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  • Request for Proposals (RFP)

    Most large proposals are written in response to a Request for Proposals (RFP). An RFP will generally tell you what the customer is interested in procuring and provide instructions regarding how to prepare and submit your proposal. In addition to RFPs, some organizations publish a Request for Information (RFI) when they need information prior to issuing a solicitation, and some publish a Request for Quotation (RFQ) when all they are interested in is the price.

    Government procurement is highly regulated, and therefor government RFPs have a particular format and structure. Commercial RFPs do not have to follow the same rules, and can be anything that the company publishing the RFP wants it to be.

    How to ensure you are ready to win a qualified lead at RFP release. Your best chances of winning an RFP come when you start the pursuit before the RFP is released. But how do you do that? What steps should your business development process have? How do pursue an opportunity pre-RFP and get to RFP release with the best possible chances of winning? what are the goals, questions, and action items you should accomplish in order to be ready to write the winning proposal?

    • Federal Government RFP format and composition is mandated by the Federal Acquisition Regulation (FAR). They are typically broken down into sections that are identified by letter. Here is a list of what is in each section.
    • It’s easy to feel intimidated when you look at a printed copy of an RFP that’s at least an inch thick (it doesn’t help that they can be much, much larger).
    • Many companies have business development gate systems to help ensure that they are pursuing quality leads. Each bid they pursue has to pass through a certain number of "gates" or reviews to determine whether the bid is worth the investment. Some companies have lots of gates (around a dozen) and some companies just have a few. This begs the question, "how many gates should your bid process have?"
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