Responding to an RFP is not a writing project to complete, it’s a sales process to win–and we need to treat it that way.
Buyers issue RFPs for only one of two reasons; because they have to or because they want to. If you get an RFP but don’t know which one it is, your chances of winning just went down.
Conducting a public records program.
Every seller that writes proposals in response to federal or state/local government RFPs should ask for copies of all the proposals submitted. Are you?
When responding to RFPs, true success comes from saying, proactively, two years ahead of time, “I want that contract, and here’s how I plan to go win it.”
Reacting to RFPs doesn’t work. If you don’t have a relationship with the client before the RFP is issued, it is unlikely you are going to win.