We start with evaluating the “win-ability” of each Request for Proposal contract, organizing your RFP response team, competitive differentiation, structuring and writing your RFP response proposal, and presenting your proposal to the client.

Learning Objectives

This program covers the entire RFP process and the steps to take along the way.

Module Descriptions

Module Descriptions Overview

  1. Playing the “RFP Game” to Win
  2. Understanding the RFP Process
  3. Selecting which RFPs to Respond To
  4. Defining Your RFP Response Strategy
  5. Preparing For Your RFP Response
  6. The Structure of Your RFP Response
  7. The RFP Response Process
  8. Closing and RFP-Laden Opportunity
  9. Persuasive Proposal Writing
  10. Effective Proposal Presentations
  11. Pricing Strategies for RFP-Driven Proposals
  12. Leveraging RFP Win/Loss Analysis

Playing the “RFP Game” to Win

  • The value and risks of responding to RFPs
  • The RFP response as a “sales channel”
  • Ten factors that determine your RFP success
  • The real cost and potential benefits
  • Overcoming the “Ready. Fire! Aim.” syndrome

  • Sales Tool: RFP Win-Ability Scorecard

Understanding the RFP Process

  • Why companies use RFPs
  • Understanding the “context” of the RFP
  • How companies evaluate RFPs
  • The people involved in the evaluation
  • Understanding the “scoring” system

  • Sales Tool: Roles and Milestones of the RFP Process

Selecting which RFPs to Respond To

  • Using analysis and judgment in qualifying RFPs
  • Selecting only RFPs that you can win
  • “The warning signs”…Which RFPs to avoid
  • Creating your own RFI (Request For Information)
  • Criteria-based qualification for RFPs

  • Sales Tool: RFP Qualification Worksheet

Defining Your RFP Response Strategy

  • Questions for the client and bidders’ forum
  • Negotiating for additional access and information
  • Conducting the client needs assessment
  • Strategies for “changing” and winning the game
  • Planning your competitive RFP strategy

  • Sales Tool: RFP Strategy Planner

Preparing For Your RFP Response

  • Planning for the time and effort involved
  • Appraising the RFP itself: Question clustering
  • Assembling the RFP response team
  • Acquiring the resources and skill sets to win
  • Assigning responsibility for portions of the RFP

  • Sales Tool: RFP Preparation Guidelines

The Structure of Your RFP Response

  • Adhering to client response guidelines…or not?
  • The overall structure of your RFP response
  • Executive summaries and chapter organization
  • Layout and presentation of data and information
  • Handling figures, exhibits, samples, etc.

  • Sales Tool: RFP Response Template

The RFP Response Process

  • Orchestrating the RFP response effort
  • The project management side of the process
  • collecting and managing all the data
  • Using proposal software and other support tools
  • Leveraging an RFP Response Checklist

  • Sales Tool: RFP Response Checklist

Closing and RFP-Laden Opportunity

  • Understanding the client’s plan for closure
  • Negotiating the RFP review process
  • Negotiating the RFP review timeline
  • Negotiating your proposal presentation
  • Leveraging a Customer Results Plan

  • Sales Tool: Customer Results Plan

Persuasive Proposal Writing

  • Elements of effective proposal writing
  • Matching the customer’s language
  • Articulating and selling value on paper
  • Word choice and readability
  • Common proposal writing mistakes to avoid

  • Sales Tool: Guidelines for Effective Proposal Writing

Effective Proposal Presentations

  • How, when, and why to “present” your proposal
  • Getting audience, agenda, and venue RIGHT!
  • Prep for your presentation: What you must know!
  • The structure of your RFP response presentation
  • Using your presentation to move toward closure

  • Sales Tool: RFP Response Presentation Template

Pricing Strategies for RFP-Driven Proposals

  • Gauging pricing pressure: Number of bidders?
  • Understanding customer pricing expectations
  • Rules for effective pricing in an RFP response
  • How RFPs impact negotiation strategy
  • Planning and strategy for price negotiation

  • Sales Tool: Pricing and Negotiating Strategy Worksheet

Leveraging RFP Win/Loss Analysis

  • The value of feedback and criticism
  • A process for analyzing wins and losses
  • Assessing our opinions of why we won or lost
  • Conducting a win/loss analysis with the  client
  • Using what we learn to constantly get better

  • Sales Tool: Win/Loss Analysis Worksheet

Onsite & Online Workshops

We offer a 3-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules. You can download the module description PDF below or read about them in the content to the left.

