For an RFP process, in order to build competence, you have to do a good good job from the beginning. When vendors submit their written proposal, we usually whittle it down to two or three before we start negotiating terms and conditions. I had one vendor over two years ago who bid on a budget tool implementation. On a Monday morning we found piles of paper just wrapped in rubber bands and put in an envelope! It gave us a sense that they didn’t take it seriously, you know that it’s not worth it. So for one, it has to be legible to gain points with us. We also allocate 5-10% compliance bidding on the right topic. Being legible and structured wins you points: text and graphics are better than text and bullet points. After so many years, I can flip through one and within three minutes have a take of how well this RFP proposal is done. Presenting a unified team is also important when bidding. I had an interesting interview with a vendor making me think they were in a divided team. My management team and me was shocked. People do not realize what impact they were making if they are not presenting a unified team as it’s related to the confidence factor.