Procurement issued RFX is detailed and specific, often involves multiple documents and addendums, and follows a strict process and timeline. They outline complex projects with higher values, extended durations and detailed terms and conditions. Responding to an RFX is a project in itself, involving sales, operations, legal, marketing and sometimes external partners.
Having a big sale, on-site celebrity, or other event? Be sure to announce it so everybody knows and gets excited about it.
The analysis of the client issued RFX documents is critical; no part of it can be overlooked or assumed.
This process holds true for addenda and Q&A as well.
Once you understand the need and the ask, you can develop the strategy. Create an outline for the response template, identify differentiators that will make you stand out from your competitors and crafting win themes that will resonate with the client. (Blue)
RFX responses are typically evaluated with sections being weighted and overall application of specific criteria. It is important to understand what will garner the most ‘points’ to know where to put your development effort.
Response development coordination requires consistent follow up and an appreciation for the timelines and process. A proposal development schedule helps everyone understand what needs to be done, by when and by who.
The base proposal narrative:
It is extremely helpful to edit at the point of consolidation for singular voice, context clarification and use of client language.
It takes many eyes to submit a quality proposal:
Some will even add quality assurance (Gold) and quality control (White) reviews of the packaged submission for nomenclature, file size and separation of pricing (sometimes required if a certain score must be attained before the pricing envelope is opened).
drawing on practical experience and demonstrated success for proposal and grant writing, strategic planning and leadership coaching
Photo credits: Ian Schneider, Clark Tibbs, Maarten van den Heuvel, Natalie Pedigo, NeONBRAND, Priscilla Du Preez, helloquence and Unsplash
Copyright © 2020 verve - All Rights Reserved.