Technical proposal: 7 rules to make it a winner
The technical proposal often accounts for 40 to 60% of the score. Here is how to structure it to convince the buyer and score points on every criterion.
Mirror the structure of the scoring grid
Every scored sub-criterion should have its own dedicated section. The buyer must immediately find where you address each requirement. A poorly structured proposal loses points even when the content is good.
Be concrete and quantified
Replace generic phrases ("we make it a point of honour to…") with tangible elements: assigned human and material resources, schedule, indicators, service levels, examples of deliverables.
Provide evidence
Comparable quantified references, certifications, org chart, CVs of key staff: evidence reassures the buyer and lends credibility to your commitments.
Polish the form
Table of contents, clear headings, diagrams, Gantt schedule, visual identity: a professional, readable document makes scoring easier and conveys a sense of seriousness.