Benefits of an RFP Response
Many people prefer getting new projects from referrals and avoid enduring hard work on responding to competitive RFP. If you will, however , succeed in the business, it is best to include competitive RFP response for business development arsenal. When you have worked on the RFP response and proposal on the federal sector, there are some benefits that can be obtained from RFP responses for your business.
Smaller Competitive Wins will Lead to Future Expanded Work
The ultimate buyer in client organizations usually abhor with the purchasing of the sellers and its acquisition. The buyers tend to fear their bureaucratic procurement organization could trade-off too much quality and innovation which is in pursuit of the lowest price possible. This is actually the reason why buyers usually prefer contracts with opportunities on follow-on work, built-in options and on price ceilings which leaves room for growth. Clients also knows that after establishing mutually beneficial relationships with vendors, the contract changes are easier compared to enduring competitive solicitations.
Force you to be Prepared
The competitive RFP in fact produces both winners and losers. Another thing is that there’s a risk that competitors are going to use shortcuts and price slashing in order to capture the business. These risks likewise applies to other client opportunities that’s outside competitive RFP process. Though the process of winning the work is the primary goal, the case of losing to the competitors could also add value.
There’s so many people who in fact accepts the belief that competition is going to force the seller to be more efficient and on moving up the value chain.
Tailoring your Message
The RFP response actually requires careful tailoring on the company message for the specifics with the RFP. This actually is a customized marketing message versus mass broadcast marketing message. Crafting mission and values to the persuasive and coherent argument that demonstrates to specific value of the requirements on the client is what separates the winners from losers. When the message becomes refined and potent, having a repeated RFP response to different opportunities will make the message recycled back to the rest of the company’s broader marketing material.
There’s a good chance that you may not win the contract through taking a shot with the RFP response. Take note that not all of the RFP that hits have an entrenched incumbent or company with a wired track for winning. There’s some opportunities which actually are up for grabs, but you won’t in fact know whether you would win the contract unless you will respond to the RFP.