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Starting a Proposal Based on an RFP

A proposal is based on an outline. The outline for a proposal is based on the RFP.

Starting the proposal outline
A detailed RFP will provide:

See also:
Proposal start-up and logistics
  • Instructions for how to organize the proposal
  • The evaluation criteria that will be used to assess the proposals, or at least a description of what’s important to the customer
  • The requirements that your proposed offering should fulfill

The outline needs to reflect the structure that the customer expects and incorporate everything that the customer wants you to address.  
Using a compliance matrix to complete your outline
A compliance matrix is a tool that helps you align the relevant requirements from the RFP with the section of the proposal where it should be addressed.  A compliance matrix is basically a table with rows for proposal sections and columns for RFP sections.  


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