What does your proposal look like?

I was recently involved in getting bids from local contractors for phone/IT wiring of our company's new building. For this type of custom-tailored application, I didn't need to search the web or even look at the vendor's websites for information. (One that I did look at screamed 1997, and this was from a classy company).

I sent out a two page 'statement of work' to four companies outlining our needs. I identified our needs clearly and made items I was unsure of as 'options' so that we could compare apple-to-apples on the basic wiring need. Its interesting to see what I got in return. I am listing in reverse order of my preference:

One page quote typed on a standard contract form, dropped off in a manilla envelope. Multiple items I asked for were not addressed. The final total price was calculated wrong by $4k.

Three page quote which described their solution and then listed a bottom-line price. Much of the bid was well above what I needed. I needed two-zone paging system, but he quoted two separate paging systems instead. Price was almost double everyone elses. This was the contractor for the electrical for the building.

Four page quote which clearly outlined the work and items to be installed. Not a lot of detail was offered. Paging and phone system integration were not addressed well. The salesperson was also trying to sell us the 'whole package' of new phones and carriers, which has its own issues.

The winner's quote was only four pages, but he put it in a binder along with 'cut sheets' on the different products he would provide. He was the only one to offer up front to move our existing phone system. And his paging system included everything we needed (and his documents backed it up).

Perhaps I am being too cynical about the proposals. The real issue at hand is that the winner listened to my needs and responded with a proposal that shows he understands and cares about my needs. He earned my trust, and therefor, my business.

So I ask again, 'what does your proposal look like?'