The RFP Success Show: Recent Episodes
Lisa Rehurek
Bringing you information, strategies, or resources to help you Win more business through Requests for Proposal (RFPs).
What is the #1 question we’re getting about RFPs from clients and prospects lately? Is it a tactical question about time management, contradictory requirements, or formatting? Or a high-level question about managing stress and continuous improvement?
On this episode of The RFP Success Show, Lisa Rehurek tackles some of the most frequently asked questions about navigating RFPs. From mastering time management to handling contradictory requirements and managing stress, Lisa shares her expert advice to help you streamline your RFP response process.
Key Takeaways
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Mastering Time Management
- Create a Timeline: Break tasks into manageable chunks and work backwards from the due date to ensure timely completion.
- Prioritize Critical Sections: Focus on the evaluation criteria and allocate time accordingly.
- Set Milestones: Establish key checkpoints and create a calendar with blocked time for uninterrupted work.
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Navigating Contradictory Requirements
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Clarify with Issuer: Use the Q&A period to address any contradictions and avoid confusion.
- Document Everything: Keep thorough records of clarifications and decisions for future reference.
- Use a Compliance Matrix: Develop a matrix to track requirements and identify contradictions early.
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Response Formatting Strategies
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Understand Guidelines: Build your response template to meet formatting requirements from the start.
- Be Creative Within Constraints: Use visuals and bullet points to make your proposal engaging while adhering to guidelines.
- Create and Customize Templates: Maintain a library of templates to streamline response preparation and ensure clarity.
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Stress Management Techniques
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Take Breaks: Regular breaks can boost creativity and reduce stress.
- Stay Organized: Keep all documents and drafts well-organized to avoid chaos.
- Celebrate Small Wins: Recognize and celebrate progress to maintain motivation.
- Commit to Continuous Improvement: Post-submission reviews help refine your process for future RFPs.
Connect with Lisa The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
What’s the secret to getting the most out of AI when crafting RFP proposals? Is it about using AI to generate quick responses, or are there specific strategies to fine-tune the AI’s output for high-quality, customized proposals?
In this episode of The RFP Success Show, Lisa Rehurik dives into how to create effective AI prompts that will elevate your RFP responses. Lisa explains why the key to strong AI-generated content is in how you prompt it and shares tips on getting the best results by being specific, providing context, and asking for iterations.
She also breaks down the most common mistakes people make when working with AI, including being too vague or overloading the system with too much information. Tune in to learn how to craft prompts that transform your standard replies into winning proposals and ensure your content still feels personalized, not just automated.
Key Takeaways: * Why AI prompts are crucial to RFP success Better prompts lead to more accurate and relevant AI-generated content, helping you save time while producing high-quality responses. * How to structure your AI prompts effectively Specificity, providing context, and using examples are essential for tailoring AI outputs to your proposal needs. * The importance of refining AI-generated content Never copy and paste—always customize AI outputs to align with your client’s needs and your brand’s voice. * Using AI for creativity and iteration Ask AI for multiple versions of a response, which can spark new ideas and refine your strategy for winning proposals. * Common pitfalls when using AI for proposals Avoid vague prompts and overwhelming the AI with too much detail. Balance is key to getting the most out of the tool
Connect with Lisa The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
What’s the biggest challenge proposal professionals are facing with AI in RFPs? Is it about how to effectively integrate AI into their workflows, or concerns about losing the human touch in their responses?
On this episode of The RFP Success Show, Lisa Rehurik discusses the rapidly growing role of AI in proposal writing. She answers some of the most pressing questions about AI’s impact on content generation, data analysis, and personalization, along with addressing common concerns around the accuracy and reliability of AI-generated content.
Lisa explains how AI can streamline your proposal process, why it's essential to maintain your unique voice, and what you need to do to prevent your AI-generated content from sounding too fluffy or generic. Tune in for insights on how AI can help you analyze data faster, craft stronger proposals, and ultimately enhance your win rates.
Key Takeaways: * How AI is reshaping proposal writing AI tools help generate initial drafts, analyze competitor proposals, and personalize content, but human oversight is crucial. * Why you should never copy-paste AI-generated content While AI can save time, customizing and editing the output is essential to ensuring your proposal resonates with evaluators. * The benefits of AI for content generation AI can help draft sections of your proposal, suggest language, and create outlines, freeing you to focus on tailoring the response. * How AI can help with data analysis AI can sift through past RFP responses to identify what worked and what didn’t, helping you refine your strategy for future proposals. * Maintaining a personal touch in AI-generated proposals Always combine AI’s efficiency with your expertise and insights to maintain the human element that evaluators are looking for.
Connect with Lisa The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Welcome back to The RFP Success Show! After a brief hiatus, host Lisa Rehurik, founder and CEO of the RFP Success Company, returns with key insights from her 30+ years in the RFP arena. In this episode, Lisa takes us behind the scenes to share the most impactful lessons learned from her journey—stories of pitfalls, setbacks, triumphs, and unexpected opportunities.
From her first proposal heartbreak to the evolution of her RFP processes, Lisa dives deep into the challenges small businesses face when responding to RFPs. She emphasizes the importance of thorough research, the value of setbacks for innovation, and how to leverage relationships and networking for RFP success. Whether you're a seasoned proposal professional or a small business owner navigating RFPs for the first time, Lisa’s experiences offer practical guidance to help you win more contracts and level up your RFP game.
Key Takeaways:
- The importance of thorough research: Go beyond the RFP document to understand your client's needs, mission, and goals to craft a compelling proposal.
- Learning from setbacks: Use challenges—tight deadlines, missing team members, or changes in the RFP—to innovate and streamline processes for future success.
- Leveraging networking and partnerships: Unexpected opportunities can come from unlikely places. Stay open to collaborations that could help you win RFPs.
- Celebrating triumphs and small wins: Even losses can teach valuable lessons. Celebrate successes and the lessons learned from failures to keep your team motivated.
Memorable Moments:
- Lisa recounts her first RFP loss and the lessons it taught her about going beyond "meets expectations" and understanding the client’s needs.
- Overcoming setbacks like tight deadlines and team challenges led to process improvements and greater collaboration within her team.
- Lisa shares how a networking event led to an unexpected partnership that changed the course of a proposal.
What is the #1 question we’re getting about RFPs from clients and prospects lately?
Is it a tactical question about insurance requirements, due dates or FOIA requests? Or a high-level question about standing out from your competitors?
On this episode of The RFP Success Show, I answer five more FAQs we get about RFPs, including our most frequently asked question around distinguishing yourself in the proposal process.
I explain what to do if your small business can’t meet the insurance requirements and why you should submit FOIA requests for scoring sheets, proposals from other bidders and previous contracts.
Listen in for insight on learning who your competitors are before an RFP hits the streets and find out how our RFP Flash Audit can help you level up your RFP game in the new year!
Key Takeaways
5 of the most common questions we get about RFPs
How to ask if insurance requirements can be negotiated to accommodate small businesses
Why agencies typically aren’t willing to extend the due date on an RFP
Why we recommend submitting FOIA requests for scoring sheets, proposals from other bidders and prior contracts
How to find out who your competitors are before an RFP comes out
Why it’s crucial to build relationships with buyers long before an RFP hits the streets
3 ways to distinguish yourself in a proposal response
Connect with Lisa
The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources
LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
If you had the opportunity to ask an expert questions about winning business with RFPs, what would you want to know?
Do you have questions about pricing? Competing with big companies? Or recognizing when an RFP is wired?
On this episode of The RFP Success Show, I answer five of the most frequently asked questions we get about RFPs, discussing when it’s worth it to bid against the big guys and when it’s not.
I explain what to do if your small business doesn’t meet all the requirements in an RFP and how to price your proposal so it’s a win-win for you and the client.
Listen in for insight on what to do if you’re not getting the scores you deserve and learn how to audit your previous RFP responses in a way that jumpstarts your win rates for 2024!
Key Takeaways
5 of the most common questions we get about RFPs
When it’s worth it to bid against the big guys (and when it’s not)
How to highlight the benefits of being a small business in your proposal response
What to do if you don’t meet all the qualifications in an RFP
How to price your proposal so it’s a win-win for you and the client
The top 3 signs that an RFP is wired
Why you might not be getting the scores you think you deserve
What it looks like to write a proposal that resonates with evaluators
Why we suggest auditing your proposals every year
Connect with Lisa
The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources
LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
To win business with RFPs, you’ve got to distinguish yourself from the competition in your response.
But what if you don’t know what your differentiators are?
On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the rest.
I discuss why it’s challenging to identify the ‘candy coating’ in your own business and explain what question to ask clients and employees to uncover your differentiators.
Listen in for insight on what to do if your business lacks a candy coating and learn how to take your business from simple peanut to delicious M&M in your proposal response!
Key Takeaways
Why it’s crucial to distinguish yourself from competitors in an RFP response
What happens when you bore, overwhelm or confuse RFP evaluators
The legend of how M&M’s got their differentiator—a candy coating
Why it’s challenging to identify the ‘candy coating’ in your own business
Why I recommend getting outside counsel to help uncover your differentiators
What question to ask employees and clients to discover your differentiators
What to do if your company doesn’t have a distinguishing candy coating
Connect with Lisa
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Elaborating on RFP Response Answers: The ‘Baked Potato’ Episode on The RFP Success Show EP134
Get on the RFP Success Accelerator Waitlist
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you losing bids because you aren’t certified as a small or diverse business?
Heather Cox is Cofounder and President of Certify My Company, a firm that connects corporations with diverse businesses to create economic value and opportunity.
On this episode of The RFP Success Show, Heather walks us through the five primary demographics for certification, explaining how to know if your business qualifies as small or diverse.
We discuss private sector national versus state government certifications, challenging you to be strategic in the certifications you pursue to grow your business.
Listen in for Heather’s insight on subcontracting opportunities for diverse businesses and learn how Certify My Company can help you win RFPs through certifications!
Key Takeaways How Heather’s team serves small and diverse businesses as well as corporations
Why you can’t simply raise your hand and say you’re a diverse business
Why it’s advantageous for a small or diverse business to get certified within a state
Opportunities for small and diverse businesses to subcontract with large corporations that win state bids
5 primary demographics for certification—women, minority, LGBT, veteran and disability owned
The private sector national certifications available to small and diverse businesses
How long it takes to get certified through national organizations vs. state governments
How certifications can help grow your existing business and land new contracts
How corporations benefit from robust supplier diversity programs
How to know if your business qualifies for small or diverse business certification
How the lack of a certification can be the reason you lose a state contract
The benefit of getting help from experts like Certify My Company
Connect with Heather Certify My Company
Certify My Company on Instagram
Certify My Company on TikTok
Diversity Masterminds
Email heather@certifymycompany.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Heather on RFP Success Show EP003
WEBENC
NMSDC
DBE Program
Disability:IN
NaVOBA
NVBDC
NGLCC
8(a) Business Development Program
WOSB
Heather’s Missed Opportunities Video
Get on the RFP Success Accelerator Waitlist
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
RFP Success Audit Service wecanhelp@rfpsuccess.com
Can you leverage AI to write RFP proposals for your business?
Since ChatGPT came on the scene last November, people have divided into two camps: Some folks are afraid of the technology, and others think it’s a magic bullet that will write all their copy with minimal effort on their part.
But Stephanie Nivinskus contends that when it comes to AI, we should be careful but not scared.
So, what’s the best way for small business owners use tools like ChatGPT to write better proposal responses? Are there other AI apps that we should know about?
Stephanie is the CEO and Certified AI Marketing Consultant behind SizzleForce Marketing, a firm that combines the power of AI and human intelligence to help growing, mission-driven companies execute digital marketing solutions.
On this episode of The RFP Success Show, Stephanie explains what’s wrong with dropping an RFP question in ChatGPT and simply copy-pasting the answer.
We discuss how to train ChatGPT on your company’s differentiators before it helps you write content and why you still need a human editor to work together with the bot.
Listen in for Stephanie’s insight on the privacy and copyright issues associated with artificial intelligence and learn how to choose the best AI tools for your business goals!
Key Takeaways What inspired Stephanie’s decision to go all-in on AI in her marketing business
Why using ChatGPT to write effective copy is not as simple as asking the bot a question
What it means to ‘train the bot’ and why it’s so important
What’s wrong with dropping an RFP question in ChatGPT and copy-pasting the answer
How to train ChatGPT on your company’s differentiators before it helps you write RFP content
Why you still need a human editor in conjunction with AI writing tools
Why Stephanie recommends Hemingway for writing to a specific grade level
How AI can help you build credibility through consistent content and competitive research
The biggest mistakes people make when it comes to using AI
How to choose the best AI tools for your business goals
What privacy and copyright issues we should be concerned about when it comes to AI
Stephanie’s favorite AI tools for writing and image creation
Connect with Stephanie SizzleForce Marketing
Stephanie on LinkedIn
Connect with Lisa
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources
Stephanie’s AI Strategy & Execution Session
Stephanie’s Blog on Building a Digital Marketing Funnel
ChatGPT
Hemingway App
Midjourney
Claude
Jasper
Grammarly
Get on the RFP Success Accelerator Waitlist
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
If an RFP isn’t asking a question that you think it needs to ask, is it okay to provide additional information?
While it’s tempting to tell a client what you think they need in your proposal response, it’s not always well received. Just like ordering a baked potato with butter and getting a loaded one.
So, what is the best approach to elaborating on RFP response answers? So you stand out in a good way?
On this episode of The RFP Success Show, I’m sharing my ‘baked potato’ analogy for elaborating on RFP response answers.
I explain how it might confuse evaluators if you add or change offerings and describe the challenge of evaluating a response that doesn’t align with the score sheet.
Listen in for insight on positioning additional offerings in a way that boosts your score and learn how to demonstrate that the additional information you’re providing serves the client’s needs.
Key Takeaways What to do if an RFP isn’t asking a question you think it needs to ask
My ‘baked potato’ analogy for adding additional information to a proposal response
How it might confuse an evaluator if you add or change offerings
Why you should only include additional offerings IF you can demonstrate how it adds more value to what they need
How to position additional options in a way that boosts your score
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Get on the RFP Success Accelerator Waitlist
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
How do you set yourself apart in an RFP response?
We recently helped a small business client get their first RFP win. And they were up against some big players in their industry.
So, what did they do to stand out among the competition?
On this episode of The RFP Success Show, I’m discussing three categories of content that will take you from MEETS to EXCEEDS expectations on your next proposal response.
I explain how to demonstrate DISTINCTION in an RFP and share our top three strategies for catching and keeping an evaluator’s INTEREST to get the score you deserve!
Listen in for insight on identifying your VALUE PROPOSITION in a proposal response and find out how our upcoming RFP Success Accelerator can teach you to set yourself apart in an RFP.
Key Takeaways 3 categories of RFP content that will take you from MEETS to EXCEEDS expectations
How we define distinction as setting yourself apart from everyone else who submits a bid
What it looks like to demonstrate industry credibility in your writing
How to identify your differentiators and why they can’t be something your competitors do
Why it’s crucial to catch and keep an evaluator’s interest in an RFP
Our top 3 strategies for keeping an evaluator’s interest (even if they’re skimmers)
How we define value proposition as the benefits of your product or service
Why your value proposition should change based on the specific RFP opportunity
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Get on the RFP Success Accelerator Waitlist
Don’t Miss the September 6 LIVE Webinar
How to Enable the Readability Feature in Word
Sentence Length Comprehension Study
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Here at the RFP Success Company, we get some of the same questions over and over.
And in episode 129, we covered eight of the most common questions we get from our clients and community.
On this episode of The RFP Success Show, I’m answering seven more FAQs, explaining why you can’t wait until orals to go into detail on your requirements and what to do if you don’t think the procuring agency is asking the right questions.
I discuss why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) and challenge you not to use the answer, ‘Yes, we will meet the requirement.’
Listen in for insight on the benefit of including graphics and tables in your proposal response and learn how to use the client’s language in an RFP—without repeating the question word for word.
Key Takeaways Why you can’t wait until orals to go into detail on your requirements for an RFP
How to provide enough information about your qualifications without overwhelming the evaluators
How to guide the agency in your response if you think they’re not asking the right questions
What to do if you’re uncertain about the client’s objective in an RFP
Why ‘yes, we will meet the requirement’ usually isn’t a good enough answer
Why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not)
The benefit of using graphics and tables vs. answering with a wall of text
What to consider before you add an ‘additional notes’ column to the RFP Excel doc
The problem with copy-pasting the exact wording of the question in your response
How to use the client’s language without repeating the question word for word
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Robin Davis on RFP Success EP067
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Steve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process.
So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when opportunities are coming down the pike?
Steve serves as Founder and Managing Director at Optumas, a strategy and actuarial consulting firm out of Scottsdale, Arizona, that specializes in publicly sponsored health and welfare programs.
Steve is responsible for the design, development and implementation of healthcare reform projects, supporting clients in the realm of strategy development, risk analysis and communications.
On this episode of The RFP Success Show, Steve is back to explain how to nurture relationships with target clients, challenging us to research and raise our visibility with prospects before an RFP drops.
Steve discusses why it’s crucial to build a sense of trust with state government clients, describing how to demonstrate creativity and convey trustworthiness in a written response.
Listen in to understand Steve’s system for tracking prospects and learn how to identify optimal opportunities for your business to work with high-value state government clients!
Key Takeaways How Optumas builds and nurtures relationships with prospects before an RFP drops
Steve’s insight on how to identify, research and raise your visibility with target clients
Steve’s response to someone who says they don’t have time to research prospective clients
Why practically-focused creativity and innovation works in state government RFPs
What qualities a company needs to be successful in state government contracting
Why it’s crucial to build a sense of trust in a proposal and how to do that in a written response
The challenges Steve has faced in state government contracting work (and how he overcame those challenges to retain the client through the next RFP round)
Steve’s advice on owning your mistakes and customizing your communication skills to serve state government clients
Steve’s system for tracking prospective clients and when their RFPs are coming out
Steve’s first 3 steps for responding to a perfect-fit RFP in less than 7 days
3 questions to ask yourself before you respond to a request for proposal
Connect with Steve Optumas
Steve on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources ‘17’ by Mahalia
Fred Again’s NPR Tiny Desk Concert
Greenlights by Matthew McConaughey
Dr. Art Pelberg
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI.
So, Steve invested in support, and one year later, his team’s win rate increased from 25% to more than 80%!
What are they doing differently? And what can you learn from Steve’s team to win more business with RFPs?
Steve is Founder and Managing Director at Optumas, a strategy and actuarial consulting firm that specializes in the publicly sponsored health and welfare programs.
Steve is responsible for the design, development and implementation of healthcare reform projects, helping his clients with strategy development, risk analysis and communications.
On this episode of The RFP Success Show, Steve joins me to explain why ‘find and replace’ is not an effective RFP strategy and how his team pivoted their writing style from an internal to external focus.
Steve describes how to tailor an RFP response to the specific needs of a prospective client, discussing how his approach differs when Optumas is the incumbent as opposed to being a new bidder.
Listen in for Steve’s advice on collaborating with partners on a proposal and learn how responding to fewer RFPs has dramatically increased his win percentage and made his team more effective, efficient and happier!
Key Takeaways How Steve’s proposal team learned that ‘find and replace’ is not an effective RFP strategy
How writing from the client’s perspective demonstrates your competitive advantage
How to answer questions from a client’s perspective in your RFP response
The challenge Steve faced in pivoting his team’s writing style from an internal to external focus
How to tailor an RFP response to meet the specific needs of a prospective client
How Steve’s RFP strategy differs when he’s the incumbent vs. new bidder
Why you shouldn’t bid on an RFP if you can’t do the job better than your competitors
How a cookie cutter response makes the client think the incumbent doesn’t value their relationship
Why you need a writing guide to successfully collaborate with partners on an RFP
What made Steve willing to invest in support with the RFP process
How Steve’s proposal team increased their win rate from 25% to 80% in 12 months
How responding to fewer RFPs makes Steve’s team more effective, efficient and happier
Connect with Steve Optumas
Steve on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
What questions come up when you write an RFP response?
It’s likely that you share concerns with our clients and community here at the RFP Success Company.
So, on this episode of the podcast, I’m answering eight of our most common FAQs, discussing why you need to repeat key information multiple times in an RFP response.
I explain how to compare your business to others in the industry without mentioning them by name and explore how case studies build credibility and make your response more believable.
Listen in for my take on the most important part of a proposal response and find out when you need to meet ALL the requirements of an RFP—and when you might get away with delivering on most.
Key Takeaways 8 of the most frequently asked questions we get from our clients and community
3 reasons why you need to repeat the answer to a question you already covered somewhere else
Why you shouldn’t refer evaluators to another section of your RFP response
How to compare your business to others in the industry without mentioning them by name
The importance of repeating key win themes throughout your proposal
How case studies build credibility and make a response more believable, i.e.: show vs. tell
My take on the most important parts of an RFP response
How the executive summary serves as a Cliff’s Notes version of your response
When you need to meet all the requirements in an RFP (and when you might get away with delivering on most)
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Shredding an RFP is a phrase that those of us in the proposal industry use to describe how we will get an RFP ready for the proposal process, right after we receive the solicitation but before we begin writing.
What does it mean to shred an RFP? And why would you add this extra step to the process when you could just jump right in to writing the response?
On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, walks us through the steps of shredding an RFP, explaining how it helps you identify every RFP requirement and track your progress.
Ted describes how to build a compliance matrix, the tool we use to ensure that every question in a solicitation has been addressed and manage the process of meeting with SMEs.
Listen in for insight on using the compliance matrix as the final check before you submit a response and learn how to shred an RFP and increase your chances of winning a deal for your company!
Key Takeaways What it means to shred an RFP and why you should do it before you begin writing
How a compliance matrix helps us identify each RFP requirement and track our progress
What columns to include as you build a compliance matrix in an Excel spreadsheet
Why we suggest building an RFP template that mirrors your compliance matrix
The benefit of setting up your response in the same order the solicitation was released
How the MUST, SHALL, WILL sentences in a solicitation reflect the requirements you’ll be scored on
How the compliance matrix helps us manage the process of meeting with SMEs
How the shredded RFP serves as a final check before you submit your response
How an RFP reflects the attention to detail you’ll likely have if you get hired for the job
Why we use the compliance matrix in the agency debrief to identify lessons learned
Connect with Lisa & Ted The RFP Success Company
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on proposal best practices.
And over the years, we’ve noticed some common mistakes our vendors make when it comes to RFP processes.
On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, sits down with team members Cheri Fisher, Director of Operations and Client Services, and Kevin Cleary, Proposal Manager and Writer, to discuss the top eight mistakes we see our vendors make and how to fix them!
Cheri explores how waiting until the last minute to respond to an RFP impacts your proposal, and Kevin explains why it’s crucial to involve your HR and legal departments early in the process.
Listen in for insight on making time for a series of reviews of the draft response and learn how to create a winning culture where everyone at your company understands the value of responding to RFPs.
Key Takeaways The 8 most common mistakes we see our vendors make in responding to RFPs
How waiting until the last minute to respond to an RFP impacts the proposal process
How to create a culture where SMEs understand the value of responding to RFPs
The impact of not having a formal go/no-go decision-making process in place
Why it’s crucial to involve your HR and legal departments early in the RFP process
How not making time for us to meet with SMEs leads to boilerplate responses
Why we suggest making time in the calendar for 3 reviews of the draft RFP response
The consequences of submitting a proposal without differentiators or win themes
What you can learn from an internal and external RFP debrief (win or lose)
Connect with Lisa, Ted, Cheri & Kevin Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
What could possibly go wrong when you're responding to an RFP?
My 30 years of experience has taught me that A LOT can happen and the more prepared you are, the better.
So, what are the most common speedbumps I’ve seen proposal teams run into over the years? And what can you do to prevent or plan for these delays?
On this episode of The RFP Success Show, I share five of the most common issues that interrupt the RFP process, challenging you to expect missed deadlines and build extra time into your response calendar.
I explain how to prepare for the unforeseen absence of a key team member and why it’s crucial to develop a strategy everyone can buy into.
Listen in for insight on navigating technology problems and learn how to overcome the most common delays in the RFP process!
Key Takeaways 5 of the most common things that delay the RFP process
Why it’s crucial to expect missed deadlines and build extra time into your calendar
How to prepare for the absence of a key team member
Why I suggest submitting your proposal a day early and knowing who to call if you have issues
The benefit of having access to a backup computer and printer
How reading the entire RFP early on helps you avoid finding requirements you missed
Why you need a strategy everyone on the team buys into
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you submitting proposal responses but rarely getting the YES? Even when the RFP is right up your alley?
Then, you may be missing one of my five non-negotiables for winning a bid.
On this episode of The RFP Success Show, I discuss the five things you need to do to get the YES, describing why it’s crucial to meet 100% of the baseline requirements in an RFP.
I explain how to convey your capabilities and experiences properly on paper and explore what it means to build trust in the context of an RFP response.
Listen in to understand why it’s more effective to SHOW rather than TELL and learn how to make it easy for evaluators to read your proposal and find the information they need to give YOU the YES!
Key Takeaways 5 non-negotiables to get the YES on a request for proposal
Why it’s crucial to meet 100% of the baseline requirements in an RFP
How to convey your capabilities and experience properly on paper
What it looks like to build trust in the context of a proposal response
How to SHOW rather than TELL in an RFP (and why it’s more effective)
The value in knowing the issuing organization’s business or industry
How to make it easy for evaluators to read your RFP response
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Invisible Ink Article on Showing vs. Telling
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, ‘We could definitely do that.’
But after a year of trying to figure it out on her own, Melissa wasn’t winning contracts. And the frustration of losing left her playing small.
Today, Melissa has changed her approach. She has identified the differentiators that set her organization apart and started seeking out best-fit opportunities for her business.
Melissa is Owner of Modern Learners, a company that’s designing the future of learning by building community, content and events.
Prior to Modern Learners, Melissa enjoyed a traditional career in education, serving as a special education teacher, principal and Statewide Systems Coach for Universal Design for Learning.
On this episode of the podcast, Melissa joins me to discuss how her proposal responses have changed since she started working with The RFP Success Company and why she only bids on RFPs in her team’s niche.
Melissa walks us through the process of ‘shredding the RFP,’ explaining how it helped her uncover Modern Learners’ unique value proposition—prioritizing community over course content.
Listen in for Melissa’s insight on using aggregators to identify opportunities and learn how investing in the right support helped Modern Learners leverage focused bidding for the win!
Key Takeaways How Melissa transitioned from a traditional career in education to entrepreneurship
How prioritizing community over course differentiates Modern Learners from other organizations in the event management space
Melissa’s journey to finding opportunities for Modern Learners through RFPs
How Melissa’s RFP responses have changed since she started working with the RFP Success Company
What it means to ‘shred the RFP’ and how it helped Melissa identify her team’s differentiators
How Melissa is developing a strategy for networking before the RFP drops
Why it’s worth it to invest in support to help you respond to RFPs
Why Melissa only bids on RFPs in her team’s niche that they already have systems to execute
How Melissa’s mindfulness around the capacity of her team impacts which RFPs she bids on
Melissa’s experiences using aggregators to identify opportunities
How the event management space evolved before, during and after COVID (and how that changed Melissa’s approach to finding business)
Melissa’s commitment to the process of bidding on business with RFPs
Connect with Melissa Modern Learners
Modern Learners on LinkedIn
Melissa on LinkedIn
Email missy@modernlearners.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Hopin
altMBA
Change School
Wisconsin Procurement Institute
Forecasting the Future of the SLED Market on The RFP Success Show EP111
RFPSchoolWatch
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
The good news is there's a ton of resources out there for finding RFPs in the state government space. The bad news is you have to work at finding the RIGHT opportunities.
So, how do you build a consistent process for identifying RFPs that are a good fit for your business?
On this episode of The RFP Success Show, I share five strategies for finding government contracting opportunities, explaining how to conduct regular research on RFPs in different states.
I describe how to set up Google Alerts around a standard list of keywords and why aggregators are the easiest way to find RFP opportunities for your business.
Listen in for insight on finding specific procurement sites for target states or agencies and learn how to build authentic relationships with buyers, so they give you a heads up when RFPs are coming out!
Key Takeaways The abundance of resources for finding RFP opportunities in the government space
Why you need a consistent process for finding RFP opportunities
5 strategies for finding the right RFP opportunities in the SLED market
Why I suggest conducting regular research on RFP opportunities in different states and agencies
How to set up Google Alerts for a standard list of RFP keywords
Why aggregators are the quickest and easiest way to find RFP opportunities
How to find specific procurement sites for your target states and agencies (and get on their lists)
Why it’s crucial to understand the procurement landscape in your state(s)
How to get selected as an approved vendor in a particular state
What it means to build authentic relationships with buyers and procurement officials
How to build time into your calendar for finding the right RFP opportunities
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources How to Create a Google Alert
FindRFP
MyGovWatch
Bidnet Direct
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Sometimes the RFP capability requirements are a perfect fit. But more often than not, we're just shy of what we need to really make a great showing.
So, what can we do to overcome these weaknesses—now and in the future?
On this episode of The RFP Success Show, I discuss how to deal with a deficit for an opportunity in front of you now, describing how to weigh the significance of a requirement you don’t meet to make the go/no-go decision.
I explain when to find a subcontractor or partner to overcome a weakness in staffing or experience and how to be strategic and creative in presenting information when you have a small deficit.
Listen in for insight on brainstorming with your team to overcome weaknesses in the future and learn to create an action plan to improve your capabilities and win more RFPs in the next 12 to 18 months!
