In this series, we have already written about the importance of the Capture Plan and the Proposal Plan. These documents, and the activities that go with them, are the responsibilities of the Capture Manager and Proposal Manager, respectively.
Carefully “Shred“The Request For Proposal (Or Bid, Etc.) Before Making A Bid/No Bid Decision
“Shredding“ means breaking down each element of the customer or client request. You can do this manually or use an automated process tool that includes
Let's take the high road. You've received the draft RFP and you have approximately four weeks until the final is released. These weeks can count toward a victory. Don't waste them. If you follow the simple step-by-step plan within this article, your company can be optimally positioned for that final RFP.
A lot of misunderstanding exists about storyboards. This is partly because, when they are not properly implemented, data acquired in the storyboard process does not make it into the files that the writers start with. To often, storyboards are treated as a discreet step that, once finished, is never looked back upon -- storyboards become a brainstorming tool that every one is forced into. No wonder so many people try to avoid doing them.
10) Start after RFP release. The winner has already started, the clock is ticking, and you don’t have you act together? No bid.
9) Start writing with the intent to improve the draft. You’re going to write it wrong and then correct it with no way of knowing when it’s right? No bid.
During the past 20 years, I have assisted in preparing over 200 proposals ranging in value from $1 million to $1 billion. If I were to boil down my experience into 10 rules that would help companies win more contracts, it would be the following:
The RFP lands on your desk and you must begin turning a mass of ill-fitted requirements into a custom-crafted and well-planned solution. The first five days are the most important—the time to make basic decisions and establish controls. Compare your method with this five-day approach.