Mention the words 'compliance checklist' to a bid writer and you're likely to be met with a series of sighs and groans. No-one actively seeks out this peculiarly soul-destroying administrative task for pleasure, but a great checklist can make the difference between winning and losing. Also known as the compliance requirements list, or requirements checklist, this document forms the foundation of your response as it works out how points will be allocated by the evaluator, and keeps your bid writing on target for a successful outcome.

Even if the bid writer doesn't have a formal bid request in hand to shape their compliance requirements, it's still important to draft a checklist to make sure you cover off all the required information to produce a good document. Compile a list of the client's requirements from all available sources including media updates, industry awareness, telephone conversations and prospect file notes to make sure you cover off all their requirements, pre-empting any particular win themes which could be included.

When you do have a formal bid request on the table, it makes compliance immeasurably easier to achieve. List your understanding of the requirements based on the introductory information supplied by the client in the first instance to provide the foundation for your checklist. From there, you can go on to verify your list and add to it as a result of the clarification process with the client, the Q&A sessions, telephone conversations and any subsequent amendments to the bid. Finally, going through the actual bid questions provided will give you a great deal of insight in to the requirements of the client, either stated directly or inferred through the nature of a question.

Once you have your draft checklist in place, you can prioritise the list by categorising and weighting each win theme which has been identified, making the writing process much more structured towards gathering points for approved responses.

Often, it's possible for the bid manager to have a hand in the influencing of compliance requirements, for example through preliminary discussions with the client which can assist in scoping and defining the proposed solution. In this case, it's much more simple to understand exactly what is required by the time it comes to writing their bid document, as you have helped to shape the proposition. Where possible, engage the prospect before the bid is submitted and responses are requested, so that you can align the requirements of the bid with the various strengths and competencies of your company.

Finally, having a strong, proven compliance checklist template to hand before you begin the bid writing process will support you to identify areas which need to be included, and operate as an ongoing reassurance that you are writing in line with the prospect's expectations.