Key Takeaways How to overcome weaknesses in your capabilities for an RFP (now and in the future)
How to weigh the significance of a requirement you don’t meet to make the go/no-go decision
Why I suggest finding a subcontractor to overcome a deficit in staffing or experience
When to partner with someone who has a strong relationship with the buyer
How to be strategic and creative in presenting information if you have a small deficit
What questions to ask your team around overcoming weaknesses in the future
- What do you wish you could say about your services or your company?
- What have you NOT had that caused you to pass or lose on other opportunities?
How to identify 3 key weaknesses and create an action plan for the next 18 months
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
What do you wish you knew about government contracting? What if you had access to a seasoned contracting officer, so you could understand the process from their point of view?
Kevin Jans is President of Skyway Acquisition, a team of former COs on a mission to bridge government and industry, helping clients target better and win more contracts. He also serves as host of the Contracting Officer Podcast.
With 16 years of experience as a contracting officer for the Department of Defense, Kevin bought and managed more than $3 billion in products and services.
On this episode of the RFP Success Show, Kevin joins me to discuss the three deciders in every purchase and describe how much control contracting officers have in the decision-making process.
Kevin walks us through the four acquisition time zones, explaining why you need to know about an RFP long before it drops and how to learn more about the budget for a given purchase.
Listen in to understand the #1 thing Kevin feared when selecting a new vendor and learn what a contracting officer looks for—beyond simply meeting the requirements of an RFP.
Key Takeaways Kevin’s background as a contracting officer for the Department of Defense
How Skyway Acquisition serves as a bridge between government and industry
The 3 deciders in every purchase—economic decider, customer and procurer
How much control contracting officers have in the decision-making process
What differentiates a technical sale from a business sale
Kevin’s 4 acquisition time zones
- Requirement
- Market research
- RFP
- Selection
Why you need to know about an RFP long before it drops
The best way to learn more about the budget for a particular purchase
3 things you can do to go beyond just meeting the requirements of an RFP
The #1 thing contracting officers fear when selecting a new vendor
The limits of a contracting officer’s responsibility to engage with industry
Connect with Kevin Skyway Acquisition
Kevin on LinkedIn
Contracting Officer Podcast
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Agile Government Contracting by John Stenbeck and Kevin Jans
Save Your Time: A Former Contracting Officer Explains Why the Government Market May (or May Not) Be Right for You by Kevin Jans
The 3 Deciders on Contracting Officer Podcast EP118
FOIA
The Technical vs. the Business Sale on Contracting Officer Podcast EP222
What Is a Mid-Size Business? on Contracting Officer Podcast EP099
The Acquisition Time Zones on Contracting Officer Podcast EP003
Where Do RFPs Come From? on Contracting Officer Podcast EP381
Is Your Price Reasonable & Realistic? on Contracting Officer Podcast EP338
What Is a Red Team Review? on Contracting Officer Podcast EP396
Staffing Is Not Just Staffing on Contracting Officer Podcast EP097
The Execution Time Zones on Contracting Officer Podcast EP372
FAR 15.2
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you struggling to win business with RFPs but can’t figure out why?
If so, you can hire a company like ours to look through past proposal responses and identify what’s tripping you up.
Or you can conduct your own RFP mini-audit.
On this episode of the RFP Success Show, guest host Ted Koval, Proposal Manager at the RFP Success Company, interviews me around the five red flags that let you know you need an audit of your RFP process.
I share my peanuts versus M&M’S analogy for making your proposal stand out, explaining how to address the agency’s needs, answer their requirements and speak to your differentiators in an RFP response.
Listen in for insight on getting your proposal team in sync and learn how to leverage an RFP audit to improve your processes and consistently craft a winning response!
Key Takeaways What’s involved in doing an audit of your RFP responses
5 red flags to let you know you need an audit of your RFP process
How an RFP audit identifies why you’re losing bids
My peanuts vs. M&M’S analogy for making your proposal stand out
How it impacts your response if the proposal team is not in sync
What it means when your SMEs don’t respect RFP deadlines
Why you need a documented go/no-go decision-making process
What issues proposal teams run into when they lack a content library
The power in addressing an agency’s needs throughout your RFP response
How to answer the requirements AND speak to your differentiators
Why it’s important to get feedback whether you win or lose
How graphics help evaluators read your RFP response
Connect with Ted Email ted@rfpsuccess.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources RFP Audit Request Email wecanhelp@rfpsuccess.com
Ted Koval on The RFP Success Show EP100
Women’s Business Enterprise National Council
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Most proposal professionals understand the importance of putting the client at the center of the bid process.
But what if a client centric proposal is not enough?
According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional connection with the evaluator.
Kevin is President and CEO of BZ Opportunity Management, a full life cycle proposal consulting firm out of northern Virginia.
With more than 15 years in proposal development, Kevin is a recognized thought leader and regular contributor to industry publications.
On this episode of the RFP Success Show, Kevin joins me to discuss his new book, Keys to the Castle: Building Empathy and Creativity into Bid Processes.
Kevin discusses how an empathetic proposal builds emotional connection with prospective clients and describes how we might apply Pixar storytelling techniques in an RFP response.
Listen in for Kevin’s insight on helping subject matter experts write with empathy and learn how to develop content that speaks to the client’s perspective and opens a conversation with evaluators.
Key Takeaways How Kevin’s thinking around connecting with evaluators inspired Keys to the Castle
How an empathetic proposal builds an emotional connection with prospective clients
Kevin’s take on why writing to the client’s needs is not enough
How we might apply Disney or Pixar storytelling techniques to a proposal response
How to develop empathetic content by focusing on the client’s point of view
Kevin’s annotated mockup approach to helping SMEs write with empathy
How to reorganize the capture process around Kevin’s empathetic approach to RFPs
- Logistics
- Intelligence gathering
- Idea development
Why you should only bid on opportunities that align with who you are as a company
What it looks like to put the client at the center of the proposal process
The first step in building empathy and creativity into your team’s bid processes
Connect with Kevin
BZ Opportunity Management
BZ Opportunity on LinkedIn
Kevin on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Kevin on The RFP Success Show EP072
Keys to the Castle: Building Empathy and Creativity into Bid Processes by Kevin Switaj
APMP
Bruce Farrell
Creativity, Inc.: Understanding the Unseen Forces That Stand in the Way of True Inspiration by Ed Catmull with Amy Wallace
Pixar Storytelling: Rules for Effective Storytelling Based on Pixar’s Greatest Films by Dean Movshovitz
She-Hulk
96-Step Shipley Process
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Evaluation criteria seems to be a bit of an afterthought for most companies bidding on RFPs.
Sure, it’s one of the first things you look at. But are you making the evaluation criteria an explicit part of your bid strategy? And are you using it to your advantage in the content of your RFP response?
On this episode of the podcast, I share 3 ways to leverage evaluation criteria in a proposal, challenging you to put yourself in the shoes of an evaluator and imagine the scoring tool they might be using to judge your RFP response.
I explain why it’s crucial to use keywords that appear in the evaluation criteria throughout your proposal and describe how to map the evaluation criteria to your response.
Listen in for insight on identifying what is most important to the client and learn how to use evaluation criteria to build out your bid strategy and write effective content for a proposal response.
Key Takeaways 3 ways to leverage the RFP evaluation criteria in your response
What it looks like to put yourself in the shoes of the evaluator
How to demonstrate an ability to communicate complex information to diverse audiences
How to leverage the language they use in evaluation criteria statements
What it means to map the evaluation criteria to your response
How to use callout boxes and specialty icons to map evaluation criteria to your response
Why evaluators may have very little knowledge of the RFP itself
How evaluation criteria reflects what is important to the client
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Bid Strategy on RFP Success Show EP085
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Most people think there is little room for negotiation in a proposal response.
But if you’ve done your homework to understand a buyer’s needs, you can negotiate in your answers to the questions on an RFP and offer solutions they may not even be aware of.
Don Carmichael is Chief PreSales Evangelist at Winning Skills Ltd., a boutique technology sales enablement firm. Prior to founding Winning Skills, Don enjoyed a 30-year career in PreSales, heading EMEA PreSales Enablement at both SAP and Oracle.
Don’s client roster includes Adobe, Deloitte and SurveyMonkey, among many others, and he is the cohost of Two PreSales in a Pod, a show that explores the world of PreSales and buyer enablement.
On this episode of the RFP Success Show, Don joins me to explain why everyone needs negotiation skills and what it looks like to negotiate an RFP answer through redirection.
Don discusses the concept of buyer enablement and describes how it might shift our approach to sales, challenging us to serve as trusted advisors or buyer coaches rather than traditional sales reps.
Listen in to understand why HOPE is a more effective sales strategy than FEAR and learn how to spot opportunities for negotiation in an RFP response!
Key Takeaways Don’s background in technology presales for large enterprise software companies
How technology presales consultants contribute to an RFP response
Why everybody on an RFP team needs to be good at negotiation
The concept of buyer enablement and how it might shift your approach to sales
Why you can’t negotiate in an RFP response if you haven’t had pre-conversations with the prospect
How to leverage redirection to negotiate in an answer on an RFP
What to do when you can’t say YES to an RFP question (but you don’t want to say NO either)
How to build relationships through content to become a buyer coach
Why 43% of complex B2B solution buyers prefer a rep-free buying experience
Why HOPE is a more effective sales methodology than PAIN or FEAR
Connect with Don Winning Skills by Don Carmichael
Two PreSales in a Pod Podcast
Don on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Don’s Piece on Henry Ford and RFPs
Sandler Selling System
The Jolt Effect Research
‘Traditional B2B Sales and Marketing Are Becoming Obsolete’ in Harvard Business Review
The Jolt Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Yes, your team is qualified and capable of doing the job required by an RFP. But so is every other business that submits a response.
So, how do you take your technical content and make it persuasive? What does it look like to write from a sales perspective?
Dave Rynne is the copywriter and RFP response specialist behind The Sales Enablement Writer. After two decades on Wall Street, he built a successful content and copywriting business helping SaaS companies transform their proposal processes.
Dave is an expert in leveraging copywriting techniques to articulate value in a way that wins business, and he is also a proud member of the Association of Proposal Management Professionals.
On this episode of the RFP Success Show, Dave joins me to discuss what it means to be a sales enablement writer and describe how technical writers might approach RFPs from a sales perspective.
Dave explains what information he collects in the presale process to write to a prospect’s unique challenges and shares the strategies he uses to agitate their problem and position yourself as the solution.
Listen in for insight on keeping a content library current and learn how to make yourself memorable by adding sales enablement techniques to your RFP response!
Key Takeaways How Dave’s background on Wall Street led to a career in the RFP space
Dave’s insight on what it means to be a sales enablement writer
Dave’s top 4 strategies for making technical writing more persuasive
What technical writers can do to inject sales enablement into their writing
What info Dave collects in the presale process to help him write to a prospect’s challenges
How knowing more about a company than what is stated in the RFP builds trust
How to keep a content library current with a quarterly review
Dave’s take on the biggest mistakes writers make in responding to RFPs
- Lose sight of who responding to
- Errors in spelling and grammar
Why Dave recommends limiting paragraphs to 2 or 3 sentences each
How Dave thinks about making a proposal response memorable
Connect with Dave Dave’s Website
Dave on LinkedIn
The Sales Enablement Writer
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Dave on the HubSpot Sales Blog
RFPIO
Grammarly
Mastering Editorial Peer Review on RFP Success Show EP114
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you so busy bidding on RFPs that you don’t have time to build systems and processes?
Creating systems may not be sexy, and it won’t result in an immediate win. But if your proposal team reinvents the wheel with every new RFP, you’re hurting yourselves in more ways than you realize.
So, what is the benefit of setting up systems and processes for responding to RFPs? And what parts of the process should standardized?
On this episode of The RFP Success Show, I explain how standardizing or automating administrative tasks frees up time and brainpower for the creative needs of a response.
I walk you through the five parts of the proposal process that should be systematized, challenging you to build an assessment criteria tool and clearly define each team member’s role in writing.
Listen in for insight on what standardized content should be in your library and learn how to leverage software to create SOPs for preparing an RFP response.
Key Takeaways How systems and processes promote consistency and make people’s lives easier
How standardizing or automating administrative tasks frees up time and brainpower for creativity
What 5 parts of the RFP process should be standardized or automated
- Assessment criteria
- Kickoff process
- Role definitions
- Response calendar
- Library content
Why it’s beneficial to build an assessment criteria tool and define roles in writing
What standardized content should be in your library and updated at least quarterly
How you might leverage software to build systems for preparing an RFP response
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
A lot of my clients think they’ve got editorial peer review covered.
But there’s a lot more to it than simply having someone read through your response and check for spelling errors. And a proposal that hasn’t been through a thorough peer review lacks the professionalism you need to win business with RFPs.
So, what does an in-depth editorial peer review look like?
Jana L. Burge is Founder and President of JLB Consulting, a firm that supports businesses through editorial peer review.
Jana has 37 years’ experience in copy editing and proofreading, demonstrating an expertise in identifying errors and inconsistencies in RFP responses. She is also a master in improving the flow and readability of written work without altering the author’s overall tone.
On this episode of the RFP Success Show, Jana joins me to discuss the editorial mistakes proposal writers make most, challenging us to be succinct and embrace simplicity in our responses.
Jana explains why she addresses formatting errors first in the EPR process and offers advice on how to suggest changes without bruising the writer’s ego.
Listen in for insight on making time for a comprehensive EPR and find out what tools Jana suggests to build your skills in the realm of editorial peer review.
Key Takeaways The misconception that just anyone can do an editorial peer review
How prospective clients lose trust when your RFP hasn’t been through an EPR
Jana’s insight on what editorial mistakes writers make most
Why fixing formatting first is Jana’s top priority in any new editorial peer review
How to be kind with your comments and suggested changes
Jana’s tips for being consistent throughout an RFP response
How long an editorial peer reviewer needs to read one page of an RFP
What Jana does when she isn’t given sufficient time to conduct a thorough EPR
What online tools Jana uses to support the EPR process
Jana’s advice for proposal writers on being succinct and embracing simplicity
How to get better at performing an editorial peer review
Jana’s tricks for navigating page limits (without changing margins or font size)
Connect with Jana Jana on LinkedIn
Email janalburge@outlook.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Grammarly
Dictionary.com
Thesaurus.com
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract!
And yes, it’s easy to get excited about an opportunity that seems like a great fit for your business. But if you don’t already have a relationship with the buyer, you’re chances of winning are quite low.
So, you’re not doing yourself any favors by bidding cold.
On this episode of The RFP Success Show, I explain what it means to bid cold and why it’s almost always a bad idea.
I discuss the competitive advantage you need to unseat an incumbent and describe how insider information helps you write a better proposal response.
Listen in to understand why a buyer won’t take a chance on a vendor they don’t know and trust—and find out why you can’t speak to a prospect’s specific needs and challenges when you bid cold.
Key Takeaways What it means to bid cold and why it’s almost always a bad idea
The one time it's okay to bid cold and what you can learn from the experience
Why you have a less than 5% chance of winning when you bid cold
The competitive advantage you need to win an RFP (beyond being qualified and capable)
2 reasons why it’s challenging to unseat an incumbent
How insider information helps you write a better RFP response
Why a buyer will not take a chance on a vendor they don’t know and trust
How ongoing relationship building and information gathering allows you to speak to a prospect’s greatest needs and challenges
The #1 mistake companies make when responding to RFPs
How a low win rate impacts the morale of your proposal team
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Should you build your own internal RFP team? Or outsource the proposal process?
If your company is just breaking into the RFP space, you may be looking at larger companies that have as many as 10 dedicated proposal professionals and wondering, is that where we're going? Is that what we should be doing?
So, what factors should you consider in deciding whether to buy or build an internal RFP team?
On this episode of The RFP Success Show, I explore the pros and cons of building your own in-house proposal team, explaining why it’s crucial to have the infrastructure to support an internal RFP team and invest in their professional development.
I discuss what it looks like to outsource your proposal team and why I suggest the hybrid approach—hiring one or two people internally and then bringing in an external response management team like the RFP Success Company.
Listen in to understand how a hybrid approach benefits growing companies and learn how we can function as your proposal team in the short term and help you build out an internal team over time.
Key Takeaways What factors to consider in deciding whether to build or outsource your RFP team
The volume of RFPs per month that merit building an internal proposal team
The pros and cons of building your own internal RFP team
Why it’s crucial to have the infrastructure and investment to support an internal RFP team
What it means to ‘buy’ your proposal team
Why I suggest a hybrid approach (1 or 2 internal hires + an external team)
How the hybrid approach gives you a bigger, more experienced team right out of the gate
Why the writer and proposal manager should be 2 different people
How we help growing companies build out an internal proposal team
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources APMP
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
The state, local and education or SLED market took a hit in 2020 as COVID shutdowns forced governments to shift into remote or hybrid operations.
But federal funding is helping the market rebound. And money from the American Rescue Plan Act (ARPA) means opportunities for businesses to break into or expand their reach in SLED government contracting.
So, what industries look to benefit most from ARPA? And what can your business do to capitalize on growing opportunities in the SLED market?
Chris Dixon is Senior Manager of SLED Market Analysis at Deltek, the leading global provider of software solutions for project-based work. Chris’ team conducts targeted research aimed at shedding light on the SLED market across multiple industries.
On this episode of the RFP Success Show, Chris joins me to share his SLED market forecast, describing why public sector markets are counter cyclical and how federal COVID relief funding facilitated the strong recovery we’re seeing right now.
Chris explores opportunities provided by ARPA, explaining why cloud and cyber solutions are dominating the SLED market right now and what’s driving growth in the architecture and engineering and operations and maintenance space.
Listen in for Chris’ advice on selling commercial solutions in the public sector and learn how to leverage GovWin’s database of opportunities to win state, local government and education contracts for your business!
Key Takeaways Deltek’s role as the leading global provider of software solutions for project-based work
How to develop business strategy using GovWin’s database of opportunities
The 12 industries Chris’ team tracks for trends in the SLED market
Why the public sector is usually up when commercial markets are down
How federal aid buoyed the SLED market and prepared it for the strong recovery we’re seeing right now
ARPA’s focus on serving communities disproportionately impacted by COVID
Why there’s lag time before ARPA funding will be available (and how to best use that time)
What mid-market companies need to know about the SLED market
Why cloud and cyber solutions are dominating the SLED market right now
What’s driving the biggest growth industries in the SLED market at present (e.g.: architecture and engineering, operations and maintenance)
The likelihood that governments will maintain e-procurement systems in a post-pandemic world
Chris’ advice on selling solutions built for the commercial market in the public sector
Connect with Chris Chris on LinkedIn
GovWin
GovWin on Twitter
Deltek on Twitter
Deltek on LinkedIn
Deltek
Email chrisdixon@deltek.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources National Association of State CIOs
Office of Justice Programs
CARES Act
American Rescue Plan Act
GovWin’s Q1 2022 State and Local Procurement Snapshot
Public Technology Institute
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you struggling with state government RFPs? Though it seems counterintuitive, you will win MORE contracts by bidding LESS.
Just ask the team at Highstreet IT Solutions. They reduced their response rate from six to three formal RFPs per month. And doubled their win rate in the process.
Josh Ezring is Vice President of Business Development at Highstreet IT. He has more than 20 years of experience as a senior sales leader with top enterprise software companies including Oracle, HP and IBM.
On this episode of the RFP Success Show, Josh joins me to explain why his team committed to state contracts as a source of revenue and how they’ve evolved to focus on quality over quantity when it comes to RFPs.
Josh discusses what he did to get buy-in from SMEs and describes Highstreet’s strategic process for making the go/no-go decision.
Listen in for Josh’s insight on making time for the RFP review process and learn how doing less work translates to higher win rates on state contracts for Highstreet IT.
Key Takeaways Why Josh committed to RFPs as a revenue source at Highstreet IT
The challenge Josh faced getting buy-in from SMEs to build a strong RFP response team
How Highstreet IT incentivizes content contributors to support RFPs
Why Highstreet reduced its response rate from 6 to 3 formal RFPs per month
Highstreet’s process for making the go/no-go decision
How Highstreet improved its down-select rate from 25% to 80% and doubled its win rate on RFPs
Why Josh’s team stopped bidding on blind RFPs
Highstreet’s ongoing commitment to serve both commercial and higher ed/public sector markets
How Highstreet ensures that they have enough time for the review process
Josh’s insight on how to bid less yet win more business with RFPs
Josh’s advice for companies struggling with state government RFPs
Connect with Josh Highstreet IT Solutions
Josh on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Oracle
American Rescue Plan
Freedom of Information Act
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Bidding on RFPs that aren’t a good fit is a waste of time and resources, and it takes a real toll on your win rate—and the morale of your team.
But to make better go/no-go decisions, you need a system.
So, what does it look like to develop a successful go/no-go decision-making process?
On this episode of The RFP Success Show, I share five steps to developing an effective go/no-go process, explaining how to determine your go/no-go criteria and create a corresponding checklist or scoring tool.
I discuss what it looks like to establish checks and balances in the go/no-go process and describe how to develop a consistent process for using your scoring tool to make a final decision.
Listen in for insight on training your team in the go/no-go process and learn to leverage go/no-go data to track trends, refine your criteria and win more business with RFPs!
Key Takeaways My 5 steps to developing an effective go/no-go process
- Brainstorm criteria
- Create checklist or scoring tool
- Develop consistent process
- Train team on process
- Use data to track trends
Why it’s crucial to develop a go/no-go process for bidding on RFPs
How to develop go/no-go criteria by asking what makes a good project (and what doesn’t)
The process of building a scoring tool in Word or Excel
What it looks like to establish checks and balances in the go/no-go process
The value in developing a consistent process for using your scoring tool
Who might serve as the central point of contact for managing the go/no-go process
The benefit of a live training to communicate the go/no-go process to your team
The power in using go/no-go data to track trends
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources How to Make the Go/No-Go Decision on The RFP Success Show EP103
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Let's say you have grounds to file a federal bid protest. What does the process look like? Are there steps your company can take to prepare now, before a bid protest comes up?
Carissa Siebeneck Anderson serves as Of Counsel at Birch Horton Bittner & Cherot, and her practice focuses on federal bid protests, government contracts, regulatory compliance and corporate law.
Carissa has extensive knowledge around SBA 8(a), HUBZone, women- and veteran-owned programs, and before joining Birch Horton Bittner & Cherot in 2011, Carissa worked for Navajo Nation and the US Intelligence Community.
On this episode of the RFP Success Show, Carissa is back to walk us through the federal bid protest process, weighing in on why you should always ask for a debrief from the agency—even when you win.
Carissa discusses what remedies are available to a protestor and how likely it is for an agency to take corrective action when a federal bid protest is filed.
Listen in for insight on finding a lawyer with expertise in government contracts and learn what your business can do TODAY to prepare for a future federal bid protest.
Key Takeaways What it means to get a debrief from the federal government
Why it's ALWAYS a good idea to ask for a debrief
Why Carissa suggests being strategic about when you request your debriefing
When a government agency can decline to give you a debriefing
What remedies are available to a protestor and how likely it is for a government agency to take 'corrective action'
A high-level overview of the bid protest process
How the GAO commits to issuing a decision on a bid protest in 100 days
What differentiates a size protest from a bid protest
How every state has its own bid protest process and why you should reach out to state procurement officials and/or a lawyer with expertise in government contracts for more information
How you can file a federal bid protest without a lawyer (but Carissa doesn't recommend it)
What companies can do to prepare NOW before a bid protest comes up
How Carissa supports small businesses beyond the federal bid protest process
Connect with Carissa Birch Horton Bittner & Cherot
Birch Horton Bittner & Cherot on LinkedIn
Birch Horton Bittner & Cherot on Facebook
Email canderson@bhb.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources US Government Accountability Office
US Small Business Administration
US Court of Federal Claims
8(a) Business Development Program
HUBZone Program Regulations
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
So, your small business lost out on a federal bid. But you feel like you were unfairly scored or that the contract requirements were biased. Do you file a protest?
Carissa Siebeneck Anderson is Of Counsel at the Washington DC Office of Birch Horton Bittner & Cherot. She has expertise in the realm of small business government contracting, SBA 8(a), HUBZone, women- and veteran-owned programs, and she regularly represents clients in bid protests.
Prior to joining Birch Horton Bittner & Cherot, Carissa worked as Government & Legislative Affairs Associate for Navajo Nation and served as Management and Program analyst for the US Secret Service.
On this episode of the RFP Success Show, Carissa joins me to discuss federal bid protests, weighing in on the most common reasons for filing a bid protest and why she recommends filing through the Government Accountability Office or GAO.
She explains the role of the protester, the procuring agency and the intervener in a bid protest, exploring when a solicitation or contract can be protested and how much time you have to file.
Listen in for Carissa's advice on deciding whether the cost of a protest is worth it for your small business and navigating the process of filing a federal bid protest.
Key Takeaways How Carissa’s background in intelligence led to her current focus on government contracts law
The most common reasons for filing a pre-award or post-award bid protest
The 3 places where you can bring a bid protest and why the Government Accountability Office is the most popular venue
The role of an intervener in a bid protest and why the awardee should always file to intervene
When it makes sense to intervene if you’re not the awardee
How to decide whether the cost of filing a bid protest is worth it for your small business
How a bid protest impacts a company’s relationship with the procuring agency
What it means to be an interested party to a bid protest
When a company that’s been disqualified can file a bid protest
How the status of a procuring agency and the nature of the transaction affect whether a solicitation or contract can be protested
How much time you have to file a bid protest from the time you knew of the protest grounds
How a CICA stay requires a federal agency to suspend the contract award/performance while a protest is pending
Connect with Carissa Birch Horton Bittner & Cherot
Birch Horton Bittner & Cherot on LinkedIn
Birch Horton Bittner & Cherot on Facebook
Email canderson@bhb.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources US Court of Federal Claims
US Government Accountability Office
Competition in Contracting Act
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
The $1 trillion infrastructure bill provides an opportunity for small businesses to develop a new revenue stream by way of state government contracting.
But if you jump in and start bidding without a game plan, you’ll lose 95% of the time.
And while it might feel risky to put significant time and effort into the necessary prep work, you’ll be much more likely to win state contracts than your competitors who bid cold.
On this episode of The RFP Success Show, I share our seven-point plan for breaking into state government contracting, explaining why it’s important to start with a strategic plan and conduct market research to learn the procurement landscape.
I offer insight on building relationships in a state government setting, challenging you to develop a monthly outreach calendar and sign up for your key target vendor lists and RFP aggregators.
Listen in to understand the RFP Success Company’s response capacity framework and learn how these seven steps will help your business secure high win rates on state government contracts.
Key Takeaways Our 7-point plan for breaking into state government contracting
- Strategic plan
- Market research
- Relationship-building strategy
- Bid opportunity tracking
- Short-term response capacity framework
- Long-term response capacity framework
- Response management
How to identify your target market, ideal project and high-value clients
Why I suggest developing prospect and competitor profiles as you learn the procurement landscape
The myth that you can’t build relationships in state government contracting
How to develop and execute on a monthly outreach calendar
Why it’s crucial to sign up for key target vendor lists and RFP aggregators
How to create your assessment criteria, content library and response process
How long-term goals inform the team, tools and resources your business will need
How our 7-point plan secures high win rates on government contracts
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Infrastructure Investment and Jobs Act
Charles Fred on RFP Success Show EP105
How to Make a FOIA Request
Diverse Business Certifications
Find RFP
BidSync
Onvia
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
To grow a small business, you need more customers. But did you know that too many of the wrong customers is what keeps a lot of companies stuck?
According to Charles Fred, low-value clients are high maintenance, hard on your people, and they take up 75% of your time. That’s why it’s so important to define your high-value customers and bid only on the RFPs that fit those criteria.
Charles is the Cofounder and CEO of TrueSpace, a research firm founded to support small businesses and help them grow. In his 40-year career as an entrepreneur, Charles has led three companies from the startup phase to the middle market, generating $220M in enterprise value.
On this episode of The RFP Success Show, Charles joins me to explain why it’s crucial for small businesses to define and target our high-value customer, describing how low-value customers are a drain on our time, talent and resources.
Charles challenges small business to focus and ‘get boring fast,’ finding a place in the market where you stand out and bidding only on business that aligns with your unique value proposition.
Listen in for Charles’ insight on planning for turnover in your customer base and learn how to define and target the high-value clients who will help your business grow.
Key Takeaways TrueSpace’s mission to help small companies grow and create new jobs
Why it’s crucial for a business to FOCUS to conserve its time, talent and resources
How to find a place in the market where your company stands out
What differentiates a high-value customer from one that ties you down
Why getting rid of low-value customers is a prerequisite for growth
How most sales team incentive systems drive the acquisition of low-value customers
How the narrative around rapid growth is a roadblock to identifying high-value customers
Why high-value targets change over time and how to plan for turnover in high-value relationships
Charles’ first steps to identifying your high-value customers
The red flags that a company has not identified its high-value targets appropriately
What Charles learned about identifying talent from The Art of Possibility
Connect with Charles TrueSpace
TrueSpace on LinkedIn
Charles on LinkedIn
Email info@truespace.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The 5 Conditions Assessment Research by Gallup/TrueSpace
The 24-Hour Rule: Leading in a Frenetic World by Charles Fred
The Art of Possibility: Transforming Professional and Personal Life by Rosamund Stone Zander and Benjamin Zander
Evel Knievel
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
We’d like to believe that we make purchasing decisions based on logic. But consumer psychology research affirms that, in truth, we buy based on emotion. And we’re unconsciously influenced by visual cues and sensory language.
So, how might we apply the principles of consumer psychology and behavioral economics to the proposal development process?
