Proposal Success FactorsWin more business, more consistently, when writing proposals to other businesses or to state and local governments
Responding to an RFP is not a writing project, it’s a sales process–and we need to treat it that way. It’s not about us, it’s about them. It’s not about the product we’re selling, it’s about the problem they’re trying to solve. It’s not about how great we think we are, it’s about how we’re going to use our experience and expertise to help them get what they want.
Factors that contribute to proposal success
Pre-RFP sales effort
You must be actively selling to the buyer in the 12 to 18 months before the RFP is released. If they don’t know you before the RFP, your chances of winning are low.
You must configure a solution that matches well with what the buyer really wants. You can’t just propose the same generic service to everyone, focus on this one buyer.
You must draft proposals that are persuasive, compelling, and that differentiate your solution from competing solutions. Do those three things and you’ll stand out.
Do you have the right balance?
In the end, the secret formula to winning more RFP opportunities isn’t really so secret; more than anything, it’s about balance. Specifically, it’s about finding the right balance between pre-RFP selling, solution building, and figuring out how to articulate your story in a proposal that is persuasive and compelling. Do you have the right balance?
At The Seibert Group, we have a range of proposal training, writing, and consulting services to help you win more RFP opportunities more consistently. To discuss your program, please call Dave Seibert today at 513-598-4647, or use the contact form link below and we’ll call you.