Are you doing all you can to expand your business? If you’re one of the 99.7% of companies that employ fewer than 500 people, chances are the responsibilities for growing your customer base and broadening your range of service falls close to home.
When you’re trying to obtain those lucrative government contracts, proposal software can save you time — and hence, money. Proposal management software is especially helpful for responding to government RFPs, or requests for proposals, since federal contracting tends to include a lot of built-in bureaucracy and red tape. On average, it takes eight attempts of cold-calling just to get through to a prospect.
While proposal software is helpful, there are also a ton of options out there these days. When choosing one, it’s best to reflect on the best methods and tactics for responding to government RFPs. That way, you’ll be ready to go, even at a moment’s notice.
- Provide Information.
Be clear about what your company does. Include any specific areas of expertise or particular background experience. Show that you know what you’re talking about with a proven track record. - Sell Yourself.
Why is your company better suited than any other to secure this contract? Provide statistics that show your worth. - Be Specific.
Even though proposal software can set you up with a working template, you’ll want to be sure to modify your information every time to address the specific needs of the RFP. Answer any questions likely to come up. - Include Your Pricing.
Bidding on government contracts can be a lengthy process. Be up front about your costs and pricing to move everything along quickly. - Provide References.
There are salespeople that always follow up with their clients to secure a reference for later use, and there are those who forget or let it fall to the wayside. Needless to say, the ones who exploit their references to full effect often wind up earning four or five times the amount of those who don’t. Your government proposals will be worthless if you can’t prove that you can get the job done to customer satisfaction!
Sometimes, RFPs come up in the blink of an eye, hoping for someone who can turn around a finished project within weeks. If you have your proposal ready to go — with the specific details ready to be filled in, of course — it’s more likely that you’ll get the amount of work you’re looking for. Like a boy scout, always be prepared!