1. Read before you write. This is a critical step and it is also often overlooked. If you don’t read the RFP line by line then you are missing opportunities. Most RFPs will clearly define what is needed and guide you through what to tailor within the proposal.
2. Don’t talk bad about your competition. Instead, show how you are different and better. This is a great way to define your value without being negative.
3. Make sure you talk qualifications versus price. If you are underpriced because of a lack of experience, state this. If you are overpriced because of experience, state this. Don’t leave the person reviewing your proposal guess as to how you came up with a figure.
Writing business proposals is hard but not impossible. The more you practice, the more chances of winning you have!
Until next time,
Twyla N. Garrett