In part 1 of this 3 part series I will discuss the fundamental differences in the types of information requests we receive from potential clients and how to process that information so that you can both qualify and respond to those requests in the proper manner. First let’s discuss the three types of requests and the differences between them.
These types of requests are usually limited to the following purpose:
An RFI can be used for obtaining a consensus on the prevailing rates of developers and designers. This could also be used as a way to qualify a pre-determined pool of prospective companies that the client wants to approach later once they have put together a full requirements document. Think of this as a first impression. When you respond to an RFI you do not need to have any fancy type of documentation or need to “sell” your company at this point. All they want to know at this point is a company history, basic qualifications, services offered, and standard hourly rates.
An RFQ usually has the following characteristics:
An RFQ can be used when the client needs a more rough idea of what a project is going to cost so they can obtain project funding and set budgetary goals before investing time into a formal proposal process.
An RFP the type of request you are probably the most familiar with. The RFP can include the following:
So how do you qualify an RFP to know if it’s really worth your time to put together a proposal? Since RFP’s are usually the most detailed type of request they will include some key indicators that you should look out for and investigate. The following are some primary things you need to know when you receive an RFP:
Next month we will discuss Part 2 of this series and continue with the topic of the proposal writing process. I will discuss how to increase your chances of being the vendor of choice and how you can step up your game to move away from the “amateur” image to the “professional” image you’re reaching for.
See you next month!
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