Tailored to Win: What Public Buyers Want Suppliers to Know Report

Go beyond meeting requirements. Understand what buyers value and what makes them choose one supplier over another.

A compliant response gets you considered. A tailored, evidence-backed proposal gives buyers a reason to choose you.

Based on research from 170+ public procurement professionals across the U.S. and Canada, this report explores what buyers value in supplier proposals, where suppliers commonly fall short, and what you can do to strengthen your next response.

What You’ll Learn Inside the Report:

• Make your proposals stand out. Discover what buyers say makes a proposal compelling and what separates a tailored response from a generic one.
• Avoid preventable compliance gaps. Identify the compliance requirements buyers consider essential and the common gaps that can weaken an otherwise strong submission.
• Build buyer confidence. Learn which qualifications, relevant experience, references, and implementation details carry the most weight with public buyers.
• Use AI without losing credibility. Explore where buyers see value in AI, where they have concerns, and what responsible use looks like in proposal development.
  See what buyers say separates a complete proposal from one that gives them a reason to choose you.