Perhaps the most critical factor in
creating a winning proposal is careful examination of the evaluation criteria,
and tailoring your proposal to best match what the evaluator is seeking. To do this, you have to get into the head of
the evaluator, and try your best to meet their particular specifications. This is done throughout the entirety of the
proposal, through explaining important details, noting potential problems,
explaining risks and risk mitigation, and how your particular solutions are
vastly superior to any potential competitors.
Throughout all of these, you are educating your evaluator, and providing
them with the information they’ve requested.
It is important to note of course,
that these evaluators are professionals, and pretty well know what they’re
looking for already; do not patronize them, be subtle in your claims. While you cannot explain their own job to
them, ensure that you are demonstrating that you understand their needs. Your proposal should be in depth, and
completely address everything your evaluator is looking for, but there is a
caveat; you don’t want to provide too much auxiliary information, don’t stray
too far off from what is requested.
Note the important issues in the
RFP, and elaborate upon those immediately in your proposal, make sure it is
among the first things they see. Explain
why these are the paramount issues in
your solicitation. Do not bore them, or
waste their time by explaining that you understand what they’re requesting,
ensure that you elaborate upon your understanding, and explain why these issues are so important, and
how you plan on tackling them.
Show
them at that you are the only option
that could possibly handle such a lofty responsibility, and that any other
option would undoubtedly end with failure.
Systematically go through every potential competitor, and every
alternative approach. Demonstrate to the
evaluator how your approach will benefit them immensely, while any other approach
will result in certain failure. Educate
them on something they may not necessarily realize they need educating on.
Overall,
your goal is to demonstrate how the evaluation criteria should be applied to
your particular proposal. Make the
evaluator understand how you are the best option for the job, and for these
reasons you are superior to any other contenders.
