EJEMPLO PRÁCTICO · PDF A EXCEL Y WORD
RFP estatal a una matriz de cumplimiento, luego un esquema de respuesta
Un gerente de licitación recibió la solicitud de propuestas de 45 páginas del Tesorero del Estado de Illinois. Pidieron a que la convirtiera en una matriz de cumplimiento en Excel: una fila por requisito, con la página del PDF de la que proviene y los límites de página que se aplican.
leyó toda la RFP y construyó la matriz de 85 filas con una hoja de fechas clave. Luego, en el mismo libro de trabajo, le asignó un propietario a cada fila, agregó la tabla de puntuación y marcó tres servicios que el propio formulario de atestación de la RFP deja fuera. Por último, redactó el esquema de respuesta de Word a partir de esa matriz.
1El archivo subido: la solicitud de propuestas de 45 páginas del tesorero de Illinois
III. SCOPE OF WORK
1. Assist the Treasurer … in developing, composing, and effectuating a Sustainable Investment Policy Statement
2. Review the Treasurer’s Sustainable Investment Policy Statement on an annual basis
3. Develop a framework and provide direct support for corporate engagement efforts
4. Support … shareholder proposal filings, exempt solicitations and no-action responses
Navegación
3. Introduction (3 pages)
5. Answers to Questions
5.1 Background and Experience
5.1.1 Q1 — Year Established and Brief History
5.2 Stewardship and Sustainable Investment Services
5.2.9 Q22 — Customized Proxy Voting Policy and Voting
5.2.10 Q23 — Proxy Research and Voting Rationales Process
3. Introduction (3 pages)
[Owner: Me - draft due TBC]
5. Answers to Questions
[Owner: Me - draft due TBC]
5.1 Background and Experience
[Owner: Me - draft due TBC]
5.1.1 Q1 — Year Established and Brief History
[Owner: Me - draft due TBC]
5.2 Stewardship and Sustainable Investment Services
[Owner: Priya - draft due TBC]
5.2.9 Q22 — Customized Proxy Voting Policy and Voting
[Owner: Tom - draft due TBC]
5.2.10 Q23 — Proxy Research and Voting Rationales Process
[Owner: Tom - draft due TBC]
- 45páginas de RFP leídas
- 85requisitos, una fila cada uno
- 0celdas de la solicitud 1 cambiadas por la solicitud 2
- 45preguntas como encabezados de Word, propietarios incluidos
Abrir los archivos reales
Estos son los archivos reales de la ejecución. Descárgalos y ábrelos en Excel y Word.
De dónde proviene el archivo: Office of the Illinois State Treasurer, Solicitud de propuestas 370-500-26-040, Servicios de consultoría de inversión sostenible y administración, 13 de abril de 2026. Un registro de contratación pública; la oficina del Tesorero no ha revisado ni respaldado este ejemplo.
01 · EL ARCHIVO INICIAL
Una RFP de 45 páginas con requisitos en cuatro lugares
Los servicios a proporcionar se encuentran en la Sección III (páginas 4 a 6), el formato de propuesta en la Sección V.A, las 45 preguntas en la Sección V.B y los requisitos de aprobación o reprobación en la Sección VI.A. Los límites de página y las condiciones "si las hubiera" están enterrados en la redacción.
También hay una trampa. La Sección III enumera 20 servicios, pero el formulario del Anexo B que los postores deben firmar les pide que den fe solo de los primeros 17.


02 · SOLICITUD 1
"Crear una matriz de cumplimiento, una fila por requisito"
Lo que escribió el gerente de licitación
We're bidding on the Illinois Treasurer's RFP 370-500-26-040 (attached). Please build a compliance matrix as an Excel workbook. Sheet 'Matrix', one row per requirement, in this order: 1. Section III Scope of Work services III.1 to III.20 2. Section V.A Proposal Format items V.A.1 to V.A.11 3. Section V.B questions Q1 to Q45 (keep the sub-parts of Q33 i-iv and Q40 a-b inside the same row) 4. Section VI.A Mandatory Requirements VI.A.1 to VI.A.6, with VI.A.5 a-d as four separate rows Columns: Ref (e.g. III.4, V.A.3, V.B.30, VI.A.5b) | RFP section heading | Requirement (one-line summary) | PDF page | Mandatory (Y, or 'Conditional' where the RFP says 'if any' / 'if applicable') | Page limit | Our response location | Status (leave 'Open'). Second sheet 'Key dates' with the Section IV.A schedule. Freeze and bold the header row, wrap text.
