Confluent Forms LLC, located in Easthampton MA, is a boutique branding, graphic design, web design, web development, Blogger development, and PHP/MySQL application development firm providing services to customers from the Fortune 100 to local non-profit organizations and academic institutions. Serving Western Massachusetts and beyond.

Why did my sales proposal lose? Conducting a RFP post-mortem

Why did my sales proposal lose?"
The most common factors for a proposal (RFP response) losing are:

  • Pricing (too high, too low, or didn't adequately justify)
  • Less than ideal fit (perhaps they were looking for a specialist)
  • Requirements not met (many government proposals are rejected for being non-compliant)
  • Existing vendor re-signed (they were playing the field, but already had a vendor in place that needed to be beat)
  • Failure to fully explain your value proposition

The harsh reality is that more often than not your proposal will not win the project during a Request for Proposals. You won't win 50% of the time, and you might not win even 25% of the time. If you don't have a thick skin when it comes to rejection you might want to consider a different business.

But if you're willing to do some introspection and take a hard look at your proposals, you might discover some insight into why you've been losing.

Burn your feed and distribute it widely

Lets be honest; when we write blog articles we do so because we want people to read them. And not just a few people, we want as many readers as possible. The challenge in today's online content realm is that you can't rely on your audience always coming to you, there are simply too many other things fighting for your viewers' attention. So instead of being reliant on your visitors coming to you, you need to incorporate strategies that push your content to your audience and, if they're interested, deliver your content to them whenever you publish.