How to write
proposals that
land you on the
shortlist —
simple
steps
in
1. Research your prospect
Begin by uncovering the purchaser’s needs. This will allow you to tailor your
proposal and highlight the issues that matter most to them.
2. Use their language
The procurement team will likely skim and search your document for specific
keywords during their initial evaluation. Find the buzzwords they use in their
request for proposal (RFP) and use them in your response.
3. Keep it brief
Delete any and all copy that isn’t relevant to the specific project you’re working on.
Your evaluators have other priorities and proposals to read. If they have to dig to
find the information that matters to them, they’ll likely chuck the whole thing and
move on.
4. Include testimonials
Your prospects expect you to say great things about your products or services, but
when your customers rave about you, it carries a lot more weight. Make sure to
include testimonials that highlight your organization’s value and return on
investment (ROI). This tactic is especially powerful if you can include testimonials
that cover similar projects or companies.
5. Check spelling manually
Spelling and grammar tools won’t catch the difference between words like “its”
and “it’s” or “their” and “there,” so you have to look for those typos yourself. Read
your responses aloud, and you’ll be surprised how many mistakes you’ll catch.
6. Get estimates
Consider whether the project would require you to outsource or farm out any work.
Then, make sure to get an accurate estimate from your provider(s) before you
finalize your numbers. Never assume a provider’s price, regardless of how well you
know them.
7. Use graphics to enhance your message
Imagine you’re the purchasing team looking through your proposal for the first
time. Would you be impressed? Confused? Straining to read the type? Annoyed
with how the formatting causes just one line to run to the next page?
8. Focus on your audience
Use third-person, rather than first-person, language. Your audience isn’t worried
about your company’s qualifications. They’re worried about whether your products
or services would benefit them.
Learn how RFP360’s end-to-end RFP
management solution can help you
write insanely effective proposals …
and make it home in time for dinner.