What Are The Attributes of a Winning Proposal

What are the attributes of a winning proposal? Responding to a RFP is an art and typically, I have noticed that winning proposals have following attributes

  1. Proposal writer has read and understood the RFP document well.
  2. Offers a solution that addresses all key issues raised.
  3. Proposal teams invest time and effort to create real application like material that highlights eagerness and confidence.

Of these 3 points, the third one proves to be challenging for the proposal teams for reasons such as:

  • Tight proposal submission schedules often make it impossible to create an application simulation, or even a simple screenshot.
  • Sharing and installation of clickable prototypes including hosting, requirements of custom software/plugins, and a host of preparatory actions before a demo.
  • Where mockups are used, they are limited in demonstrating richer interactivity such as drop down values that relates to the client business context.

Illustrated below is a comparison of typical proposals that do not demonstrate the above 3 points to make them win.

Comparative illustration - Attributes of a winning proposal

Using application simulation tools is a sure fire way to ensure a proposal communicates new ideas and expertise in a credible manner.  What’s your opinion?

[Guest article contributed by team at 10screens.]

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