“Boilerplate” refers to two things, which share one characteristic—neither has been tailored for the opportunity at hand . . . Continue reading“Term: Boilerplate”
Term: Bidder
Company or partnership or joint venture or consortium submitting a bid. Continue reading“Term: Bidder”
Term: Bid
Shorthand for proposal. Refers to both the document submitted and the process to develop it.
Term: Addendum
Supplemental information issued by the client during the response period. May include answers to questions submitted as well as changes to any RFP articles (for example, draft contract, response instructions, statement of work). See amendment.
The Fourth-most Important Thing in RFP Responses
Having a good price — often, the lowest price — is the fourth-most important thing in winning bids.
“What?!?” you (or your sales manager) cry. “Price can’t be fourth.” Continue reading“The Fourth-most Important Thing in RFP Responses”