Blog · Tag
reading-an-rfp.
5 posts in this archive.
The scoring rubric on the first read of any RFP
Three minutes. Find the scoring paragraph. Note the page, the heading, and the weights. The habit that shapes the entire response — and why most teams skip it.
Reading an RFP like the procurement lead who wrote it
RFPs are procurement documents written by named humans with known constraints, drafted from templates reused for fifteen bids. Read them that way and the response writes itself differently. The canonical long version.
Reading the RFP the procurement lead actually wrote
RFPs are procurement documents written by named humans with known constraints, not sales documents. Read them that way and you respond 40 to 60 percent better. A preview of next week's pillar piece.
The compliance matrix you wish existed (Part 2 of 4)
The compliance matrix is the most consequential artifact in proposal work, and the one most teams build too late. Part 2 of Reading an RFP — what it is, how to build one in 30 minutes, and why it usually doesn't get built.
What 'reading an RFP' actually means (Part 1 of 4)
Reading an RFP isn't reading. It's six discrete passes — scope, compliance language, evaluation rubric, timeline and addenda, procurement signals, deal quality — each producing its own artifact. Part 1 of a four-part series.
See the proposal workflow
Take the 5-minute tour, then start a trial workspace when you're ready to run a real pursuit against your own source material.