Turning the RFP response into War & Peace.
Many agencies load absolutely every possible scrap of information into their RFP responses because they believe by being ultra comprehensive they’ll increase their odds of getting to the next stage of the review. But, what do the client decision-makers think when they receive these encyclopedic documents?
Based on a sample of 24 of them, there are some typical reactions:
• That the agency is not very “sharp,” focused,” or “able to simplify.”
• They are often actually ticked off at agencies for making them have to wade through so much (“they’re an agency, not the federal government.”)
The agency that provides crisp, simple one-to-two sentence responses will always positively stand out in a crowd of verbose, hard-to-read submissions. It will actually make them like the agency more because they made the evaluation job easier.
From Robb High’s New Business Boot Camp 3.0
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