how do you score?

Evaluation criteria for RFPs will typically score responses on a scale such as: 0 = did not respond or does not comply;  1 = responded but only partially complies; 2 = complies in full; 3 = exceeds our requirement; 4 = exceeds our requirement and explains the benefits to us. Winners are therefore not just those that meet a customer's requirements, nor even those that exceed them. The winners are those that make the effort to demonstrate they can take the customer further than they expected; the highest scores show knowledge of the opportunity for your customer and how to help them achieve it. In a competitive bid you must go the extra mile; you must be better.