RFQ Proposal Package Builder

What it does

RFQ Proposal Package Builder converts an RFQ/RFP/tender spec into a sendable, priced, compliance-mapped proposal. It binds judgment to the named canon of the procurement/export domain and runs six frameworks in sequence:

1. Bid / No-Bid decision (Shipley capture model) — Not every RFQ should be bid. It scores 0–100 across five weighted axes (strategic fit, win probability/Pwin, margin health, deliverability risk, competitive position). <50 No-Bid (with a courteous decline + relationship-bridge draft), 50–69 Conditional, ≥70 Bid. A single axis at 1 (e.g. negative margin) raises a warning flag independent of the total.
2. Compliance Matrix / Requirements Traceability — Every "shall/mandatory/must" requirement becomes a row marked Comply / Partial / Deviate / Exception. In public and international tenders a single unmet mandatory clause is disqualifying, so compliance is a separate, exhaustive layer.
3. TCO / Landed Cost pricing (Incoterms® 2020) — It builds the buyer's total cost of ownership via an EXW→DDP cost bridge (inland freight, ocean freight + insurance, import duty, last-mile), not a bare unit price. Margin = (Price−Cost)/Price; never confused with markup.
4. Value-Based / EVC differentiation (Nagle) — Rather than racing on price alone, it quantifies the measurable net value delivered to the buyer (payment terms, warranty, reject rate, speed) versus a reference competitor and offsets the price gap with that value.
5. Win-Theme / Ghosting (Shipley proposal) — The cover summary carries three win themes aligned to the buyer's evaluation criteria, ghosting competitor weaknesses through the spec rather than attacking them directly.
6. CISG + Negotiation envelope (Fisher-Ury, Getting to Yes) — Validity + governing terms are a legal requirement; a walk-away / target / opening triplet (ZOPA/BATNA) enters the proposal as a hidden protection layer, with only the "target" shown to the buyer.

When to use it

When you hold an RFQ, RFP, invitation letter, tender spec or buyer demand list and need to turn it into a priced, sendable proposal. Also for pre-negotiation BATNA/target-price prep, competitive-quote benchmarking, or a "should we bid / bid-no-bid" decision. Audience: Sales / Export / Foreign Trade / Logistics / Procurement — the corporate/B2B bid desk.

Method / frameworks

The frameworks feed each other: if Bid/No-Bid passes → Compliance → Landed-cost → EVC delta → Win-theme packaging → legal close. Standard references: Incoterms® 2020 (ICC), ISO 9001:2015, Shipley Proposal/Capture Guide, CISG (Vienna Sales Convention 1980), TCO/Landed Cost & EVC (Nagle) and Principled Negotiation — BATNA/ZOPA (Fisher & Ury). On missing financial inputs the skill never fabricates a number: it applies a typical range + flag and records the forwarder/cost-desk verification it needs in gaps.