EP010: The Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek
The fastest way to lose a bid is to annoy the evaluators! I recently conducted an informal poll, asking several RFP buyers the following question: What is your biggest pet peeve when it comes to RFP responses?
Today, I’m sharing their answers, discussing the Top 5 RFP Evaluator Hot Buttons. I explain the danger of including more or less information than the questions require, describing the evaluator’s challenge in comparing proposals. I also address how common it is for evaluators to receive proposals that fail to follow instructions and how you can avoid this particular pitfall.
I offer advice around keeping evaluators happy by being solution-focused, simplifying your responses, and truly answering the questions posed in the RFP. Listen in for insight on writing responses with the evaluation criteria in mind and learn how to build a review period into the proposal process!
The Top 5 pet peeves of RFP evaluators:
1. Including more/less than asked for
2. Not following instructions
3. Too YOU-focused
4. Making it hard to evaluate you
5. Answer the damn question
How answers get lost when you include too much information
Lisa’s advice around completing and signing forms in advance
Why evaluators prefer a solution-focused approach
How to demonstrate that you meet/exceed each requirement
The value in keeping answers simple, succinct and to-the-point
How to use a template to address ALL parts of a question
The significance of recognizing the evaluation criteria
How the evaluation criteria and RFP questions may not match up
How to write for evaluators with different levels of technical knowledge
The importance of building a 48-hour review into the proposal process