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Don't Touch the Client's Format

When a client sends you a 150-question RFP in their template, the answer goes back in their template. Every font. Every margin. Every table.

In enterprise sales, the client sends you their RFP template. Their fonts. Their formatting. Their structure. Their rules.

The moment you export your answers into a clean new document, you've told the client two things: "We don't follow instructions" and "We think our formatting is more important than yours."

Both messages are deal-killers. And most proposal tools send them by default.

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Don't Touch the Client's Format

The answer goes back in their template. Every font. Every margin.

The Architecture Series · 9 minute read · By Ed | Founder & CEO, DealiOS

In enterprise sales, the client sends you their RFP template. Their fonts. Their formatting. Their structure. Their rules.

The moment you export your answers into a clean new document, you've told the client two things: "We don't follow instructions" and "We think our formatting is more important than yours."

Both messages are deal-killers. And most proposal tools send them by default.

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