The competition for government contracts is fierce, so it is important to have a proposal that sets you apart. Luckily, we’ve put together some tips on how to get your business proposal locked down.
Establish needs and requirements.
First it is important to understand the customer’s needs, review and comment on any draft Request for Proposal (RFP), review customer Requests for Information, and investigate the need for partners to meet past performance requirements. All of this must be done in order to determine the likelihood of submitting a successful proposal.
Thoroughly review the Request for Proposal.
In Government proposal writing, following the guidelines set forth in the RFP is fundamental. Look over the RFP with a fine-tooth comb to ensure all compliance issues are being met.
The RFP is the document that:
- Describes what the customer wants
- Tells the contractor how to prepare the offer
- Lists the evaluation criteria the customer must use for award
Build a checklist that your entire proposal team can access. You should assign somebody to check this list constantly and ensure it’s being covered. Not only could this save you from missing key issues, but it also reflects the mindset you’ll need to complete the contract successfully.
Respond to each of the requirements.
Identify the requirements and develop a response that addresses each, focusing on the customer’s key areas of concern. Ensure that you address ambiguous requirements. The best time to ask about these ambiguous requirements is during the Q&A period.
Utilize tangible data.
Avoid making empty promises and vague statements about your ability to deliver the contract. Pull together your company performance data. Get your best reporting analysts to draw up some easy-to-read reports that prove with empirical data what you’ve achieved in the past.
Clients can’t weigh hollow promises, but they can compare and contrast statistical data.
Keep these key pointers in mind, and you should be well on your way to building a successful business proposal.