 Download the PDF Full Course Description

Onsite & Online Workshops

We offer a 3-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules. You can download the module description PDF below or read about them in the module descriptions below.

 Download the PDF Full Course Description

Module Descriptions

Module Descriptions Overview

  1. Playing the “RFP Game” to Win
  2. Understanding the RFP Process
  3. Selecting which RFPs to Respond To
  4. Defining Your RFP Response Strategy
  5. Preparing For Your RFP Response
  6. The Structure of Your RFP Response
  7. The RFP Response Process
  8. Closing and RFP-Laden Opportunity
  9. Persuasive Proposal Writing
  10. Effective Proposal Presentations
  11. Pricing Strategies for RFP-Driven Proposals
  12. Leveraging RFP Win/Loss Analysis

Playing the “RFP Game” to Win

  • The value and risks of responding to RFPs
  • The RFP response as a “sales channel”
  • Ten factors that determine your RFP success
  • The real cost and potential benefits
  • Overcoming the “Ready. Fire! Aim.” syndrome

  • Sales Tool: RFP Win-Ability Scorecard

Understanding the RFP Process

  • Why companies use RFPs
  • Understanding the “context” of the RFP
  • How companies evaluate RFPs
  • The people involved in the evaluation
  • Understanding the “scoring” system

  • Sales Tool: Roles and Milestones of the RFP Process

Selecting which RFPs to Respond To

  • Using analysis and judgment in qualifying RFPs
  • Selecting only RFPs that you can win
  • “The warning signs”…Which RFPs to avoid
  • Creating your own RFI (Request For Information)
  • Criteria-based qualification for RFPs

  • Sales Tool: RFP Qualification Worksheet

Defining Your RFP Response Strategy

  • Questions for the client and bidders’ forum
  • Negotiating for additional access and information
  • Conducting the client needs assessment
  • Strategies for “changing” and winning the game
  • Planning your competitive RFP strategy

  • Sales Tool: RFP Strategy Planner

Preparing For Your RFP Response

  • Planning for the time and effort involved
  • Appraising the RFP itself: Question clustering
  • Assembling the RFP response team
  • Acquiring the resources and skill sets to win
  • Assigning responsibility for portions of the RFP

  • Sales Tool: RFP Preparation Guidelines

The Structure of Your RFP Response

  • Adhering to client response guidelines…or not?
  • The overall structure of your RFP response
  • Executive summaries and chapter organization
  • Layout and presentation of data and information
  • Handling figures, exhibits, samples, etc.

  • Sales Tool: RFP Response Template

The RFP Response Process

  • Orchestrating the RFP response effort
  • The project management side of the process
  • collecting and managing all the data
  • Using proposal software and other support tools
  • Leveraging an RFP Response Checklist

  • Sales Tool: RFP Response Checklist

Closing and RFP-Laden Opportunity

  • Understanding the client’s plan for closure
  • Negotiating the RFP review process
  • Negotiating the RFP review timeline
  • Negotiating your proposal presentation
  • Leveraging a Customer Results Plan

  • Sales Tool: Customer Results Plan

Persuasive Proposal Writing

  • Elements of effective proposal writing
  • Matching the customer’s language
  • Articulating and selling value on paper
  • Word choice and readability
  • Common proposal writing mistakes to avoid

  • Sales Tool: Guidelines for Effective Proposal Writing

Effective Proposal Presentations

  • How, when, and why to “present” your proposal
  • Getting audience, agenda, and venue RIGHT!
  • Prep for your presentation: What you must know!
  • The structure of your RFP response presentation
  • Using your presentation to move toward closure

  • Sales Tool: RFP Response Presentation Template

Pricing Strategies for RFP-Driven Proposals

  • Gauging pricing pressure: Number of bidders?
  • Understanding customer pricing expectations
  • Rules for effective pricing in an RFP response
  • How RFPs impact negotiation strategy
  • Planning and strategy for price negotiation

  • Sales Tool: Pricing and Negotiating Strategy Worksheet

Leveraging RFP Win/Loss Analysis

  • The value of feedback and criticism
  • A process for analyzing wins and losses
  • Assessing our opinions of why we won or lost
  • Conducting a win/loss analysis with the  client
  • Using what we learn to constantly get better

  • Sales Tool: Win/Loss Analysis Worksheet

Delivery Options

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