Any suggestions we have been losing out in the rfp process the last 6 times we came to bat. Has anyone else gone through this - how do you win more? Please help!!!

The most important thing you can do is to avoid writing a generic rfp make sure you understand your client and customize the proposal to their needs. Even if it is 1/2 the size of your competitors you will have a better chance at winning because you be speaking to them.

I would only respond to a RFP where I had a significant advantage ie. I knew the company and the people very well otherwise you may be one of the firms they are just looking at for pricing reasons.

I always make sure we get feedback when we do not win a bid. Most companies recognize how much money you put into the effort and are willing to provide you some feedback and we take that information seriously and make any appropriate changes.

We always start our proposals out with our understanding of their issues and the organization, I think we win a lot of points because it demonstrates our willingness to understand the organization and solving their needs.

I use the book the One Page Business Proposal. Of course, I sometimes end up with 2 or 3 pages, depending on what the client is looking for, but the format is always the same.

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Maria Marsala, Business Strategist

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