Compliance matrix step 3: address the statement of work
Incorporate everything that the customer wants you to do or deliver
In a US Government RFP, the Statement of Work (SOW) for what the customer wants you to do or deliver will typically be in Section C. If you do not have a Section C, you will need to look elsewhere to find what the customer wants you to propose doing or delivering. Sometimes the customer will use different terminology, and instead of calling it the “Statement of Work,” may refer to their requirements as a “Performance Work Statement” or something else. The name is unimportant.
The third step in building a compliance matrix is to incorporate the SOW. Do this by taking the foundation created in the first two steps, and then adding headings if needed to address the SOW. Some people find it counter-intuitive that addressing what the customer wants you to propose is the third step in building a compliance matrix, but until you have the high level structure of a document that reflects how you are going to be evaluated, you are not ready to incorporate the details of what you are going to offer.
Depending on the RFP, you may find that the outline and evaluation criteria provide clear guidance regarding how to address the SOW requirements. If this is the case, you may not need to add any new headings, and can simply place the Section C/SOW references in the appropriate column, next to the corresponding outline item.
However, most RFPs do not match up perfectly. If there is no logical place in your current outline to address the SOW, then you need to create a place for it. For each item you add to the outline, make sure that you identify the RFP reference that drove it to be added. In order to demonstrate compliance with the RFP, you should make sure that all of the SOW requirements are accounted for in the Compliance Matrix.
If the SOW includes a narrative description of the requirements, then you will need to decide whether to add new headings or add notes to make sure that your proposal is fully compliant.
- Go to the next step and address any other requirements from the RFP.
- Return to the previous step: Address the Evaluation Criteria.
- Return to the Compliance Matrix topic hub.
- Return to the Starting Point: Figuring Out What to Say in Your Proposals.
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