Your company makes money by providing outsourcing services to your clients. The more your workers are utilized and the less time that seats or systems sit idle, the more money your company makes. However, what does it take to win business in this globally competitive world? How does your company compete in this vast marketplace with the likes of Accenture, Infosys and Wipro? It begins with getting in front of prospective buyers, and presenting not only the most economical vision, but one that is compelling and telling of your knowledge of their particular need. In short, are you clearly communicating a solution that offers exactly what they need?

Here are a few pointers, from RFX responses to face-to-face meetings:

1. The RFI. First of all, the RFI is issued as a preliminary RFP. Generally speaking, the RFI is issued to multiple, if not many, companies, often as a means of gathering market intelligence as to potential service offerings. Thus, participants will be many rather than few. A best practice in terms of RFI response is a concise (i.e. brief) response - answer the question as it is specifically asked - further elaboration is for the RFP.

2. The RFP. As previously advised for best practice RFI responses, RFP responses should also be concise and to the specific point of the question. Your answers should reflect that your company understands not only the specific challenges and needs that the buyer has, but that you understand the solution. If pricing is requested, then provide pricing, and at the requested measurement. For example, if per transaction pricing is requested, then do not provide FTE pricing. Further, respond to all questions and documents included in the RFP, and in those instances where your company is unable to agree to specific language, propose alternative language that illustrates your reasonableness to any given issue.

3. Presentation. Often, RFP recipients will be asked to provide a presentation as to the proposed solution. Here is where even the most compelling solution can be lost. Your presentation of the solution is critical - it is unwise to believe that every pair of eyes and ears sitting through your presentation have actually read and understood your solution. A strong presentation will be given by a small (confident, but not arrogant - particularly relevant for an incumbent vendor) team (of no more than six people) will be direct and always answer to the challenges and needs spelled out in the RFP. Upon debrief after your presentation is over, the company should feel confident not only in your abilities, but in your ability to understand their needs. And finally, provide printed copies of your presentation.

4. Follow-up. Answer all follow-up questions promptly and once again, concisely. The impulse here is to answer these questions by providing a wealth of information that, although valuable, is often difficult to decipher on the part of the company. What may be overwhelming may be construed as your company’s inability to understand or solution the problem, particularly when time constraints (e.g. implementation or transition) may be a factor.

A well-crafted response to RFX, and a well-crafted and well delivered presentation, coupled with solid pricing and of course, most importantly, a solution that is thoughtful and able to be implemented in the appropriate timeframe, is more valuable than just the name of your company. Speaking to such topics that resonate with your audience, as well as for your own company, such as schedule adherence, recruitment, training programs, productivity enhancements, quality programs and disaster recovery, is invaluable. The buyers of your services are looking to you as a vendor partner, as an extension of themselves and in many cases, a replacement for themselves. Present to your buyers that your company is just that. Just do it concisely.