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Most of the information presented concentrates on written proposals, provided in response to a specification (which you might well have had to determine yourself through discussions with your prospect). The proposal may take the form of a simple letter, or be fully blown tender response. In my opinion, the simpler the proposal, the more likelihood of winning the business.

Proposals are often prepared in response to a Request for Proposal (RFP). An RFP is a formal request to vendors for a proposal of products and/or services, and will usually be some form of specification. The specification details what it is that the client requires of the supplier. Specifications are often written by external consultants.