Deconstructing RFP Questions
When someone steps into the bid and proposal profession, they’re often overwhelmed by tools, templates, deadlines, and acronyms. But if I had to pick just one foundational skill to focus on early, it would be this:
How to deconstruct RFP questions.
RFP questions are often multilayered. What looks like a single question can actually contain several distinct questions wrapped into one. Once you’ve deconstructed the question, you put yourself in a much better position to maximise points and to get better quality feedback after submission.
Here’s an example from an RFP I received a few years ago:
“Describe how you source and vet the resources required to deliver the services in the selected Lots, including an estimate of the proportion of work delivered in-house versus externally, and how you ensure all resources meet the required standards.”
At first glance, it seems straightforward but it’s actually asking for at least four things:
- How do you source the resources (for each Lot)?
- How do you vet the resources (for each Lot)?
- What proportion of the work will be delivered in-house vs externally?
- How will you ensure all resources meet the required standards?
That’s four separate questions (possibly more depending on the specificity of the Lots) and each one requires a clear, structured response. I often recommend using subheadings (if allowed) to show the evaluator that you’ve understood and addressed every part.
What about you?
What’s the first skill you think every new bid professional should master, and why? Please do join the discussion here.
Written by Ben Hannon