One of the most common questions we face is “why did my proposal fail?” Companies that apply for contracts will inevitably find failure at some point, but it is important to understand the reasons why the presentation failed. Always assuming that you first selected the appropriate offer and gave it a competitive price, you must convince your prospect that this is a capable organization with a depth of resources, experience, empathy, and solutions to achieve your goals. Let's look at some points and conclude:
1. Examine your potential customer carefully: to make your offer more attractive, you must demonstrate a clear understanding of the corporate goals of your company, that is, on which it is based. Show that you bother to understand them and often mention your goals. Provide detailed information on how your products or services will help you achieve these goals, regardless of the size of this form. By doing this, you will help yourself comply with the first rule, which should be less general. Have a clear approach instead of confusing!
2. Follow the specifications: The specification is your guide to filling the proposal, and non-compliance with this requirement will inevitably lead to failure. Take notes and pay attention to specific areas, such as word count, font type, design, and style, as these companies often break. Any aspect that does not occur is a potential area that the appraiser will use to exclude it. As the procurement procedures become more competitive, the contracting authority will look for any reason to limit the field, so it must comply with the specifications.
3. Have Conclusive Evidence - Each point you make within a submission must be backed up with evidence. You must be able to explain exactly how your services will benefit the contract. Without enough convincing evidence the contracting authority cannot be sure of the quality of your bid and you will likely lose out to a competitor.
4. Do not be More Generic - Whilst this may appear to be self-evident, you will be surprised by the number of bids we read that are simple ‘cut and paste’ or template driven responses. Here the solution is straightforward; stop talking about you and start talking about them. If you mention your own corporate plans more than you do theirs, you are writing a bid that will fail. The more often the reader sees their own name the more they are engaged with the text. Ultimately, the bid is not about you – it is about them.
5. Not matching the funder’s priorities - As with the eligibility criteria, a common mistake is that organizations apply indiscriminately to a variety of funders, without first checking that the funder’s priorities match the work they want to be funded. The funder’s priorities are the specific causes and areas of work they wish to fund. For example, two different funders may each fund projects for the benefit of children and young people: one funder prioritizes sports projects whereas the other prioritizes creative arts. If a charity working with children and young people applies to the creative arts funder for a sports project, they will not be successful.
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