Marketing Strategy Consultant Sean Stewart has 20 years of service marketing experience, serving as a proposal writer, proposal manager and marketing director for firms large and small. He has a Master of Science degree in Applied Psychology from the University of Southern California with an emphasis in consumer psychology.
On this episode of The RFP Success Show, Sean joins me to discuss the fundamentals of consumer psychology and explain how to convey a brand identity of competence and warmth in your proposal.
Sean describes how visuals unconsciously influence our choices, offering advice on using haptic cues, callout boxes and sensory language to persuade evaluators in an RFP response.
Listen in for Sean’s insight on using the ‘laddering interview’ to build relationships with potential clients and learn how to apply the principles of consumer psychology to win more business with RFPs!
Key Takeaways How Sean defines consumer psychology as the study of how people make purchasing decisions
What differentiates account-based marketing from marketing consumer goods
Sean’s insight on how to convey both warmth and competence in a proposal response
How callout boxes function as preattentive attributes and why that’s important
Why we’re more motivated by a loss than a gain (and how to use that principle in an RFP response)
The concept of a haptic cue and how it applies to visual images in a proposal
How sensory language helps us be more persuasive in an RFP response
How to use the ‘laddering interview’ to develop win themes and identify language that resonates with decision makers
Sean’s take on the value of making digital RFP submissions more interactive
How we might use neuromarketing to understand the biology of making purchasing decisions
Connect with Sean Sean on LinkedIn
Email seanstewart1979@gmail.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The Human Brand: How We Relate to People, Products and Companies by Chris Malone and Susan T. Fiske
Daniel Kahneman
Richard Thaler
Immersion Neuroscience
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
How do you decide whether to bid on an RFP? Too many companies make a go/no-go decision solely on their ability to do the work.
But when you bid on everything you can do, you water down your resources. And you don’t have enough time and energy to put into the opportunities you really do have a chance of winning.
So, what criteria should you use to make the go/no-go decision on an RFP?
On this episode of the podcast, I discuss the 11 questions to ask before you decide whether to bid on an RFP, challenging you to build relationships with potential clients and make sure you meet ALL of the requirements.
I share the overlooked questions to ask before you make a go/no-go decision, explaining how to know whether an RFP has been wired for somebody else and identify any potential deal breakers in the terms and conditions.
Listen in for the ‘forgotten’ questions to ask before you bid on an RFP and learn how to determine whether a client is a good fit before you say YES to the proposal writing process!
Key Takeaways Why it’s crucial to make a go/no-go decision right away
The 4 OBVIOUS questions to ask as you decide whether to bid on an RFP
- Do you meet the requirements?
- Is this work you can do?
- Is there an incumbent?
- Did you know the RFP was coming?
Why it’s important to build relationships with potential clients
The 3 OVERLOOKED questions to ask as you decide whether to bid on an RFP
- Does it appear to be wired?
- Can you stand above the competition?
- Are there any deal breakers in the terms and conditions?
How to know whether an RFP has been wired for somebody else
The 4 FORGOTTEN questions to ask as you decide whether to bid on an RFP
- Can you deliver the services requested at the level you want?
- Are there requirements beyond what you do for most of your client?
- Do you know enough about the client and their industry or environment?
- Is this the right client for you?
What factors to consider in deciding if a client is a good fit
Why it’s demoralizing to bid on an RFP you can’t win
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
We process visuals 60,000 times faster than we do text.
And yet, most proposal teams see graphics as a nice-to-have. Something you add in at the last minute to make a response more visually appealing.
But what if you leveraged the visuals to support the story you’re telling in an RFP? What if you were just as strategic in planning the graphics as you are in crafting the text of a proposal response?
Ama Cobbina is the Cofounder and Marketing Director at mAt, a strategic visualization and marketing group. As a Creative Strategist and Business Development Professional, Ama has 13 years of experience in go-to-market strategy, acquisition response and solution designing.
Megan Skuller serves as a Senior Graphic Designer and Project Lead at 24 Hour Company, the nation’s premiere visual communications firm. After 17 years in the business, Megan has developed an expertise in solution-driven design for the proposal industry.
On this episode of the RFP Success Show, Ama and Megan join me to discuss the art of telling your story through visuals and describe the purpose graphics serve in a proposal response.
They explain the benefit of developing a design template as part of your content strategy and discuss when it’s okay to use SmartArt or stock visuals—and when it’s not.
Listen in to understand why it’s crucial to involve your designers early in the RFP process and learn how to partner with a visual strategist to plan the text and graphics for your proposal response.
Key Takeaways The role of a visual strategist and the value they bring to the proposal process
How Megan defines solution-driven design and its role in the RFP world
How graphics demonstrate an understanding of the client’s needs and create cohesion and meaning in an RFP response
Why every graphic in a proposal should have a clear purpose
The benefit of developing a design template as part of your content strategy
When Megan & Ama suggest using SmartArt or stock images
The best online tools for developing your visual language in the proposal process
Examples of graphics Megan & Ama have created that made a big impact
Why it’s crucial to involve your designers early in the RFP process
Why you should plan both the text and graphics for a proposal response
Connect with Ama Ama on LinkedIn
Connect with Megan 24 Hour Company
Megan on LinkedIn
Email megan.skuller@24hrco.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Ama on The RFP Success Show EP052
Ama on The RFP Success Show EP056
Miro
MURAL
Figma
Black to School
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
When you write an RFP, you’re not just competing on qualifications and capabilities. In fact, everyone who’s bidding can answer the questions from a technical perspective.
But you can differentiate yourself with a strong brand and tell the story of what sets your business apart throughout a proposal document.
Michael Zipursky is the Cofounder and CEO of Consulting Success, a firm that specializes in helping consultants grow profitable, scalable and strategic businesses.
Michael has more than two decades of experience as a serial entrepreneur and consultant, advising global organizations such as the Financial Times, Dow Jones and the Royal Bank of Canada. Over 35,000 consultants read his weekly newsletter, and he’s coached 500 consultants from around the world in building six- and seven-figure businesses.
On this episode of the RFP Success Show, Michael explains how to think about branding as consistent messaging that speaks to your ideal clients, describing what it looks like to weave your brand story into the text of an RFP.
Michael offers advice on building authority when you’re first starting out and reflecting authenticity in an RFP—even if you’re on the proposal team for a large, established company.
Listen in for Michael’s top three signs that your branding needs work and learn how to leverage your brand authority to win more sales with RFPs!
Key Takeaways How Michael thinks about branding as the way you tell your story
What it looks like to weave your story into the text of an RFP
Why it’s crucial to illustrate your strengths through case studies and use language that conveys confidence in an RFP
Why Michael suggests focusing on the value you provide rather than price
How to build credibility in the marketplace when you’re just starting out
What it means to build authority by sharing your knowledge and expertise with ideal clients on a consistent basis
What Michael has learned about connecting through vulnerability and building a business around what your community needs
Michael’s response to business owners who ‘don’t have time to market’
How to reflect authenticity in an RFP if you’re on the proposal team for a large, established company
Michael’s top 3 signs that your brand needs work
- It’s not specific enough
- Your message isn’t clear
- It isn’t memorable
Connect with Michael Consulting Success
Consulting Success Podcast
Consulting Success on Instagram
Consulting Success on YouTube
Michael on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan with Dr. Benjamin Hardy
Consulting Success Mini-Documentary
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
If your company makes it to orals, take a moment to celebrate. But remember, you haven’t won the bid yet!
So, how do you prepare for the RFP oral presentation? How can your team leverage orals to build rapport with the evaluators and make them want to work with you?
Andy McGowan is Senior Vice President and Director of Strategic Initiatives at CommCore Consulting, a specialty public relations firm that helps organizations achieve their communication goals. Andy has 30 years of experience as a senior-level strategic PR and marketing executive working across several high-profile brands and industries.
Ted Koval serves as Proposal Manager and Writer here at the RFP Success Company. In his 25-year career, Ted has been responsible for policy, change management, communications and proposal processes at all levels of state and county government as well as the private sector.
On this episode of the RFP Success Show, Andy and Ted explain why it’s beneficial to treat orals like a job interview, describing how to showcase your team’s talents and demonstrate the benefits of working with you in the presentation.
Andy and Ted discuss why it’s crucial to practice your RFP orals, who is best suited to deliver the presentation and how to make your slide deck sing.
Listen in for Andy and Ted’s insight on questions that might catch your team off guard and get their top tips for first-time RFP oral presenters!
Key Takeaways Why Ted suggests treating your oral presentation like a job interview
How orals provide an opportunity to showcase your team’s talents and demonstrate the benefits of working with you
Why it’s crucial to practice your RFP oral presentation
Why Andy recommends having your best presenter do the intro and closing
When to seek out coaching for your presentation skills
How to break down your oral presentation among the sales team, project manager, executives and subject-matter experts
Andy’s advice on leveraging simplicity and flow to make your slide deck sing
Tim’s insight on preparing for questions that might catch your orals team off guard
Why it's a good idea to know the RFP requirements cold and understand the numbers in your cost proposal
Andy and Tim’s top tips for first-time oral presenters
The benefit of getting your RFP team to participate in orals training
Connect with Andy CommCore Consulting
CommCore Consulting on Twitter
Andy on Twitter
Watkins McGowan on Twitter
Connect with Ted Email ted@rfpsuccess.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The Art of the Pitch: Persuasion and Presentation Skills That Win Business by Peter Coughter
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
So, you have nearly all the qualifications necessary to bid on an RFP, but you need to partner with another business to fill in the gaps.
How do you choose the right company as a partner? What makes for a successful partnership in the proposal development process—and beyond?
Anne Tarantino is the VP of Corporate Sales at Velocity Tech Solutions, an IT support company out of Roseville, Minnesota. Hannah Johannsen is the Director of Strategic Business Development at Impact Group, Inc., an IT consulting firm based in Oakdale, Minnesota. Together, Anne and Hannah call their combined teams the Notorious VIG, and they recently partnered to bid on a state government contract.
On this episode of the podcast, Hannah and Anne discuss what makes their partnership successful, describing the importance of complementary services and shared values in the RFP development process.
Hannah and Anne explain why scheduling was the most challenging aspect of working together on a bid and how their teams developed a cadence for communication around the RFP.
Listen in for advice on choosing a partner you can trust and find out how the teams at Velocity and Impact Group built the professional respect to form a partnership that works!
Key Takeaways The role of complementary services and shared values in creating a successful partnership
Anne’s insight on getting honest about what your company is good at and what’s not in your wheelhouse
The professional respect shared by the teams at Velocity and Impact Group
How Hannah and Anne’s teams developed a cadence for communication around the RFP
Why Hannah and Anne didn’t want to let each other down in the proposal process
How both Velocity and Impact Group navigated COVID to come out stronger in the end
The business applications Hannah and Anne use to stay organized and collaborate with their teams
What made scheduling the most challenging aspect of the Velocity-Impact Group partnership
Why trust and respect are more important in a partner than technical acumen
Hannah ’s insight on how to handle it when your services overlap with that of a partner
Connect with Hannah Impact Group
Hannah on LinkedIn
Connect with Anne Velocity Tech Solutions
Anne on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Salesforce
Microsoft Teams
SharePoint
Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Everybody assumes that the majority of an RFP response timeline should be devoted to the writing.
And yes, of course, the writing is very important. But there are many other pieces of the puzzle that contribute to a win. Pieces that take more time than we realize.
So, what does an effective response timeline look like? How much time does the proposal team need AFTER the first pass of technical writing is done?
On this episode of The RFP Success Show, I share my best practices for planning a successful response timeline, explaining why it’s crucial to get started right away—even if you decide not to bid.
I describe the challenge of compiling a response with multiple contributors, discussing how many days to build into a response timeline for strategy reviews, editing and formatting, final look and submittal.
Listen in for insight on building weekends, holidays and vacations into a response calendar and learn how to position yourself for a win by making sufficient time on the back end to finalize an RFP response.
Key Takeaways Why it’s crucial to start on a proposal ASAP (even if you decide not to bid)
The challenge of compiling a response with multiple contributors and what to do about it
How many days to build into a response timeline for strategy review
My rule of thumb around how long to devote to editing and formatting an RFP response
Why I recommend building in an extra day for a final look and submittal
Why you need 10 to 14 days after the first pass of technical writing is done to position yourself for a win
How to work weekends, holidays and vacations into your response calendar
The importance of assigning a backup for every key person on the response team
What leaders can do to hold people accountable for meeting deadlines on a proposal response
Why we underestimate how much time it takes to finalize an RFP response
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Email podcast@rfpsuccess.com
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released.
And if your team has developed a strong capture planning process, you will already know what issues the potential client is up against and have a solution that addresses their specific needs.
Lisa Ehrlich and Tom Gillin are the Vice President of Proposals and Vice President of State Partnerships, respectively, at Cognia, a mission-driven nonprofit dedicated to continuous improvement in schools.
The Cognia team also happens to be a capture powerhouse with an expertise in building trust with prospective clients and influencing the RFP before it is released.
On this episode of The RFP Success Show, Lisa and Tom explain why relationship-building is key to Cognia’s capture planning process and discuss the criteria they use to decide which potential client relationships to pursue.
Tom introduces us to the opportunity summary, the first step in Cognia’s capture process, and Lisa describes why it’s crucial to customize your solution to the client’s top challenges.
Listen in to understand how Cognia benefits from developing cohesion among its sales, proposal and operational teams and learn how Lisa and Tom ensure that an RFP is built around the information gathered in the capture planning process.
Key Takeaways How Cognia set the foundation for its powerhouse capture planning process
The criteria Cognia uses to decide which potential client relationships to pursue
Cognia’s approach to building relationships with state government agencies
The pros and cons of Cognia’s long 18- to 24-month business cycle
Why an opportunity summary is the first step in Cognia’s capture process
Why it’s crucial to build your solution around a potential client’s top challenges
Tom’s take on what differentiates an RFP sale from a non-RFP sale
The cohesion among Cognia’s sales, proposal and operational teams
How Cognia’s review process ensures that the capture info gets into the RFP
Why staying on top of your industry is an important part of capture planning
Connect with Lisa Ehrlich & Tom Gillin Cognia
Lisa on LinkedIn
Tom on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Book a Call with the RFP Success Company
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Is there a place for storytelling in business?
According to Paul Furiga, story plays a crucial role in differentiating a company from its competitors and attracting customers, employees, partners and investors to the brand.
But how do you figure out what your business’ story is and then tell it effectively in an RFP response?
Paul is the President and Chief Storyteller at WordWrite, a top-ranked independent PR agency dedicated to helping clients in healthcare, manufacturing and professional services uncover, develop and share their stories. He is also the author of Finding Your Capital S Story: Why Your Story Drives Your Brand.
On this episode of The RFP Success Show, Paul explores the biology behind how storytelling bonds a writer with their audience and explains how a business can live their brand by having a great story.
Paul describes how to build likability and trust through storytelling, offering advice on how to uncover the story archetype of your company and weave that narrative throughout a proposal.
Listen in for Paul’s insight around what a good storytelling looks like and learn how to uncover the many chapters of your company’s story and tell it in a way that resonates with evaluators in an RFP response.
Key Takeaways Paul’s journey from journalism to building an agency around storytelling for business
The science of how storytelling bonds a speaker/writer with their audience
Paul’s top examples of companies who live their brand by having a great story
What four questions a company’s brand story should address
How a business can build likability and trust through storytelling in a proposal response
Paul’s advice on how to determine the story archetype of your company
How to weave the narrative of your brand story throughout an RFP response
Paul’s top examples of the different chapters of a business’ story
Why it’s crucial for your company’s leaders to agree on the brand story
What a good story looks like and how to compel RFP evaluators to care about yours
Connect with Paul WordWrite
WordWrite on Facebook
WordWrite on LinkedIn
Paul on LinkedIn
Paul on Twitter
Email paul.furiga@wordwritepr.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Finding Your Capital S Story: Why Your Story Drives Your Brand by Paul Furiga
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
You know it’s important to distinguish yourself from the competition in an RFP response. And one surefire way to set yourself apart is by demonstrating industry authority.
But few companies do this well.
It’s not enough to say you have multiple years of experience or advertise how many hundreds of clients you’ve helped. So, what is the best way to communicate industry authority in a proposal response?
On this episode of The RFP Success Show, I share some of the generic, blanket statements to avoid in a proposal response and explain how to reposition those statements in a way that showcases true industry authority.
I describe how quoting industry statistics in a proposal builds your credibility and offer insight on leveraging published articles, awards and examples of industry leadership to demonstrate your authority.
Listen in for advice on talking TO prospective clients rather than AT them and learn how to build out a collection of authority statements that distinguish your RFP response from the rest of the pack!
Key Takeaways How industry authority distinguishes you from the competition in an RFP response
Why it’s not enough to simply say that you have industry authority
The generic, blanket statements to avoid in a proposal response
How to reframe generic statements in a way that showcases your authority
What it looks like to talk TO prospective clients vs. AT them in an RFP
How quoting industry statistics in a proposal builds your credibility
How to leverage published articles, awards and industry leadership to build authority
Examples of weak statements that undermine your credibility
Why I suggest building out 5 to 10 authority statements for your content library
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources APMP
Email podcast@rfpsuccess.com
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Are you making the time to do a strategic review before you submit a proposal response?
If not, you’re missing an opportunity to elevate the level of your RFP and stand out from the crowd.
So, what does a strategic review look like? And how can you make it a regular part of your RFP process?
On this episode of The RFP Success Show, I share the three steps to completing a successful strategic review, explaining who should be involved in conducting the review and why it’s so important.
I walk you through the focus questions to ask on each pass, challenging you to engage the reader with the things they care about and make your value proposition clear.
Listen in for insight on building time for a review into your response calendar and learn how to implement the strategic review process in YOUR business and win more RFPs!
Key Takeaways Who should conduct a strategic review of your RFP (and who should NOT)
Why you’ve got to capture the reader’s attention and build trust through a proposal response
How a strategic review raises the level of your proposal
The 3 steps to a successful RFP strategic review
- Have we answered all the questions as they were asked?
- Are we engaging the reader with the things they really care about?
- Is the proposal easy to read?
How to ensure you’re addressing what the reader really cares about
- Is the proposal geared toward the solution vs. all about us?
- Is the theme/value prop clear throughout?
- Are we differentiating ourselves throughout the response?
How to build time for a strategic review into your response calendar
Why a strategic review is crucial to the success of your RFP
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Color Team Reviews
Email podcast@rfpsuccess.com
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Only focusing on getting things done faster is NOT a sustainable solution for your RFP process. That's why Kathryn Bennett encourages using Lean principles over Agile ones to get work done right the first time.
Kathryn is the Director of RFP Excellence at Loopio, a Toronto-based software company that streamlines the RFP response process for more than 1,000 leading organizations, including IBM and DocuSign. Loopio has twice earned a spot on the Deloitte Technology Fast 50 and was selected as one of LinkedIn’s Top Startups in Canada two years in a row.
On this episode of The RFP Success Show, Kathryn explains how to optimize the proposal process from start to finish, challenging us to test our assumptions about how work is getting done and leverage process mapping to identify inefficiencies.
Kathryn offers insight on data analysis for RFP teams, describing what the winningest proposal shops measure and how to present that data in a way that's accessible and relevant.
Listen in to understand how Loopio technology helps proposal managers access data more quickly and find out how you can benefit from attending their upcoming FREE virtual conference, Loopicon.
Key Takeaways How Kathryn’s background as a chemist informs her approach to proposals
How the Lean framework forces us to test our assumptions about how work is getting done
Kathryn’s insight on presenting data in a way that’s accessible and relevant
The foundational, intermediate and top-tier metrics for RFP teams
What proposal managers can do to communicate value in an RFP
How to identify and eliminate waste to make your proposal process more efficient
What basic process mapping looks like for a proposal team
The increasing demand for rapid turnaround times in the RFP space
How Loopio technology helps proposal teams quickly access their own data and collaborate on RFPs
What attendees can expect from Loopio’s upcoming FREE virtual conference
Connect with Kathryn Loopio
Email kathryn.bennett@loopio.com
Kathryn on LinkedIn
Kathryn on TikTok
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Loopicon
Loopio’s 2021 Survey on RFP Response Trends & Benchmarks
APMP
Seismic
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Crafting your #RFP to get a win is a large and technical undertaking. But telling the story of why your business is going to do something wonderful for this world can be the key to getting on your reviewer’s good side. How can you make sure you are doing everything you can to get your RFP approved? Does taking a moment to step back and reflect on your mistakes help you get ahead as an entrepreneur?
Deb Zahn is the Founder and CEO of Craft of Consulting, a firm dedicated to helping accomplished professionals start, build and grow their own consulting businesses. A practicing consultant herself, Deb has earned a reputation for getting high-value contracts with hard-to-get clients, turning them into her biggest fans and best marketers. Deb also has 25 years of experience with RFPS, yielding over $100M in business for her clients.
On this episode of The RFP Success Show, Deb dives in to what it’s like to work on an RFP from a reviewer's perspective. And why this perspective is necessary to think about when crafting your reports. She also lays out some of the biggest mistakes she has seen in RFPs, reviewers, and consultants.
Deb lays out why crafting a gripping narrative throughout an RFP will benefit a client more than technical writing. She also offers advice for every entrepreneur on how to achieve growth by reflecting on your mistakes.
Listen in to learn more about how being a great reviewer and entrepreneur revolves more around empathy and self-reflection than just getting the technical aspects down. And how not taking the time to cultivate those true feelings will get in the way of your success.
Key Takeaways Continuing the conversation with Deb about being a consultant
What the biggest mistakes responders make in their RFP responses and how to avoid them
Deb's reviewer horror story and why writing thoughtful RFP responses will not only help your reviewer but your request
How to make sure you actually answer the questions in your RFP
How using your narrative throughout your request is crucial to getting a win
Why empathy and self-reflection are the number one thing every consultant and entrepreneur needs to be successful
Why recognizing your mistakes is a key to success as an entrepreneur
Connect with Deb Craft of Consulting
Craft of Consulting Podcast
Craft of Consulting on Instagram
Craft of Consulting on LinkedIn
Deb on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Deb’s Prospects to Proposal Blog
The RFP Success Book by Lisa Rehurek
The RPF Success Institute
The pandemic was perhaps the world’s most difficult stress test. But you can emerge stronger if you take action NOW. So, what should businesses be doing to recover from the disruption of COVID? How might you benefit from the American Rescue Plan? And how can you put yourself in the best position to win stimulus dollars through RFPs?
Deb Zahn is the Founder and CEO of Craft of Consulting, a firm dedicated to helping accomplished professionals start, build and grow their own consulting business. A practicing consultant herself, Deb has earned a reputation for getting high-value contracts with hard-to-get clients, turning them into her biggest fans and best marketers. Deb also has 25 years of experience with RFPs, yielding over $100M in business for her clients.
On this episode of The RFP Success Show, Deb explains what companies are doing to emerge from the pandemic better and stronger, challenging us to use this time to track and anticipate forthcoming RFP opportunities and ‘date’ potential business partners.
Deb describes how to think about using short-term dollars to support long-term growth, offering advice on how to help clients set spending priorities and demonstrate your value with what she calls ‘a soothing clarity.’
Listen in to understand why making the reviewer happy is Deb’s top priority and learn how she has achieved a hit rate of 90% by mastering the art and science of the RFP!
Key Takeaways What inspired Deb to become a consultant herself and then help others do the same
What companies are doing to prepare for future disruptions and improve their customer experience as we emerge from the pandemic
The most important action businesses can take now to benefit from the American Rescue Plan
Deb’s advice on using this time to track and anticipate opportunities and ‘date’ potential business partners
How to think about using short-term dollars to support long-term growth
Deb’s insight on demonstrating your value with ‘soothing clarity’
How to help your clients set spending priorities and get to the proposal stage faster
What Deb does to make the reviewer happy and how it’s yielded her a hit rate of 90%
Connect with Deb Craft of Consulting
Craft of Consulting Podcast
Craft of Consulting on Instagram
Craft of Consulting on LinkedIn
Deb on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Deb’s Prospects to Proposals Blog
Todd Herman’s CEO Survey
The American Rescue Plan
Grants.gov
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
When the pandemic began, businesses scrambled to create systems for working from home. But now, we have a chance to take a breath and rethink our processes. To be more intentional in our sourcing of technology. To find efficient ways to collaborate, in or out of the office.
Dave Hulsen is a Cofounder and Chief Operating Officer at RFP360, the premiere RFP management software solution for buyers and proposal teams. In his role as a technology consultant, Dave gained years of experience both issuing and responding to RFPs, and today, he is committed to developing software that transforms and improves the RFP process for all involved.
On this episode of The RFP Success Show, Dave returns to discuss the opportunity we have now to question our systems and source with intention, exploring how competition supports product innovation.
Dave explains how his perspective on employee engagement changed through the pandemic, describing what his company is doing to focus on mental wellness and how staff members benefit from meaningful interactions in the office environment.
Listen in to understand how technology works with people and processes to make collaboration more efficient and get Dave’s take on when it’s time to integrate RFP software in YOUR proposal process!
Key Takeaways How Dave’s perspective on employee engagement changed through the pandemic
What Dave’s company is doing to focus on mental wellness
How staff benefits from meaningful interactions in the office environment
The opportunity businesses have to swap out systems and rethink processes in the next 6 months
Why we anticipate an influx of RFPs in 2021 and moving into 2022
How competition supports innovation
Dave’s take on when it’s time to implement RFP software in your system
How RFP software works with people and processes to make collaboration more efficient
How the transparency of RFP software supports individual accountability
Dave’s respect for proposal teams and buyers producing thoughtfully-crafted RFPs
Connect with Dave RFP360
RFP360 on YouTube
RFP360 on Twitter
RFP360 on Facebook
RFP360 on LinkedIn
Dave on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Dave Hulsen on RFP Success Show EP089
Slack
Zoom
Google Meet
GoToMeeting
Microsoft Teams
American Rescue Plan
APMP
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
The American Rescue Plan was signed into law in March, and with it, we anticipate an exponential increase in buying for infrastructure projects. So, what should your business be doing TODAY to get ready for the coming influx in RFPs?
Dave Hulsen is the Cofounder and COO of RFP360, a full-circle RFP management software solution that improves the way businesses issue and respond to RFPs. He has an extensive background as a technology consultant, where he gained experience on both the buyer and responder-side of the proposal process. Dave is passionate about developing technology that transforms the RFP process for all involved.
On this episode of The RFP Success Show, Dave joins us to discuss how RFP360 has best practices built into the system, encouraging buyer-clients to write better questions and facilitate a more transparent, fair and objective process.
He offers insight on what businesses can do now to prepare for the coming increase in infrastructure RFPs, challenging us to streamline processes, clean up our content repository and update references and case studies.
Listen in for Dave’s advice on imbedding images and videos in your proposal content and learn how to use the tools you have to make your RFP response stand out!
Key Takeaways
Why RFP360 offers both buyer and responder software solutions
How Dave’s background in issuing and responding to RFPs as a tech consultant inspired RFP360
Dave’s insight on how the nature of RFP questions is changing
The benefit of imbedding images and videos in your proposal content
How RFP360 has best practices built into the system (i.e.: transparency, fairness and objectivity)
Dave’s advice on leveraging a new technology or process to do your ‘spring cleaning’
How Dave’s team is working to help buyer-clients write better RFPs
What businesses can do to prepare for the coming increase in RFPs for infrastructure programs
- Look at your processes
- Do content review
- Update references/case studies
How to make it easy for evaluators to find supporting documents
How to use the tools you have to improve RFP processes and organize your content repository
Connect with Dave RFP360
RFP360 on YouTube
RFP360 on Twitter
RFP360 on Facebook
RFP360 on LinkedIn
Dave on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources American Rescue Plan
APMP
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Yes, you need an effective strategy, efficient processes and engaging content to build a winning culture on your RFP team.
But the keyword here is TEAM.
You need the fourth and final piece of the puzzle, the PEOPLE, to execute on the first three elements of our 4x4 framework.
On this episode of The RFP Success Show, I address the four components of a successful RFP team, explaining how to make sure you have the right people in the right roles.
I offer advice on how to keep your proposal team motivated and prevent burnout, challenging you to celebrate their hard work—win or lose.
Listen in for insight on recognizing when you need to outsource some of the work on RFPs and learn how to keep your team happy and engaged so they perform at their best!
Key Takeaways The 4 elements of the RFP Success Company’s 4x4 framework
- Strategy
- Process
- Content
- People
The 4 components of a successful RFP team
- Team makeup and dynamics
- Team motivation
- Outsource when needed
- Engagement and recognition
The talent assessments we do to make sure you have the right people in the right role
How to prevent your proposal team from burning out
Why it’s crucial to recognize when you don’t have the talent or bandwidth to do RFPs on your own
How to keep your RFP team engaged (even when they’re working remotely)
Why you should celebrate your proposal team’s hard work—win or lose
How your team’s mood is reflected in the RFP
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources 4x4 Framework Part 1 on The RFP Success Show EP085
4x4 Framework Part 2 on The RFP Success Show EP086
4x4 Framework Part 3 on The RFP Success Show EP087
Schedule a Chat with The RFP Success Company
Email podcast@rfpsuccess.com
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Now that you know how to build an effective RFP strategy and establish efficient processes, it’s time to tackle the meat and potatoes of the proposal response—CONTENT.
So, what questions should you be asking as you write the proposal itself?
On this episode of The RFP Success Show, I cover the four key guidelines for creating proposal content, reminding you to address the question at hand and position the content around your solution.
I explain how to write to the evaluation criteria, focusing your time and resources on the areas of the RFP that get the highest scores.
