4
Be Clear
and Detailed An effective RFP response will make it clear what the dealer will provide and at what cost. Detailed and itemized
pricing will help the client compare bids while giving them confi dence that the dealer can deliver each piece.
If the project has multiple phases or components, the dealer could break down pricing for each section so the client can better understand what they are charging for each scope of work. Stack, a company that offers construction management tools and bid work resources, notes that even if a company lists higher prices than its competitors in one area, breaking information down into specifi c scopes can show the business is more competitive elsewhere, increasing the likelihood of winning all or part of a bid. Of course, providing accurate pricing can be
diffi cult when the project’s fulfi llment is a long way off. In those cases, dealers could note the possibility of price increases that could occur in the period before the equipment is delivered or the expansion begins. Depending on the scope
of the project, dealers could include drawings or renderings of their work. Information about the implementation plan, including the timelines and which team members will be working with the client, is also valuable. Finally, Ideagen, a company
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Information about the
that provides software solutions to high-compliance industries, recommends that the RFP response avoid jargon. Technical terms that the client may not be familiar with only serve to create confusion. Plain English is best for clarity.
implementation plan, including the timelines and which team members will be working with the client, is also valuable.
Promote Your
Added Value The RFP process is intended to encourage the lowest bids, but the total price is not the only consideration.
Many would-be providers of equipment and other services have lost out on a project despite submitting the lowest price because they had poor references or a competitor offered a more appealing overall package. Including information on value- added services and knowledge can help a proposal stand out from the competition while demonstrating expertise, according to Stack. An effective RFP response will highlight references and showcase similar completed work. Experience and verifi able capabilities can make up for price differences. Clients want confi dence that the bidder they select will deliver the equipment on time and without issue. Even if a bid is not successful, there is still a lot of value that can come out of the process. Bid responses can serve as a knowledge base for future proposals, giving distributors a starting point from which they can build out the next response. Failed bid responses can also be analyzed to identify reasons why the business was not awarded a contract. The insights gained from that review can then be used to improve operations, identify opportunities to expand capabilities and understand how the company stacks up to competitors. Acting on those insights will not only make a dealer more likely to win future bids but can also help deliver better value to existing customers.
Clients want confi dence that the bidder they select will deliver the equipment on time and without issue.
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