Companies choose to work with people who they know, like and trust. You should know your customer long before you respond to an RFP. Knowing a customer means that you are in tune with the way they think, the way they talk and their values, goals, vision and ethics.
Before you even think about responding to an RFP you should have it etched in your brain that the RFP is about the customer and not about you. For example, if you talk in a scientific language which is unknown to the customer, they are unlikely to understand anything you propose. Writing in a language which is understood by the customer shows that you understand them, and they will then begin to trust you as a company.
A customers' perception of your business is key to you gaining their business.
They expect that you understand their needs and how their business works.
Before responding to the RFP take the opportunity to ask questions which can help to tailor your approach in your RFP and aid you in discovering the deeper business needs which are laying under the surface of the RFP looking to be discovered.
What Questions should I ask before responding to an RFP?
Although your questions may differ from those listed above, taking these open questions as examples can start a conversation between yourself and the customer, setting up an opportunity to develop a relationship, proposing a viable solution and winning business through the RFP.
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