Top 3 Proposal Mistakes and How to Avoid Them

Aug 4
2 min read

Submitting a proposal for a contract or RFP opportunity is not just about showing interest. It is your chance to prove capability, fit, and professionalism. Unfortunately, many small businesses lose contracts not because of what they offer, but because of how they present it.

Here are the three most common mistakes that get proposals rejected and how to avoid each one.

Man in a blue shirt looks stressed, holding his head at a desk with a laptop in an office setting. Soft lighting, blurred background.

Mistake 1: Not Following Instructions

This is the number one reason proposals are disqualified. Buyers include specific formatting, order, and submission requirements for a reason. Skipping them signals carelessness or a lack of attention to detail.

How to avoid it: Read the instructions carefully. Use a checklist to confirm every section is addressed. Submit your proposal exactly as requested, including format, file type, and order.

Mistake 2: Focusing on Features Instead of Value

It is easy to list what you offer. The problem is that buyers care more about what your service or product will do for them. If you cannot show results, your proposal blends into the rest.

How to avoid it: Use the language of outcomes. Explain how your solution reduces risk, improves efficiency, or supports mission success. Share relevant past performance examples when possible.

Mistake 3: Submitting Generic Content

Procurement professionals can spot recycled content. If your proposal looks like it was copied and pasted from another bid without being customized, it signals a lack of effort.

How to avoid it: Tailor each response. Reference the buyer’s goals or needs. Match your tone and structure to the RFP’s language. Even small adjustments show you took the time to engage.