Lo que hizo
- Se leyeron las cuatro secciones y se escribió una fila por requisito, 85 en total, en el orden solicitado: III.1 a III.20, V.A.1 a V.A.11, las 45 preguntas, luego VI.A con 5a a 5d como filas separadas.
- Se asignó a cada fila la página del PDF de la que proviene; un requisito que se extiende a la página siguiente obtiene ambas, como 14-15.
- Se pusieron límites de página solo donde la RFP establece uno: 3 páginas para la Introducción y 5 para cada una de las secciones Alcance del trabajo y Capacidades únicas.
- Se marcaron como "Condicional" los dos elementos que la RFP expresa como opcionales: Subcontratistas ("si los hay") y la Copia con información suprimida.
- Se agregó una hoja de "Fechas clave" con el cronograma de la Sección IV.A, y se inmovilizó y puso en negrita la fila de encabezado en ambas hojas.
Develop Sustainable Investment Policy Statement outlining principles, objectives, roles.| A | B | C | D | E | F | G | H | |
|---|---|---|---|---|---|---|---|---|
| 1 | Ref | RFP section heading | Requirement | PDF page | Mandatory | Page limit | Our response location | Status |
| 2 | III.1 | Scope of Work | Develop Sustainable Investment Policy Statement outlining principles, objectives, roles. | 4 | Y | Open | ||
| 3 | III.2 | Scope of Work | Annually review Policy Statement to reflect best practices. | 4 | Y | Open | ||
| 4 | III.3 | Scope of Work | Develop engagement framework and conduct corporate engagements. | 4 | Y | Open | ||
| 5 | III.4 | Scope of Work | Support shareholder proposals, drafts, solicitations, no-action responses. | 4 | Y | Open | ||
| 6 | III.5 | Scope of Work | Develop Proxy Voting Policy Statement and review annually. | 4 | Y | Open | ||
| 7 | III.6 | Scope of Work | Research and vote Treasurer proxies per policy/direction. | 4 | Y | Open | ||
| 8 | III.7 | Scope of Work | Prepare quarterly/annual voting rationales; attend oversight meetings. | 4 | Y | Open | ||
| 9 | III.8 | Scope of Work | Monitor portfolios, alert staff to material sustainability risks/opportunities. | 4 | Y | Open | ||
| 10 | III.9 | Scope of Work | Build partnerships/coalitions with investors and advocates. | 5 | Y | Open | ||
| 11 | III.10 | Scope of Work | Develop/distribute Annual Report on policies, votes, engagements. | 5 | Y | Open | ||
| 12 | III.11 | Scope of Work | Monitor market events, M&A, offerings, management, legislation. | 5 | Y | Open | ||
| 13 | III.12 | Scope of Work | Assist Treasurer in legislative/regulatory engagements. | 5 | Y | Open | ||
| 14 | III.13 | Scope of Work | Research material sustainability/governance issues for portfolio. | 5 | Y | Open | ||
| 15 | III.14 | Scope of Work | Prepare presentations on best practices, engagements, recommendations. | 5 | Y | Open | ||
| 16 | III.15 | Scope of Work | Meet to answer questions on policy, voting, engagements quarterly minimum. | 5 | Y | Open | ||
| 17 | III.16 | Scope of Work | Be available as needed to staff and contractors. | 5 | Y | Open | ||
| 18 | III.17 | Scope of Work | General resource on governance, sustainable practices, proxy activities. | 5 | Y | Open | ||
| 19 | III.18 | Scope of Work | Attend meetings to present research/reports and answer questions. | 5 | Y | Open | ||
| 20 | III.19 | Scope of Work | Provide/recommend education sessions as requested. | 5-6 | Y | Open | ||
| 21 | III.20 | Scope of Work | Prepare general informational presentations for staff as needed. | 6 | Y | Open | ||
| 22 | V.A.1 | Cover Letter | Transmittal with contact details | 10 | Y | Open | ||
| 23 | V.A.2 | Table of Contents | List chapters with page numbers | 10 | Y | Open | ||
| 24 | V.A.3 | Introduction | Background, management, staffing, experience | 10 | Y | 3 pages | Open | |
| 25 | V.A.4 | Scope of Work | Conceptual approach to Services | 10 | Y | 5 pages | Open | |
