Tips For Writing Winning Proposals

Learning Centre - Writing Tips from Bid-Winners

1. Remember to write from the buyer's perspective - What's In It For Me (WIIFM)
2. Understand the different types of Bids:
   1. RFI, RFQ, and RFP - Each requires a different type of response
3. Roles and responsibilities in responding to RFPs:
   1. The role of the Proposal Manager
   2. The role of the Subject Matter Expert
   3. The role of the Review Critic
   4. The role of the Executive Sponsor
   5. Everyone contributes to the team...the goal is to win!
4. Format, function, and presentation:
   1. Know and follow the bidding rules:
      1. Understand the Compliance Matrix - Always be in compliance
      2. Provide options and promotional information to expand your proposal
   2. Understand the RFP scoring system and use it to your advantage
   3. Presentation format - It's all about clarity
   4. The power of the Executive Summary

5. How to create value-added benefits focused on the customer

   1. Turn all features in benefits - Don't let readers draw their own conclusions
   2. Respond to the RFPs stated needs, then address possible hidden desires
   3. Turn nice-to-haves into must-haves, then into available only from you
6. Bid tactics and competitive warfare
   1. The list of bidders: understand who you are up against
   2. Submitting questions:
      1. The timing of questions can be as important as what you ask
      2. Be careful, questions often reveal your strategy
      3. Using strategic questions to throw competitors off your track
   3. Laying traps to eliminate competitors
   4. Overcoming objections before they become deal-breaking objections
7. Winning attitudes win RFPs
   1. The power of writing from the perspective of already being the winner
   2. Winners never hold back, especially on resources to complete a winning Bid
   3. Passion wins bids, let your knowledge and passion come through clearly in your Bid

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