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Improving Proposal Win Rates

Improving Proposal Win Rates

Top 7 Points to Improve the Proposal

Many engineering firms are guilty of repeating the same errors repeatedly in producing flawed proposals that involves incorrect presentation format and poor writing practices involving a number of other shortcomings. In the author’s experience the top seven points to remember are listed below:

1. Select Opportunities Carefully:

Careful screening frees up internal resources to spend more time on target opportunities, often providing a significantly improved proposal.

2. Review and Understand the Tender Documents:

Careful screening frees up internal resources to spend more time on target opportunities, often providing a significantly improved proposal. The content of most RFP’s breaks down into the following categories:

  • General Information
  • Project information – Scope of Work
  • Evaluation Criteria – Mandatory and rated requirements
  • Evaluation Process – Scoring Matrix
  • Certificates – proof of insurance, conflict of interest, security
  • Form of offer – Signature of Bidder
  • RFP Terms and Conditions
  • Sample contracts
  • Appendices

3. Know Your Competition!

4. Complete a thorough Bid/No-Bid Assessment:

What Are the Chances of Success? Be Realistic.

5. Organize and structure the Proposal to match the RFP Requirements:

The proposal must be easy to navigate and direct readers to key sections such as:

  • Executive Summary
  • Approach – Methodologies – Work Plans
  • Project profiles: Case Studies
  • References and testimonials
  • Organizational charts and resumes

6. Make no assumptions when completing your proposal:

Make a point to speak in terms of benefits, not features. Readers often draw the wrong conclusions from a list of benefits and features. Control the story by painting a clear picture of your products and services. Differentiate your solutions and highlight your major points at least three times in the documentation.

7. Ensure you present your absolute best proposal:

Ensure over-all quality of the proposal package; provide adequate evidence of meeting all mandatory requirements; use project profiles and data sheets to score top points for rated requirements. Ensure spelling, grammar and formatting are correct to demonstrate your attention to detail.

Tip: Including frequently asked questions (FAQ’s) in your proposal can be of benefit.

Ensure you complete a debriefing on all proposals – learn today for better proposals tomorrow.