Compliance and Responsiveness

Question 1

This is the act of meeting stated customer requirements

Answer 1

Compliance

Question 2

It meets customer requirements and submittal instructions, answers customer questions and addresses specification to the letter.

Answer 2

Compliant proposal

Question 3

It addresses customer goals, underlying concerns and key customer issues and values that might not be spelled out in the solicitation

Answer 3

Responsive proposal

Question 4

Understanding your customer’s state and implied needs and addressing them in your response.

Answer 4

Responsiveness

Question 5

A list of specific customer requirements, often splitting complex, multi-part requirements into sub-requirements. It also helps proposal manager and internal reviewers verify that the proposal meets all requirements.

Answer 5

Compliance matrix

Question 6

A systematic series of scalable actions or steps

directed to winning bids.

Answer 6

Proposal process

Question 7

A framework for content and organization based on
customer requirements. The outline may be
annotated to show writing responsibilities and page
allocations or limits.

Answer 7

Proposal outline

Question 8

It is a derivative of the compliance matrix. It is a roadmap for evaluators, pointing to specific proposal responses for each compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have addressed each of the solicitation.
requirements.

Answer 8

Response matrix