Improving Your RFP Response ROI

April 30, 2012
In an effort to reduce costs, purchasers are turning to competitive procurement as a way to drive down the rates they pay. No more cost-plus contracts or negotiated rates. Rather, purchasers are looking for every vendor or supplier to "sharpen their pencil" and come up with a value-based proposal.

With this shift, your organization's revenue depends on the ability to write a good proposal almost as much as the ability to provide a good service. I always look at proposals as the screening process that purchasers use to decide who to "invite to the . . .