| 26 | V.A.5 | Answers to Questions | Answer all V.B with headings | 10 | Y | Open | ||
| 27 | V.A.6 | Service Team | Org chart, resumes, key roles | 10 | Y | Open | ||
| 28 | V.A.7 | Subcontractors | List subcontractors and work type | 10 | Conditional | Open | ||
| 29 | V.A.8 | Unique Capabilities | Distinguishing expertise summary | 10 | Y | 5 pages | Open | |
| 30 | V.A.9 | Certifications/Disclosures | Appendix A three forms | 10 | Y | Open | ||
| 31 | V.A.10 | Cost Proposal | Separate sealed price proposal | 11 | Y | Open | ||
| 32 | V.A.11 | Redacted Copy | Separate redacted copy if needed | 11 | Conditional | Open | ||
| 33 | V.B.1 | Background and Experience | Year established and brief history | 11 | Y | Open | ||
| 34 | V.B.2 | Background and Experience | Name and primary contact details. | 11 | Y | Open | ||
| 35 | V.B.3 | Background and Experience | Headquarters and branch addresses, website. | 11 | Y | Open | ||
| 36 | V.B.4 | Background and Experience | Lines of business, products, services. | 11 | Y | Open | ||
| 37 | V.B.5 | Background and Experience | 3-5 year growth and succession plans. | 11 | Y | Open | ||
| 38 | V.B.6 | Background and Experience | Current ownership and management structure. | 11 | Y | Open | ||
| 39 | V.B.7 | Background and Experience | Provisions retaining principals/partners. | 11 | Y | Open | ||
| 40 | V.B.8 | Background and Experience | Professional turnover last five years. | 12 | Y | Open | ||
| 41 | V.B.9 | Background and Experience | Internal decision-making process. | 12 | Y | Open | ||
| 42 | V.B.10 | Background and Experience | Org changes past three years. | 12 | Y | Open | ||
| 43 | V.B.11 | Background and Experience | Proposed team org chart, roles. | 12 | Y | Open | ||
| 44 | V.B.12 | Background and Experience | Dedicated team bios, education, ownership. | 12 | Y | Open | ||
| 45 | V.B.13 | Background and Experience | Three client references with contacts. | 12 | Y | Open | ||
| 46 | V.B.14 | Stewardship Services | Alternative processes meeting Scope, Appendix B. | 12 | Y | Open | ||
| 47 | V.B.15 | Stewardship Services | Plans advised, governmental, 5 years. | 12 | Y | Open | ||
| 48 | V.B.16 | Stewardship Services | Types of advisory accounts managed. | 12 | Y | Open | ||
| 49 | V.B.17 | Stewardship Services | Stewardship consulting for governments. | 12 | Y | Open | ||
| 50 | V.B.18 | Stewardship Services | Views on governance, compensation, sustainability. | 12 | Y | Open | ||
| 51 | V.B.19 | Stewardship Services | Experience with Sustainable Investment Policy Statement. | 12 | Y | Open | ||
| 52 | V.B.20 | Stewardship Services | Corporate engagement process, risks, strategies. | 13 | Y | Open | ||
| 53 | V.B.21 | Stewardship Services | Shareholder proposals, no-action, solicitations. | 13 | Y | Open | ||
| 54 | V.B.22 | Stewardship Services | Custom proxy policy and voting. | 13 | Y | Open | ||
| 55 | V.B.23 | Stewardship Services | Proxy research and voting rationales. | 13 | Y | Open | ||
| 56 | V.B.24 | Stewardship Services | Monitoring key market and policy events. | 13 | Y | Open | ||
| 57 | V.B.25 | Stewardship Services | Researching material ESG, portfolio relevance. | 13 | Y | Open | ||
| 58 | V.B.26 | Stewardship Services | Investor collaborations, 2-3 examples. | 13 | Y | Open | ||
| 59 | V.B.27 | Stewardship Services | Quarterly/annual consolidated stewardship reports. | 13 | Y | Open | ||
| 60 | V.B.28 | Stewardship Services | Educational resource on sustainable investment. | 13 | Y | Open | ||
| 61 | V.B.29 | Stewardship Services | Relationships, ethics, conflicts of interest. | 13 | Y | Open | ||
| 62 | V.B.30 | Stewardship Services | Sample engagement memorandum work product. | 13-14 | Y | Open | ||
| 63 | V.B.31 | Equity Diversity Inclusion | 51% MWVD-owned with supporting data. | 14 | Y | Open | ||
