A well-structured proposal begins with meticulous planning. Pre-kick-off planning helps you establish goals, responsibilities, and expectations, as well as tasks and deadlines. It also helps you communicate a single source of truth for accurately interpreting the RFP and articulating your value proposition.
Identify Decision Makers
Know your customer inside and out before you begin writing. Analyze their needs, challenges, goals, obstacles Understand their decision-making process and who the decision-makers, evaluators, and influencers are. This is who you want to engage, educate, and persuade.
Annotate Sections
Before writing begins, annotate sections with the customer and competitor details, value proposition, messaging, and scoring criteria your contributors need to write what is expected for review. Teams who annotate before writing are more likely to deliver on expectations without rewriting.
Standardize Content
Help your contributors skip the content search and stop recreating the wheel. Stock your library with reusable content for common requirements, frameworks for writing more unique requirements, and testimonials for argument supporting evidence. Add AI for surfacing relevant content faster.
Don't Forget About Design
Well-designed proposals are easier to read, navigate and understand. They engage readers and optimize impact. Allocate more space to important topics and to signal transitions between ideas. Use call-out boxes to get their attention. Use contrast to create visual interest and drama and connect similar ideas.
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