Listen in for insight on making your proposal absorbable and get my top strategies for building trust through RFP content.
Key Takeaways The 4 elements of the RFP Success Company’s 4x4 framework
- Strategy
- Process
- Content
- People
The top 4 guidelines for creating winning RFP content
- Address the question at hand
- Position your content around your solution
- Pay attention to the evaluation criteria
- Make your content absorbable
What role strategy plays in writing content to a potential client’s real pain points
The value in focusing your resources on the areas of the RFP that get the highest scores
Why it’s crucial to use terminology from the evaluation criteria
How readability makes your content absorbable
How to build trust through RFP content with stories and proof
The challenge of making a highly technical RFP absorbable
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources 4x4 Framework Part 1 on The RFP Success Show EP085
4x4 Framework Part 2 on The RFP Success Show EP086
Schedule a Chat with The RFP Success Company
Samantha Enslen on The RFP Success Show EP083
Samantha Enslen on The RFP Success Show EP084
How to Enable the Readability Function in Word
Email podcast@rfpsuccess.com
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Once you have the right RFP strategy in place, it’s time to take a look at your proposal PROCESSES.
And while we don’t want to overburden you with processes, having a few key systems in place can save you a LOT of time and trouble.
On this episode of the podcast, I discuss the four processes you need to get a proposal out the door efficiently, starting with your process for learning about RFPs for your target clients.
I explain why it’s crucial to have an assessment process that moves quickly and describe how an efficient response management process can buy you two to three extra days!
Listen in to understand the benefits of a double-debrief (whether you win or lose the bid) and learn how to identify when your current processes aren’t serving you and need to be improved.
Key Takeaways The 4 elements of the RFP Success Company’s 4x4 framework
- Strategy
- Process
- Content
- People
The 4 key processes for RFP success
- RFP receipt process
- Assessment process (go or no-go)
- Response management process
- Debrief process
Why you shouldn’t rely solely on notification services to learn about new RFPs
Why it’s important to have an assessment process that moves fast
What’s included in the response management process
How to buy yourself 2 to 3 extra days by tightening up your response management process
The benefits of implementing a double-debrief (even if you win the bid)
My top 6 signs that your current processes aren’t working for you
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The RFP Success Book by Lisa Rehurek
The RFP Success Institute
To consistently win bids with your proposals, you need four puzzle pieces in place—strategy, process, content and people. And here at the RFP Success Company, we call these components the 4x4 Framework for RFP Success.
For the next four weeks, I’m walking you through each of the four elements of the framework, beginning with STRATEGY.
So, what does a successful RFP strategy look like?
On this episode of The RFP Success Show, I discuss the four types of strategy a company needs to enjoy a win rate of 70 to 80%.
I describe the difference between a business development strategy and a bid strategy, explaining why you need to get clear on your target audience and how your differentiators should change from bid to bid.
Listen in for insight on developing an intelligence strategy around both your targets and competitors—and learn how to initiate and nurture relationships with the organizations you want to do business with!
Key Takeaways The 4 elements of the RFP Success Company’s 4x4 framework
- Strategy
- Process
- Content
- People
The 4 components of a successful RFP strategy
- Business development strategy
- Bid strategy
- Relationship strategy
- Intelligence strategy
How digging deep into your target audience helps a company identify what opportunities to go after
Why every RFP requires a different bid strategy
How your RFP theme and differentiators should change from bid to bid
Why your chances of winning are under 5% when you bid cold
How to initiate and nurture your relationships with target clients
Why it’s crucial to research both your targets and competitors
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The RFP Success Book by Lisa Rehurek
The RFP Success Institute
Proposals that win business are easy to read. But how do we make technical content accessible without dumbing down the material? And what tools are available to help us improve the readability of an RFP response?
Samantha Enslen is the content strategist and technical editor behind Dragonfly Editorial, an award-winning creative agency known for explaining complex topics clearly. The Dragonfly team creates content for some of the world’s leading consulting firms, including PricewaterhouseCoopers, Booz Allen Hamilton and DXC Technology. A leader in the world of proposal writing, Samantha was recently named a 2020 APMP Fellow.
On this episode of The RFP Success Show, Samantha is back to discuss readability, describing how to enable Word’s readability function and interpret the data it provides.
She explains why proposals should be written below a ninth-grade level (even when they convey a complex technical message) and shares the surprising Flesh-Kincaid Grade Level scores of several great works of literature.
Listen in for Samantha’s insight on writing in first person and get her #1 tip for instantly making your proposal more accessible and easier to read!
Key Takeaways The 2 readability meters you can use to analyze the text of an RFP response
How the number of words per sentence and percentage of passive voice impacts readability
How to enable the readability function in Microsoft Word
How readability data helps SMEs learn to be more concise
Why proposals should be written below the 9th grade level (even if they convey a complex technical message)
How great works of literature score surprisingly low on the Flesh-Kincaid Grade Level scale
Why Samantha recommends writing in 1st person whenever possible
The biggest mistakes Samatha sees in proposal writing
- Overly formal rather than conversational
- Too much detail, irrelevant information
- Responses that don’t answer the question
The conscious effort it takes to write from the reader’s perspective
Samantha’s #1 tip for instantly making your proposal more accessible and easier to read
Connect with Samantha Dragonfly Editorial
Dragonfly on Instagram
Dragonfly on Facebook
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Samantha on The RFP Success Show EP083
How to Enable the Readability Function in Word
The Flesch-Kincaid Grade Level & Flesch Reading Ease Scores
ISO Standards of Plain Language
Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
More and more, RFPs specifically ask for concise responses. But how do you decide what to include and what to leave out?
Samantha Enslen is the Founder and President of Dragonfly Editorial, an award-winning creative agency known for explaining complex topics clearly, whether the team is writing proposals, marketing communication or thought leadership pieces. Samantha is sought-after in the proposal world for her expertise in content strategy and writing, and she was recently named a 2020 APMP Fellow.
On this episode of the podcast, Samantha joins us to explain how to balance being concise with providing enough information in the RFP response.
She shares her top strategies for guiding technical experts to write more concisely, discussing why it’s helpful to pair SMEs with proposal writers or editors.
Listen in for Samantha’s insight on attracting and keeping the attention of skimmers and get her top tips for deciding what details are relevant—and which ones to phase out.
Key Takeaways Samantha’s introduction to proposals at a temp agency in DC
How Dragonfly helps clients with RFP responses as well as marketing and communications writing
How to balance being concise with providing enough information
Samantha’s advice on answering the questions up front in a sound bite that’s easy to find
The 2 questions Samantha asks to decide what details to add
- Does this highlight our differentiators?
- Does this explain how we add value to the client?
How Samantha guides SMEs to write more concisely
Why it’s helpful to pair an SME with a proposal writer or editor
Samantha’s recommendations for attracting and keeping the attention of skimmers
- Include the most important info first
- Break the content into easily digestible chunks
- Give each chunk a meaningful subhead
- Set critical info in bulleted lists
How Samantha uses sidebars for details and supplementary info
Why callout boxes should ONLY be used for high-value information
The value in highlighting client testimonials in callout boxes or sidebars
Connect with Samantha Dragonfly Editorial
Dragonfly on Instagram
Dragonfly on Facebook
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources APMP Fellows
DXC Technology
ISO Standards of Plain Language
Lisa’s RFP ROI Calculator
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
So, you’ve submitted your RFP response. You considered pricing carefully and went as low as you felt you could in the proposal. And now the client is asking for your Best and Final Offer (BAFO).
How do you negotiate pricing so that you don’t end up taking a loss on the job or being taken advantage of by the client? Is there some way that everyone can win?
On this episode of The RFP Success Show, I share my top three tips for negotiating your BAFO, challenging you to know your own value and be willing to walk away.
I explain why negotiating doesn’t have to be a zero-sum game, discussing how to approach the process with a win-win mentality.
Listen in for insight on removing something from the offer when you drop your price and learn how to adjust the scope of a job in a way that doesn’t impact the outcome.
Key Takeaways My top 3 tips for negotiating your BAFO with procurement
- Always think in terms of value
- Focus on a win-win solution
- Never drop your price without adjusting scope
How taking a loss on a job impacts your business
Why you can’t be afraid to walk away from the negotiating table
Why negotiating doesn’t have to be a zero-sum game
The danger in letting a client nickel-and-dime you
What to take away from the offering if you drop your price
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Pricing Strategy on RFP Success Show EP081
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
How do you decide what your solution is worth? Of course, pricing is dependent on the ask involved in a given RFP. But there are a few guidelines that can help you think strategically about how to price the goods and services you provide.
On this episode of The RFP Success Show, I’m sharing five best practices for developing an RFP pricing strategy, explaining why it’s crucial to consider your pricing early in the response process and NOT wait until the last minute.
I discuss how to tie your pricing to the solution you provide, challenging you to price your proposal based on what matters most to the client.
Listen in for insight on understanding where you fall on the value spectrum (and bidding accordingly) and learn how to clearly communicate the value of your solution throughout the RFP response.
Key Takeaways Why it’s crucial to consider your pricing early in the response process
How to tie your pricing to the solution you provide
The importance of communicating the VALUE of your solution (i.e.: efficiency, effectiveness and results)
How to price your proposal based on what matters most to the client
The significance of understanding where you fall on the value spectrum
How to develop a solid value proposition and communicate it clearly
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Story on the Winning Pricing Strategy for a US Air Force RFP
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
How long should your proposal be?
Yes, you want to give evaluators all the information they need so you score the maximum points. But there’s a fine line between adding the right amount of detail and overwhelming your reader!
So, how do you describe what you do, how you do it and why it’s important in a concise, accessible way?
On this episode of The RFP Success Show, I’m sharing my top four tips for finding the right proposal length, challenging you to create a balance between providing sufficient detail and making your response easy to read and evaluate.
I explain why it’s crucial to stay on topic and avoid wordiness, describing how to eliminate any information that isn’t necessary and cautioning you against including upsells as a way to differentiate your business.
Listen in for insight on writing your RFP response at the most appropriate reading level and learn how to keep your content relevant by building a mini-outline for each question before you begin!
Key Takeaways How to create a balance between providing sufficient detail and keeping your proposal readable
The benefit of putting together a response template with a mini-outline for each question
My top 4 tips for finding the right proposal length
- Stay on topic
- Ask yourself, ‘So what?’
- Eliminate anything that isn’t relevant
- Avoid wordiness
The art of describing what you do, how you do it and why it’s important in a concise and readable way
Why you shouldn’t try to differentiate yourself with upsells in a proposal
My why-what-how approach to layering an answer in your RFP response
Why most proposals should be written at a sixth- or seventh-grade reading level
How to use the readability function in Word (and teach your technical writers to use it too)
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources How to Access the Readability Function in Word
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
According to Gallup research, only 15% of US employees feel engaged at work. And when employees aren’t motivated, the bottom line suffers. So, what can leaders do to better connect with their teams—in a time when tensions are high and many of us are working remotely? And how might those strategies for establishing connection extend to the RFP response?
Management Consultant Mark Musgrave has advised many federal government agencies, major corporations and the Cabinet of the George W. Bush administration. Today, he serves as Regional Procurement Manager for GovPurchase, a government market intelligence agency out of Washington, DC. Mark is dedicated to helping clients leverage data to identify opportunities and win government contracts.
On this episode of The RFP Success Show, Mark joins us to explain why so few Americans feel engaged and work and what managers can do to improve morale—whether their team is working remotely or in-person. He describes the government RFP landscape, discussing the opportunity COVID will continue to afford companies that make personal protective equipment and other ancillary products moving into 2021. Listen in for Mark’s insight on injecting humanity and creativity into your RFP responses and learn how to win business in challenging times by approaching each proposal with a mindset of service.
Key Takeaways
How the government RFP landscape has (and has not) changed since March
The likely flood of opportunity in government RFPs coming in 2021
The opportunity COVID afforded companies that make personal protective equipment and other ancillary products
Why so few Americans feel engaged at work
What managers can do to improve employee engagement (whether their team is working remotely or in-person)
Mark’s insight on injecting humanity and creativity into your RFPs
How the federal procurement landscape changes with a new administration
What businesses can do to pivot in the shifting corporate RFP landscape
Mark’s advice on approaching RFPs with a mindset of service
How GovPurchase helps businesses identify and win government contracts
Connect with Mark GovPurchase
Email mark.musgrave@govpurchase.com
(202) 751-9435
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Mark on The RFP Success Show EP070
It’s the Manager: Moving from Boss to Coach by Jim Clifton and Jim Harter
Angelique Rewers at The Corporate Agent
The RFP Success Book by Lisa Rehurek
The RFP Success Institute
“It’s really about that customer intimacy. The more than you can understand what they’re doing, where they’re going, and dialogue with them well before an RFP really makes the difference.”
--Jennifer Zonneveld
Developing a winning proposal strategy requires that we know opportunities are coming well in advance and build relationships with the organization’s decision-makers. But how do you find out about forthcoming RFPs and then build the kind of customer intimacy that will give you a leg up?
Jennifer Zonneveld is the Director and Site Manager of the Guns Operating Unit and Armament Systems at Northrop Grumman. Her team responds to thousands of RFPs in a given year, and 80% of her business revenues involve international direct commercial sales with end-users in 66 countries. Jennifer has more than two decades of experience in site leadership, business development and project management, and she has a bachelor’s in Mechanical Engineering from Penn State and an MBA from ASU.
On this episode of The RFP Success Show, Jennifer joins us to explain how her business development team creates a proposal strategy well in advance of an RFP. She describes the value of customer intimacy in winning RFPs, discussing how prospective clients weigh technical performance, cost and scheduling in choosing a winning bid. Listen in for Jennifer’s insight on what you can learn from a debrief on bids you lose and get her top tips for differentiating yourself from the competition to win more business with RFPs.
Key Takeaways How Jennifer’s team determines what RFPs to bid on
How Northrop Grumman’s business development team creates a proposal strategy well in advance
How customer intimacy helps Jennifer win more RFPs
The value in asking for a debrief on opportunities you don’t win
Why it’s crucial to integrate the proposal and business development teams with your SMEs on an RFP
How much of Northrop Grumman’s business comes from RFPs
Why it’s important to consider customer costs in developing your proposal
How Jennifer’s clients weigh technical performance, cost and scheduling in choosing a winning bid
Jennifer’s top tips for winning more RFPs
- Know your customer
- Build a good team
- Know your competition
Connect with Jennifer Northrop Grumman
Jennifer on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources The RFP Success Book by Lisa Rehurek
The RFP Success Institute
In a perfect world, an organization’s proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals continue to be siloed from the rest of the organization and left out of the capture strategy discussion. So, what can we do to demonstrate our value beyond the production of the proposal document and demand a seat at the table?
Today, we’re joined Susan Quinn, the Director of Proposal Development at Myers and Stauffer LC, and Krystn Macomber, Regional Marketing Manager at Burns & McDonnell and Vice-Chair of the Association of Proposal Management Professionals. Together, Susan and Krystn have 40-plus years of experience in the realm of marketing, proposal management and business development.
On this episode of The RFP Success Show, Susan and Krystn sit down with us to share their experiences through the pandemic and explain how the changes we’ve made might inform the future of the proposal industry. They offer advice on capture strategy, challenging us to build relationships with decision makers long before an RFP comes out and integrate our efforts with the marketing and sales teams. Listen in for Susan and Krystn’s tips for writing strong proposal content and learn how to ask for a seat at the table so that you have a voice in the strategic planning process.
Key Takeaways How the proposal industry has changed through the COVID-19 crisis
Why Krystn’s team is focusing on different markets in light of the pandemic
Susan’s insight on what state governments are doing differently right now
The value in identifying decision-makers and building those relationships long before an RFP comes out
How to leverage online content (e.g.: blogs, white papers) to turn a cold opportunity into a warm one
How Susan’s team uses a Watch List to monitor upcoming opportunities
Why it’s never advisable to use a proposal to get your foot in the door
How to integrate your marketing, proposal and business development teams for RFP success
Susan & Krystn’s advice on writing strong proposal content
- Focus on evaluation criteria
- Organize SME brain dump in logical order
- Cut out fluff
- Demonstrate understanding of client vision
- Consider what drives decision makers
The importance of explaining WHY your experience is relevant in a proposal
How Susan & Krystn think about the future of the RFP industry
How to ask for a seat at the table as a proposal professional
Connect with Susan Email squinn@mslc.com
Connect with Krystn Krystn on LinkedIn
Email kmacomber@burnsmcd.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources APMP International
Centers for Medicare & Medicaid Services
LinkedIn Live
While the COVID era has been a challenge for the RFP industry, we can take advantage of this opportunity to reinvent the way we work, improving our processes and leveraging the tools available to collaborate—whether or not we’re together in the same room. So, what will the RFP process look like in a post-Coronavirus world?
Today, we’re joined by David Seibert, President of The Seibert Group and author of Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs; Cheryl Smith, Director of Marketing and Proposals at Privia, the industry’s premiere proposal management software platform; Johnna Rogers, Chief Operating Officer for Wake County, North Carolina; and Mike Parkinson, Principal at 24 Hour Company, a graphic design firm that focuses on supporting business development professionals who bid on government and commercial contract work. All four of our panelists also happen to be a part of the upcoming Privia Virtual User Conference on October 15, 2020.
On this episode of The RFP Success Show, David, Cheryl, Johnna and Mike sit down with us to discuss how the RFP industry has evolved in the COVID era, explaining how government purchasing habits have changed and how RFP teams are ‘doing more with less.’ They offer insight around the future of RFPs, describing how organizations are embracing the technology we need to collaborate remotely (and what that means for the RFP process). Listen in for our panelists’ top tips for improving your win rate and find out what evaluators REALLY want to see in an RFP response.
Key Takeaways How the RFP industry has changed in the Coronavirus era
Johnna’s insight on how government purchasing habits have changed with COVID
How organizations are embracing the technology tools teams need to collaborate remotely
How RFP teams are doing more with less in the last few months
Our panelists’ insight around the future of RFPs
- Embrace virtual workspace
- Uptick in orals
- Reevaluate processes
- Leverage video (pre- and post-RFP stages)
What evaluators really want to see in an RFP response
- Follow basic rules
- Images and text
- Forward thinking
- Answer questions
- Add love/empathy
- Skimability
Our panelists’ top tips for improving your chances of winning an RFP
- Use ATB matrix (As is, To be, Barriers) to solve problem
- Take advantage of opportunity to ask questions
- Focus on buyer, how you can help them
- Give SMEs direction re: how to answer questions
Connect with David
The Seibert Group
David on LinkedIn
Email David.Seibert@ProposalBestPractices.com
Connect with Cheryl Privia
Cheryl on LinkedIn
Email csmith@privia.com
Call (703) 539-0248
Connect with Johnna Wake County Government
Email johnna.rogers@wakegov.com
Making Time to Breathe
Connect with Mike 24 Hour Company
Billion Dollar Graphics
Mike on Twitter
Mike on LinkedIn
Mike on Facebook
Mike on Instagram
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Subscribe on iTunes
Email podcast@rfpsuccess.com
Resources Privia Virtual User Conference
Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs by David Seibert
CARES Act
Gartner’s Content Collaboration Study
Microsoft Teams
Mike’s Build-a-Graphic Cheat Sheet
Mike’s Interactive Graphic Cheat Sheet
Mike’s Build-a-Graphic PowerPoint Add-In
Mike’s Billion-Dollar Graphics eBook
Mike’s Trainer’s Guide to PowerPoint
The RFP Success Institute
The RFP Success Book by Lisa Rehurek
Schedule an RFP Assistance Inquiry Call
Do you feel like you don’t stand out? Like you keep getting passed over for new opportunities? Are you ready to change that?
You CAN set yourself apart, provided you make a commitment to cultivating a particular set of skills. The skills shared by top performers.
On this episode of the RFP Success Show, I’m sharing the top five traits of a top performer, challenging you to go beyond simply doing your job well to EXCEED expectations. I discuss the importance of intellectual curiosity and resourcefulness, explaining how a top performer’s desire for growth leads them to ask effective questions.
I describe how top performers develop a willingness to be vulnerable and push back when something doesn’t make sense, demonstrating mental, physical and emotional strength day after day. Listen in to understand how YOU can foster the ALL-IN mindset necessary to be a top performer—and make your organization better!
Key Takeaways Why it’s not enough to simply do the job you were hired for well
My top five traits of a top performer
- Intellectually curious
- Resourceful
- Ask effective questions
- Willing to be vulnerable
- Not a yes man/woman
How to ask for feedback after you’ve done your research
The difference between burdensome vs. smart questions
How pushing back on the status quo lends to your credibility
Why you’ve got to be ALL-IN on developing the habits of a top performer
The mental, physical and emotional strength top performers possess
Why trying to hide your weaknesses doesn’t work
How top performers help the organization get better
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Institute
The RFP Success Book by Lisa Rehurek
There is no user’s manual for what we’re facing right now. The COVID-19 quarantine has disrupted business as we know it and shifted the way companies are spending money. So, what can small businesses do make the best use of this uncertain time? How can we position ourselves as an ideal vendor partner or service provider that corporate decision makers will advocate for when a need arises?
Angelique Rewers is the Founder and CEO of The Corporate Agent, a management consulting firm that helps entrepreneurs and small businesses win corporate clients. She has also built an online community of more than 25K business owners, and her team has mentored 3,500 startups and solopreneurs across 72 countries. Angelique has 20-plus years of experience on both sides of the corporate buying table, and Inc. Magazine calls her ‘the undisputed champion at helping small businesses land BIG clients.’
On this episode of The RFP Success Show, Angelique joins us to discuss how corporate buying habits have shifted during the Coronavirus quarantine and explain why NOW is an ideal time to build relationships with potential corporate clients. She weighs in on what small businesses can do to build trust with corporate decision makers and stand out among the competition, staying top-of-mind without turning into a pain in the ass. Listen in for Angelique’s insight on where to find corporate RFPs and learn what YOU can do to land corporate clients—even in uncertain times!
Key Takeaways How a ‘hijacked’ presentation led Angelique to create The Corporate Agent
How corporate buying habits have shifted during the Coronavirus quarantine
Why companies are extending existing contracts or sole sourcing from existing vendors right now
Why NOW is an ideal time to build relationships with potential corporate clients
Angelique’s insight on what makes a good vendor
- Bring ideas with energy of giving (no sales fishhook)
- Low maintenance but high expectations
- Anticipate client needs and map out journey
The value in being a ‘taker’ who gives decision makers time vs. taking it away
What small businesses can do to stand out among the competition
- Come in with show of force
- ‘What you’re really asking for is…’ (win theme)
- Point out advantages of smaller provider
How to find out about corporate RFPs
- Most companies have database online
- Reach out to head of procurement
- Follow #RFP/#RFQ on Twitter, LinkedIn
How to stay front-of-mind without bothering corporate decision makers
Why it’s more useful to distill great content vs. create your own
Connect with Angelique The Corporate Agent
Angelique on Twitter
Angelique on LinkedIn
Angelique on Facebook
Angelique on Instagram
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Jim & Dwight Sales Call from The Office
The RFP Success Institute
The RFP Success Book by Lisa Rehurek
These are unprecedented times we are living in and it can be difficult to keep morale and engagement high as work becomes remote. Nobody has all the answers as we transition to a different business environment, but we are all working toward getting a better grasp on how to handle those changes and move toward a new normal.
On this episode of the RFP Success Show, Zak Hemraj of Loopio talks about the response from industry professionals to the virtual town hall Loopio hosted and what themes were revealed in their first, industry pulse-check survey. The insights collected provide a glimpse into the challenges and changes people are seeing within their markets.
Zak and I also discuss the impact that short-term changes being implemented now will have on the way business will be conducted long-term. Listen in for advice on how to optimize your opportunities and what you can do to remain successful and keep the work moving forward.
Key Takeaways Why Loopio’s survey and virtual town hall came to be
What Loopio learned from the information gathered
Changes that proposal teams are seeing in the wake of the current global crisis
Trends happening in industries that are seeing a direct impact as a result of the pandemic
Steps RFP professionals can take to add value to an organization during periods of lower activity
Challenges teams are now experiencing in this new business environment
Tips for proposal managers to keep engagement and morale high
- Upgrade your processes
- Increase communication opportunities
- Make it okay to ask for help
- Focus on business continuity
Short-term changes the proposal industry may permanently incorporate
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Loopio on LinkedIn
Loopio’s Website
It’s no longer enough to simply meet the qualifications in an RFP. Everyone who is bidding meets the qualifications. If we want to win, we have to show the potential client that we know who they are and what they need—and that they can trust us to deliver. So, how do we create that strong emotional connection in a proposal?
Dr. Kevin Switaj is the President and CEO of BZ Opportunity Management, a consulting firm that helps small- and mid-sized government contractors navigate the RFP process. He has more than ten years of experience leading high-performance proposal teams and providing strategic support around opportunity identification, capture and proposal management. Kevin’s work has appeared in a number of industry publications, and he also serves as a mentor in the APMP Capital Area Mentor-Protégé Program.
On this episode of the podcast, Kevin joins us to share his definition of empathy when it comes to business, explaining why it’s important to cultivate an emotional connection in your RFP response. He walks us through his top strategies for adding empathy to our proposals, describing what we can do to find out about the client’s needs—whether we happen to have a dedicated capture team or not. Listen in for Kevin’s insight on where to include empathy in an RFP response and learn how to make the crucial mindset shift that the proposal is not about YOU, it’s about the client!
Key Takeaways How Kevin defines empathy in business as creating an emotional connection
Why it’s crucial to cultivate empathy in an RFP response
Kevin’s response to the idea that there’s no room for empathy in a federal bid
How to make the mindset shift that the proposal is about the client
Kevin’s top strategies for adding empathy to your proposals
- Leverage info about client needs
- Know details of value you offer
- Explain what makes you different
How to find out your client’s needs without a dedicated capture team
- Google is your friend (look for annual reports, news or interviews)
- Talk to people you know who’ve worked with organization
Where to make the best use of empathy in an RFP response
- Introduction/executive summary
- Intros to each individual section
- Focus on what provides real value in describing technical approach
Kevin’s advice on how to incorporate empathy in proposal writing
- Look at things from client POV
- Ask, ‘So, what?’ to get to benefits
Connect with Kevin BZ Opportunity Management
Email info@bzopportunity.com
Kevin on LinkedIn
Kevin on Twitter
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Storytelling for Business on RFP Success Show EP070
The 23 Rules of Storytelling According to Pixar
The RFP Success Institute
The RFP Success Book by Lisa Rehurek
A lot of business leaders think of story as fluff. They favor data over description, believing that a list of merits is enough to connect with a potential client. But data doesn’t make you more likable or trustworthy. Storytelling does.
Faye Fulton is a professional NSA speaker, author and business storytelling consultant. Her expertise lies in training business owners and professionals around what a story entails, the types of stories used in business, and how to leverage the power of strategic storytelling. Faye has 22 years of experience delivering keynotes at conferences, association meetings and business events, and her work has been featured on NPR, among many other media outlets.
On this episode of the RFP Success Show, Faye joins us to discuss storytelling for business, explaining what qualifies as a story—and what does not. She weighs in on why storytelling is more important than data and how stories engage listeners and serve as the ‘fast track to trust.’ Listen in for Faye’s insight on the five different types of stories for business and get her advice on developing your storytelling skills to connect with potential clients!
Key Takeaways How Faye’s childhood in Italy and the US inspired her love of storytelling
What a story is NOT (e.g.: a data dump, a mission statement, or a report)
Why story is more important than data
How Faye defines storytelling for business
Why it’s important to integrate stories into business
- Stories are cocreated (engage listener)
- Stories are memorable
- Fast track to trust
- Brains hardwired for story
- Emotion trumps logic
The five different types of stories for business
- Origin of business or career
- Beginning stories (type of person)
- Inspiring stories
- Value stories
- Customer stories
Why people struggle with storytelling for business
Faye’s advice for getting started with storytelling
- Focus on writing skills (precise language)
- Develop vivid vocabulary
How stories help us move from content to connection
Connect with Faye Faye’s Website
Faye on LinkedIn
Faye on Instagram
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Institute
The RFP Success Book by Lisa Rehurek
What can you do to make sure your small business survives the chaos caused by the Coronavirus? One strategy is to secure government contracts for your particular product or service. But are federal, state and local governments buying right now?
Mark Musgrave serves as Regional Procurement Manager at GovPurchase, the nation’s leading online government contracting tool. Mark and his team pair the GovPurchase software, a comprehensive database of existing federal, state and local bids, with personalized training and support to help businesses grow their government contract revenue. Mark has a storied background as a management consultant, advising a number of federal agencies as well as the cabinet-level of the George W. Bush administration.
On this episode of the RFP Success Show, Mark joins us to discuss the uptick in federal solicitations he has seen in recent weeks and explain why it’s crucial for the vendor community to reach out to government buyers right now. He weighs in on how the Gov Purchase tool can help you identify and land new business, leveraging solution selling to craft the right message for procurement officers. Listen in to understand why NOW is a very good time to get involved in RFPs and learn to lead your company through the Coronavirus crisis by up-leveling your virtual business development processes.
Key Takeaways The 40% uptick in federal solicitations in the last few weeks
The assumption that the government will forgo bids for essential services
Why it’s crucial for the vendor community to be assertive right now
What makes NOW the ideal time to clean up your business development processes
How the GovPurchase tool helps people identify and land new business
What GovPurchase can do for small businesses
- Identify solicitations appropriate for you
- Identify and communicate with prospective buyers
- Survey vendor community for subcontracting opportunities, competitive intel
Why it’s more important than ever to build relationships with procurement officers
How to craft your message for government procurement officers
The concept of solution selling to diagnose and alleviate a buyer’s pain
Why NOW is a good time to get involved in RFPs
Mark’s best advice for small businesses to navigate the Coronavirus crisis
- Don’t stop, leverage technology
- Clean up virtual bus dev process
Connect with Mark GovPurchase
Email mark.musgrave@govpurchase.com
Call (202) 751-9435
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Institute
The RFP Success Book by Lisa Rehurek
We are living through an unprecedented time. The Coronavirus pandemic has a lot of us working from home, learning how to communicate with our teams remotely and stay productive despite the potential distractions.
