Talent Development Centre

Surviving the RFP Process

Melissa Bryanton By Melissa Bryanton,
Proposal Manager at Eagle

Surviving the RFP ProcessA Recruiter has contacted you to discuss a new opportunity they are working on. The Recruiter goes over the qualifications their client is looking for and it sounds like a great match for your skillset. You start to get excited and then you hear the Recruiter say “RFP” and “government client”. If you have gone through the Request for Proposal (RFP) process with a staffing company before, you may understand what you are getting yourself into. If not, you are in for an interesting ride full of red tape and unexpected twists and turns.

Any independent contractor that has undergone the rigorous process of having their profile presented in a formal proposal knows that this is no easy task. A good professional staffing company should have a Proposal Team to help guide their Recruiting colleagues, and in turn, their candidates through the RFP process. Here are a few words of friendly advice from the Eagle Proposal Team if you are interested in entering the world of government contracts and are asked to prepare your resume for a proposal:

  • The long haul – the RFP process will be lengthy for you, the candidate, and for the Recruiter. Pulling together the proposal will take a lot of time and effort on both sides. Then you will wait, and wait, and wait some more for the client to evaluate all of the proposals and finally award a contract. This often takes months rather than weeks. Try to be patient and trust that your Recruiter will provide updates as soon as they receive any news from the client.
  • Form an alliance – Remember that the Recruiter is on your side and will do everything they can to help you win. So when they ask you to be more specific when describing your experience, or re-write parts of your resume, it is because they believe you are the right fit for the role and they want you to get the job!
  • Ask questions – If the job qualifications do not make sense to you, ask your Recruiter for clarification. If the Recruiter also finds the requirements confusing, they can have questions submitted to the client to get a better understanding of the qualifications.
  • Mandatory = Must Have. No Exceptions – Understand that if a qualification is referred to as Mandatory that it must be met. Government clients use Mandatory Requirements to quickly disqualify candidates during the evaluation process. The Recruiter will work with you to draw out the specific details the client will be looking for in your resume. The Proposal Team will conduct a second-level review of your resume and identify any areas where the resume requires more specific detail.
  • Honesty is key – Most RFPs include Point-Rated Criteria in addition to the Mandatory Requirements. Be honest with your Recruiter when comparing your experience to the Rated Criteria and assigning yourself a score. Again, any experience claimed has to be validated and will be reviewed by the Recruiter and the Proposal Team before your resume is submitted as part of the proposal.
  • Less is more (sometimes) – Now that you have been asked to edit, re-write and add to your resume and make everything as detailed as possible, here is a curve ball – a 40 to 50 page resume does not benefit you or the people reviewing it. If you have several projects that you worked on concurrently, keep the stronger ones that closely match the requirements. If the role you are being proposed for only calls for a maximum of five years within the last ten years, drop any projects that are more than ten years old. Cut your resume down as much as possible while leaving in the relevant detail and projects that demonstrate how you meet the client requirements.

The government RFP process is unique and demanding. Always remember that your Recruiter and their Proposal Team are there to support you throughout the process. Buddy up with your Recruiter and settle in because it’s going to be a long race to the finish line!

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