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The Writer’s Guide to Winning Requests for Proposal

Download this ebook, The Writer’s Guide to Winning Requests for Proposal, for your complete guide to writing (and winning) request for proposals. This ebook incorporates written and technical skills with decision making expertise to help RFP writers and RFP teams continually add wins for their organization.

Share this ebook with your RFP team to learn how to:

  1. Dispel RFP Myths
  2. Plan a Winning Response
  3. Strengthen Writing Styles
  4. Adopt Methodologies Behind Winning Content
  5. Expand Key Elements of an RFP
  6. Keep Content Evergreen
  7. Automate and Streamline Your Process

Critical deadlines and last minute requests plague RFP writers – who often feel underappreciated in later stages of the sales process. Frequently, sales, operations and business development teams require extremely unique content for new potential customers and renewing partnerships with current clients. This leaves RFP writers and teams pressed to create unique content and quickly transform it into a high value, polished document.

Be it a solicited, unsolicited, renewal or presale proposal, RFP writers are forever tasked with the objective of responding to and winning more deals for the sake of the organization. Unlike most other non-sales affiliated positions within an organization, the win rate of an RFP team can be directly traced to ROI. However, winning more deals is difficult when RFP teams are stunted in scaling and are restrained in controlling a formal proposal process.

Additionally, the unwavering submission deadline is always ticking down – sometimes dropping the precedence for quality to meet strict deadlines.

This ebook is aptly developed to spotlight some of the ongoing challenges RFP teams face, and to provide the fundamentals in creating winning content.

Download this ebook now.

What is a 'Request For Proposal - RFP'

A request for proposal (RFP) is a type of bidding solicitation in which a company or organization announces that funding is available for a particular project or program, and companies can place bids for the project's completion. It outlines the bidding process and contract terms, and provides guidance on how the bid should be formatted and presented. A request for proposal for a specific program may require the company to review the bids to not only examine their feasibility but also the health of the bidding company and the ability of the bidder to actually do what is proposed.

BREAKING DOWN 'Request For Proposal - RFP'

A request for proposal typically includes background on the issuing organization and its line of business. The request sets out specifications describing the solution it seeks and evaluation criteria disclosing how proposals are graded. Requests for proposals may include a statement of work describing tasks to be performed by the winning bidder and a timeline for providing finished work.

Reasons for Issuing a Request for Proposal

The complexity of a project may result in the need for a formal request for proposal. The organization may benefit from many bidders and perspectives when seeking an integrated solution from multiple suppliers. For example, a business moving from a paper-based system to a computer-based system may request proposals for the hardware, software and user training needed for establishing and integrating the new system into the business.

Government agencies or other entities may be required to issue requests for proposals for providing full and open competition to drive down the cost of a solution. However, accepting a proposal that is most responsive to specifications may not always mean the lowest-priced bid.

Creating a Request for Proposal

Skillfully creating a request for proposal may dictate the success or failure of the resulting solution. If specified requirements are too vague, the bidder may not design and implement a complete solution for the problem. If the requirements are too detailed and restrictive, the bidders’ creativity and innovation may be limited.

The process begins with drafting a request for proposal. Bidders review the solicitation and submit suggestions for improvement. After implementing feedback, the final request for proposal is issued. Bidders submit their proposals. The customer selects a small group of bidders and enters negotiations on pricing and technical details. The customer may ask the remaining bidders to submit a best and final offer before awarding a contract. The contract is presented to the company providing the best solution to the issue.

Example of Request for Proposal

Say, for example, the Federal Railroad Administration (FRA) issues a request for proposals for financing, designing, constructing, operating and maintaining a high-speed rail (HSR) system. Interested parties submit proposals meeting the requirements outlined in the document. Based on the proposals received by the deadline, the Department of Transportation (DOT) establishes commissions for further review and development of the proposals. The DOT chooses the proposal most encompassing its goals and hires the company to carry out the work.