On this episode of the RFP Success Show, I’m sharing my best practices for working remotely. I address how to conduct client communication from home, offering advice on identifying Wi-Fi dead spots and minimizing background noise if at all possible.
I share my top work-from-home productivity hacks, discussing how to set up a designated workspace, communicate with your team, and balance focus with regular movement. Listen in for insight on what to do with extra time (should the proposal world slow down) and get ideas for maintaining your health while you work from home.
Key Takeaways Why it’s crucial to identify Wi-Fi dead spots in your home
How to eliminate or mitigate background noise for calls
The value in creating a designated, distraction-free workspace
Why some prefer to dress the part when they work remotely
How to balance keeping focus with moving regularly
The best resources for creating a remote office space
How to maintain communication with your team from home
What to do if your work producing RFPs should slow down
- Renew library content
- Do training courses
- Do data crunching
- Revisit processes, templates
How to maintain your health while working from home
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Zoom
GoToMeeting
Slack
Microsoft Teams
The RFP Success Institute
Cheri Fisher on RFP Success Show EP062
The RFP Success Book by Lisa Rehurek
Procrastination can be really brutal. It’s human nature and something we all suffer from at some point, but the good news is that it is a completely manageable condition. Once you become aware of the source of your procrastination, you can start your recovery process and tackle any challenge.
In this episode of the RFP Success Show, I break down the four key reasons we procrastinate and give you some of my best procrastination busters to help you check all those lingering items off your task list.
Deadlines, missed milestones, and undervaluing the time required can keep you from putting out your best proposals, but keeping procrastination in check will allow you to create your best RFP response and increase your chances of winning that RFP. Listen in for insight into why we procrastinate and what you can do to stop it.
Key Takeaways What causes procrastination and how you can tackle it with procrastination busters.
Importance of understanding where procrastination comes from.
Four key reasons we procrastinate:
- It’s something we don’t want to do.
- It’s something we don’t know how to do.
- It feels too daunting; you don’t know where to start.
- You don’t have time.
Creative ways to overcome procrastination.
How changing your mindset can help you accomplish goals.
Why you need to determine your peak performance time.
When to ask for help.
Determining the difference between a project and a task.
How to prioritize your time and overcome distractions.
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Google
YouTube
“The people who do proposal work have a variety of skills that you just cannot find in just anybody. We’re curious like journalists, we’re problem solvers, we’re salespeople on paper, we’re big-picture focused, we’re detail oriented, we like structure and order but we’re flexible and adaptable, and we’re creatives. We’re here to keep businesses in business. And that’s the bottom line.”
Robin Davis is the Founder and CEO of Metre Works LLC, an APMP-certified consulting firm dedicated to helping sales teams in the healthcare industry win business through RFPs. Her client roster includes Blue Cross Blue Shield, CareNet, HealthCheck360, Teladoc and Verizon Wireless Healthcare Solutions. Prior to Metre Works, Robin spent nine years building the proposal team at Healthways, where she successfully led 700-plus RFP projects and generated more than $500M in new business.
On this episode of the podcast, Robin joins us to discuss the biggest mistakes she sees people make when it comes to RFPs, from failing to backup claims with evidence to thinking that sales and marketing messages are the same. She offers advice for companies struggling to win business through proposals, explaining why they should only bid on winnable opportunities and engage the right people with the right skills to turn out the RFP. Listen in for the story of Robin’s favorite win (an $18B contract!) and learn the integral role capture planning plays in RFP success.
Key Takeaways Robin’s early experience building an RFP team at a healthcare company
Why it’s crucial to provide SMEs with guidance on how to answer questions
The biggest mistakes Robin sees people make when it comes to RFPs
- Think marketing + sales messaging are interchangeable
- Don’t back up claims with data or testimonials
- Lack of capture planning, bid/no-bid process
Robin’s top lesson learned around the importance of relationships
Robin’s advice for companies struggling to win business
- Only bid on winnable opportunities
- Engage right people with right skills on RFP
- Determine strategy BEFORE RFP hits door
Robin’s favorite RFP win for a large healthcare company (worth $18B!)
How Robin dealt with a difficult client who did not follow her advice
The wide variety of skill sets necessary to be a proposal professional
Connect with Robin Metre Works LLC
Email: robindavis@metreworks.com
Robin on LinkedIn
Robin on Twitter
Robin on Instagram
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources APMP
The RFP Success Book by Lisa Rehurek
Why is it that the sales team gets the glory if you win an RFP, but the proposal team gets the blame when you lose? If the leadership in your organization sees the proposal as an operational necessity rather than a strategic imperative, it’s time to build an internal case for the value you deliver. But how do you earn that buy-in from the VP of Sales? How do you demonstrate that you’re an integral part of the sales process?
David Bloom is the Senior Director of Sales at RFPIO, a software platform designed to automate and streamline the process of responding to RFPs. He has 30-plus years of experience in international sales management, predominately working in the enterprise software space. David is an expert in the realm of RFP response and sales proposal automation, and in his role at RFPIO, he is responsible for new business sales and the ongoing success of clients in the US, UK and mainland Europe.
On this episode of the RFP Success Show, David joins us to explain what drives the head of sales’ decision-making process and why they focus on initiatives that deliver the biggest return—fastest. He offers advice on how to position your team as a strategic imperative and show leadership the correlation between proposal quality and win rate. Listen in for David’s insight on building an internal case for the value your proposal team delivers and learn how to help your VP of Sales understand how you contribute to the bottom line.
Key Takeaways
David’s 33-year background in sales + current role at RFPIO
What drives the head of sales’ decision-making process
Why there is tension between the proposal and sales teams
Why sales leadership is seeking big returns and quick wins
Why proposal teams struggle to get buy-in from leadership
The integral relationship between the RFP and sales teams
Building an internal case for the value a proposal team delivers
How resourcing their proposal team benefits the VP of Sales
The correlation between proposal quality and win rate
David’s advice on advancing your career in proposals
- Specialized training + consulting firms
- Tech vendors
- Resources through APMP
Connect with David RFPIO
David on LinkedIn
David on Twitter
Email david@rfpio.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Ganesh Shankar on RFP Success Show EP064
APMP
The RFP Success Book by Lisa Rehurek
Do you have a stack of RFPs sitting on your desk? Every day that you wait to get started is a day your competitors are using to produce a winning proposal. So, what can you do to jumpstart the process and put together the response you DESERVE to submit?
On this episode of the RFP Success Show, I’m sharing my top tips for developing a frontend process that helps you hit the ground running on every RFP. I discuss why it’s dangerous to put off a proposal until the last minute, walking you through the backend tasks that take longer than you think and explaining why you need a two-week window for reviews, updates, editing, formatting, production and delivery.
I introduce the frontend responsibilities you should tackle in the first week, offering advice on using a monitoring service to identify potential RFPs, creating a dedicated email for those notifications, and assessing whether or not you’ll bid quickly. Listen in for insight on establishing a clear timeline for each RFP response and learn to STOP procrastinating and get that proposal going NOW!
Key Takeaways Why it’s dangerous to put off a proposal until the last minute
The RFP backend tasks that take more time than you think
- Technical and executive reviews
- Post-review research to update doc
- Editing (15 to 60 minutes per page)
- Formatting (10 minutes per page)
- Production and delivery
May advice on shipping the proposal two days in advance
The frontend responsibilities to tackle in the first week
The two-week period proposal teams have to write the RFP
How to use a monitoring service to identify potential RFPs
Why it’s beneficial to have a dedicated email for notifications
Developing assessment criteria to make bid decisions quickly
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources FindRFP
BidSync
The RFP Success Book by Lisa Rehurek
Imagine a world where proposal managers aren’t chasing down subject matter experts (SMEs) at the 11th hour for the information they need. A world where content maintenance is part of a SME’s primary work, not something extra they have to do. A world where it’s easy to verify the validity of the content you’re copying and pasting into an RFP response. A world where automation streamlines the workflow, allowing you to spend less time responding to more RFPs—and make more money in the process!
Ganesh Shankar is the Cofounder and CEO of RFPIO, the leading RFP response management platform designed to help companies streamline their proposal efforts, generate high-quality responses, and create additional revenue opportunities. Ganesh has a background as a successful Product Manager for Fortune 500 software companies, where he served as a SME for 535 proposal responses. His experience with RFPs inspired the creation of RFPIO’s AI-enabled solution to make proposal teams more efficient, collaborative and effective.
On this episode of the podcast, Ganesh joins us to share the five pillars of RFPIO proposal software, describing the platform’s holistic approach to the process and how it makes content maintenance part of a SME’s day-to-day work. He explains how RFPIO helps proposal managers identify the most current and highest quality content and discusses the company’s efforts to educate the market around taking a more proactive approach to the process. Listen in for Ganesh’s insight on calculating your ROI from the use of RFP automation and learn how a system like RFPIO can be applied in use cases beyond the RFP.
Key Takeaways Ganesh’s experience contributing to 535 RFP responses as a SME
The five pillars of RFPIO proposal software
- Project management
- Content management
- Collaboration
- Business intelligence + reporting
- Integration
How content maintenance can be part of a SME’s day-to-day work
How RFPIO identifies the most current, highest quality content
Why it’s crucial to create a content library before an RFP comes in
How RFPIO is educating the market around being proactive
How to calculate your annual savings from using RFP automation
How AI is likely to support (but not replace) proposal managers
Ganesh’s advice for selling leadership on software like RFPIO
- ROI calculator
- Response management (use cases beyond RFPs)
The biggest misconception people have re: the role of RFP software
Connect with Ganesh RFPIO
Ganesh on Twitter
Ganesh on LinkedIn
Email info@rfpio.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources SharePoint
RFPIO’s ROI Calculator
The RFP Success Book by Lisa Rehurek
We tend to associate intelligence with success, believing that the smartest and most highly skilled among us come out on top. But I would argue that fostering emotional intelligence is equally important because it makes us better communicators and expands our influence. So, what does it look like when someone has a high EQ? And how can we cultivate our own emotional intelligence?
On this episode of the RFP Success Show, I’m introducing the five elements of emotional intelligence and explaining why it’s crucial to our success as proposal professionals. I discuss the role of self-awareness in developing EQ, describing how knowing our strengths and weaknesses helps us then self-regulate and manage our emotions when we’re triggered.
I also weigh in on motivation as an important aspect of emotional intelligence and cover the social aspects of EQ, including the awareness of how other’s emotions impact you and regulating your reactions to others. Listen in for insight into the relationship between emotional intelligence and influence and learn how developing your EQ can elevate your career in proposal development.
Key Takeaways Our growing understanding of emotional intelligence
Why emotional intelligence is crucial to our success
How we can develop the skills associated with EQ
The 5 elements of emotional intelligence
- Self-awareness
- Self-regulation
- Motivation
- Social awareness
- Social regulation
How to manage our emotions by identifying triggers
Understanding when other’s emotions affect us
The relationship between EQ and influence
How high EQ improves productivity + stress management
Why EQ is especially important for proposal managers
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Richard Branson
The RFP Success Book by Lisa Rehurek
As proposal professionals, we work in a high-stress environment, and we spend a lot of time sitting at our desks. The shocking truth is, even if we work out for an hour a day, seven days a week, that’s not enough to counteract the other 23 sedentary hours! So, what can we do to prioritize our health and manage the stress of working in the RFP space?
Cheri Fisher has been a fitness professional for more than 20 years, working in both commercial gyms and community parks and recreation. She spent the last decade in the corporate fitness space, helping employees incorporate movement into their days and running nutrition and stress management programs. Today, she serves as Project Operations Manager here at The RFP Success Company.
On this episode of the podcast, Cheri joins us to discuss the dangers of a sedentary lifestyle and share the three keys to staying healthy despite working in a high-stress environment. She offers advice on finding opportunities to move throughout the day, eating healthy even when you’re busy, and getting enough sleep to prevent illness and manage stress. Listen in for Cheri’s insight around planning ahead for challenging days and learn some simple hacks for prioritizing your health!
Key Takeaways Cheri’s background working in corporate fitness
The dangers associated with a sedentary lifestyle
Cheri’s hacks for finding opportunities to MOVE
The exercises you can do on a call, reading a doc
The 3 keys to staying healthy in a high-stress job
- Movement
- Nutrition
- Sleep
Why 7 to 9 hours of sleep is crucial for adults
Cheri’s tips for eating healthy when you’re busy
- Prep meals in advance
- Healthy snacks at desk
Simple exercises we can do at our desks
- Stand, march, squats or pushups
- Stretch or sit on stability ball
Managing stress by prioritizing what’s important
How to identify challenging days and plan ahead
Connect with Cheri Cheri on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources FluidStance
Apple Watch
DeskFIT on Google Play
Headspace
Calm
Nextdoor
The RFP Success Book by Lisa Rehurek
In the last 20 years, proposal professionals have done a lot of work in developing best practices around the proposal process, defining the skills and competencies required to craft a winning RFP. But we have yet to clearly define what professionalism means for our trade craft in terms of mindset or attitude. So, how has the proposal industry evolved over time? How can our community set the trends for a better future? How do we want others to see us?
Ajay Patel has an extensive history in the proposal space, developing expertise in entrepreneurship, strategic partnerships, and business development. Today, he serves as the President and CEO of SMA, a management consulting firm that helps its clients compete to win business. Ajay received an MBA in Strategy and Finance from USC’s Marshall School of Business and a BA in Physics from Johns Hopkins.
On this episode, Ajay joins us to share a historical perspective on the evolution of the proposal industry and weigh in on the areas the community should look at moving forward. He explores the possibility of creating a process for proposal strategy, the development of visual literacy, and the pivotal role narrative plays in the RFP response. Listen in to understand the five models of nonfiction storytelling and learn Ajay’s take on what professionalism means in our trade craft.
Key Takeaways A historical perspective of the evolution of the proposal industry
The industry leaders who facilitated the shift from art to process
Ajay’s view of the proposal community as would-be trendsetters
The areas of the RFP space Ajay wants the community to explore
- Strategy
- Graphics
- Role of narrative
- Professionalism
The growing importance of visual literacy in an Instagram world
The potential applications of AI on the evaluator side of RFPs
Adler and VanDoren’s 4 levels of reading
- Elementary
- Inspectional
- Analytic
- Synoptic
The data around a reader’s mental capacity for processing
Ajay’s 5 models for nonfiction storytelling
- Iconic social science argument
- Medical rounds approach
- Inductive reasoning
- Deductive reasoning
- Ethnographic
Why SMA hires for attitude first and fills in skills gaps
Connect with Ajay SMA
SMA on Facebook
SMA on LinkedIn
SMA on Twitter
SMA on Vimeo
SMA on Instagram
Ajay on LinkedIn
Ajay on Twitter
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources APMP
Writing the Technical Report by J. Raleigh Nelson
‘STOP: How to Achieve Coherence in Proposals and Reports’ by J.R. Tracey, D.E. Rugh and W.S. Starkey
The Anatomy of a Win by J.M. Beveridge
Creating Superior Proposals by J.M. Beveridge
How to Write by Alastair Fowler
How to Read a Book: The Classic Guide to Intelligent Reading by Mortimer J. Adler and Charles Van Doren
The Aspen Institute
Understanding Comics: The Invisible Art by Scott McCloud
The Clash of Civilizations by Samuel P. Huntington
The World is Flat: A Brief History of the Twenty-First Century by Thomas L. Friedman
Guns, Germs, and Steel: The Fates of Human Societies by Jared M. Diamond
Out of Africa by Isak Dinesen
TRW Consulting
The RFP Success Book by Lisa Rehurek
Generating an RFP response is about WAY more than simply answering the questions provided. If you want to win business, the first step is to think through a proposal strategy with your team. But what is the most effective approach to creating an RFP strategy? And how do you define your unique competitive advantage?
Ajay Patel is the President and CEO of SMA, a management consulting firm that helps companies compete to win business. Ajay has a demonstrated history in the space, developing expertise in business development, entrepreneurship, and strategic partnerships. He earned his MBA in Strategy and Finance from USC’s Marshall School of Business and his BA in Physics from Johns Hopkins.
On this episode, Ajay joins us to share his definition of strategy in terms of the choices you make that differentiate you in the market. He walks us through the three traditional approaches to proposal strategy, offering insight around SMA’s alternative, analytic approach built on ‘making the black box more transparent.’ Listen in to understand how dynamic tension among key players is good for the proposal development process and learn the 21st century sources of competitive advantage that can help your team win more business!
Key Takeaways Ajay’s journey from aerospace engineering to RFP strategy
How Ajay defines strategy in terms of the choices you make
The three traditional approaches to proposal strategy
- Socratic
- Gaming (black hat)
- Delphic
The limitations around traditional approaches to strategy
SMA’s alternative, analytic approach built on transparency
Who should be involved in developing proposal strategy
Why dynamic tension is good for the proposal process
The 20th century sources of competitive advantage in RFPs
- Extractive
- Protective
Ajay’s view of 21st century sources of competitive advantage
- Allocative (match competencies to customer needs)
- Creative (provide customer new sources of value)
Connect with Ajay SMA
SMA on Facebook
SMA on LinkedIn
SMA on Twitter
SMA on Vimeo
SMA on Instagram
Ajay on LinkedIn
Ajay on Twitter
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources APMP
Strategy Safari: A Guided Tour Through the Wilds of Strategic Management by Henry Mintzberg, Joseph Lampel and Bruce Ahlstrand
Strategy: A History by Lawrence Freedman
Good Strategy Bad Strategy: The Difference and Why It Matters by Richard Rumelt
Competitive Strategy: Techniques for Analyzing Industries and Competitors by Michael E. Porter
Books by Alfred D. Chandler Jr.
Color Teams on The RFP Success Show EP054
The RFP Success Book by Lisa Rehurek
When it comes to proposals, less is more. And yet, many of us make the mistake of writing to IMPRESS rather than EXPRESS. We use stilted language, and we write too much—making the reader do all the work to find the answers they need. So, how do we learn to write RFPs in plain language that’s easy on the eyes and brain?
Ronnie Moore is a well-known trainer, speaker and author with 27 years of experience in the field of spoken and written communication—and 1,200 presentations under her belt! As a proposal coach, Ronnie has helped her clients win government and commercial contracts in excess of $1B, leveraging her expertise in plain language to craft well-written, RFP-compliant proposals. Her new book is called Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash!
On this episode, Ronnie joins us to define plain language in the context of RFPs, describing how to write in sync with the way our eyes scan a page. She explains the challenge of writing RFPs in a single voice and including everything that’s necessary—and no more. Listen in for Ronnie’s insight on writing in a way that is reader-focused and learn how to organize proposal content in a way that flows!
Key Takeaways Ronnie’s background in communication + the proposal arena
How Ronnie defines plain language in the context of RFPs
How to write in sync with the way our eyes scan a page
The challenge around writing a proposal in a single voice
Telling readers what the team wants to vs. what they asked
Tips for writing RFPs in a way that is reader-focused
- Sufficient and relevant
- Conversational language
Why it’s crucial to organize RFP content in a way that flows
Why it takes more time and talent to write succinctly
Connect with Ronnie Moore on Communication
Email ronnie@whydidisaythat.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! By Ronnie Moore
The RFP Success Book by Lisa Rehurek
So, you’re ready to fill some key roles on your proposal team. But how do you know you’re hiring the right person? How do you write an appropriate job description? Where do you go to find top talent? And what can you do in the interview process to ensure alignment for the long term?
Devon Underwood is the Founder and Lead Strategist at The Talent Store, an executive search and talent strategy firm based in Tucson, Arizona. Devon has 15 years of experience in the space, and she is an expert in building systems and staffing solutions customized for each company’s culture, current processes and resource capacity. She founded The Talent Store in 2017 to help clients achieve their strategic goals by hiring top talent.
On this episode, Devon joins us to explain how to develop a strategic plan for hiring key positions, sharing what to look for in a resume and how to write a job description based on present AND future alignment. She offers several creative ideas for where to find top talent and how to compete in areas other than compensation. Listen in for Devon’s secret to identifying misalignments in the interview process and learn how to ensure that a candidate is the right fit for your proposal team!
Key Takeaways Devon’s background in executive search + talent acquisition
How The Talent Store helps its clients hire for key positions
How to develop a strategic plan for hiring team members
- Experience, skill sets and success attributes
- Advertise to attract + interview to vet
Devon’s advice around what to look for in a resume
How to write a job description based on future alignment
Why it’s crucial to have insight into the competition
Devon’s best creative ideas for where to find top talent
The value in having a recruiting partner represent you
How to compete in areas other than compensation
How to ensure that a new hire is the right fit for the job
Sorting out the BS with follow-up references or next steps
Devon’s secret to identifying misalignments in an interview
Why Devon sees the job description as an HR document
Connect with Devon The Talent Store
The Talent Store on Facebook
The Talent Store on Instagram
The Talent Store on LinkedIn
Devon on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
Tucson Metro Chamber
Tucson Young Professionals
Equal Employment Opportunity Commission
The RFP Success Book by Lisa Rehurek
I see a lot of small businesses make the mistake of assigning one person to the production of an RFP response. The problem is, if you’re the only one working on a proposal, it’s hard to see the forest for the trees. You’re too imbedded in the details to think strategically. So, how many people do you need on a proposal team? What are the key roles you need to fill? And what is each team member responsible for?
On this episode of the RFP Success Show, I’m defining the four key roles on a proposal team. I discuss the responsibilities of the Executive Sponsor, explaining how they function as the owner of the response, and describe the role of the Response Manager in driving assignments and keeping the team on track.
I also weigh in on why your writers should not take on any other duties and speak to the crucial role of the Administrative Assistant, offering insight into the 30 minutes per page standard for editing an RFP. Listen in to understand the value of establishing clearly defined roles on a proposal team and learn what jobs you CAN and CANNOT outsource!
Key Takeaways The 4 key roles on a proposal team
- Executive Sponsor
- Response Manager
- Writer(s)
- Administrative Assistant/Editor
The responsibilities of the Executive Sponsor
- Set and share strategy
- Gain commitment of team
- Strategic peer review
The responsibilities of the Response Manager
- Create template and calendar
- Drive assignments + meetings
- Keep team on track
How a lead writer gives the RFP one voice
The responsibilities of the Editor
- Formatting, verify requirements
- Editorial peer review
- Oversee production + delivery
Why the editor needs 30 minutes per page
Additional roles on a proposal team
What roles you CAN and CANNOT outsource
How to view outsourcing as an investment
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Les Brown
The Talent Store
The RFP Success Book by Lisa Rehurek
The beauty of storyboarding is that it creates an artifact to represent the story in your head, and it can be used throughout the RFP process. You can leverage storyboarding to make the go/no-go decision, to think critically about your overall strategy, and to find holes in your solution. So, how exactly do you get started? What does the storyboarding process look like?
Marketing and Proposal Professional Ama Cobbina specializes in graphic design and graphic facilitation in the RFP process. She uses her strengths as a visual thinker to help teams conceptualize their solution through the storyboarding process. Ama earned her BS in Architectural Design from the University of Virginia in 2007, and she holds the APMP Foundation Certification.
On this episode, Ama is back to explain how to leverage storyboarding throughout the RFP process. She discusses the concept of storyboarding as a critical thinking tool, describing how it helps proposal teams develop a baseline story that informs our answers to the individual questions. Ama also offers insight around how to use storyboarding to make the go/no-go decision and why it’s crucial to involve diverse voices in the process. Listen in to understand the pros and cons of manual vs. digital storyboarding and learn what tools we can use to create a globally accessible hybrid system!
Key Takeaways How Ama leverages visual thinking to take dynamic notes
How storyboarding creates an artifact of the story in your head
Why it’s crucial to involve diverse voices in the process
The concept of storyboarding as a critical thinking tool
Why anyone who’s read a comic or seen a movie can storyboard
Turning your research around the client into its own storyboard
How Ama uses storyboarding to make go/no-go decisions
The objections teams have around the storyboarding process
Why Ama initiates storyboarding the moment an RFP comes in
Why pricing comes first in storyboarding the go/no-go decision
Ama’s insight on the pros and cons of manual vs. electronic
Ama’s suggestion around creating a hybrid, global storyboard
Connect with Ama Email ama.cobbina@gmail.com
Ama on Bēhance
Ama on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Ama Cobbina on RFP Success Show EP052
Natalie Sayer on RFP Success Show EP055
Electronic Storyboarding Tools
The RFP Success Book by Lisa Rehurek
We know that storyboarding has its roots in animation. But how might we leverage the process for business? How can storyboarding support us in creating different types of action plans? And can we apply the practice to the development of an RFP?
Natalie Sayer is an NSA Professional Speaker and Certified Global Executive Coach who catalyzes organizations to improve results through the power of people, processes and culture. With more than 15 years of experience in management consulting, she is highly skilled in the realm of leadership and team development, facilitation, business planning and operational improvement. Natalie has been storyboarding since 1988, and she is also the coauthor of Lean for Dummies.
Today, Natalie joins us to share her expertise in storyboarding, explaining how she was introduced to the process as an engineer at GM. She walks us through the arc of a storyboarding session, describing the tools she uses to facilitate the process and the specific questions we might ask in storyboarding for an RFP. Listen in for Natalie’s insight around manual storyboarding to facilitate engagement and learn how businesses might use the process to develop different kinds of strategic plans—including the request for proposal!
Key Takeaways Natalie’s intro to storyboarding in the creative planning process
The genesis of storyboarding in the animation space
How to leverage storyboarding to create an action plan
Why Natalie suggests the use of index cards + Sharpie markers
The arc of the design of a storyboarding session
The questions Natalie uses to storyboard for an RFP
Why storytelling is important in the age of global business
How to overcome resistance to the storyboarding process
Why it’s crucial to have a facilitator pull info out of people
The value in making the interview team part of RFP planning
How clearing a day for storyboarding ultimately SAVES time
How manual storyboarding facilitates engagement
The significance of limiting your team to one thought per card
Natalie’s insight on the best team size for storyboarding
Connect with Natalie Natalie on LinkedIn
Natalie on Twitter
Natalie on Instagram
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
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Email lisa@lisarehurek.com
Resources Lean for Dummies by Natalie J. Sayer and Bruce Williams
Storytelling on RFP Success Show EP029
Visio
PowerPoint
The RFP Success Book by Lisa Rehurek
Large proposal teams working in the federal space leverage color reviews to produce first-rate RFPs. The process ensures that all requirements are met and that an appropriate story is told throughout the response. So, how might an understanding of this process help smaller teams write better proposals? And how might you adapt parts of this process to win more business with RFPs?
On this episode of the podcast, I’m walking you through the six color reviews used by large teams bidding on federal contracts. I discuss the Blue Team’s role in creating a template and assigning each section of the proposal and describe how the Pink Team performs the bulk of the writing. I go on to explain how the Red Team reads for compliance and clarity, while the Green Team provides pricing information.
Finally, I share why an authority in the company should be involved in Gold Team and how the White Team does a page-by-page visual review of the document. Listen in for insight around assigning the right team members to each step in the RFP process and learn how to leverage color teams to produce winning proposals!
Key Takeaways How small proposal teams can adapt the color review process
The value in assigning the right team members to each step
The 6 color review teams in the federal proposal process
- Blue Team—provides outline + makes assignments
- Pink Team—creates content for each section
- Red Team—objective review for compliance, clarity
- Green Team—pricing info
- Gold Team—authority reviews for company rep
- White Team—page-by-page visual review of doc
How SMEs might collaborate with writers in Pink Team
Why someone NOT involved in writing should do Gold Team
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Book by Lisa Rehurek
Microsoft Word is the tool of our trade as RFP professionals, yet many of us claim we just don’t have time to master it. But learning how the program works ‘under the hood’ can save us from having a proposal document blow up in the eleventh hour. So, what would you rather spend your time doing?
Dick Eassom is a Certified Fellow of the Association of Proposal Management Professionals and Vice President of Corporate Support with management consulting firm SMA. He is also the Chief Word Officer with Wordman Speaks, an organization offering advanced Microsoft Word training and consulting services. Dick has 40 years of professional experience, 25 of which involve RFP creation and management. He is an in-demand writer and speaker on the topic of proposal publishing with Word, and Dick is a recipient of the APMP William C. McRea Founders Award.
Today, Dick joins us to discuss the problem with Word being deceptively easy to use and explain why we need rules and templates to compile content from different sources into one proposal document. He shares his analogy of Word as the tool of our craft as RFP professionals, challenging us to master the tool rather than fight it. Dick also shares his top techniques for using Word more effectively, describing how to make plain text our cut-and-paste default and use Proofing Options to write in active voice. Listen in for insight into why big words don’t win bids and learn how Word can help you write clear, concise proposals that evaluators understand.
