As a BSC, you receive numerous RFP's that provide you with opportunities to capture new business. Building a winning RFP response is much more involved than just answering a few questions about service and price. In today's competitive environment, building a winning RFP response will require a complete understanding of the client's requirements. The BSC must be able to demonstrate a firm grasp of those requirements very early in the RFP response process. This will begin with the initial walk-through.

The Walk-Through - It Begins Here

The initial walk-through should be treated as much more than just an informal stroll through the client's facility. When done properly, the walk-through can provide the foundation for the creation of a winning RFP response. Your initial inspection of the client's facility can set the tone for the rest of the bid process.

First-Hand Requirements Gathering

The initial walk-through will give you intimate exposure to the client's facility. It will provide you with a first-hand view of the scope of work that you will be bidding on. But, taking full advantage of this opportunity requires some basic walk-through fundamentals. Those would include:

• Ask applicable questions: Your questions will likely vary a bit depending on facility type, facility condition, flow of conversation, etc. But, there are few staples to consider:
• What areas does the client want you to clean? Are there areas that will not be included as part of your cleaning service?
• What are the client's top few high-priority areas?
• What have been some of the problem areas or complaints about previous cleaning service providers?
• Cleaning frequency (daily, weekly, etc.)?
• What time of day/night does the client want you to provide service?
• Be Observant: Be alert and observant as you go through the facility. Pay attention to details such as: flooring types and condition, areas that appear to need heavy cleaning, high-traffic areas, condition of restrooms, etc.
• Use technology to your advantage: Using digital technology to capture information during the walk-through is not only more efficient, it will also impress the client. Using your smart phone or pad device to take photos as you walk through the facility will allow you to capture important detail for future reference. You can also use a voice recording app to record notes and discussions.
• Exhibit confidence but not arrogance: Show the client that you have the confidence and experience to get the job done. Being timid and reluctant to ask or answer questions will likely raise doubts in the mind of the client. However, it will be important to not toggle over into arrogance. Give the client a sense that you understand his unique requirements and avoid making him/her feel as if you are minimizing their concerns.

You worked hard to get those RFP's. Building a winning RFP response requires a firm understanding of the facility and the client's requirements. A successful walk-through can be the first step to winning that business.