By November 3, 2013 0 Comments Read More →

Keep the Fluff out of your RFP Proposal Response

Keep the Fluff out of your RFP Proposal Response

When reviewing proposals written by bidders, I can't stand seeing fluff.

And, I'm not the only one. Someone I recently interviewed about reviewing proposals said that when there's fluff, it's glossed over and if there's something related to the evaluation criteria hidden in the fluff, they likely don't even see it. Too bad.

Keeping out the fluff when writing proposals isn't easy, but it's key to a successful proposal. Since your winning bid needs to convince your client you can do the job, you need to provide them with facts and information, not generalities, theories about how you work, motherhood statements and other not-so-useful material.

Sure, it's easy to simply write fluff - you probably have lots of boilerplate material lying around - but it's not the way to win new business and beat your competition in a competitive Request for Proposal response.

In this short audio clip, I talk about fluff, why it's a disadvantage and how to keep it out.

I also give some related quotes from Albert Einstein and Mark Twain. If you don't believe them, you may believe Jakob Nielsen, a PHD. He studies useability on the web and his research also relates directly to how you write your proposals and how hard it is for the client's evaluator to filter out the important information.

About Michel Theriault

Michel is the founder of Success Fuel for Managers. He is an author, speaker and consultant focusing on topics relevant to Managers and aspiring Managers in businesses of all sizes who want to get results, get attention, and get ahead. He is also a contributor to Forbes and AllBusiness Experts . Michel is available for speaking engagements, training and consulting. Connect with him or send an email.

Posted in: Sales & Marketing

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