| 64 | V.B.32 | Equity Diversity Inclusion | MWVD control plus subcontractor use. | 14 | Y | Open | ||
| 65 | V.B.33 | Equity Diversity Inclusion | Board, leaders, staff, workforce MWVD data. | 14-15 | Y | Open | ||
| 66 | V.B.34 | Equity Diversity Inclusion | Supplier diversity program, targets, metrics. | 15 | Y | Open | ||
| 67 | V.B.35 | Equity Diversity Inclusion | EDI policies, community, metrics. | 15 | Y | Open | ||
| 68 | V.B.36 | Corporate Responsibility | Environmental risks, sustainability strategies. | 15 | Y | Open | ||
| 69 | V.B.37 | Corporate Responsibility | Human capital retention, enhancement. | 15 | Y | Open | ||
| 70 | V.B.38 | Corporate Responsibility | Governance mitigating risk, enhancing operations. | 15 | Y | Open | ||
| 71 | V.B.39 | Corporate Responsibility | Societal CSR activities with data. | 15 | Y | Open | ||
| 72 | V.B.40 | Corporate Responsibility | a certify fault, b detail enforcement impact. | 15-16 | Y | Open | ||
| 73 | V.B.41 | Illinois Presence | Illinois incorporation, HQ/branch addresses. | 16 | Y | Open | ||
| 74 | V.B.42 | Illinois Presence | Full-time staff at HQ, Illinois offices. | 16 | Y | Open | ||
| 75 | V.B.43 | Illinois Presence | Illinois presence, number/percentage in-state. | 16 | Y | Open | ||
| 76 | V.B.44 | Illinois Presence | Subcontractors with Illinois presence percentage. | 16 | Y | Open | ||
| 77 | V.B.45 | Illinois Presence | Plans to locate/hire Illinois staff. | 16 | Y | Open | ||
| 78 | VI.A.1 | Mandatory Requirements | Must answer all Section V.B questions. | 16 | Y | Open | ||
| 79 | VI.A.2 | Mandatory Requirements | Submit contact with authority to clarify. | 16 | Y | Open | ||
| 80 | VI.A.3 | Mandatory Requirements | Be authorized to transact business in Illinois. | 16 | Y | Open | ||
| 81 | VI.A.4 | Mandatory Requirements | Have licenses, bonding, facilities, equipment, trained personnel. | 16-17 | Y | Open | ||
| 82 | VI.A.5a | Mandatory Requirements | At least $1B assets under advisement. | 17 | Y | Open | ||
| 83 | VI.A.5b | Mandatory Requirements | 3+ years stewardship consulting for government entities. | 17 | Y | Open | ||
| 84 | VI.A.5c | Mandatory Requirements | Senior leads have 5+ years relevant experience. | 17 | Y | Open | ||
| 85 | VI.A.5d | Mandatory Requirements | Agree to timely reports and supporting materials. | 17 | Y | Open | ||
| 86 | VI.A.6 | Mandatory Requirements | Describe alternatives vs Scope of Work Sec III, complete Appendix B. | 17 | Y | Open | ||
May 6, 2026 before 1:00 p.m. CT| A | B | |
|---|---|---|
| 1 | Event | Date |
| 2 | RFP published on Treasurer's website | April 13, 2026 |
| 3 | Notice of intent to participate in Optional Respondents' Teleconference due | April 20, 2026 by 9:00 a.m. CT |
| 4 | Optional Bidder's Teleconference | April 21, 2026 at 11:30 a.m. CT |
| 5 | All Respondent questions due | April 23, 2026 by 12:00 p.m. CT |
| 6 | Responses to all questions posted on Treasurer's website | April 29, 2026 |
| 7 | Proposals due | May 6, 2026 before 1:00 p.m. CT |
| 8 | Opening of Proposals | May 6, 2026 at 2:00 p.m. CT |
| 9 | Interviews, if any, with final candidates | Week of May 25, 2026 |
| 10 | Best and final offer due, if applicable | Week of June 1, 2026 |
| 11 | Notification of award and begin negotiation of Agreement | Week of June 8, 2026 |
| 12 | Note: These dates are subject to change at the Treasurer's discretion. | |
Lo verificamos con el PDF: 85 filas en el orden solicitado sin omisiones ni repeticiones; cada número de página corresponde a las páginas donde se imprime ese requisito; límites de página en exactamente tres filas; preguntas con fecha límite el 23 de abril a las 12:00 p. m. CT y propuestas antes del 6 de mayo a la 1:00 p. m. CT, tal como se imprimieron.
