Welcome to Part 5 of our 6 part series where we will share our expertise and industry experience to discuss how we craft winning proposals.
Join us for each segment to learn the tricks of the bid management trade.
Part 5 - Answer the Client’s Questions
So far in this series we have discussed understanding the client's needs, the importance of structuring your proposal, how to tailor your proposal and how to be clear and concise. Next we go on to Part 5…
Answer the Client’s Questions
A winning proposal should be a direct response to the client’s questions. Whether explicit or implied, your goal is to show that you understand what they’re asking for and can deliver exactly what they need.
• Follow the Evaluation Criteria: Most RFPs will outline how proposals will be evaluated. Make sure you address every point and give sufficient detail to meet each criterion.
• Include Risk Mitigation: If the project involves potential risks, such as tight deadlines or complex delivery requirements, acknowledge these risks and explain how you will mitigate them. This reassures the client that you’ve thought ahead and have contingency plans in place.
In summary, a successful proposal speaks directly to the client’s questions, leaving no doubt that you understand their needs and are prepared to meet them. By closely following the evaluation criteria and addressing each point thoroughly, you ensure that your response is both comprehensive and aligned with their priorities. Including strategies for risk mitigation further demonstrates your commitment to seamless project delivery, showing the client that you are proactive, prepared, and capable of overcoming potential challenges. A well-answered proposal builds trust and positions you as a reliable partner, ready to deliver with excellence.
Next week will be our final instalment of this series. Join us then for our overview of the Reviewing and Refining your work before the submission deadline.
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