The Proposal Preparation Myth, What’s Missing?
When your office receives a request for qualifications (RFQ) or a request for proposal (RFP), do you immediately hear “Get the project descriptions! Who has the resumes? Show them how great we are…we have done hundreds of these projects. Get on it!” This represents the proposal preparation process for most firms. However, this approach may inhibit a firm’s objective: to attract clients and increase their loyalty to the firm. In turn, the common approach may actually interfere with rather than promote selection for a project! The assertion that qualifications and experience earn projects is a myth.