RFP Writing Tips for Better Construction Sales Numbers

Is your company profiting off of the government construction sector? Each year, the government awards over $400 billion in construction contracts.

The vast majority of government construction is funded by state and local governments. Construction projects at the state and local level account for roughly 75 percent of the awarded value.

Federal construction projects make up the remaining 25 percent. However, President Trump has proposed a $1.5 trillion infrastructure project that would create new opportunities across the country.

One of the keys to winning a government contract is the Request for Proposal (RFP) package. Read on for RFP writing tips to improve your company’s odds of winning a government contract award.

Carefully Read All Government Documents

There are two critical documents to consider when writing an RFP package. The first is the solicitation, which provides detailed instructions for potential offerors.

The solicitation lays out the contract line items and important contractual clauses. In addition, this document informs industry how the RFPs are evaluated. For example, there is a cost section that details what cost and pricing information should be included in the bid.

The second document is the Statement of Work (SOW). The SOW defines the scope of work. The type of information found in a SOW includes the period of performance and technical requirements.

Any applicable drawings are called out in the SOW as well. Lastly, contract deliverables such as plans and reports are included in the SOW.

In addition to the solicitation and SOW, there may be other documents attached to the RFP. In order to submit an acceptable RFP package, it is critical to carefully read and address each document.

RFP Writing Tips

Completely addressing the solicitation and SOW is the tip of the iceberg. Your company’s RFP package needs to stand out amongst the competition.

First and foremost, your company must prove they can successfully perform the work on schedule and budget. One way to do this is to emphasize your team’s experience.

Typical resume buzzwords are not going to cut it. Instead, the resumes should be tailored to the construction effort at hand. For instance, foreman candidates should highlight experience on similar efforts.

This writing principle extends to the RFP itself. In order for the government to have a high degree of confidence, evaluators need written verification that your company has performed similar work.

To meet this standard, lay out specific details of similar projects. These details should include the customer, date the work was performed, and contract number. In many cases, the government requests a point of contact for your references.

Technical Approach and Past Performance

Two elements that will be evaluated by the government are technical approach and past performance. For the technical approach, you must clearly define how your company plans to meet the construction requirements.

On the past performance side, the government will ask for details on prior contracts. If your company has any negative marks, make a significant effort to explain what went wrong and how you plan to fix it for the next job.

Wrapping It Up

Winning a government contract leads to new opportunities and long-term success. These green pastures cannot be reached without a strong RFP package.

Failure to address a SOW requirement could result in a rejected bid. If you are looking for RFP writing guidance, please contact us for assistance.

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