What does this mean for our sales effort? Answer #3

we need to differentiate between opportunities where we are acting to the customer's request for a proposal and opportunities where we are offering a solution proactively. When we submit a proposal in response to an RFP, we must recognize that our first job is to avoid elimination based on some arbitrary or trivial issue. That means following directions carefully, answering all of the questions and requirements, and making our compliance to the bid as obvious as possible. An effective tool in this area is the compliance matrix, a table in which you list each of the client's requirements, give your level of compliance with that requirement, and possibly offer a brief comment or explanation.