ResourcesA Checklist for Small Business Empowerment

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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1. Understand the RFP requirements

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.

2. But first, comply

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.

3. Craft a compelling executive summary

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.

4. Plan your proposal strategy

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.

5. Tailor your 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.

6. Leverage tools and templates

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.

7. Focus on pricing and value

Be transparent

Clearly outline your pricing structure and emphasise the value your service or product provides.

8. Include strong visuals

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.

9. Edit and proofread

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.

10. Submit on time

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.

To read the full article, download the PDF at the link below.