captureplanning.com Tutorials and resources for proposal writing and business development





Planning To Win A Proposal By Going Beyond RFP Compliance

Responding to the RFP is only part of what needs to go into a winning proposal. Consider:

  • Evaluation criteria should be taken into consideration everywhere relevant in your proposal.
  • The customer, opportunity, and competitive intelligence you have gathered that should be incorporated into your responses.
  • The major components, features, and corresponding benefits of your offering.
  • Your strategies for winning.
  • All the themes and discriminators that provide the customer with the reasons they should select you.
  • The points that you would like to emphasize in your response.
  • The recommendations you would like to make to the customer.
  • Any calls to action or things you would like the customer to do after reading your response.
  • Any graphics, tables, appendices, and other exhibits or attachments you may want to include.
  • Anything else you can think of that should go into your proposal.

Each of the items above should be allocated across the outline for your proposal so that you know where they should be addressed.

A compliance matrix is only part of what you need to plan your proposal writing. One approach you can take is to expand the compliance matrix into a comprehensive cross-reference matrix and include columns for each of the items on the list above. The only problem with this approach is that your matrix will quickly outgrow the paper size you are printing to. You need to cross-reference everything that will go into your proposal; you just can't (practically) use only a table to do it.


By Carl Dickson, Founder of CapturePlanning.com



Click here for more free articles like this one




Click here for hundreds more free articles we have published


The free articles on our site are samples of what's in the PropLIBRARY Knowledgebase. Our free articles openly discuss the theory and foundations behind our recommendations. PropLIBRARY provides the detailed templates, forms, and processes that make it quick and easy to turn theory into winning proposals.

See how our newest book makes it so much easier to figure out what should go in your proposals


Premium proposal tutorials, guides and samples:
How to Survive Your First Business Proposal
How to write a Management Plan
Proposal Sample Makeover
Proposal Formatting Guide
How to Write an Executive Summary
Business Development for Project Managers
509 Questions to Answer in Your Proposals
See all the proposal guides we publish


Get them all for half the price of purchasing them separately



Browse hundreds of free articles on all these topics:

Proposal Writing Advice
How to Write a Business Proposal
Proposal Management
Red Teams & Proposal Quality Validation
How to Create a Compliance Matrix
Process and Procedures
Win Strategies and Themes
How to Write an Executive Summary
Professional Services Marketing
Proposal Templates and Reuse
Training Program Considerations
Proposal Software Advice
Miscellaneous Tips
Proposal Graphics & Visual Communications
Storyboards and Content Planning
Oral Proposals and Presentations
Government Contracting
Request for Proposals (RFP)
Bid/No-Bid Decisions
Business Development and Marketing
Relationship Marketing and Customer Contacts
Sales Letters & Copy Writing
Small Business Innovation Research (SBIR)
Small Business Development & Startup


Miscellaneous
Home
About Us
Privacy Policy
Contact Us




Copyright © 2013. Please view the Terms of Use prior to copying or distributing. This site is part of the CapturePlanning.com Network.