Watch out for these common symptoms of a non-responsive proposal...and fix them BEFORE you submit!
What's your win rate these days? A recent report by OPEN by American Express shows that though bid rates are down by half from three years ago, win rates are edging up.
Watch out for these common symptoms of a non-responsive proposal...and fix them BEFORE you submit! Got comments? Email us!
- Failure to follow the RFP instructions regarding organization of the proposal, inclusion of required information, page limits or correct number of volumes.
- Proposal shortcomings or weak spots on high-value evaluation criteria and allocated points.
- Failure to demonstrate an understanding of the problem (the reason why the agency issued the RFP); generic proposal templates that do not reflect the RFP you're responding to.
- Late or misdirected submission that can't be re-routed in time.
- Incomplete responses to information requested in the RFP.
- Costs/budgets are unreasonable (too high or too low) or incomplete.
- Costs/budgets do not provide the detail required for line and sub-line items.
- Insufficient detail of the proposed solution.
- Unprofessionally produced proposal (as evinced by typos, blank pages, unnumbered pages, smudges, minimal white space, or inconsistent formatting)
- Poorly written proposal: information is not presented/organized according to the structure required by the RFP; proposal is difficult to follow; contains poor grammar or features punctuation errors.
- Incomplete corporate data about past performance, staff, capabilities, or project management plans.
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