track record” rather than “excellent track record.” • Develop a concise staff - ing and project management plan without any ambiguities in staffi ng and personnel qualifi cations. Rewrite resumes of staff members to specifi - cally address the RFP requirements. Interview proposed staff members to determine the specifics of their experience and its relevance to the requirements. • Do not present extraneous or marginal material. • Tailor your organization’s qualifi cations and general information to match the specifi c requirements of the RFP. • Diff erentiate your organization from your competitors. Know your and your competitors’ strengths and weaknesses, and write to all four of these points. • Find ways to present your solutions as unique while still meeting the requirements of the RFP. • Write to the specifi c benefi ts of your organization, your project team and your solutions. Substantiate each of these. “Don’t get caught in the inherent trap that your organization is the customer ‘end all, beat all,’” warns White. “Everyone thinks this way, but your confi dence means nothing to the customer unless it’s backed up with references, performance data and facts. “Acknowledge your weaknesses in relation to the requirements and negate them as much as possible.” In summary, he stresses that the proposal needs to be “clear and concise in describing exactly how you will meet the requirements stated in the RFP. Make it as easy as possible on the evaluators who have a big pile of proposals to read.” © 2016 Utility Trailer Manufacturing Co. Tirelessly protects, like a Learn more at utilitytrailer.com A Utility dry van is an engineered work of ingenuity created for a customer’s commercial success—a fusion of technology and craftsmanship offering superior wall strength, securement versatility and cargo protection. VehicleServicePros.com/10119018 Light Duty |
FleetMaintenance_June_2016
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