| What Architects, Engineers and Construction | | | | Tip # 4 Pick two stars in house. Star number one |
| Companies Need to Know by Leslie | | | | is the person most likely to impress the selection |
| McKerns--McKerns Development | | | | committee with the absolute dead-on qualifications |
| In a previous article, Top Secrets to Great | | | | and relevant project know how. Make that person |
| Teaming, I wrote about the importance of having | | | | come alive by re-writing their resume to show |
| all the essential documents you need for an RFP | | | | specific and relevant expertise to this project. |
| proposal, and how to make sure they reach the | | | | Star number two is the outstanding architectural, |
| right people. In this, 5 Top Secrets to Winning the | | | | engineering or construction project that |
| Bid, I'll share some secrets to winning that bid. | | | | demonstrates your exact relevant expertise. Turn |
| Tip # 1. Make sure you use all the real estate | | | | this project into a case study showing what the |
| given to you. Use the cover to promote your | | | | primary project goal was, the main concern and |
| firm and leave the name of your firm front and | | | | issues (time, money, site difficulties) and how |
| foremost in their minds. Use an outstanding color | | | | your architectural, engineering or construction firm |
| to make a strong visual impression and have the | | | | solved those issues. Quantify your results in |
| name of your firm large enough to be seen as it | | | | dollars and time. |
| sits on the table in full view of the selection | | | | Tip #5 Pick a star to team with. Here is your |
| committee. I understand--you usually design a nice | | | | chance to bring a consultant to your RFP team |
| cover showing their project and their project | | | | with an impossible-to-resist charm. The world is |
| name, while your petite logo sits quietly in the | | | | open to you here--if you have met the point |
| corner. Why is this wrong? Because they already | | | | criteria elsewhere, this person is your freebie. Pick |
| know about their project--their name, their site | | | | someone that brings something irresistible to the |
| and logo-now they need to see yours. It is a | | | | table and make sure the reason you chose that |
| subliminal message with an association that sticks | | | | person is clear. Consider using client testimonials |
| strongly in their minds and is fully visible as they | | | | that can be pulled out magazine style. |
| review the choices. | | | | Have you overlooked anything? |
| Tip # 2. Use the cover letter as more than a | | | | Sure. You need an independent review. Ask the |
| pleasantry saying nothing. This is your first chance | | | | reviewer the following: |
| to show what the RFP or RFQ asked for and | | | | Have we shown what our firm and team brings |
| how you meet that need. This is your opportunity | | | | to the project that will make this proposal land at |
| to use bullet points and checklists to hit home | | | | the top of the heap? |
| why your firm is the specific and outstanding | | | | Have we demonstrated that we have researched |
| choice for this project. Your letter of interest | | | | the project needs, shown our understanding of |
| must go beyond the usual boilerplate including your | | | | the concerns and issues and listed specific and |
| years in business and awards. Your generic | | | | unique abilities that will meet those needs? |
| expertise is what got your architectural, | | | | Have we demonstrated our relevance to the |
| engineering or construction firm pre-selected. Now | | | | construction project with similar case studies, |
| you must clearly show that what you have done | | | | targeted resumes and verifiable results? |
| before is relevant, and that the knowledge you | | | | Have we customized our RFP response materials |
| have of their project is specific enough to make | | | | to be outstanding at meeting the RFP? |
| them see your firm as the only logical choice. | | | | Will the judges clearly see our RFP or RFQ |
| Tip # 3 Design a theme to your submission. The | | | | response as 'canned' or custom? Are our graphics |
| central theme should be built around why your A | | | | clearly excellent? |
| E/C firm is right for this project. Everything you | | | | If the answer is no, or just maybe, your proposal |
| do or say about your projects and people in this | | | | is still in its infancy. Make sure you give it legs and |
| proposal must revolve around this theme. | | | | get it walking strongly to the finish line. |