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Persuasive Business Proposals, 3rd Edition by Tom SANT

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15 Persuasive Answers to RFP Questions

REMEMBER THAT RFPS ALMOST NEVER IDENTIFY the business issues that underlie the proposal as a whole, nor do they indicate why a particular question is being asked. But those factors matter. You’ll improve your chances if you address both the business issues that underlie the RFP and the critical questions in particular. Simply “answering the mail” and providing factual statements is usually not enough.

Evaluate the questions being asked and divide them into three categories:

1. Pro forma questions: This is stuff they have to ask, but won’t make much of a difference to winning.

2. Tactical or narrowly focused questions: These questions often address infrastructure, technical, or contractual requirements, but ...

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