Request for Proposal (RFP) – Sales Strategy and Process
Said El Mansour Cherkaoui – Aug 30, 2022
- A Request for Proposals (RFP) is a publicly released project announcement by an organization indicating that bids are being solicited from contractors to carry out the project.
- The RFP focuses on the project, for the company issuing it and seeking potential companies responding to it.
- The request for proposals is a complete description of the project and what are its objectives, introduces the requesting organization and describes the tendering / bidding process and the terms and conditions of the corresponding contract.
“Pièce Maîtresse” Design et Cornerstone Concept in Any Bid
The cornerstone (or foundation stone or setting stone) is the first stone set in the construction of a masonry foundation. All other stones will be set in reference to this stone, thus determining the position of the entire structure.
In research and preparation of responses to proposals or developing reports as well as in building strategy, whatever the domain or the fields of application, beware of the small requests included in filigree within the text.
What looks for you as a Miniscule Pill, it can be a fundamental piece for the existence of an entire interrelated and interconnected structure.
One grain of dust can stop an entire robotic mechanism or and an artificially intelligent machine
Never underestimate a piece or a stone, it can be the most important one in the edifice and the angular stone on which all is sustained.
Never underestimate a small torn, it can stop a Lion from walking or running once it is planted under its feet and make the Monkey to ridiculise the Lion without being caught.
The top 10 ways your proposals can help you increase your Proposal Close Ratio.
S A L E S P L A N N I N G
1. Focus on the Customer:
Your sales proposal is customer-centered. It defines the business opportunity, current situation, financial impact, and the buyer’s needs and objectives.
2. Practice Consultative Sales:
A compelling proposal results from a consultative sales process. Avoid “boilerplate” proposals or proposals that read like poorly written brochures.
3. Define the Application:
Your sales proposal explains how your product or service will work in the buyer’s business. By defining the application, you answer many questions for the buyer and provide the information needed to make an informed buying decision—a function of consultative selling.
4. Calculate Benefits–Buyer Value:
Your proposal measures how your product or service will make or save money for each buyer—the financial benefits. This provides compelling financial reasons to make a change—another function of consultative selling.
5. Show Non-financial Benefits – Buyer Value:
Your proposal converts your product’s benefits or service’s capabilities into buyer-specific benefits. These are the benefits that are not easy measured in monetary terms—another function of consultative selling.
6. Describe the Implementation:
Be specific by including methodology, schedule, and the staff required to implement the solution. This reduces your buyer’s perceived risk and answers How? How long? and Who?
7. Include Pertinent Seller Information:
Your sales proposal assures the buyer that your organization can deliver on the contract. It includes a company profile that differentiates your company from the competition.
8. Highlight Business Information More Than Technical Information:
Buyers make decisions on business information, so your proposal should not overwhelm readers with the technology. Your sales force understands that the buyer wants to know how the technology will improve his business not why your new widget will make his network run faster.
9. Develop Proposal Standards:
Develop proposal standards and models. Proposals that win the big deal do not read like a hodgepodge of ideas and writing styles. Proposal models reinforce your consultative sales process and help your sales professionals think and write clearly.
10. Represent Your Company’s Quality Standards:
Understand that your sales proposal is a critical customer communication. Spend the time and effort needed on the content, design, and packaging to produce a “benchmark’ proposal for your buyers.
Further indications or inquiries for business relationship, contact us:
Best wishes of success
Said El Mansour Cherkaoui @ Tate Yoko Research Institute – TRI