An Overview of the Proposal Development Process 199 5. Develop a requirements checklist containing each of the require- ments within the categories of information you identified. How do you know whether something is a requirement? Well-writ- ten RFPs will tell you what's required or mandatory and what's simply desirable. In addition, if the language states that you "shall" or "must" do something, it's a requirement. Finally, as- sume that issues that come up repeatedly within an RFP are so significant they constitute de facto requirements. 6. Define the terminology used in the RFP A. Jargon B. Organizational names or relationships C. Technical terms that seem to be used in an unusual way 7. Highlight any requirements or instructions in the RFP that you can- not meet, including legal requirements to include proprietary or con- fidential information. You do not have to be 100 percent compliant to win a contract. However, you must be aware of the expectations and requirements stated in the RFP and take exception to any that you can't or won't be meeting.