Clients want to believe that you are treating them fairly and providing them with real value in your proposal. You need to propose the best people for the project if you are to win while offering a competitive price. In developing a commercially focussed response – knowing the client and opportunity is vital.
Knowing the client’s ceiling limits for the project, funding requirements, and cashflow capacity all help define and inform the scope of works and optimal commercial model. Do research or keep track of previous proposals submitted to the same client or gain insights from the client directly and keep this information for reference.