Key Takeaways Dick’s path to the world of proposals + his persona as Wordman
The problem with Word being deceptively easy to use
Why we need rules and templates for proposal documents
The issues around compiling content from different sources
Dick’s analogy of Word as the tool of our craft as RFP professionals
Dick’s frustration with the poor UX design of Word’s Dialogues
Dick’s top techniques for using Word more effectively
- Make plain text default with File Options
- Use Paste Options to bring in table grid
- Use Proofing Options to show grammar
How to stop Word from ‘helping’ (e.g.: autoformatting lists)
How Word can help us improve proposals with active voice
How to use Word to write with more clarity and conciseness
How the ability to write macros in Word changed Dick’s life
Why it’s crucial to involve production people in RFP planning
Connect with Dick Wordman Speaks
Email wordman@wordmanspeaks.com
Wordman on Facebook
Dick on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources APMP
APMP Newsletter
SMA
The RFP Success Book by Lisa Rehurek
Yes, graphics are essential in breaking up the text of an RFP. But if that’s the ONLY part they play, we’re missing a big opportunity. Visuals CAN and SHOULD be an essential part of the CONTENT of a proposal, and they can even be leveraged in the planning process to give our team clarity and focus BEFORE we start writing. What if we thought of the graphics specialist as more than a supporting character who ‘makes things pretty’? What if we saw them a facilitator who can help us build compelling solutions?
Ama Cobbina is a Marketing and RFP Professional who specializes in graphic design and graphic facilitation in the proposal process. Ama earned her BS in Architectural Design from the University of Virginia in 2007, and she leverages her technical abilities and strengths as a visual thinker to help proposal teams conceptualize their solution, storyboard the RFP process, and create compelling proposal graphics.
Today, Ama joins us to explain how visuals can become an essential part of the content of the RFP. She walks us through the storyboarding process, discussing how she encourages proposal teams to strategize about visuals and why graphic specialists should be involved in the strategy conversation for each new RFP. Listen in for Ama’s insight on managing copyright issues for RFP graphics and learn how to make visuals part of your proposal content library.
Key Takeaways How Ama transferred her skills in architecture to proposal graphics
Why visuals should be considered part of the content of the RFP
Ama’s take on the biggest mistakes people make in RFP graphics
- Reuse visuals without discussion
- Skip entire storyboarding process
How Ama defines storyboarding as a visual roadmap for creatives
Ama’s suit shopping analogy for crafting a competitive RFP
How Ama gets proposal teams to strategize about visuals
- ‘Write me a caption’
- Graphic facilitation
- Leverage tools (e.g.: Build-a-Graphic)
Why graphic specialists should be part of the strategy conversation
How to make your visual inventory part of your content library
Ama’s best practices around RFP visuals
- Start early and do it often
- Pink Team = visual exercise
- Invest in apps to manage assets
Ama’s insight into managing copyright issues for RFP images
The value in mind mapping at the start of the proposal process
Connect with Ama Ama on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Adobe Illustrator
Adobe InDesign
Adobe Photoshop
Adobe Bridge
APMP Body of Knowledge
Build-a-Graphic
Mike Parkinson on RFP Success Show EP032
The RFP Success Book by Lisa Rehurek
Once you’ve submitted an RFP, it’s tempting to take a break from the whole process. But if you’re looking to create a winning proposal culture, the debrief is a crucial learning opportunity. So, what does a thorough debrief look like? What kinds of questions should you ask? Who should you include? And how can you use the data you collect to improve your chances of RFP success?
On this episode of the podcast, I’m sharing the three crucial parts of a comprehensive RFP debrief. I explain why it’s important to discuss both strengths and weaknesses at the initial internal meeting with your proposal team and offer insight around the value of having a scribe to document the discussion.
I go on to share what you can learn from debriefing with the prospective client whether you win or lose and describe my approach to asking for the external debrief. Listen in for the best questions to ask your proposal team and the client—and learn how the debrief contributes to a winning RFP culture in your business!
Key Takeaways How the debrief contributes to a winning RFP culture
The 3 areas of a comprehensive debrief
- Internally upon submittal of proposal
- Externally with client (win or lose)
- Brief follow-up internal meeting
Why it’s important to discuss strengths AND weaknesses
Questions to ask your team at the first internal debrief
- What one thing would you change about the process?
- What did we do well? How are we improving?
Why it’s important to document your debrief discussions
How to approach clients to ask for feedback on your RFP
Why it’s crucial to debrief with clients WIN or LOSE
Questions to ask the client when you win a bid
- Why did we win? What stood out to you?
- Was there anything that concerned you?
- Was there anything you didn’t understand?
Questions to ask the client when you lose a bid
- What was the key thing the competitor had that we didn’t?
- Did you find our proposal clear and concise?
- Were you able to understand our approach? Qualifications?
- What can we do better the next time?
The learning opportunity afforded by the debrief process
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Book by Lisa Rehurek
Yes, it’s a lot of work up front. But nailing down a solid business development strategy makes the RFP process MUCH easier and saves you A LOT of time bidding on contracts that aren’t a good fit. So, what are the components of a well-thought-out business development strategy? And how does it help you win more business through RFPs?
On this episode of the podcast, I’m walking you through the four elements of a quality business development strategy. I explain how to assess the need for your product or service via a market analysis and discuss how to identify your ideal clients, breaking down their related demographic and psychographic information.
I go on to share creative strategies for building relationships with those target clients BEFORE the RFP hits your desk and offer insight into creating profiles of your top two or three competitors. Listen in to understand how knowing those competitors can help you differentiate your business in a proposal and learn how a strong business development strategy translates to RFP success!
Key Takeaways How your business development strategy impacts bidding
The 4 components of a solid business development strategy
- Market analysis
- Target clients
- Relationship building
- Competitive assessment
How to develop a target client profile for each of your 3 tiers
How to find opportunities to build relationships with prospects
The top strategies for getting info about your competitors
How knowing your competitors helps you differentiate in RFPs
Why annual strategic planning makes the RFP process easier
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Freedom of Information Act
The RFP Success Book by Lisa Rehurek
The beauty of collaborating in a virtual environment is that anyone on the proposal team can enter the workspace at any time and comment on or make changes to the RFP. That’s also happens to be the biggest problem—keeping track of who changed what and why and making sure we don’t lose important content along the way! So, how do we solve for version control? How do we allow everyone to contribute, yet keep editor rights in the right hands?
Jay McConville is the President and CEO of Privia, a proposal management software company that serves companies bidding on commercial, federal, state or local contracts. Privia helps proposal teams collaborate securely, boost win rates and lower costs. Jay has 20-plus years of experience in the realm of business development and proposal management, having specialized in defense manufacturing before coming to Privia in 2017.
Today, Jay joins us to discuss the top challenges facing proposal teams and explain how Privia confronts those challenges by focusing on the team’s collaborative effort rather than the document itself. He shares the software’s most lauded feature, curated commenting, describing Privia’s unique approach to version control and the virtual workspace it architects for each proposal. Listen in for Jay’s insight around the six major components of the proposal management process and learn how Privia is creating a robust, secure and accessible environment for RFP success!
Key Takeaways Jay’s extensive background in bus dev + the proposal environment
How Privia software delivers collaborative tools for proposal teams
Jay’s take on the top challenges facing proposal teams
- Meet strict deadlines
- Appropriate use of resources
- Produce quality work product
Why Privia focuses on the proposal team vs. the document itself
The concept of curated commenting with robust version control
The difference between proposal versus content management
The six main components of the proposal management process
- Pipeline management
- Workflow
- Virtual workspace
- People themselves
- Commenting capabilities
- Reporting capabilities
Privia’s efforts to create a robust, accessible environment
How evaluator expectations have + have not changed over time
How Privia supports clients in implementation, recurring training
Connect with Jay Privia
Privia Blog
Jay on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Capability Maturity Model Integration (CMMI)
DocuSign
SpringCM
Salesforce
SugarCRM
FedBizOpps
GovWin IQ
Mike Parkinson on RFP Success Show EP032
Richard Goring on RFP Success Show EP022
The RFP Success Book by Lisa Rehurek
What if your proposal team could save 67 hours on every RFP? And improve your win rate by 9.8% at the same time?
Fergal McGovern is the CEO of Visible Thread, a software solution designed to improve efficiency in the RFP and contract review process. Founded in 2008, Visible Thread helps clients analyze and optimize content, enabling users to scan documents for compliance and review proposals for clarity and consistency. Their client roster includes Boeing, Booz|Allen|Hamilton and SAIC, among many other prominent corporations.
Today, Fergal joins us to explain how Visible Thread helps proposal managers save time and improve morale among their team members. He offers insight into why the best tech solutions require little or no behavior change, discussing how Visible Thread seeks to complement workflow rather than imposing a workflow of its own. Listen in as Fergal describes how the software can help you establish a single tone of voice, improve compliance and readability, and ultimately win more business with RFPs!
Key Takeaways How Visible Thread makes the RFP process much more efficient
How misunderstandings inspired Fergal to create Visible Thread
How the software automates manual processes (e.g. copy/paste)
The aspects of a proposal Visible Thread can help with
- Compliance, acronym check, grade level
How Visible Thread supports small, medium and large businesses
How to use Visible Thread for communications beyond proposals
How Fergal’s software helps you establish a single tone of voice
Why Fergal’s team focuses on simplicity vs. sophistication
Fergal’s intent to create a solution that complements workflow
Why the best tech solutions require little or no behavior change
The amount of time Visible Thread saves Boeing’s proposal team
How efficiency in the RFP process impacts morale + productivity
Connect with Fergal Visible Thread
Email info@visiblethread.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Visible Thread Users Conference
The RFP Success Book by Lisa Rehurek
In the stressful, deadline-driven world of RFPs, it is crucial to infuse a little fun into the workplace. Keep morale high and you won’t lose the people who make your team successful. But what’s the best way to keep a proposal team happy and motivated? I believe it all starts with celebrating your successes.
Today on the podcast, I’m explaining how to develop a culture that celebrates success with your team. I discuss how to take inventory of what success looks like for you, celebrating both winning proposals AND milestones along the way, and offer insight around how celebration boosts morale and alleviates stress and frustration.
I go on to share several ideas for how to celebrate success with your proposal team, including voting on an MVP for each RFP and tracking wins with a Success Box. Listen in to understand the connection between celebration and long-term success and learn how to inject a little FUN into the intense, high-pressure world of RFPs!
Key Takeaways Developing a culture that celebrates success with your team
How to take inventory of what success looks like for you
How celebrating success boosts morale + alleviates stress
The connection between celebration and long-term success
How to celebrate success with your proposal team
- Lunch or cake & ice cream party (during workday)
- Vote on MVP for each proposal, trophy/gift card
- Track wins during contract with Success Box/jar
Leveraging the Success Box when a bid comes up for renewal
The value of injecting FUN into a deadline-driven setting
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Book by Lisa Rehurek
What do you contribute to the RFP process? Figuring out what you do well is the first step in realizing the highest and best use of your time. So, how do you uncover your strengths and weaknesses—and get clear on your path forward? How do you identify what lights you up about proposals and lean on others to do the rest?
Bruce Farrell is a business communications and development professional with a passion for design. He has 20-plus years of experience bringing strong design principles to proposals, presentations, and other business documents. For the last 15 years, Bruce has served as Proposal Director at Plante Moran, leading a team of proposal specialists in working with practice staff to secure business through RFPs.
Today, Bruce joins us to explain how developing a strong proposal process has contributed to his success and discuss the challenges around encouraging SMEs to meet proposed deadlines. He shares his lessons learned around determining the highest and best use of your time and being open to getting better. Listen in for Bruce’s insight around earning the trust of your colleagues and learn the value in knowing what you do well, what you don’t do well, and where you really want to be!
Key Takeaways The evolution of Bruce’s role as Proposal Director at Plante Moran
Bruce’s insight on using intuition to answer questions in an RFP
How having a solid process in place contributes to Bruce’s success
Bruce’s advice on encouraging colleagues to submit work on time
- Offer help as necessary
- Carbon copy partner on reminders
How Bruce’s team uses Qvidian and SharePoint to manage content
The lessons Bruce has learned around being open to getting better
How to determine what’s the highest and best use of your time
How Bruce gradually earned the trust and buy-in of his colleagues
How Bruce’s introversion impacts his ability to build relationships
How Bruce leveraged the takeaways from a loss to win other bids
The value in knowing what you do well and defining a clear path
Connect with Bruce Bruce on Twitter
Bruce on LinkedIn
Email bruce.farrell@plantemoran.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources APMP
Bid & Proposal Con
Qvidian
SharePoint
The RFP Success Book by Lisa Rehurek
Large organizations often have multiple proposal managers working across different departments with a diverse number of subject matter experts. So, how does the leader of a proposal team think about assigning RFPs? How do they help their proposal managers navigate relationships with SMEs? What are they looking for in the interview process? And how do the best managers play to the strengths of their team and promote their professional growth?
Faye Farmer is the Executive Director of Research and Development at Arizona State University. In her role, Faye is responsible for expanding the research impact and footprint at ASU, and to that end, her team developed more than $750M in proposals to federal and corporate funding agencies in 2018 alone. Faye is certified through APMP and remains committed to incorporating industry best practices in proposal management and competitive intelligence in the world of academia. Faye has a decade of experience in growing the research productivity of the faculty and research scientists at ASU.
Today, Faye joins us to discuss the ins and outs of managing a proposal team, explaining why burnout is her top concern and how she fosters a community of caring. She describes how to create a culture of respect between proposal managers and SMEs and offers insight around establishing a social contract to define the parameters of that relationship. Listen in to understand what characteristics Faye looks for in proposal managers and learn how she leverages an understanding of personality types to play to the strengths of her team!
Key Takeaways How Faye’s team supports ASU faculty in developing a research portfolio
Faye’s argument for adopting proposal industry standards in academia
Why burnout is Faye’s greatest challenge in managing proposal managers
How Faye fosters a community of caring among her team at ASU
How to create a culture of respect between proposal managers and SMEs
Faye’s emphasis on building relationships with the faculty at ASU
How Faye’s team empowers the faculty to make a contribution to the world
The challenge Faye’s team faces in explaining how they can help
How Faye coaches her proposal managers through scenario planning
The value in considering personality type and playing to people’s strengths
Why Faye suggests establishing a social contract with SMEs
The characteristics Faye looks for in hiring proposal managers
- Qualifications, ability to translate to industry standards
- Innate curiosity and high drive
- Passion for writing + gift for editing
Connect with Faye Faye on LinkedIn
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources * Arizona State University * National Science Foundation * National Institutes of Health * US Department of Energy * US Department of Education * Association of Proposal * Management Professionals * Bruce Farrell on LinkedIn * Mike Parkinson on LinkedIn * Mike Parkinson on RFP SS EP032 * National Organization of Research * Development Professionals * Gallup Clifton Strengths Finder * DiSC Profile * True Colors * The RFP Success Book by Lisa Rehurek
Among the most challenging aspects of being a proposal manager is gathering the appropriate technical data from subject matter experts and then communicating that information in a clear, concise way. How do you develop a content strategy to ask the right questions? How do you reflect the voice of the company in a proposal? And how do you edit the RFP to establish a consistent voice throughout?
Samantha Enslen is the President of Dragonfly Editorial, a content strategy firm that helps clients make complex messages clear. Samantha’s award-winning team creates white papers, data sheets, case studies, web content, blog posts and RFP proposals for some of the world’s leading consulting firms, including PriceWaterhouseCoopers, Booz Allen Hamilton, and Bain & Company, among many others.
Today, Samantha joins us to share the approach she takes in writing to reflect the voice of a particular company. She weighs in on the biggest mistakes people make in proposal writing, discussing how to frame responses to focus on the customer and demonstrate an understanding of their pain points in a genuine way. Listen in on Samantha’s tips for using templates to collect information from SMEs and learn how to use a style sheet to create a consistent voice throughout an RFP!
Key Takeaways Samantha’s background in writing proposals + marketing communication
Dragonfly Editorial’s role in helping businesses establish thought leadership
Samantha’s approach to writing to reflect the voice of the company
Prompts to help SMEs go deeper with answers to RFP questions
- Tell me a little bit more about that
- What else?
Samantha’s take on the biggest mistakes people make in proposal writing
- Overwhelm readers (everything-but-the-kitchen-sink approach)
- Fail to answer question
- Focus on self rather than customer
Why it’s crucial to put the most important information first
How to demonstrate an understanding of pain points in a genuine way
Samantha’s tips to help proposal managers compile writing from SMEs
- Give writers a template
- Leverage readability feature in Word
How a complete copy edit can help you establish a consistent voice
How Samantha uses a style sheet to standardize terminology in an RFP
Connect with Samantha Dragonfly Editorial
Email sam@dragonflyeditorial.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Samantha’s Copyediting Checklist
Samantha’s Editing for Readability Checklist
Tom Sant’s NOSE Approach
Nigel Dennis’ ISBP Theory
Julia Quigley’s APB Writing Model
The RFP Success Book by Lisa Rehurek
Are you new to the idea of responding to RFPs? If so, you’re probably curious about where to go to find RFP opportunities. And you may also be wondering what the process of responding to a request for proposal looks like. What’s the difference between corporate and government RFPs? What’s the best way to approach the procurement departments of your target customers? Once you’ve identified an opportunity, what steps can you take to prepare a winning response?
Today on the podcast, I’m explaining how to get started with RFPs, discussing how to find opportunities and prepare corporate, state or local government responses. I share the importance of building relationships with people in the organizations and agencies you want to work with and getting notifications when they release an RFP.
I go on to walk you through the process of responding to an RFP, describing how to create a response template, craft a strategy, write and revise the content, and complete the peer review process—in a timely manner! Listen in for insight on learning from the bids you don’t win and get a list of the top resources for identifying opportunities to bid on RFPs.
Key Takeaways The challenge of finding corporate RFP opportunities
How to identify corporate targets and get on their vendor lists
How to approach corporate supplier diversity departments
How to get in front of government procurement departments
The best resources for finding local + state government RFPs
A simple, step-by-step overview of the RFP response process
- Read RFP and identify questions
- Create response template
- Reverse engineer calendar
- Think through strategy (theme)
- Get writing done
- Edit for cohesive voice
- Objective peer review
- Editorial peer review
How to get information and learn from the bids you don’t win
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Contracting with the Federal Government on RFP SS EP011
Build Relationships & Win Federal Business on RFP SS EP030
Diversity Certification with Heather Cox on RFP SS EP003
BidSync
FindRFP
Freedom of Information Act
The RFP Success Book by Lisa Rehurek
It is simply not fair to expect technical experts to write an RFP response. Yes, you will need their input as you gather information for a given proposal, but it’s your role as the writer to craft the narrative and communicate the value of your team’s solution. So, what can you do to steer the technical experts in the right direction, guiding them to provide the data you need in the most efficient and effective way?
Today on the podcast, I’m explaining how to guide the information you get from technical experts for an RFP response. I address why it’s unfair to expect technical staff to write the proposal you’re going to submit and break down the role of technical experts in providing the HOW and the WHAT of your proposal.
I also describe the role of the proposal writer in compiling the data from technical experts and articulating the value of the solution through the RFP response. Listen in for insight around using tables and writing prompts to gather the information you need and learn how doing the heavy lifting on the front end improves the RFP process!
Key Takeaways Why you can’t turn technical staff into proposal writers
The technical expert’s role in providing the WHAT and the HOW
How the proposal writer articulates the value of your solution
How to guide the information you get from technical experts
The value in using the table format to gather specific data
The 4 prompts for technical experts re: narrative questions
- What is the short answer?
- Why does it matter?
- How is our solution different/better? What’s the proof?
- What’s the process for making that happen?
How heavy lifting on the front end improves the RFP process
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources The RFP Success Book by Lisa Rehurek
What resonates with one evaluator may not appeal to another. Some are skimmers, while others read every word. Some make decisions based on emotion, while others leverage logic. Some are engaged by story, while others are more interested in data. So, how in the world do you write an RFP response that caters to all four behavioral styles? How do you engage ALL the evaluators and win more business?
Today on the podcast, I’m sharing the four behavioral styles and discussing how to garner the attention of each in an RFP response. I share the characteristics of the Social Butterfly and the Slow and Steady types, explaining how both make decisions based on emotion but differ in terms of patience, focus, and willingness to change.
I also address what differentiates the Straight Shooter and Statistical Personality, exploring how the former is accomplishment-driven and focused on efficiency, while the latter makes decisions using data and analysis. Listen in for insight around capturing the attention of a diverse group of evaluators and learn to tier your answers to appeal to all four behavioral styles in an RFP response
Key Takeaways The 4 different types of behavioral styles
- Social Butterfly
- Slow and Steady
- Straight Shooter
- Statistical
The characteristics of a Social Butterfly
- Love people and make decisions with emotion
- Skimmers (keep focus with graphics, bullet points)
The characteristics of a Slow and Steady
- Process-oriented and like comfort zone
- Patient, dedicated to evaluation criteria
The characteristics of a Straight Shooter
- Accomplishment-driven, need proof for claims
- Don’t like to waste time and prefer efficiency
The characteristics of a Statistical Personality
- Data-driven and analytical
- Averse to too much fluff
How to tier your answers to appeal to diverse behavioral styles
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Competing for Attention on RFP Success Show EP040
The RFP Success Book by Lisa Rehurek
Let’s face it: Evaluators are bored. They’re tired. They’re busy and distracted. So, how is your RFP response going to capture their interest? The fact is, you are not just competing in terms of knowledge and skill, you’re competing for attention span. What can you do to stand out?
Today on the podcast, I’m sharing my top strategies for grabbing—and keeping—the evaluator’s attention in an RFP. I explain how to make a good first impression with a clean proposal and why it’s helpful to break up text with white space, bullet points, tables and checklists. I also discuss the mistakes people make in creating graphics, offering insight on simplifying visuals and choosing information that’s truly important.
I go on to cover the value of establishing an emotional connection, describing how that builds trust with evaluators and increases your chances of winning business. Listen in to understand how a conversational tone can capture attention and learn how to keep an evaluator interested by targeting their head AND heart in your RFP response!
Key Takeaways How much time you have to grab the evaluator’s attention
My top strategies for capturing attention through the RFP
- Clean visuals
- Storytelling
- Conversational response
How to make a good first impression with a clean proposal
The value in breaking up text with white space, tables, etc.
The top mistakes people making in proposal graphics
- Info in graphic not important to evaluator
- Too much info presented in single graphic
Why it’s crucial to create an emotional connection in RFPs
How to capture a conversational tone through dictation
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Email lisa@lisarehurek.com
Resources Differentiators on RFP Success Show EP39
Mike Parkinson on RFP Success Show EP032
Richard Goring on RFP Success Show EP022
The RFP Success Book by Lisa Rehurek
What differentiates your company from its competitors? If your answers are centered around years of experience or passion for what you do, it may be time to rethink your strategy. The truth is, your clients EXPECT you to have a solid background and to care about what you do. So, what REALLY sets you apart? What is true about your company—that your competitors CANNOT claim? And how do you back up those differentiators with proof in an RFP response?
Today on the podcast, I’m discussing the difference between baseline expectations and true differentiators, revealing the ONLY time it’s okay to use an expectation as one of your differentiators in an RFP response. I explain why you can’t just list what sets you apart and describe how to prove your differentiators with statistics, case studies and testimonials.
I also share my 5-step process for identifying differentiators, addressing the importance of interviewing your clients as well as employees at every level of the organization to uncover what makes you better than the competition. Listen in to understand the value in sprinkling your differentiators throughout the RFP response and learn how to lean into what sets you apart and win more business!
Key Takeaways The difference between baseline expectations and differentiators
The only time it’s okay to use an expectation as a differentiator
How to prove your differentiators with statistics + case studies
How to identify your differentiators
- Compile list of client expectations
- Brainstorm how better than competition
- Interview clients, review testimonials
- Talk to employees at every level
- Find patterns, identify 3-5 differentiators
The danger of your RFP blending in with the competitors’
The value in sprinkling your differentiators throughout the RFP
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
If bidding on RFPs is a growth strategy you’re considering, know that the process is not for the faint of heart. You’re unlikely to win your first or second bid—and maybe not even your third or fourth. At the end of 2017, Karie Cowden and her team at Connect the Dots Promotions went all-in on RFPs, spending more than $10K in 12 months on eight RFP submissions that failed. As 2018 came to a close, the team decided to try a Hail Mary pass, giving themselves until the end of the first quarter to win a bid—or abandon the strategy altogether.
Karie is the Founder and President of Connect the Dots, a marketing agency dedicated to helping clients create an experience around their brand through promotional items. Karie has 25-plus years of experience in the realm of promotional products, and Connect the Dots boasts a diverse international client base ranging from community churches to Fortune 500 companies.
Today, Karie joins us to explain why Connect the Dots made the decision to start bidding on RFPs and how they balance price point with concerns about quality and safety. She shares the team’s heartbreak at investing thousands of dollars’ worth of time and effort on eight unsuccessful RFPs before finally getting help from an outside consultant. Listen in as Karie discusses the changes Connect the Dots made in writing their ninth RFP, describing how they leveraged storytelling and specific data to substantiate their claims—and score their first WIN!
Key Takeaways How Connect the Dots creates experiences around client’s brands
Why Karie’s team made the decision to respond to RFPs in 2017
Karie’s challenge in responding to RFPs that focused on price
The frustration Karie faced in responding to 8 RFPs without a win
How Connect the Dots spent $10K+ on unsuccessful RFPs
What finally inspired Karie to get help from an RFP consultant
Why it’s crucial to tell your story through the RFP
How to identify what differentiates you from the competition
How Connect the Dots won their ninth RFP Hail Mary bid
How Karie’s team used pictures and data to win their first RFP
The value in substantiating your claims with testimonials
Karie’s advice around leveraging outside consultants for feedback
Connect with Karie Connect the Dots Promotions
Call (602) 944-5592
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Karie on Phoenix Business Radio
Connect the Dots World Record
WBENC
The RFP Success Book by Lisa Rehurek
If you’ve ever been tasked with putting together an RFP that is hundreds of pages long, you know the pain of formatting glitches, consistency issues, and, worst of all, losing hours of work in a ‘big crash.’ So, are there any ninja tricks to working with Microsoft Word that mitigate these risks?
Jen Parkinson is the cofounder and President of Billion Dollar Graphics, a firm dedicated to giving business professionals the tools to create powerful infographics and presentations. With 23 years of experience designing marketing materials, presentations and government proposals, Jen is an expert in producing bid-winning RFPs and first-class presentations.
Today, Jen joins us to share her top tips and tricks around using Microsoft Word for RFPs. She explains the key differences between Word and InDesign, explaining why Word is prevalent in the proposal world and how to use section breaks to create various page styles in the program. Jen also discusses her preference for submitting RFPs as PDF files and offers advice on mitigating flow issues and maintaining consistency in a document—from one machine to another. Listen in for Jen’s insight on using the Styles, Spacing and Review tools to compose an RFP and learn how to avoid the big crash by saving backup copies and new versions regularly!
Key Takeaways Jen’s path from marketing design to the proposal world
The differences between Adobe InDesign and Microsoft Word
How to use section breaks to create several different page styles
Why it’s crucial to reformat a page before deleting a section break
How to ensure headers and footers match the page orientation
Why Jen prefers submitting an RFP as a PDF vs. a Word file
The importance of using the fonts specified by an RFP
How to keep pictures and captions together by creating a table
How to get your feet wet with Styles by creating headings
When to use the Keep lines together and Keep with next features
Jen’s tips for modifying the leading (line spacing) in a document
The distinction between a header and a heading
Jen’s tricks for using the Review tool to collaborate on an RFP
How to avoid the big crash by saving backup copies + new versions
Connect with Jen Billion Dollar Graphics
Billion Dollar Graphics on Facebook
Jen on LinkedIn
Email info@billiondollargraphics.com
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources 24 Hour Company
Adobe InDesign
Adobe Illustrator
Billion Dollar Graphics’ PowerPoint Plugin
Mike Parkinson on RFP Success EP032
The RFP Success Book by Lisa Rehurek
Once a prime and subcontractor have made the decision to team up on a bid, it becomes necessary to define who’s responsible for what—in writing. That’s where contracts come in. So, what’s the difference between a teaming agreement and a subcontract agreement? Is it REALLY necessary to read both the prime and subcontract from start to finish? And how do contracts help primes and subs present themselves as a cohesive team throughout the RFP process?
Marsha Lindquist has 35 years of experience consulting government contractors on federal compliance and pricing strategy. She launched Granite Leadership Strategies in 2012, and the firm has since earned a reputation for being the government contract strategy experts. Marsha’s wide range of experience ranges from small startups to Fortune 500 companies in the science and technology space, and she is a highly sought-after business proposal strategist and contracts professional.
Today, Marsha is back on the podcast to talk contracts. She walks us through the timeline of setting up first a teaming agreement and then a subcontract agreement, sharing the key components of each. Marsha goes on to explain why it’s crucial for subs to read both the prime and subcontract agreement very carefully, stressing the value in having a professional do a contract brief as soon as you receive the contract. Listen in for Marsha’s key tips for managing subcontractors and learn how to win bids by presenting the prime and subcontractors as a cohesive team!
Key Takeaways The process of drawing up a teaming agreement for the proposal effort
When Marsha suggests you establish the basic subcontract agreement
Why the prime contractor is responsible for the subcontract agreement
The difference between a teaming and subcontract agreement
Why it’s crucial to read the subcontract agreement carefully
Why subcontractors need to access the prime contract
The value in having a professional do a contract brief early on
Marsha’s key tips for managing subcontractors
- Establish written agreement
- Monitor performance regularly
- Confirm adherence to schedule
- Review work + all invoices
How to present the prime and subcontractors as a cohesive team
Connect with Marsha Granite Leadership Strategies
Email marsha@graniteleadershipstrategies.com
Call (480) 513-1132
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Marsha on RFP Success Show EP035
Granite Leadership Blog
Marsha on RFP Success Show EP015
The RFP Success Book by Lisa Rehurek
So, you’ve come across an RFP that is nearly a perfect fit for your company. How do you decide whether to bring in a subcontractor or pass on the bid? And if you do choose to bring in a sub, how do you find the RIGHT one?
