“No RFP can ever fully capture the customer’s intent…What most RFPs lack is insight. They present the superficial picture of what the customer wants, but not why the customer wants it.”—Powerful Proposals, Pugh & Bacon
Oftentimes we team with subcontractors in pursuit of RFPs just to get a local presence on our team or fill a niche, but that can be dangerous if you don’t know much about who you are teaming with. The truth is, if you haven’t worked with that sub before it can help you as much as hurt you.
Q:What kind of jobs should I include in past performance?
A:The jobs need to be relevant. If it’s a government job, then you want to list other government jobs, preferably for the same branch of government. The jobs should be recent--within the last three to five years. They should have the same deliverables.
Q:What's the single most important thing that I could do to submit a successful proposal?
A:Build relationships. This isn't just a paper game. Take every opportunity to get to know your potential client off paper. Let them know that you are someone that they want to work with on a daily basis.