Page 239 - Writing Winning Business Proposals

Points Your
Evaluation Criteria Possible Proposal

This consultancy has established the foundation for a good
working relationship.
‡ They understand our internal sensitivities.
‡ They can work with our people. 15
‡ They can and will do what they say they will. 15
‡ They have been responsible, reliable, and responsive.
‡ They tailored this proposal to our situation, avoiding
boilerplate.

They understand our situation.
‡ They clearly understand our problem or opportunity.
‡ They know how this situation developed and how it
affects us. 15
‡ They understand the key questions we need to answer. 15
‡ They understand our issues within a larger
business/industry context.

They clearly understand the project’s overall objective(s).
‡ The objective(s) expresses our desired result(s) (e.g.,
insight, a plan, and/or an implemented plan) at the end of
this project. 15
15
‡ We understand how the objective(s) relates to our
problem or opportunity and to the benefits we will receive
from achieving that objective(s).

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FIGURE 14.7 Rating Guide for Proposals, p. 1 1
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