03 · SOLICITUD 2
"Agregar propietarios y puntuación, y verificar el Anexo B"
Lo que escribió el gerente de licitación
Good. Three changes to the same workbook - keep everything already in 'Matrix' as is. 1. Add an 'Owner' column after Status and fill every row: - Tom (proxy voting): III.5, III.6, III.7, Q22, Q23 - Ana (ESG reporting and EDI): III.10, Q27, Q31 to Q40 - Me (bid manager): all V.A rows, all VI.A rows, Q1 to Q13, Q41 to Q45 - Priya (strategy): everything else 2. Add a sheet 'Scoring' with the evaluation factors and weights from the table in Section VI.B, plus the total. 3. Compare the Appendix B attestation list with Section III and add a note on the 'Matrix' sheet (highlighted row or cell comment) on anything that doesn't line up.
Lo que hizo
- Se abrió la matriz que acababa de crear y se editó ese mismo libro de trabajo.
- Se agregó una columna de "Propietario" después de Estado y se completaron las 85 filas según las reglas dadas: Tom 5, Ana 12, Yo 38, Priya 30.
- Se agregó una hoja de "Puntuación" con los siete factores y pesos de la Sección VI.B y el total de 115 que indica la RFP.
- Se comparó el Anexo B con la Sección III y se marcó la brecha dos veces: una fila de NOTA amarilla debajo de la matriz y un comentario en III.20.
- No se cambió ninguna celda de la solicitud 1. Comparamos cada una.
Appendix B attestation covers III.1-III.17 (pp.44-45) — Section III III.18, III.19, III.20 (pp.5-6) have no counterpart in Appendix B| A | … | C | … | H | I | |
|---|---|---|---|---|---|---|
| 1 | Ref | … | Requirement | … | Status | Owner |
| 6 | III.5 | … | Develop Proxy Voting Policy Statement and review annually. | … | Open | Tom |
| 7 | III.6 | … | Research and vote Treasurer proxies per policy/direction. | … | Open | Tom |
| 8 | III.7 | … | Prepare quarterly/annual voting rationales; attend oversight meetings. | … | Open | Tom |
| … | ||||||
| 18 | III.17 | … | General resource on governance, sustainable practices, proxy activities. | … | Open | Priya |
| 19 | III.18 | … | Attend meetings to present research/reports and answer questions. | … | Open | Priya |
| 20 | III.19 | … | Provide/recommend education sessions as requested. | … | Open | Priya |
| 21 | III.20 | … | Prepare general informational presentations for staff as needed. | … | Open | Priya |
| 22 | V.A.1 | … | Transmittal with contact details | … | Open | Me |
| … | ||||||
| 54 | V.B.22 | … | Custom proxy policy and voting. | … | Open | Tom |
| 55 | V.B.23 | … | Proxy research and voting rationales. | … | Open | Tom |
| … | ||||||
| 84 | VI.A.5c | … | Senior leads have 5+ years relevant experience. | … | Open | Me |
| 85 | VI.A.5d | … | Agree to timely reports and supporting materials. | … | Open | Me |
| 86 | VI.A.6 | … | Describe alternatives vs Scope of Work Sec III, complete Appendix B. | … | Open | Me |
| 87 | NOTE | … | Appendix B attestation covers III.1-III.17 (pp.44-45) — Section III III.18, III.19, III.20 (pp.5-6) have no counterpart in Appendix B | … |
115| A | B | C | |
|---|---|---|---|
| 1 | Factor | Weight/Points | Notes |
| 2 | Background & Experience | 25 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 3 | Stewardship and Sustainable Investment Services | 40 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 4 | Cost Proposal | 25 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 5 | Equity, Diversity & Inclusion | 5 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 6 | Corporate Responsibility – Environmental, Social and Governance Practices | 5 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 7 | Illinois Presence | 10 | RFP Section VI.B Evaluation Factors, PDF p.17 |
