The waiting game for a final RFP release can be long but when you least expect it the RFP drops and the game is on.

At the draft stage, if you are looking to compete and submit a winning proposal there are key items that should be dealt with before the release of a final solicitation.

Follow these 10 steps to stay ahead of the game:

  1. Be known to the customers/buyers and have relevant / successful credentials.
  2. Analyze all solicitation documents – including Questions & Answers posted to date.
  3. Complete a comprehensive evaluation of the requirements of the draft RFP with particular emphasis on the requirements for the sample TOs.
  4. Formulate follow-up questions or comments to address any areas of the solicitation remaining that put you at a competitive disadvantage – with hopes of modifying or eliminating onerous requirements / conditions before the final RFP.
  5. Talk with and secure general agreements with the team members important to your performance on the sample task orders – handshakes at minimum should be made and teaming / subcontracting agreements should begin to take place.
  6. Identify and begin discussion with any other team members that enhance your overall competitive position in terms of scope (even if not required for the sample TOs), and have positive discussions leading to a mutually beneficial agreement.
  7. Understand key competitors’ strengths and weaknesses (ideally to include their key team members).
  8. Have a clear understanding of the resources required to pursue the opportunity as a serious competitive team (B&P, capture/proposal personnel, facilities, executive commitment, etc.).
  9. Identify and begin to assign key contributors: Business Development Lead, Capture Manger, Technical Lead, Proposal Manager, Pricing Lead.
  10. Develop Win Themes and discriminators to support overall strategy.

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