Getting involved in federal procurement is a huge step for any small business. This can be a make or break process. If you really want to start out right and make it, you have to present that winning proposal. But in order to construct that proposal, you have to posses the skills that will enable you to ask the appropriate questions to get the needed information.

There are instances when you think that you already have things well-handled. You assume that your research is enough to be able to meet your federal client’s needs. But always remember that if it’s the RFP, myriads of questions are already formulated even before it’s released. This is much like probing your way to winning that contract. When you ask probing questions well, you will be able to know and understand your client’s requirements.

Questions to Ask

It may seem like a very light responsibility to ask questions because all you have to do is pose questions. But it’s in the questions you ask that you will be able to acquire your much-needed information. Your proposal will be your response to your client’s needs. Here are some of the necessary questions that will guide you in formulating your proposal questions:

1.       Customer understanding

  • What are your client’s preferences?
  • How does your client execute trade-off decisions?
  • How do they evaluate potential vendors before they make their choice?
  • Do they have good or bad experiences before?
  • What are the results that your client is looking for?

2.       Estimating

  • What should be included in the pricing?
  • What should be excluded in the pricing?
  • What are the possible assumptions?
  • What are the limitations that may influence the pricing?

3.       Competition

  • Who are your rivals?
  • Are there many or few rivals in the contract?
  • Will you be able to identify and categorize your competitors?
  • Can you identify their characteristics including strengths and weaknesses?
  • Can some of them team up with you?

4.       Strategizing

  • What do you have to do to win the contract?
  • What does the client need to know about you to choose you?
  • What does the client need to do to choose you?
  • What makes you stand out?
  • What is your client’s motivation?

5.       Writing the proposal

  • What could the client possibly ask about your proposal?
  • What could the client ask about you?
  • What could the client ask about your offer?
  • What is the client’s process of evaluation?
  • How can you help them in making their decision to your advantage?
  • Does your topic connect with the winning themes and strategies for the proposal?
  • How will you increase your score in the evaluation?
  • Will the client benefit from your proposal? How so?
  • If you are the client, would the proposal interest you?

6.       Going beyond compliance of RFP

  • Why did you exceed the RFP requirements?
  • Who exceeded the RFP requirements?
  • When did you exceed RFP requirements?
  • Where did you exceed RFP requirements?
  • What exceeded RFP requirements?

7.       Winning ahead

  • How d you acquire the advantage in the competition?
  • What do you need to ask to acquire the advantage in information?

8.       Proposal understanding

  • Who are the ones who play the roles of stakeholders?
  • What are the functional roles that require being included?
  • What information does each stakeholder need?
  • What data should you look for?
  • What kind of guidance do you need?

9.       Proposal review

  • Is the content plant depicted in the narrative draft?
  • If the narrative plant written according to the client’s POV?
  • Do you have to delete or add anything?

Anticipating the questions and the possible answers to them will really help you formulate that winning proposal. It’s in how you ask that the client will know how effective and efficient you are in determining and perhaps satisfying their needs. Never stop asking questions because only when you ask them will you be able to acquire the needed facts to move forward.

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