| 8 | Interview, if applicable | 5 | RFP Section VI.B Evaluation Factors, PDF p.17; RFP Section VI.C.7, PDF p.18 — if no interviews, all Respondents awarded zero (0) points |
| 9 | TOTAL | 115 | RFP Section VI.B Evaluation Factors, PDF p.17 — sum of weights above |
Lo verificamos: los 85 propietarios siguen las reglas; los pesos coinciden con la tabla de la página 17; el Anexo B en las páginas 44 y 45 finaliza en III.17, por lo que III.18 a III.20 no tienen línea de Sí/No; la hoja de Fechas clave sigue ahí.
04 · SOLICITUD 3
"Redactar el esquema de respuesta en Word"
Lo que escribió el gerente de licitación
Now draft the response outline as a Word document so the team can start writing. - Use the 11 items of Section V.A, in that order, as Heading 1 (Cover Letter, Table of Contents, Introduction, Scope of Work, Answers to Questions, Service Team, Subcontractors, Unique Capabilities, State Certifications and Disclosures, Cost Proposal, Redacted Copy). - Put the page limit in the heading where V.A sets one. - Under 'Answers to Questions', use the five V.B group headings as Heading 2 and each question as a numbered Heading 3 (Q1 to Q45, short title), with Q33 i-iv and Q40 a-b listed under their question. - Under every heading add one placeholder line: '[Owner: <name from the matrix> - draft due TBC]'. - Mark Cost Proposal and Redacted Copy as separate attachments, as V.A.10 and V.A.11 require.
Lo que hizo
- Se creó un nuevo archivo de Word cuyos encabezados son estilos reales de Título 1, 2 y 3, de modo que el panel de Navegación de Word muestre todo el árbol.
- Se utilizaron los 11 elementos de la Sección V.A, en orden, como Título 1, con el límite de página en los tres encabezados que tienen uno.
- Se colocaron los cinco grupos de preguntas bajo "Respuestas a las preguntas" y las 45 preguntas debajo de ellos, con las subpartes de Q33 y Q40 enumeradas.
- Se tomó a cada propietario de la matriz que se había editado en la solicitud 2: Q22 es de Tom, Q31 de Ana, Q20 de Priya.
- Se marcaron la Propuesta de costos y la Copia con información suprimida como adjuntos separados, como lo requieren V.A.10 y V.A.11.
Lo verificamos: 11 entradas de Título 1 en el orden de la sección V.A, cinco grupos de Título 2, 45 preguntas de Título 3 desde Q1 hasta Q45, y cada línea de propietario coincide con la matriz.
Conviene saber: bajo Q17 el esquema mantiene una oración perdida del paso de redacción, y desde Q23 en adelante las líneas de propietario usan un estilo de párrafo diferente, por lo que el espaciado cambia a la mitad. Ambos tardan un minuto en corregirse en Word. La respuesta de a esta solicitud enumeró el archivo pero no dio ningún resumen.
De una RFP larga a un plan con el que el equipo puede trabajar
La mayoría de las herramientas de IA enumeran los requisitos de una RFP en una respuesta de chat. los coloca en una hoja de cálculo real con la página de la que proviene cada uno, sigue trabajando en ese mismo libro de trabajo cuando agregas propietarios y lo convierte en un esquema de Word que tus escritores pueden completar.
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