Bredemarket and proposals, part two: sole source responses

This is the second post in a series that discusses the proposal services that Bredemarket can provide. A previous post described Bredemarket’s RFx response services. This post describes Bredemarket’s sole source response services.

Excerpt from https://bredemarket.files.wordpress.com/2022/02/bmtprop-20220221a.pdf

The need for sole source response services

The nice thing about sole source responses is that you’re (usually) not competing against anyone else, and therefore have the customer’s full attention. In some cases, the customer has specifically asked you to prepare a proposal. In other cases, you provide an unsolicited proposal to the customer.

Of course, a sole source proposal needs to respond to the customer’s requirements. Obviously the customer hasn’t provided you with a written Request for Proposal, but perhaps the customer has provided some written or verbal list of what is required. And if the customer hasn’t provided you with this information, ask. There’s no point in proposing a 1,000 record fingerprint system when the customer really wants a 10,000 record face system.

In addition, a sole source proposal has to be customer centric, just like a formal RFP response. Far too many sole source proposals spend an inordinate amount of time talking about how great the proposer is, and little or no time talking about what the customer needs.

Bredemarket’s solution for sole source response services

Once I understand what the end customer needs, and what my client can offer to meet the end customer’s needs, I can help the client come up with a story that resonates with the end customer. In some cases, the client already has a proposal library that describes its standard products and services that can be used as a starting point. Remember, however, that standard text often has to be massaged to meet the needs of a specific client. Even when I’ve created a proposal template for a client (foreshadowing a future post in this series!), I’ve often found that the template text needs to be modified a bit when it’s placed in a final letter to a client.

In all cases, my sole source proposal services are similar to my content marketing services in one respect; they are collaborative. Both my input and my client’s input is essential to ensure that the final product makes the case to the customer.

Do you need Bredemarket’s sole source response services?

If I can help you with sole source responses:

And now those who paid attention to my foreshadowing know what I’m going to talk about next

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