5 Tips for Winning RFQs
Get your SOQs moved to the top of the top of the stack starting now by implementing these five tips to improve your SOQs and add value as a marketer in your firm.
Sharpen your firm’s competitive edge by homing in on the owner’s hot buttons.
What matters to them? What are their major concerns or worries? Speaking to these issues will help you craft stronger responses.
Craft compelling project descriptions that demonstrate to your team’s capabilities.
When working with technical staff to develop a project description, if they start to complain a bit about the project, let them talk! Listen carefully, take notes and see if you can determine project challenges and how the team provided solutions.
Use the right medium to make it easy for the reviewer to get the most important part of the message.
Is narrative the best option? Would a graphic or table be more effective, memorable or eye-catching?
Highlight your competitive advantages.
Identify your competitive advantages by answering the question “what will the owner miss out on if they don’t select my firm?” instead of “what makes my firm unique?”
Spend the time to create an accurate organizational chart.
Reviewers place a lot of stock in organizational charts. Make sure yours is correctly represents the management of the project team. Also, in this case, an “outside the box” design can work against you by making the reviewer work harder than needed.
