Winning a federal contract usually means responding to an RFP—and the contractors who win treat the RFP as a checklist, not a sales pitch. Score every requirement, answer every factor, and submit on time. Here is how.
RFP vs. RFQ vs. RFI
- RFI (Request for Information) — market research; no award, but gets you noticed.
- RFQ (Request for Quote) — a price request, common for simpler or smaller buys.
- RFP (Request for Proposal) — a full proposal scored on multiple factors.
How to respond to a federal RFP
- Read the entire solicitation, especially Sections L (instructions) and M (evaluation factors).
- Build a compliance matrix—list every requirement and where you address it.
- Write to the evaluation factors, in the order they are scored.
- Include relevant past performance and a clear technical approach.
- Price competitively and check it is fair and reasonable.
- Proofread, assemble exactly as instructed, and submit before the deadline.
Find RFPs in the first place using our guide to government bids, and see the full journey in how to get government contracts.
Understand Sections L and M
Section L tells you how to write and format the proposal; Section M tells you how it will be scored. Winning proposals mirror Section M factor for factor. Unsure on terminology? Our contracting glossary helps.
Why proposals lose
- Missing a requirement or submitting late (automatic disqualification).
- Generic content that ignores the evaluation factors.
- Pricing that is not justified or not fair and reasonable.
Frequently asked questions
What is the difference between an RFP and an RFQ?
An RFQ asks mainly for pricing on a defined need; an RFP asks for a full proposal scored on technical approach, past performance, and price.
How long do you have to respond to a federal RFP?
It varies by solicitation—often 15 to 45 days. The exact due date is stated in the RFP, and late submissions are disqualified.
Want proposal help? Book a free discovery call. — Reviewed by the GSA Focus team.