Marsha Lindquist is the founder of Granite Leadership Strategies, a firm with a reputation for being the government contract strategy experts. With more than 35 years of experience consulting in the areas of federal compliance, contracts management, and pricing strategy, Marsha’s diverse client base includes MIT and Ames National Laboratory, among many others. She has also worked with NASA, the National Institutes of Health, and the Departments of Defense, Energy and Agriculture.
Today, Marsha joins us to discuss when you should and should NOT bring in subcontractors to fulfill the requirements of an RFP. She describes the value in cultivating ongoing relationships with both competitors and companies that offer services tangential to what you do and walks us through the four steps to finding subs who are a good fit. Marsha also explains why the prime contractor should own at least 50% of the work and shares the risks associated with pursuing a contract that’s out of your wheelhouse. Listen in for Marsha’s insight on establishing a margin that covers the cost of doing business and learn how to negotiate pricing with prospective subcontractors!
Key Takeaways Marsha’s background in the realm of government contracts + strategic pricing
Marsha’s guidelines around when you should and should NOT bring in subs
The value in cultivating relationships with potential subs on an ongoing basis
Why it’s wise for the prime contractor to own at least 50% of the work
Marsha’s insight on how to find subs who are a good fit
- Management philosophy
- Marriage of talent
- Ethics and integrity
- Competitive pricing
The risks associated with pursuing a contract that’s out of your wheelhouse
How to establish a margin that covers the cost of doing business
Marsha’s advice on negotiating pricing with prospective subcontractors
Connect with Marsha Granite Leadership Strategies
Call (480) 513-1132
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Marsha on RFP Success Show EP015
‘Five Reasons Why You Should Embrace Your Competition’ by Marsha Lindquist
The RFP Success Book by Lisa Rehurek
So, you’re responding to an RFP to fill a highly technical role in the realm of biometrics authentication, for example. Yes, you want to be professional and demonstrate your knowledge and abilities. At the same time, you recognize that a human being will be tasked with reading your response. And if you throw them into a coma of boredom with a tedious narrative of ‘hand geometry’ and ‘iris recognition,’ your chances of winning the bid are remote. How, then, do you communicate the necessary technical details in a way that keeps readers engaged?
Today, I’m sharing five ways to avoid the BORING we associate with a technical RFP response. I offer two strategies for writing in a way that is conversational and lends authenticity to your technical answers. I explain how to identify common ground with a potential client and leverage shared values to form a connection with the reader.
I also cover the value of visual interest in engaging readers and the power of storytelling to help evaluators visualize the details of a case study. Listen in for insight on using relatable metaphors to express complex technical ideas and learn to write an RFP that does NOT bore your readers but keeps them interested and elevates YOU to RFP success!
Key Takeaways The 5 ways to avoid BORING in technical RFP responses
- Be conversational
- Find common ground
- Include visuals
- Add stories
- Use metaphors
How talking through your answers lends authenticity
How common mission + values increases investment
The value of visuals + visual appeal in engaging readers
How to enhance a case study with humanizing details
How metaphors help readers relate to complex ideas
Connect with Lisa The RFP Success Community on LinkedIn
Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Richard Goring on RFP Success EP022
BrightCarbon
Mike Parkinson on RFP Success EP032
24 Hour Company
Sandra Millers Younger on RFP Success EP029
The RFP Success Book by Lisa Rehurek
If you’ve written an effective RFP, the next step in winning business is to deliver a successful finalist presentation. So, how do you connect with an audience in person, conveying both your technical skill AND relatability? Can you develop qualities of executive presence like warmth and confidence, even if they don’t come naturally? What can you do to increase your influence and deliver a winning presentation?
Dr. Sharon Lamm-Hartman is the founder and CEO of Inside Out Learning, an award-winning consulting firm dedicated to transforming individuals, teams, and companies, helping them become better than their past best. With more than 25 years of experience in leadership, team and organizational development, Sharon supports her clients in improving organizational health and winning billions in new business.
Today, Sharon joins us to explain how to carry out a successful finalist presentation. She shares the HORSE formula for developing the body of your presentation and discusses the qualities of executive presence your audience is looking for. Sharon speaks to the significance of knowing your audience and offers advice on creating clear, concise visuals that enhance your presentation. Listen in for insight around increasing your influence and learn Sharon’s proven formula for presentation success!
Key Takeaways Inside Out’s mission to help leaders show up as their authentic selves
Sharon’s formula for presentation success
- Tailor message to audience
- Attention-getting opening
- Provide executive summary
Why it’s crucial to provide your audience with an agenda to follow
The HORSE formula for developing the body of your presentation
Sharon’s insight on developing the qualities of executive presence
The importance of presence in landing a job or contract
How to adapt to where your audience is/where they want to go
Who should be part of the live presentation
The mistake people make around not knowing their audience
Sharon’s tips for nailing your finalist presentation
- Assess environment ahead of time
- Be aware of body language
- Be careful of filler words
How to increase your influence with meaningful personal stories
Sharon’s 5X5 rule for creating clear and concise visuals
Connect with Sharon Inside Out Learning
Inside Out on LinkedIn
Inside Out on Facebook
Inside Out on Instagram
Inside Out on Twitter
Sharon on LinkedIn
Call (480) 822-9939
Email sharon@insideoutlearning.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Central Phoenix Women
The RFP Success Book by Lisa Rehurek
What is the #1 mistake proposal writers make when it comes to incorporating graphics in RFPs? According to Mike Parkinson, we fall short in crafting a clear message BEFORE we start work on the visuals. So, what is the best approach to determining what you want to say first—and THEN tailoring an image to communicate that message? How do we create bid-winning proposal graphics that look professional AND deliver powerful content?
Mike is a sought-after visual communication and proposal expert and partner at 24 Hour Company, a top graphic design firm focused on serving business development professionals who bid on contract work. He has spearheaded multibillion-dollar projects and helped clients win billions of dollars in business through RFPs. Mike is also a bestselling author and professional trainer, and his Build-a-Graphic software empowers proposal writers to create professional graphics despite limited experience. He is a CPP APMP Fellow and one of only 34 Microsoft PowerPoint MVPs in the world.
Today, Mike joins us to explain how he blends art with science to build bid-winning proposal graphics. He shares the value of visuals in an increasingly at-a-glance society and discusses why we owe it to reviewers to communicate our solution clearly and succinctly. Mike offers insight on using the psychology of motivation and decision-making to develop a message—and tailor the graphics accordingly. Listen in for Mike’s advice on marrying quality aesthetics with powerful content and learn how to create professional graphics, with or without prior experience!
Key Takeaways How Mike blends art and science to build winning graphics
The value of visuals in an increasingly at-a-glance society
How to clearly communicate what differentiates your solution
Why Mike suggests opting for powerful content vs. aesthetics
How to develop a clear message and tailor your graphics to it
- Benefit (speak to pain, gain or fear)
- How (tap into trust, ego + VALUE)
The statistics on gut instinct in corporate decision-making
Mike’s advice on creating professional graphics
- Custom graphic asset library
- Leverage tool like Build-a-Graphic
- Upskill current team with training
Connect with Mike 24 Hour Company
Mike on LinkedIn
Mike on Twitter
Mike on Facebook
Email mike@24hrco.com
Email mike@billiondollargraphics.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Billion Dollar Graphics
Build-a-Graphic
APMP
APMP Certifications
The RFP Success Book by Lisa Rehurek
We do business with people we know, like and trust. But how do you build trust with a potential client through the RFP? Yes, it’s easy to connect with people in person, but how do you cultivate rapport in a written document?
Today, I’m sharing my top five strategies for building trust on paper. I discuss the danger in lying or exaggerating your abilities and the immense value in coming across as your authentic self. I explain how storytelling puts a human spin on traditional case studies and offer insight around substantiating any claims you make in the RFP.
I also speak to the significance of providing solid references, describing why we tend to trust the companies that fix their mistakes over those that sweep missteps under the rug. Listen in to understand the importance of building a multidimensional culture around responding to RFPs and building trust both before the RFP hits the streets—and through the proposal itself!
Key Takeaways The 5 obstacles to making a sale
- No need
- No money
- No hurry
- No desire
- No trust
The power in building relationships before an RFP hits the streets
5 strategies for building trust in a written document
- Do not lie or exaggerate
- Be authentic
- Tell stories
- Substantiate claims
- Provide solid references
My method of leveraging dictation to sound more authentic
How storytelling puts a human spin on traditional case studies
How people tend to trust companies that fix their mistakes
Why it’s necessary to build a culture around responding to RFPs
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
“There’s no such thing as doing business with the federal government.
There’s only doing business with people.”
We all understand the concept of doing business with people you like and trust. But what if your aim is winning federal contracts? How do you get the government to like you? How do you build a relationship with a bureaucracy? Well, you can’t. But you CAN build relationships with the contracting officers who award federal business!
Judy Bradt is the founder of Summit Insights, a firm that helps businesses get in front of federal buyers and win more contracts. Judy has 30-plus years of experience in the field, helping 7,000 diverse clients earn $300M in federal business. She has been featured in Business Week, Entrepreneur Magazine and Fortune Small Business, among many other publications, and she is the award-winning author of Government Contracts Made Easier.
Today, Judy joins us to share the ‘dirty secret’ about her sales skills and how she finally learned to reframe sales as an opportunity to make friends. She discusses the four drivers of success in the federal market, what to research before you submit an RFP, and why past performance supersedes certifications. Listen in for Judy’s insight around getting in front of a federal contracting officer and learn why relationships are crucial to winning federal business.
Key Takeaways Judy’s ‘dirty secret’ around making sales calls
How to reframe sales as making friends
Why you should break big goals into small pieces
Why relationships are crucial to winning federal business
The 4 drivers of success in the federal market
- Commitment to market (part of growth strategy)
- Provide product/service government needs
- Established business with past performance
- Willing to invest in long-term commitment
Judy’s 7 steps to success in federal business
- Strategy
- Focus
- Process
- Competition
- Relationships
- Teaming
- Marketing
What to research before you bid on a federal contract
How to get in front of a federal contracting officer
Why past performance supersedes certifications
Connect with Judy Summit Insight
Call (703) 627-1074
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTune
Resources Government Contracts Made Easier by Judy Bradt
Judy’s Upcoming Live Webinars
Building Blocks of a Winning Proposal Course
The RFP Success Book by Lisa Rehurek
Emotional connection builds trust, and trust leads to sales. But what is the best way to establish that emotional connection? The answer lies in storytelling. Stories help us make sense of technical concepts, illustrate the ideas we want to express, and serve to substantiate our claims. Not only that, stories told well actually produce a bonding hormone that facilitates trust. So, how do we incorporate storytelling in the RFP writing process?
Sandra Younger is a reporter, magazine editor and author with more than 30 years of professional experience. She is also the founder of ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders, and Strategic Story Solutions, a firm that helps individuals and businesses discover their own stories. Sandra is best-known for her Amazon bestseller, The Fire Outside My Window, a memoir of her experience with the catastrophic California Cedar Fire of 2003.
Sandra is back on the RFP Success Show to share her take on storytelling as a kind of cultural currency, explaining why we are creatures of story and how stories help us make sense of facts and figures. She offers insight around the three types of stories every business should have, discussing how ‘sticky stories’ can be used to illustrate the benefits of your product or service. Listen in to understand how a little vulnerability lends to business success and learn how to leverage the narrative arc to earn trust in an RFP!
Key Takeaways Sandra’s take on story as a kind of cultural currency
How stories help us make sense of facts and figures
Why needs and pain points are considered stories
How metaphors are stories that allow us to visualize
The 3 kinds of stories every business should have
- Signature story
- Case studies
- Testimonials
How a signature story gives your business credibility
How sticky stories illustrate the benefits of a product
How success stories serve in substantiating claims
The narrative arc and its function in building trust
Connect with Sandra Sandra’s Website
Email sandra@sandrayounger.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTune
Resources The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger
The ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger
Anne Lamott on Facebook
Brené Brown
The RFP Success Book by Lisa Rehurek
What is the most frustrating aspect of writing an RFP? For many, the most difficult part of the process is simply getting started. So, what can we do to liberate our inner writer and set up a protocol that works for us? How can we take the pressure off and remember that writing is just talking on paper? What strategies do career writers use to get in the zone and generate a first draft?
Sandra Younger has 30 years of professional experience as a journalist and storyteller. Her Amazon bestselling memoir, The Fire Outside My Window, tells the story of her experience during the catastrophic California Cedar Fire in 2003. Sandra leveraged what she learned from the fire to found ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders to build resilience and transform disaster and loss into opportunity and legacy. She is also the founder and Chief Story Strategist with Strategic Story Solutions, a firm that helps individuals and businesses discover the meaning, message and mission in their own stories.
Today, Sandra joins us to explain why getting started is the most frustrating part of the writing process and offer strategies on establishing a writing protocol that works for you. She describes how storytelling creates emotional connection and builds the trust necessary to drive sales. Sandra also shares the value in knowing your audience, asking headline questions of attraction, and writing in a way that is both professional AND conversational. Listen in for Sandra’s insight on liberating your inner writer to generate a winning RFP—and learn how to build a strategic argument in favor of your unique ability to meet the client’s needs!
Key Takeaways The unique perspective in Sandra’s book on the Cedar Fire
Why getting started is the hardest part of the writing process
How emotional connection builds the trust that drives sales
Why storytelling is the #1 way to create emotional connection
The importance of using case studies in your RFP response
Sandra’s tips for writing to make the sale
- Know your audience
- Leverage storytelling
- Ask for sale with CTA
Sandra’s insight on leveraging headline questions of attraction
How to write in a way that is professional AND conversational
Sandra’s tips for initiating the writing process
- Remove distractions and establish protocol
- Put self in here and now
- Write without censoring (set timer)
- Use mind mapping or talking to plan
Why your first draft should NOT be perfect
The concept of liberating your inner writer
How to develop a strategy for persuasion through writing
The value of knowing the rules and regulations of grammar
Connect with Sandra Sandra’s Website
Email sandra@sandrayounger.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTune
Resources The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger
Anne Lamott on Facebook
Brené Brown
Grammarly
The RFP Success Book by Lisa Rehurek
In 2018, I wrote a book, started this podcast, filmed a reality tv show, rebranded my business AND doubled my revenue. Curious what productivity hacks I use to get so much done—in so little time?
On this episode of the RFP Success Show, I’m sharing the top ten strategies I use to get things done fast. I explain why it’s crucial to know where you’re going and what you want and how that allows me to trust my intuition and make decisions quickly. I describe the Do|Ditch|Delegate system I use to prioritize responsibilities and discuss how establishing focus hours supports me in completing tasks that don’t come easily to me.
I also offer insight on breaking big projects into small chunks in order to drive action and making the distinction between high standards and perfection. Listen in for advice on leveraging radical honesty and faith over fear to stay motivated, boost your productivity and accomplish more in 2019!
Key Takeaways Why it’s crucial to know where you’re going and what you want
How I use Do|Ditch|Delegate to prioritize important tasks
How to leverage focus hours for tasks that don’t come easily
How grouping like tasks together builds momentum
How radical honesty helps me decide what to take on
The value in understanding when you need creative space
How I use intuition and trust to make quick decisions
How to drive action by breaking big projects into small chunks
The distinction between high standards and perfection
My mantra around having more FAITH than FEAR
The importance of understanding what motivates you
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
RFPs suck. If you are soliciting bids for an asphalt company, for example, a great deal of research is required. You have to learn enough about the industry to know what questions to ask. You have to hunt for local vendors who are qualified to do the job. And then you have to determine who can provide the best solution based on their RFP response. What if you had a consistent process complete with scope-of-work templates that eliminated most of that difficult work?
Matt Wolach is the President of Synlio, a software company that automates the bidding process for clients in the real estate industry. Synlio is ideal for both property managers and vendors who service buildings and facilities, connecting buyers and sellers so that both have the opportunity to grow. Matt has a background in HOA and community management as well as software solutions, making him uniquely qualified to lead Synlio.
Today, Matt joins us to explain how the Synlio Team became known as ‘The RFPs Suck Guys’ and how their RFP automation software supports both property managers and vendors. He walks us through the process of calculating—and evaluating—the ROI for a software package and discusses how to design a consistent, reliable process for generating RFPs. Listen in for Matt’s insight on creating RFPs with the appropriate level of detail and learn why vendors should respond to RFPs ‘every single chance they get.’
Key Takeaways Matt’s background in community management and software
How Synlio’s RFP automation software helps buyers and sellers
How to calculate ROI in terms of time, money and resources
The value of a consistent, reliable process for generating RFPs
Matt’s advice around committing to the RFP process every time
How Matt and his team became known as ‘The RFPs Suck Guys’
How creating scope-of-work templates facilitates efficiency
The danger in creating RFPs with too much or too little info
The mistake vendors make in NOT responding to RFPs
How Synlio introduces companies to a new network of vendors
Connect with Matt Synlio
Synlio on Facebook
Synlio on Twitter
Synlio on Instagram
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Synlio’s RFP Workshops
Synlio’s RFP Audit
The RFP Success Book by Lisa Rehurek
The overarching goal of any business is to generate revenue, and an RFP win does just that. So, does your organization make RFPs a priority? Is the RFP process an integral part of your strategic plan? Or are RFPs just another item on a too-long list of to-dos?
Katina Koller is a licensed Entrepreneurial Operating System (EOS) implementer, Vistage Chair and Executive Coach with the Foundry Community. She is passionate about optimizing organizations to achieve strong and sustainable financial performance AND align with their vision and purpose. Katina was the CEO of Northwire, Inc. for nine years, leading her team to the Inc. 5000 list as one of the fastest growing privately-held companies for two consecutive years. She also serves as a Business Mentor for Tech Launch Arizona.
Today, Katina joins us to discuss the value of an outside perspective in developing a strategic vision and explain how EOS helps leaders align their team to a single, concise plan. She describes the parallels between good leadership and good parenting, speaking to the value of vulnerability and transparency in promoting ‘radical candor’ in an organization. Katina also offers insight around setting realistic goals and focusing on greatness rather than scale. Listen in to understand why RFPs are crucial in increasing the value of your business and learn how to prioritize the RFP process as an important part of your company’s strategic plan!
Key Takeaways The value of an outside perspective in developing strategic vision
How EOS helps leaders align their team to a single, concise plan
Why RFPs are crucial in increasing the value of your business
How to develop alignment of priorities through your value chain
The parallels between good leadership and good parenting
Why vulnerability and transparency are crucial leadership skills
Why many business leaders fail to implement their big ideas
How to prioritize RFPs and eliminate distractions
Katina’s insight around being great vs. being BIG
The top mistakes leaders make that prevent business growth
- Taking on too much, unrealistic goals
- Distracted by other opportunities
Connect with Katina Email katina.koller@outlook.com
Katina on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Gina Catalano on The RFP Success Show
Radical Candor: Be a Kickass Boss Without Losing Your Humanity by Kim Scott
Fierce Conversations: Achieving Success at Work and in Life One Conversation at a Time by Susan Scott
Crucial Conversations: Tools for Talking When Stakes are High by Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler
The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni
Rita Gunther McGrath
Small Giants: Companies That Choose to Be Great Instead of Big by Bo Burlingham
The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller and Jay Papasan
Essentialism: The Disciplined Pursuit of Less by Greg McKeown
The RFP Success Book by Lisa Rehurek
To run a successful business in the modern world, it is crucial that you operate from a growth mindset, cultivating a willingness to evolve and adapt in order to stay relevant. But change isn’t easy. So, how do you help your team overcome an ‘it can’t be done’ mindset and communicate the value in making a change?
With a 20-year background in training and leadership development, Donna Warrick is an expert in the realm of customer service, conflict management and professional development. She serves as the President of Jamesson Solutions, a leadership development, talent management and selection firm based in Greensboro, North Carolina. Donna has extensive experience supporting clients across many sectors, including manufacturing, financial services, property management and biotechnology.
Today, Donna returns to the podcast to get into the nitty gritty of change management. She reviews the concept of operating either above or below the line, describing how curiosity and open-mindedness pay off in terms of influence and innovation. Donna explains how a fear of the unknown makes many resistant to change and how to overcome the ‘it can’t be done’ mindset. She also shares the value in communicating personal benefits to team members and finding internal advocates to help drive the message for change. Listen in for Donna’s insight around recognizing the risks and rewards of change—and remembering that human beings are involved!
Key Takeaways The concept of operating either above or below the line
How operating above the line builds trust and influence
Why the human brain is wired to operate below the line
How to develop self-awareness of where you’re operating
Donna’s definition of change management
How fear of the unknown makes us resistant to change
How to overcome the ‘it can’t be done’ mindset
How to frame change in terms of current/future state
What leadership needs to communicate about change
The value in finding advocates to help drive the message
The significance of building a case on ‘what’s in it for you’
How team discussions reveal what you didn’t consider
When it’s appropriate to reconsider making a change
The need for leadership to consider the risks and rewards
Connect with Donna Jamesson Solutions
Donna on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
So, you’re responsible for putting together an RFP, and some of your team members happen to be a level or two above you in the chain of command. How do you get what you need from those colleagues? How do you adapt your approach to make them more receptive? How do you INFLUENCE UP to deliver the best possible bid for your organization?
Donna Warrick is the President of Jamesson Solutions, a leadership development, talent management and selection firm out of Greensboro, North Carolina. With more than 20 years of experience in training and professional development, Donna leverages her expertise in customer service, conflict management and leadership coaching to support clients across many sectors, including manufacturing, financial services, property management and biotechnology.
Today, Donna joins us to offer practical strategies around influencing up. She explains the importance of recognizing and adapting your influencing style to the people you work with in the RFP process, describing how to demonstrate assertiveness when it doesn’t come naturally to you. Donna walks us through the five influencing styles, offering insight on how to recognize a colleague’s style by the language they use. Listen in to understand the distinction between influence and control—and learn how operating from a growth mindset contributes to business success!
Key Takeaways Jamesson Solution’s expertise in leadership development
The concept of influencing up through the RFP process
The importance of understanding influencing styles
How to adapt your influencing style to the situation
How to demonstrate assertiveness if it’s not your nature
Why assertive influencers appreciate debate/push back
The positive impact of adapting your influencing style
The 5 different influencing styles
Assertive
Inspiring
Rationalizing
Negotiating
Bridging
How to recognize influencing styles by way of language
The distinction between control and influence
The characteristic of operating above and below the line
Why the human brain is wired to operate below the line
Donna’s insight around operating out of fear or love
The link between business success and growth mindset
Connect with Donna Jamesson Solutions
Donna on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources DiSC Profile
Influencing Style Indicator
The RFP Success Book by Lisa Rehurek
We know that people are drawn to visual content. Unfortunately, most of us add graphics to our RFPs as an afterthought, and our charts and callout boxes fail to provide value in terms of the story we’re trying to tell. But if we can learn to use visuals the right way, they have the potential to convey information in a way that is more engaging, more memorable, and easier to understand than a tedious wall of text.
Richard Goring is the Director of BrightCarbon, a presentation design and eLearning agency that leverages visual storytelling techniques to create compelling training content and persuasive presentations that make a memorable impact. Richard specializes in helping sales, marketing, and learning and development experts communicate more effectively by way of visual content.
Today, Richard joins us to discuss the power of graphics to convey complex information in an elegant way. He explains why people remember proposals that contain visual information, how graphics facilitate engagement with your content, and how to highlight or edit visual content to illustrate its punchline. Richard also describes the differences between graphics in a government proposal versus a corporate RFP, offering advice on how to create simple flow maps and charts or more involved multimedia presentations. Listen in for Richard’s insight around using visual storytelling techniques to compel people to pay attention, facilitate a clear understanding of your solution, and reflect a level of professionalism that makes your RFP stand out!
Key Takeaways BrightCarbon’s role as a presentation design company
The danger in visuals/graphics added as an afterthought
How graphics convey complex information in an elegant way
Why people remember proposals with visual information
How graphics facilitate engagement with your content
The type of information you might convey through visuals
- Complex technical solutions
- Maps, diagrams or site layouts
How to highlight or edit content to provide a punchline
Why info emphasized in callout boxes must be relevant
The differences between government and corporate RFPs
The simple graphics you can include in government proposals
- Flow maps or charts (save slide as jpeg and imbed)
- Simple systems processes or site maps
Richard’s advice on using the tools you have available
How you can use PowerPoint to create a corporate proposal
- Animation, imbed audio or video
- Hyperlinks and triggers
How infographics illustrate full processes and convey facts
How graphics facilitate a clear understanding of your solution
Connect with Richard BrightCarbon
BrightCarbon on Twitter
BrightCarbon Masterclasses
BrightCarbon Blog
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTun
Resources Microsoft Office Suite
Apple Keynote
iSpring PowerPoint Plugin
Adobe Creative Cloud
APMP Conference
BrightCarbon’s Visualization Process
Unsplash
Pexels
Illustrio
The Noun Project
Creative Market
Billion Dollar Graphics
The RFP Success Book by Lisa Rehurek
Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process!
Drea Douglass is the Director of Talent Management Consulting with The Brooks Group, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future.
Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea’s advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.’
Key Takeaways Drea’s role in the assessments arena at The Brooks Group
The benefits of understanding behavioral styles
The two fundamental communication truths
- People tend to see different as wrong
- Take communication styles personally
The importance of approaching in neutral in a sales setting
The four DISC behavioral styles
- Dominance
- Influencing
- Steadiness
- Compliance
Where conflicts arise among the DISC personality types
The concept of interactive flexibility in the sales environment
Why building trust is more important than likability
How to apply the DISC profile to the writing of an RFP
How to tier your RFP answers to appeal to a wide audience
How assessments can help in the hiring process
- Measure behaviors, motivation and personal skills
- Understand who person is long-term
How the DISC assessment can help teams value each other
How improved communication can impact revenue
Connect with Drea The Brooks Group
Email ddouglass@thebrooksgroup.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources My DISC Profile
Myers & Briggs Type Indicator
The RFP Success Book by Lisa Rehurek
If you are the incumbent in a bidding process, that contract is yours to lose. But how do you leverage your relationship with that client in the RFP to get that bid back? How do you remind them of the benefits of your partnership? How do you defend your own contract and win that client’s business once again?
Today, I’m sharing my top four tips for defending your contract as an incumbent. I discuss the necessity of bidding on what they’re asking for in the RFP versus what you’ve been doing and the value in reminding the client what it’s like to work with you.
I also address how to be personable in the RFP as an incumbent rather than acting like you don’t know each other. Listen in for insight around tracking your successes from Day 1 and learn how to share those wins in the RFP and get that bid back!
Key Takeaways My top four tips defending your contract as an incumbent
- Stay on scope within the RFP
- Remind them what it’s like to work with you
- Don’t act like you don’t know them
- Track and share successes
The danger of scope creep when you rebid on a contract
How to be more personable in the RFP as an incumbent
My strategy for tracking successes to leverage in a rebid
How to approach sharing successes in the text of an RFP
How to leverage your incumbent status to get a bid back
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Marsha Lindquist on RFPSS EP015
The RFP Success Book by Lisa Rehurek
What makes the process of responding to a request for proposal so difficult? Typically, businesses struggle with keeping everyone on the same page. Are we all looking at the same version of the RFP? Using the same voice? Formatting the document in the same way? It IS challenging to have multiple team members working on the same bid, but the RFPIO software solution makes the process much easier and more efficient.
Josie Fey is the Communications Manager at RFPIO, a revolutionary proposal management software company out of Beaverton, Oregon. The RFPIO technology enhances collaboration and fosters a truly efficient response process. Built by a team that knows RFPs, RFPIO’s intuitive solution is trusted by companies like LinkedIn, Adobe and Zoom, among many others. In her role, Josie handles marketing, public relations and internal communication for the organization.
Today, Josie joins us to explain how RFPIO serves as a collaboration hub and content repository, allowing users to import information and apply branded templates specific to their business. She discusses what differentiates RFPIO from its competitors in terms of technology, customer support and pricing, and how the company applies user feedback to improve the software. Josie also addresses the hands-on nature of the RFPIO onboarding process, describing how their team helps users populate their database and work through a project together. Listen in for the case study of an RFPIO client who reports a 2,000% ROI after six months of using the software and learn how RFPIO can save you time and help you make more money!
Key Takeaways Josie’s role as Communications Manager with RFPIO
How RFPIO serves as a collaboration hub/content repository
How the RFPIO software allows users to import information
What differentiates RFPIO from its competitors
- Technology
- Customer support
- Pricing model
How RFPIO uses AI to provide a recommendation engine
How RFPIO iterates based on feedback from clients
The people-centric value system at RFPIO
How RFPIO users can apply style guides/branded templates
RFPIO’s benefits in terms of communication and time saved
The hands-on nature of the RFPIO onboarding process
The case study of RFPIO client MasterControl
- 40% time savings
- 2,000% ROI
How RFPIO allows users to be more competitive and strategic
Connect with Josie RFPIO
RFPIO Blog
RFPIO on Twitter
RFPIO on Facebook
RFPIO on LinkedIn
Josie on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
APMP Conference
MasterControl
Strategy is the highway for vision. The problem is, too many business owners spend a lot of time developing a complex roadmap that a) never gets finished, b) never gets communicated, or c) is too difficult for frontline workers to understand. So, how do you design a simple, focused business development strategy that leads to RFP success—and growth in your business at large?
