You value your time, energy, and effort. Do you know what your customers value in your business/industry?
Your proposal should illustrate how you plan to bring value to the customer.
Knowing what your customers values is more than just asking questions. It also involves listening and observing. The client’s goals and objectives are known. That was the first question that they answered. Getting to understand the VALUE gets to the HOW. For example, how does the customer want to be perceived after the project completion?
Aligned goals and values may be what your client have. If the goals and values seem different then the you may want to make sure that you understand the requirements and needs of the RFP. Look at the previous projects of the customers and their partners.
The proposal should include the steps that your business or organization will perform to create VALUE for your customer.
Cre Crenshaw is a Business Solutions Specialist at Creative Technology Solutions. CTS offers full-service proposal development to help your business or organization grow. Contact her at firstname.lastname@example.org for a FREE quote.
Okay, you know that you need help in the proposal development process. However, you don’t want the proposal assistance that you requested to take all of your time and you could have written it yourself. There are ways around this so you get to monitor and review the work and not do 30% or more of it.
First of all, know that all executives have to be involved in the RFP process in some capacity, especially in the top ten federal contractors like General Dynamics and Northrop Grumman. Know what information to deliver quickly. So, it won’t have to be inserted and drafted later and then reviewed and edited again by executives. Some basic information should be gathered on the first day of the assignment (even before the release date of the RFP).
1) Selecting your past performance. Make sure that your consultant has this information and/or that it is easily accessible. It should be straight-forward and to why the the project was selected and how this project highlights that skills/knowledge that the client is seeking.
2)Ensure that your consultant knows the needs of the client. This is sometimes highlighted in the RFP and/or grant. Any pre-RFP capture management should be available for this client.
3)Be organized. The more people involved the more important this becomes. This will help everyone assemble the RFP quickly.
4) Communicate Consistently. Your proposal development consultant may still have a few questions. Be able to communicate thoroughly throughout the proposal writing process is great. If you desire weekly, daily, specific updates,or reviews, it will help to establish this early in the process. If you could be available for short interviews (less than 20 min), instead of writing for hours and editing that could save you approximately 2 to 3 hours of writing. Just make sure to be available for a 30 minute critique with your proposal development consultant.