Business Development Playbook

be sure to include the marketing department on any responses to rfp/rfq requests.

Proposals (also see Section 4: Marketing Resources) When writing proposals, make sure that you are providing the client the scope of services that they want or need. In addition, keep in mind that if there is a fee proposal that accompanies, the Scope of Work, these need to be consistent – don’t over-promise in the Scope and then not include commensurate fee. When responding to solicitations, be sure to look at the evaluation criteria and address each of those points adequately, and arrange the response in the order that the items in the solicitation were requested (or in order of the selection criteria). • Use Deltek to open Opportunities and convert to Proposals • Writing Style – be sure to use a consistent, professional writing style • Marketing Assistance – our Marketing department can be a valuable resource. For any RFP/RFQ responses, involve Marketing from the start by requesting Marketing Assistance in CRM when entering the opportunity.

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Business Development Playbook