with enhanced content…the right stuff!
One area where this is easy to do is in the experience section of the RFP. The experience section is typically one of the highest individually-valued sections of the RFP. And it is often one of the first sections in an RFP to be scored, so it is important to establish your ethos with the evaluators as a company of substance.
Here’s how: evaluators want to confirm that your company has the experience for the RFP’s project. Evaluators will look to see if your experience matches theirs, or is at least in the same ballpark and of the same scale and scope as theirs. So, provide Evaluators with examples of projects you have done that are of similar value to theirs. If their project is $5M, steer away from presenting your projects valued at $100K or even $100M, as completing these projects required different skill levels and involvement. You may think it will look good to include them to show your capabilities, but your $5M example is the best one to use because it most closely matches the RFP’s project. If you can, do provide case studies similar to the RFP project’s price and size range that demonstrate what went well and how you overcome challenges if possible.
Experience also extends to the key resources. Do try to match your resources to the RFP’s project and identify how the resources have what it takes to do the job. Focus the resource bios on including any material that is similar to the RFP’s project and include their resume in an Appendix if allowed. If a resume is not allowed, then make sure their bio contains all of their pertinent details related to the skills required for the project.
Explain the reporting structure. An organization chart is typically the easiest way to do this unless the submission process does not permit this option. The goal of the organization chart for the RFP is to show the evaluators that you have a plan for communication and that there is a backup for the key contact/resource who has enough experience that they could handle the project if needed. The organization chart should not be the organization chart you use for your company.
By adding and ensuring that the right stuff has been included, you stand a much better chance to score more points and increase your chance to win the RFP. Definitely, one area where you should focus your energies on including the right stuff is the experience section. This is not to say that it is not important to include the right stuff anywhere else, but over the last 25+ years, I have seen many examples where companies can do better. So, take the time to sift through your content and RFP material and include the information that will show the client that you have what it takes…that you have the right stuff.
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