5 techniques to get Better Proposal Responses

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5 techniques to get Better Proposal Responses Powered By Docstoc
					                                                                      by Michel Theriault


Evaluating RFP proposal responses is a critical       You need to evaluate bidders on their ability to
yet often painful process. You want enough            deliver the service, not their ability to write a
information to evaluate the bidders, yet you get      proposal, so make it easy for the bidders to give
widely varying responses that don‟t always            you what you need to evaluate their capability,
answer your questions and sometimes don‟t             not their proposal writing skills.
reflect their true capabilities. This makes it hard
to evaluate.                                          Here are five things you can do in your RFP to
                                                      get better proposals from your bidders.
Bidders aren‟t usually very good at writing
about what they do. You get proposals filled          1. Ask clear questions
with generalities and marketing pitches, text that
                                                      Don‟t make the bidders guess about what you
is difficult to read, narrative that is hard to
                                                      want from them with ambiguous or broad
follow and answers that don‟t really answer your
                                                      questions. Each bidder will interpret it
questions.



October 2009                                                          www.summitconnects.com
                                                                              [You need to
                                                                              evaluate bidders on
                                                                              their ability to
differently and provide you with diverse answers     For instance, don‟t      deliver the service,
that don‟t match your expectations or makes it       ask “Describe your       not their ability to
hard to evaluate.                                    approach to
                                                     reporting, including      write a proposal   ]
Use language that doesn‟t leave any doubt about      formats, distrib
				
DOCUMENT INFO
Description: Evaluating RFP proposal responses is a critical yet often painful process. You want enough information to evaluate the bidders, yet you get widely varying responses that don't always answer your questions and sometimes don't reflect their true capabilities. This makes it hard to evaluate. Bidders aren't usually very good at writing about what they do. You need to evaluate bidders on their ability to deliver the service, not their ability to write a proposal, so make it easy for the bidders to give you what you need to evaluate their capability, not their proposal writing skills. Here are five things you can do in your RFP to get better proposals from your bidders: 1. Ask clear questions. 2. Use fewer, focused questions. 3. Separate multi-part questions. 4. Ask for evidence. 5. Tell them why you are asking.
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