How to Read an RFP Like a Pro: The 10 Most Important Sections to Skim First
If you’re new to government contracting, Requests for Proposals (RFPs) can feel like reading stereo instructions written in legalese. And when you're juggling operations, BD, and proposal prep, you don’t have hours to dissect every word of a 60-page solicitation just to find out it’s a bad fit.
Good news: you don’t have to.
Here’s how the pros skim an RFP to quickly size it up—pass or pursue—without getting lost in the details.
Step One: Think Like a Screener, Not a Scholar
Before diving in, know this: you’re not trying to understand every nuance yet. You’re screening for deal-breakers. If you don’t meet a key requirement, can’t hit the deadlines, or the scope doesn’t fit your core NAICS code, stop and move on.
These are the 10 sections to skim first—and what you’re looking for in each.
1. Cover Page & Notice Section
Why it matters: The cover or notice usually tells you the solicitation number, title, agency, and NAICS code—immediate clues to eligibility and fit.
Scan for:
Due date
Contract type (e.g., IDIQ, BPA, firm fixed price)
Set-aside type (e.g., 8a, SDVOSB, WOSB)
NAICS code for government contractors (Does it match your primary or secondary codes?)
2. Section C – Statement of Work (SOW) or Performance Work Statement (PWS)
Why it matters: This is the meat of what the agency wants.
Scan for:
Type of services or products required
Key deliverables and timelines
Does it align with your capabilities and past performance?
3. Section L – Instructions to Offerors
Why it matters: Tells you how to structure your proposal—and how much work is involved.
Scan for:
Page limits
Volume breakdowns
Required content (resumes? technical plans? past performance?)
Any red flags like extensive staffing or niche technical approaches
4. Section M – Evaluation Criteria
Why it matters: Tells you how you’ll be graded.
Scan for:
What matters most: technical, past performance, price?
Is it best-value or lowest-price technically acceptable (LPTA)?
Do you stand a chance of scoring high here?
5. Pre-Solicitation or Q&A Section (if applicable)
Why it matters: Reveals changes, extensions, or key clarifications that affect pursuit strategy.
Scan for:
Answers to industry questions
Revised deadlines or scope
New instructions or required forms
6. Set-Aside and Socioeconomic Designation
Why it matters: If you’re not eligible under the contracting set-aside, you’re out.
Scan for:
8a certification assistance needed?
SDVOSB, HUBZone, or women-owned small business certification requirements?
Is teaming with a certified prime or sub an option?
7. Section B – Pricing and Contract Line Item Numbers (CLINs)
Why it matters: Helps you gauge scope size, complexity, and pricing model.
Scan for:
Is it firm-fixed-price or time & materials?
Number of CLINs—how many moving parts?
Are you capable of pricing accurately here?
8. Submission Deadline and Method
Why it matters: Miss the deadline, and nothing else matters.
Scan for:
Exact date and time
How to submit (email, portal, physical)
Late submission policy
9. Required Certifications or Registrations
Why it matters: Agencies may require specific federal contracting certifications just to bid.
Scan for:
Active SAM.gov registration
SBA 8a certification
Compliance with the Government Contracting Certification Process (including CMMC, if applicable)
10. Key Personnel and Past Performance Requirements
Why it matters: Some bids are lost before submission if you lack qualified staff or relevant experience.
Scan for:
Named individuals or certifications required
Minimum years of experience
Project types they want to see in your past performance
Bonus Tip: Control-F is Your Friend
Use search terms like “NAICS,” “CLIN,” “due date,” “proposal format,” and “evaluation” to jump to key parts faster. Don’t get bogged down in boilerplate language.
So What’s Next?
Once you’ve skimmed these 10 areas, make a go/no-go decision. If it’s a go, now’s the time to dig into the details or get help with Government Contract Proposal Writing, team-building, pricing, or certification alignment.
If it’s a no-go? Great—you saved yourself 8 hours of frustration. Time to find the next government contracting opportunity that actually fits.
Need help decoding an RFP or building a response team fast? Whether you need SBIR Grant Assistance, help with your disabled veteran small business certification, or matching your contractor NAICS code to the right opportunities, we’re here to help you win smart, not just work hard.
👉 Ready to sharpen your bidding game? Read our next post: "Top NAICS Codes for Small Business Awards in 2025 So Far"—you might be missing out on your most profitable agency niche.
If you aren't a Squared Compass partner, what are you waiting for? From getting your business set up with specific government set-aside programs at both the State and Federal level, to being empowered by a Fractional Capture team to win government contracts, to receiving tailored government contract opportunities Squared Compass delivers immense value which helps propel our partners to success. Schedule a chat with our team today.