Gina Catalano works with CEOs and leadership teams to improve operations and increase business value. With 20-plus years of experience leading and consulting with businesses, she is an authority on the integration of business development and operations. Gina serves as a volunteer for Startup Tucson’s Thryve mentorship program, and she is the author of the Amazon bestseller Tandem Leadership: How Your #2 can Make You #1.
Today, Gina joins us to discuss the benefit of a simple, well-explained business strategy, offering advice around narrowing your focus to a single vertical. She describes how to write an RFP through the lens of the client and identify your champion within a particular organization. Gina also covers the Lean Startup concept of customer discovery, explaining how to leverage the people in a company who touch the customers in this process. Listen in for Gina’s insight on framing strategy as an exercise in choosing what NOT to do and learn why implementation is more important than trying to craft a perfect strategy.
Key Takeaways Gina’s reputation as the CEO Swiss Army Knife
How Gina helps leadership teams next-level their business
Gina’s definition of strategy as the ‘highway for vision’
The benefit of a simple strategy that is well-explained
Gina’s advice around focusing on one vertical or client
How to write an RFP through the lens of the customer
The value in understanding who a prospect is buying from
How to identify your champion within an organization
How to recognize your customer’s ‘dream come true’
The Lean Startup concept of customer discovery
How to leverage the people that touch your customers
How to frame strategy as choosing what NOT to do
The mistake in trying to create strategy that serves everyone
How to create strategy that aligns with your values
Gina’s advice on creating a filter for the decision-maker
Why implementation is more important than perfect strategy
Connect with Gina Gina on LinkedIn
Venture Solutions
Email gina@venturesolutionsus.com
Gina’s FREE Book
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses by Eric Ries
Traction: Get a Grip on Your Business by Gino Wickman
The RFP Success Book by Lisa Rehurek
What is the #1 source of conflict in the work environment? More often than not, a failure to communicate is at the root of the problem. So, how do we learn to speak the same language as our partners in the RFP process? What can we do up front to prevent tension later on? And how do we address conflict before it derails our progress as a team?
Lesli Pintor is a lecturer in the realm of business communications for the University of Arizona’s Eller College of Management and a Leadership Challenge Certified Facilitator. An expert in communication styles, Lesli is certified in both the DiSC Assessment and 12 Driving Forces methodologies. Prior to her work in business communications and consulting, Lesli spent three decades in the banking industry where she served as a commercial real estate and business lender.
Today, Lesli sits down with us to offer insight around the relationship between communication and conflict in the workplace. She discusses the value in understanding your own communication style and the danger in assuming that your teammates work the same way you do. Lesli also describes how doing a little work up front to establish a Team Charter can help you understand each other’s strengths and orient around a common goal. Listen in for Lesli’s advice on dealing with difficult colleagues and learn how to navigate conflict within your RFP team!
Key Takeaways Lesli’s 30-plus years of experience in banking as a commercial lender
How a lack of communication causes conflict in the work environment
The value in understanding your team members’ communication styles
Lesli’s advice around listening to understand vs. listening to respond
The danger in assuming that everyone works in the same way you do
How a Team Charter helps people orient around a common goal
Lesli’s insight on sticking to business with team members you dislike
How to deal with the team’s STORM stage sooner rather than later
The benefit of owning your part of the conflict or disagreement
How to understand each teammate’s definition of success
Lesli’s tips for dealing with a combative teammate
- Do they understand the big picture?
- Are they in the right role?
- Do you need to involve a mediator?
The changing landscape of individual/team performance reviews
Lesli’s guidance for dealing with conflict in the work environment
- Take deep breaths
- Consider own role
- Have the conversation
- Keep it strictly business
Connect with Lesli Lesli on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources People Styles
People Styles at Work … and Beyond: Making Bad Relationships Good and Good Relationships Better by Robert Bolton and Dorothy Grover Bolton
DiSC Assessment
12 Driving Forces
The Four Stages of Team Formation
The RFP Success Book by Lisa Rehurek
Raise your hand if you’re interested in being more organized and efficient! If RFPs drive sales for your business, then you know that developing a consistent process will save you time and trouble in the long run. But is there an easy way to design a system one time—and then leverage software to apply that process every time an RFP comes through the door?
Erin Mathie is the founder of Business Made Simple, a firm that specializes in process consulting and business systems. A serial entrepreneur and self-proclaimed systems nerd, Erin is passionate about helping business owners create the structure they need to grow. She is also an Insightly Hero, having set up and customized the Insightly CRM for hundreds of businesses all over the world.
Today, Erin joins us to share the ins and outs of Insightly, explaining how the software can be used to track your customer database and manage tasks and projects. She describes how to create an RFP process flow on Insightly and how the software can auto-populate the task manager for every new RFP. Erin also discusses Insightly’s ability to track your close ratio and referral sources—and even generate custom reports. Listen in for Erin’s advice around building relationships with the help of a CRM and learn how Insightly can help you develop a consistent process for RFPs!
Key Takeaways Erin’s background as a serial entrepreneur and systems nerd
The fundamentals of a Customer Relationship Manager
What Insightly can do for your business
- Track customer and lead database
- Task, sales and project management
How to create an RFP process flow on Insightly
The value in developing a consistent process for RFPs
How Insightly auto-populates the task manager for each RFP
Insightly’s ability to set up custom fields and track your close ratio
Erin’s advice to start simple and add features to the CRM over time
How to categorize your contacts and link them to organizations
How to use Insightly to track your referral sources
Insightly’s capacity to attach emails to contacts and organizations
Erin’s top tip around recording quality data points for reports
Why Erin prefers Insightly to other CRMs on the market
Connect with Erin Business Made Simple
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Michael Gerber
The 4-Hour Workweek by Tim Ferriss
Insightly
The RFP Success Book by Lisa Rehurek
You may think that numbers are pretty straightforward and view pricing your services for an RFP as a clear-cut process. But Marsha Lindquist argues that crafting a winning pricing strategy is a creative endeavor, and with the right preparation, you can get to the numbers you’re aiming for and convey a business proposition that aligns with the customer’s values.
Marsha has 30-plus years of experience in consulting with government contractors. Her firm, Granite Leadership Strategies, is known for supporting companies in pricing strategy development, federal compliance, contracts management, cost accounting and creative cost strategy. Marsha’s client list includes Massachusetts Institute of Technology, DynCorp International and Dow Kokam, among many others, and she has worked with the Departments of Defense, Energy and Agriculture as well as NASA and the National Institutes of Health.
Today, Marsha joins us to discuss the creativity involved in developing a winning pricing strategy for your RFP. She explains how to determine whether a customer is looking for low price or best value and how to align your business proposition with the client’s values. Marsha offers insight around the benefit of doing your homework in advance to determine customer pain points and the advantages of including an executive summary in your pricing proposal. Listen in for Marsha’s top tips on making your cost volume sing and learn how to avoid the most common mistake people make in pricing proposals!
Key Takeaways
Marsha’s role in developing pricing strategy and cost accounting
The creativity that goes into crafting a winning pricing strategy
How to determine if the customer wants low price or best value
The tools Marsha uses to get to the numbers she’s aiming for
How to align what the customer values with your business prop
Why Marsha includes an executive summary in the pricing proposal
How to put a dollar value on what the customer needs and wants
The value in doing your homework to determine client pain points
How to make your pricing proposal SING
- Give it a story, make descriptions mean something
- Include visuals, graphics, captions and callout boxes
How Marsha’s work goes beyond pricing to envision the big picture
Why Marsha forges a partnership with the technical volume lead
Marsha’s take on the biggest mistake people make in pricing proposals
Connect with Marsha
Granite Leadership Strategies
Call (480) 513-1132
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources
The RFP Success Book by Lisa Rehurek
To win business with an RFP, you have to do more than just show the client that you can do the job. You need to show them that you’re the premiere choice. But how do you go about proving that you really want the work without coming across as desperate or manipulative?
Today, I’m offering my top five strategies for demonstrating your greatness through the RFP. I explain the value in asking powerful questions that make the potential client think, especially when you’re up against an incumbent. I also discuss the benefit of showcasing your differentiators in relation to the client’s needs.
I address how to find common ground with clients and demonstrate why you’re the best fit for a collaboration—with regard to mission-alignment or values. Listen in for insight on maintaining business as an incumbent, reminding the client why your partnership works and supporting that claim with appropriate evidence!
Key Takeaways The value in explaining why you’re the premiere choice
How to avoid coming across as desperate or manipulative
Why an incumbent should do regular client satisfaction surveys
My top five tips for proving that you really want the business
- Ask powerful questions that make them think
- Know and showcase your differentiators
- Remind them why your partnership works
- Give reasons why you’re the best fit
- Tell them why you want to work with them
Why throwing a competitor under the bus shows self-doubt
How to show your differentiators in relation to client needs
How to find common ground around mission alignment/values
Why incumbents need to track customer satisfaction, outcomes
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources The RFP Success Book by Lisa Rehurek
How much time do you spend digging through Word documents to find the right version of a resume for a particular RFP? How about the time spent copying and pasting case studies or reformatting resumes to fulfill the requirements of a certain proposal?
Would you like to cut that time in half?
Erling Linde is the founder and CEO of CV Partner, a software platform that streamlines the way you manage resumes and case studies for bids and proposals. Erling began his career as an IT consultant and developer, working with firms in both Norway and the UK. He identified a need for improved efficiency in the process of preparing RFPs—and the startup CV Partner was born.
Today, Erling explains the value of his service over Word documents, discussing how the software allows you to incorporate your own templates and tailor resumes to a particular opportunity. He describes how case studies and resumes work together in their system, allowing project managers to update multiple employee resumes with consistent project descriptions. Erling also addresses CV Partner’s ability to facilitate collaborations with subcontractors and function as a searchable skills database. Listen in for Erling’s insight on getting the best value out of the system and learn how his clients are saving up to 50% of the time previously spent compiling resumes and case studies for RFPs!
Key Takeaways How CV Partner streamlines how you work with resumes/case studies
How Erling’s background in IT consulting led him to found CV Partner
The advantages of the CV Partner system over Word documents
How you can tailor a resume to the opportunity
How CV Partner incorporates your templates into their system
CV Partner’s ability to store multiple resumes for each employee
How case studies and resumes interact in the CV Partner system
How a project manager can update resumes with project descriptions
How a company with as few as 5 employees can benefit from CV Partner
CV Partner’s ability to facilitate collaborations with subcontractors
How CV Partner also functions as a searchable skills database
Why Erling invests his time in onboarding new clients
Erling’s advice around incorporating the CV Partner system
- Useful to start as pilot project
- Then roll out to rest of organization
How CV Partner can help you build a business case for use of their system
Connect with Erling CV Partner
Email erling@cvpartner.com
Erling on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Quality branding gives a small business instant credibility. But how does that translate to the way you present yourself in an RFP? How do you convey the energy and expertise of your business in the pages of a proposal?
Arlene Pedersen is the CEO of Be Freaking Awesome, a consulting firm that helps passionate entrepreneurs and nonprofits increase their revenue and express their values in a powerful way. A branding and messaging expert, Arlene has more than 25 years of experience working with startups, nonprofits and Fortune 500 companies, and she has been featured in GQ and Wired magazine.
Today, Arlene explains the value of branding in establishing credibility and connection. She explains how to craft a polished RFP that engages readers, communicates the energy of your business and its culture, and leverages the expertise of your ancillary resources. Listen in for Arlene’s advice around choosing quality images, writing bold headlines, and starting the RFP process with an inventory of your success!
Key Takeaways Why business owners struggle with messaging
Arlene’s background in corporate RFPs
The challenge of conveying energy in writing
Arlene’s insight on treating RFPs like a magazine
The value in creating a connection with readers
How to craft a crisp, beautiful RFP cover page
Arlene’s advice on establishing a theme/metaphor
How to answer objections with headers or testimonials
Why it’s valuable to call out your disadvantage
How to leverage the expertise of ancillary resources
The value in choosing images that make you feel good
How to create powerful headlines
- Bold statements of philosophy, approach
- Quantifiable numbers
How quality branding/logos create instant credibility
The definition of branding
The danger in repurposing content for RFPs
The heartbreak of missing an RFP deadline
Arlene’s top tips for writing a proposal that stands out
- Well branded, easy to read
- Own your accomplishments
- Use high-quality photos
Connect with Arlene Be Freaking Awesome
Arlene on Facebook
Arlene on Twitter
Arlene on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources iStock
Fiverr
The RFP Success Book by Lisa Rehurek
Blink: The Power of Thinking Without Thinking by Malcolm Gladwell
Bigstock
For most small business owners, the federal acquisitions process is intimidating. Sure, we’d all like to win federal contracts, but the registration process is complex and the regulations many. How do you know if your product or service is something the government needs? And how do you identify opportunities to work with the federal government in your area?
Chantel Gibbons has 25 years of experience in the realm of business operations and government contracts, working with top contractors in marine engineering, information technology, supply logistics and base support operations. Dubbed the ‘Queen of Contracts,’ she is a subject matter expert in defense contract policy, service contracts and Federal Acquisition Regulations (FAR). Chantel’s firm, We Do Contracts, does subcontractor management for corporations and supports small business owners in navigating the federal acquisitions process.
Today, Chantel shares the secret sauce for winning federal contracts, discussing the large number of federal buyers located throughout the country. She explains the importance of registering correctly to qualify for federal contracts and the value of listing multiple capabilities in the SAM system. Chantel addresses the 8(a) Business Development program, the difference between a sub- and prime contractor, and the significance of securing the small business designation. Listen in for Chantel’s insight around how federal regulations apply to small businesses and learn how to identify federal opportunities in your area!
Key Takeaways The secret sauce for winning federal contracts
- Experience and relationships
The large number of federal buyers all over the US
How to register and obtain a cage code for federal contracts
How to prepare, start and build relationships with buyers
How an expert like Chantel helps vendors register correctly
How to identify and expand your capabilities in the SAM system
The fundamentals of the 8(a) Business Development program
The difference between being a subcontractor and a prime contractor
Why you need to be certified with the small business designation
How federal contracts differ from state and local contracts
Chantel’s insight around federal restrictions and regulations
- Determined by scope, type of contract
- Small businesses can take exception
How to identify federal opportunities in your area
How federal contracts can expand your revenue streams
Connect with Chantel We Do Contracts
Chantel on Facebook
Chantel on LinkedIn
Chantel on Instagram
Chantel on Twitter
Email info@wedocontracts.com
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Subscribe on iTunes
Resources Needs of the Government
System for Award Management
Small Business Administration
8(a) Business Development Program
Federal Acquisition Regulation
Federal Business Opportunities
The RFP Success Book by Lisa Rehurek
The fastest way to lose a bid is to annoy the evaluators! I recently conducted an informal poll, asking several RFP buyers the following question: What is your biggest pet peeve when it comes to RFP responses?
Today, I’m sharing their answers, discussing the Top 5 RFP Evaluator Hot Buttons. I explain the danger of including more or less information than the questions require, describing the evaluator’s challenge in comparing proposals. I also address how common it is for evaluators to receive proposals that fail to follow instructions and how you can avoid this particular pitfall.
I offer advice around keeping evaluators happy by being solution-focused, simplifying your responses, and truly answering the questions posed in the RFP. Listen in for insight on writing responses with the evaluation criteria in mind and learn how to build a review period into the proposal process!
Key Takeaways The Top 5 pet peeves of RFP evaluators:
- Including more/less than asked for
- Not following instructions
- Too YOU-focused
- Making it hard to evaluate you
- Answer the damn question
How answers get lost when you include too much information
Lisa’s advice around completing and signing forms in advance
Why evaluators prefer a solution-focused approach
How to demonstrate that you meet/exceed each requirement
The value in keeping answers simple, succinct and to-the-point
How to use a template to address ALL parts of a question
The significance of recognizing the evaluation criteria
How the evaluation criteria and RFP questions may not match up
How to write for evaluators with different levels of technical knowledge
The importance of building a 48-hour review into the proposal process
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Resources The RFP Success Book by Lisa Rehurek
Do you have a few tasks you’d like to delegate, but not enough to justify hiring a part-time employee? Small business owners and entrepreneurs often end up doing it all themselves—which leads to overwhelm and burnout. Luckily, there is another option: You can leverage a team of virtual assistants and give yourself time for what matters most!
Nicole Bandes is the founder and CEO of Virtual A Team, a concierge service that helps small business owners and solopreneurs manage the projects that move their businesses forward by providing the best available virtual teams. Virtual A Team’s group of 35 contractors has diverse expertise ranging from research to scheduling to web design. Nicole is also a productivity expert, and she has inspired thousands of business owners, entrepreneurs and professionals to manage their time and live a healthy, balanced life through her workshops and keynotes.
Today, Nicole explains the role of a virtual assistant and outlines the kid of work a VA can take on. She discusses the benefit of hiring a VA with a specific skill set for a one-off project or just a few hours per week. I ask Nicole about her inspiration for founding Virtual A Team, and she describes how outsourcing gives you time to do what matters most. Nicole also addresses her vetting process, offering insight on how Virtual A Team goes about replacing and training team members on a project. Listen in for Nicole’s advice around establishing a contract with your VA and learn how to decide which tasks to delegate to a virtual assistant!
Key Takeaways The role of a virtual assistant working remotely
The kind of work a virtual assistant can take on
How VAs might assist with the RFP process
The benefit of hiring a VA with a specific expertise
Hiring a VA for a one-off project vs. a few hours/week
The Virtual A Team’s group of 35 contractors
Nicole’s inspiration for founding Virtual A Team
How outsourcing gives you time to do what matters
How Nicole goes about vetting her team of VAs
Virtual A Team’s process of replacing team members
Nicole’s advice around establishing a contract with your VA
The distinction between and employee and a contractor
How to determine which tasks could be delegated to a VA
The challenge around hiring people committed to being VAs
Connect with Nicole Virtual A Team
Virtual A Team on Facebook
Virtual A Team on Instagram
Nicole on Twitter
Nicole on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Subscribe on iTunes
Resources Upwork
The RFP Success Book by Lisa Rehurek
The difference between a successful project and an unsuccessful one lies in project management, yet small businesses often assign the role to an employee juggling other responsibilities—or worse, they skip that step altogether. How can we leverage project management processes to make the best use of available resources? And what qualities should we look for in an effective project manager?
Cerila Gaillard is the founder of Orchestrating Your Success, a project management consultancy based in Phoenix, Arizona. She has served as a Project Management Professional (PMP) for several Fortune 500 companies, including General Motors, Xerox and United Technologies. A certified PMP and ScrumMaster, Cerila is a Member Ambassador for the Phoenix Chapter of the Project Management Institute and a Venture Mentor for the Entrepreneurship and Innovation Program at Arizona State University.
Today, Cerila offers her definition of project management as a repeatable process that ensures maximum productivity. She covers the leadership skills necessary to take on the role of project manager, explaining the significance of soft skills like communication in a project’s success. I ask Cerila about her keep-it-simple approach to project management, and she describes the flexibility involved in picking and choosing the appropriate techniques. Listen in for insight around detailed planning, defining clear goals, and setting realistic deadlines—and learn how to utilize the data provided by project management software!
Key Takeaways The definition of project management as a repeatable process
How project management uses tools to maximize productivity
The leadership skills necessary to take on the role of PJM
How to communicate with decision-makers vs. the project team
Why a PJM’s soft skills are as important as their technical skills
Why a PJM should not be ‘in the weeds’ of a project
The flexibility of a project manager to pick and choose techniques
Cerila’s keep-it-simple approach to project management
The danger around not taking the time to plan
How clearly defined goals lead to the success of a project
The project management pitfall of setting unrealistic expectations
The benefits of project management software like Smartsheet
Connect with Cerila Cerila on Facebook
Cerila on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Resources Smartsheet
The RFP Success Book by Lisa Rehurek
If your business is struggling to win RFPs, it can be of great benefit to solicit feedback and identify your areas of weakness. But have you ever thought about debriefing with the client when you WIN?
Robin Merritt has 18 years of experience with the RFP process and 25 years in the workforce management industry. She currently serves as the Senior Vice President of Global Strategy for Axsium Group, a global strategic consulting practice that supports organizations in the full spectrum of workforce management-related needs. In her roles with both small businesses and large companies, Robin has an extensive background in helping clients create RFPs and winning business herself through the RFP process.
Today, Robin and I continue our conversation by discussing the biggest mistakes she’s made in writing RFPs over the years. She explains the danger in trying to ‘read between the lines’ or thinking you cannot win a particular bid. I ask Robin about the process of soliciting feedback, and she shares the benefits of debriefing with the client—even when you WIN the bid. Listen in for Robin’s insight on using your status as incumbent the right way and learn to implement her all-in approach to telling your story through the RFP!
Key Takeaways Why you should avoid trying to ‘read between the lines’
The danger in thinking you cannot win a particular bid
Robin’s advice around the right way to toot your own horn
The benefit of asking for feedback when you lose a bid
What you can learn from the debriefing process when you win
Robin’s most painful RFP loss AND her favorite win
Why incumbents tend to write the weakest proposals
Robin’s insight on utilizing subject matter experts in your organization
How a team member who enjoys writing can serve to tell your story
Robin’s take on going ALL IN with every RFP
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Resources The RFP Success Book by Lisa Rehurek
How do you work together to write an RFP—AND achieve a consistent tone that makes your submission easy to read? And is there value in meeting regularly as part of this collaborative approach?
Robin Merritt is the Senior Vice President of Global Strategy for Axsium Group, a global strategic consulting practice that helps organizations with the full spectrum of workforce management-related needs. Robin has 25-plus years of workforce management experience, and she has an extensive background in both helping clients create RFPs and winning business through the RFP process.
Today, Robin joins me to explain the importance of writing RFPs with the reader in mind, customizing your RFP to explain why they should hire you. She offers insight around her success with RFPs, discussing the value of using an assessment tool and writing in a consistent tone. I ask Robin about her collective approach to writing RFPs, and she describes the benefit of jumping on calls together to edit in real time. Listen in for Robin’s advice on selling yourself as the answer to a specific problem and taking FULL advantage of open Q&A to set yourself apart from the competition!
Key Takeaways Robin’s background in manufacturing and retail consulting
The importance of writing RFPs with the reader in mind
How to ensure that your RFP has a consistent tone
Robin’s insight on building an assessment tool based on strategy
The challenge around passing up an RFP for the first time
Robin’s collective approach to writing RFPs
How Robin’s team saves time by editing RFPs on short calls
Robin’s advice around selling yourself as the answer to a problem
Why the company soliciting RFPs must be clear in their purpose
How to take full advantage of open Q&A
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Resources The RFP Success Book by Lisa Rehurek
If you’re struggling to land contracts and your RFP win percentage is bleak, you may be able to turn things around with some simple changes to your approach. So, what are the most common mistakes we make in responding to RFPs?
Today, I’m going solo to walk us through the top 5 missteps companies make in crafting their RFPs. Drawing on my experience reviewing hundreds of RFPs every year, I discuss the most common problems—and how to avoid them!
I address RFPs that get off track and fail to answer the questions asked, offering strategies for structuring on-target responses. I explain why it’s so important to engage readers and focus your responses not just on YOU—but how you can provide the solution your prospective client needs. Listen in to understand the value in bidding on contracts for the right reasons and learn how to design a business development strategy that will boost your win rate and generate RFP success!
Key Takeaways The #1 buyer complaint around RFPs that don’t answer the questions asked
How flipping the questions into statements can keep your RFP on track
My strategy around creating a table to address all parts of a question
Why it’s important to engage readers in the text of your RFP
How to talk about yourself in the context of solving the client’s problem
The danger in bidding on cold opportunities without a strategic reason
How a proper vetting process leads to a higher win percentage
The value in building relationships as part of your business development strategy
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Resources Amy Schuman on RFP Success EP002
As entrepreneurs and small business owners, we could all use a competitive advantage to tip the scales in our favor and win more contracts—and small and diverse business certifications provide one route to gaining that advantage. What are the major certifications? How do you complete a successful application? And what are the benefits to becoming diversity certified?
Heather Cox is the co-founder and President of Certify My Company, the national leader in transforming Fortune 1000 supplier diversity programs into profit centers. A tireless advocate for diversity, Heather is passionate about making the business world reflect the real world, and in her role as a Diversity Certification expert, she supports eligible suppliers in the process of becoming diversity certified and maximizing the benefits of certification.
Today, Heather joins me to share the origin story behind Certify My Company and discuss the financial benefits of a diverse supply chain. She speaks to the Big 5 diversity certifications, explaining who is eligible and how certification can help you win and keep contracts. I ask Heather about the misconceptions around certification, and she shares the significance of accurate documentation in the application process. Listen in for Heather’s insight on certification as a valuable tool—not a magic wand—and learn how to take full advantage of the benefits of diversity certification!
Key Takeaways How Heather’s background in the circus prepared her for entrepreneurship
The origin story behind Certify My Company
Heather’s insight on certification as a tool, not a magic wand
The financial benefits of diversifying your supply chain
The Big 5 certifications (women, minority, LGBT, veteran and disability)
Who is eligible for a small or diverse business certification
The importance of accurate governing documents in qualifying for certification
How certification serves as a business development tool for your customers
How certification can tip the scales in your favor
The value of tapping into the diversity ecosystem at conferences
How certification can strengthen your relationship with existing partners
How inaccurate governing documents lead to technical rejections
The strength of a WOSB designation in conjunction with a WBENC certification
How to determine the most effective certifications for your company
The industries that are most favorable to diverse business certifications
How to leverage contracts with existing companies as a certified business
Connect with Heather Certify My Company
Email heather@certifymycompany.com
Certify My Company on Twitter
Certify My Company on Facebook
Certify My Company on LinkedIn
Heather on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Resources Walmart Survey
CLR Cleaning Products
WOSB Certification
WBENC
WBEC-West
NMSDC
NGLCC
NVBDC
USBLN
Small Business Administration
Diversity Alliance for Science
How does Amy Schuman’s RFP team unseat incumbents to land an impressive 70% of the contracts they ship? And how have they kept that winning percentage consistent over the past 20 years, even as the firm—and its number of proposals—has grown exponentially?
Amy is the National Marketing Director for Myers and Stauffer, a national public accounting firm that specializes in consulting, data management and analysis services for state and federal agencies managing government-sponsored healthcare programs. She has more than 25 years of experience in professional services marketing for the accounting, architecture and education industries, and she is an RFP authority, contributing to more than 500 state government proposals in her current role.
Today, Amy joins me to discuss the scaling of her team at Myers and Stauffer, and the exponential growth in the number of proposals they generate. She speaks to the danger of procrastination in composing an RFP and the significance of proofreading with ‘fresh eyes’ prior to shipping. We cover the value in reviewing the RFP evaluation criteria against the proposal, and Amy offers sage advice around targeting your response to what the potential client needs. Listen in for Amy’s advice for small businesses on creating systems for the RFP process and learn how Myers and Stauffer succeeds in unseating incumbents to win contracts!
Key Takeaways How Amy’s RFP team has grown from two to ten in the last five years
The exponential growth in the number of proposals Myers and Stauffer generates
The necessity of implementing systems in the scaling an RFP team
How Myers and Stauffer procures most of its work through the RFP process
Why Amy cautions against procrastination in composing an RFP
The significance of proofreading the RFP with ‘fresh eyes’ prior to shipping
The value in reviewing the RFP evaluation criteria against the proposal
Amy’s advice around targeting your response to what the client needs
Myers and Stauffer’s policy to ship proposals two days prior to deadline
The importance of cross-training your RFP team
How call-out boxes can be used to highlight important points in an RFP
Amy’s advice for small businesses around creating systems for the RFP process
How Myers and Stauffer succeeds in unseating incumbents to win contracts
The key to Myers and Stauffer’s impressive 70% winning percentage
Connect with Amy Myers and Stauffer
Myers and Stauffer on Twitter
Amy on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Book by Lisa Rehurek
Hiring can be a scary prospect for entrepreneurs and small business owners. Yet trying to do it all on your own for the long-term is simply unsustainable. So, how do you go about learning to let go and hiring kickass employees—so that you can have an uninterrupted dinner with your family or even go on the occasional vacation?
Talmar Anderson is the visionary behind Boss Actions, the firm that supports entrepreneurs in making the transition from business owner to boss. A hiring and management authority with 25-plus years of experience, Talmar is dedicated to coaching strategic planning and onboarding processes to facilitate faster business growth. She is also the architect of the Boss Actions Community, a platform allowing business owners to connect and navigate being a boss together.
Today, Talmar joins me to discuss the ‘people factor’ and ego issues that keep small business owners from hiring. We explain how to avoid bad hires through strategic planning, describing the top mistakes entrepreneurs make in writing job descriptions for ‘unicorns’ and hiring without planning for the role. Talmar walks us through the process of determining when to hire a part- or full-time employee—or outsource an expert on a per-project basis. Listen in for Talmar’s insight on hiring kickass employees based on company need and learn to embrace the freedom of being a boss!
Key Takeaways The ‘people factor’ that keeps small business owners from hiring
How to avoid a bad hire through strategic planning
The top two reasons small business owners hire employees
The difference between a business owner and a boss
How to feed your ego through a shift into the boss role
Talmar’s insight around writing job descriptions for a unicorn
How to determine which tasks to outsource to an expert
How to hire full- or part-time employees based on demand
The difference between deliverable and operational tasks
The danger around lumping dissimilar tasks into one position
The significance of setting up systems prior to hiring
Connect with Talmar Boss Actions
Boss Actions on Twitter
Boss Actions on Facebook
Talmar on LinkedIn
Connect with Lisa Lisa’s Website
Lisa on Twitter
Lisa on Facebook
Lisa on LinkedIn
Resources Talmar’s Free 10-Day Challenge
Boss Actions Community