How to Win Your Next Construction Proposal

We all know that there is no absolute way to win every construction proposal. Whether you have the lowest costs or the best value proposition among your competitors, there is still no guarantee. However, you can increase your chance of winning when you focus on the right areas.

Here are the key areas you should focus on to improve the effectiveness of your construction proposal:

1. Use a Go/No-Go Process for every Construction Proposal

Do not just bid for the sake of bidding. You should assess if the project is a good fit for your firm and team. You can bid on every proposal when your firm has the expertise for all types of construction sectors. But if you have niche expertise, it is best to stick to those kinds of construction projects. Your firm can also check their “bid-hit” ratio to know the types of clients and opportunities they are likely to win and focus their efforts on responding to these RFPs.

Another vital question to ask is whether your firm has a chance of winning against the current set of competitors? You can’t just solely rely on your competencies in the bidding world. You need to ask the question, should your firm bid if 15 companies are submitting as well? These sorts of questions and thought processes help you realize if the project is worth your effort and time. If not, move on and dedicate your energy to finding suitable construction pursuits for you and your team.

2. Understand the Requirements of the Request for Proposal

Sometimes the ones who win construction proposals are not the best contractors but the most compliant. Whether you are pitching to a client or a general contractor, start by understanding their RFP requirements. Construction RFPs contain valuable details, such as a list of requirements, proposal format, price ceiling, timeline, compliance, and evaluation criteria. A good grasp of the client’s prerequisites is the foundation to writing a winning proposal.

Once you understand the nuts and bolts of the project, the next step is to determine your client’s pain points. This way, you can show your clients you genuinely understand their projects and challenges and have solutions to address them.

3. Write a Compelling Construction Proposal

Start by identifying if the client provided a response format in the RFP. If they do, make sure to follow it diligently. If not, use the evaluation criteria to structure your proposal. Typically, proposals consist of seven essential sections – the Executive Summary, Company Profile, Understanding of the Requirements, Methodology and Proposed Solution, Team Structure and Profiles, Experience and Case Studies, and Finance.

When writing, use the same terms that the client did in the RFP. It makes your proposal easier to read. The client already knows this vocabulary and will readily identify with it. Using the client’s terminology also shows that you’re paying attention to them. Keep your writing simple as well, avoiding unnecessary jargon, cliches and complex sentences.

Always write in an active voice to keep your writing more engaging and use the third person point of view when you speak about yourself or your company. Spelling and grammar are critical as well. Having a flawless proposal demonstrates your thoroughness as a team and how carefully you prepared the response.

4. Create Professional-Looking RFP Responses

A winning construction proposal is easy to read and understand. Clarity is vital, and the layout of your proposal can either enhance it or detract from it. To avoid the latter, use a table of contents for easy reference.

You may also incorporate some creativity into the look and feel of your proposal layout. An impressive graphic template can instantly interest a reader. This also means that fonts, font styles and spacing have to be consistent throughout.

If these tips seem daunting and too much work for you, we can help. We have a team of professional proposal writers, graphic designers and managers that can help you prepare your response for construction RFPs. Contact us today to learn more about our proven methods of winning construction proposals.