Your RFP response is your voice in the room—make it matter. This checklist is designed to streamline your proposal process, maximise the use of practical tools, and showcase what sets you apart.
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Read thoroughly
Carefully read the RFP document to understand all requirements, evaluation criteria, and submission guidelines.
Highlight key points
Identify the most critical elements that the client is looking for. Focus on how your business meets or exceeds these needs.
Know the requirements
Closely read the RFP to build a ‘compliance checklist’ of documents you must submit and other compliance requirements so you can tick these off as you progress.
Make the submission easy to evaluate
Ensure you place all your compliance content in the right place and order within your submission based on what the RFP asks for. Try to see this through the eyes of the client/evaluator.
Focus on value
Clearly state how your business will solve the client’s problem or meet their needs – better than your competitors can.
Highlight your Unique Selling Points
What sets your business apart – that matters to your client? Include this in the executive summary.
Set clear objectives
What are you aiming to achieve with this proposal? Define your goals clearly.
Assign roles
If you have a team, assign specific sections to individuals based on their strengths.
Create a timeline
Establish a timeline with key milestones to ensure timely completion of the proposal.
Customise content
Avoid generic responses. Tailor your proposal to address each client’s specific needs and pain points.
Use the client’s language
Mirror the language and terminology used in the RFP to show alignment with the client’s priorities.
Structure to win
Ensure your proposal headings and structure respond directly to the client’s evaluation criteria and requirements.
Use a proposal template
Create and reuse a professional template to ensure a consistent structure and save time.
Create a content library
Build a repository of excellent standard responses, case studies, and references that you can quickly adapt for each proposal.
Be transparent
Clearly outline your pricing structure and emphasise the value your service or product provides.
Use graphics wisely
Incorporate charts, infographics, and images to make your proposal more engaging and easily understood.
Maintain consistency
Ensure that all visuals are consistent in style and support the narrative of your proposal.
Check for errors
Typos and grammatical errors can undermine your professionalism. Proofread carefully.
Ensure clarity
Ensure your proposal is clear, concise, and easy to read.
Peer review
Have someone else review your proposal for clarity and effectiveness.
Confirm submission
Ensure the client received your proposal.
Stay engaged
Follow up with the client to show interest and ask if there are any questions.
By adopting the Proposal Success Plan, small businesses will enhance their proposal process, demonstrate professionalism, and clearly communicate their value to potential clients. This ensures your business stands out in the competitive landscape, paving the way for growth and success.
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