An executive summary is a critical part of your response to an RFP. Even if the customer does not explicitly request one, make sure you prepare it. The executive summary must address the decision makers’ decisive agenda. You must determine what their central concerns are ─ fast deployment, OPEX savings, increasing revenue, minimizing risk, or whatever the driving issue is that led them to issue the RFP ─ and convince them that you have the appropriate solution that will meet these concerns.

The executive summary is the only part of your proposal that will be read by senior management and by all of the evaluators ─ the people who make the decisions and the folks who deliver the recommendations. It should provide a clear and concise rationale for choosing your solution. The reader should be able to easily understand your proposed solution and the unique benefits you have to offer.