Read the
RFP and understand what is required, if you have a solution and if you can win
it.
Engage
your Systems Engineer , Design Engineering resources and product specialists.
Provide them with a brief overview and your thoughts on the bid response.
If your
bid response requires to go through a formal process then start right now and schedule
a conversation with the bid review team. Ensure you complete the document fully
and provide a better response than “we need to win this and must win this”. If
that is the actual case then provide facts to back up your requests.
If you have access to a bid response team then
engage them right now. It is easier to cancel their need after the bid review
decision than ask them to help later based on scheduling.
Step 5: Engage Your Support Organizations For...
Determine
what additional resources are required to complete your response, such as:
- References
- Professional Services
- Special Bids
- Maintenance / Services
- Account Manager
- Contracts
- Unique deliverables
If a
Proposal Manager is assigned, that person will read through the RFP but is
concerned about deliverables and time frames as they will not be providing
content or pricing. Their task is to ensure the different participants are
delivering their inputs on time.
You
should be prepared to help the Proposal Manager complete the Bid Assessment by
analyzing factors such as:
- the bid timeframe
- the scope of the proposed solution
- the potential revenue
- the positioning and probability of win
- your strategy for winning strategic
- our value of the customer
- our competition
- the incumbent vendor
If the
decision is to proceed with Bid response, then a Kickoff Call will be
arranged. The resources that you have engaged to support the opportunity should
be present or represented on the kickoff call if possible. You should be
prepared to discuss the customer opportunity, the strategy for winning, and
your proposed design. The project timeline will be established and agreed upon
and the Proposal Manager will analyze the bid and make task assignments during
this call.
The
Proposal Team typically does not provide responses to all of the questions. It
is the Sales Team's responsibility to secure the resources to answer the RFP. This
is not where a sales executive tosses the RFP off to a team of people and walks
away. Sales owns the response.
You must
allow time for the production process, which can be extensive depending upon
the size and complexity of the RFP response, number of copies, etc.
Good Luck
and Good Selling!