Response: Plan to concentrate your proposal efforts on answering the most important questions.
If you can submit an Executive Summary, put extra work into developing a strong narrative that pulls together all the threads from the different questions and themes in the request.
In addition, spend time identifying, on an 80-20 basis, which are the most important questions for you to answer well. Look for the 20 percent of questions that:
• Involve the customer’s major issues
• Offer an opportunity to discriminate your offer
• Create a gap between the requirement and your immediately available solution
Allocate more time to answering these critical questions, inserting your strategic content in answers to the most relevant questions. Write shorter, more standardised responses to other questions, using boilerplate text if available.
More information on this subject is in the Shipley Proposal Guide – see QUESTION/RESPONSE PROPOSALS.