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EP098: How to Plan for an Effective RFP Response Timeline
Everybody assumes that most of an RFP response timeline should be devoted to the writing. But there are many other pieces of the puzzle that contribute to a win! Listen in to understand how much time you need AFTER the writing is done and learn to plan a successful response timeline for your proposal team.
EP097: Capture Planning Best Practices – with Lisa Ehrlich & Tom Gillin
The work of winning an RFP begins long before the request for proposal is released. But how do you build relationships with potential clients ahead of time and get a head start on developing a customized solution? Listen in as Lisa Ehrlich and Tom Gillin of Cognia share their best practices for effective capture planning.
EP096: How to Tell Your Story in an RFP Response – with Paul Furiga
Is there a place for story in business? According to Paul Furiga, Chief Storyteller at WordWrite, story plays a crucial role in differentiating a company from its competitors and attracting customers to the brand. Listen in as Paul explains how to uncover the story of your business and tell it effectively in an RFP response.
EP095: How to Build Industry Authority in an RFP Response
It’s important to distinguish yourself from the competition in an RFP, and one surefire way to do that is by demonstrating industry authority. But it's not enough to advertise your years of experience or how many clients you’ve helped. Listen in for insight on the best way to communicate industry authority in a proposal response!
EP094: Making the Strategic Review Part of Your RFP Process
Are you making time for 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. Listen in for the 3 steps to a successful strategic review and learn how to make it part of your RFP process!
EP093: How to Optimize the Proposal Process – with Kathryn Bennett
Only focusing on getting things done faster is NOT a sustainable solution for your proposal process. That's why Kathryn Bennett, Director of RFP Excellence at Loopio, encourages using Lean principles to get work done right the first time. Listen in as she explains how to optimize the proposal process from start to finish!
EP092: Using Empathy and Self Reflection to Create Success and Get Wins - with Deb Zahn
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. Listen in as consultant Deb Zahn @craftofconsulting explains how to use your narrative and mistakes made along the way to carve out a path to success.
EP091: Emerge from the Pandemic with a Plan to Win RFPs – with Deb Zahn
The pandemic was perhaps the world’s most difficult stress test. But your business can emerge stronger if you take action NOW. Listen in as Deb Zahn, CEO at Craft of Consulting, explains how to recover from the disruption of COVID and put yourself in a position to win stimulus dollars with RFPs!
EP090: Intentional Sourcing of Technology Post-COVID – with Dave Hulsen
When the pandemic began, businesses scrambled to create systems for working from home. But now, we have a chance to rethink our processes. Listen in as Dave Hulsen of RFP360 explores the current opportunity to be more intentional in our sourcing of technology and find efficient ways to collaborate—in or out of the office!
EP089: Get Ready for an Uptick in Infrastructure RFPs– with Dave Hulsen
The American Rescue Plan was signed into law in March, and with it, we anticipate an exponential increase in buying for infrastructure projects. Listen in as Dave Hulsen of RFP360 explains what your business can do to prepare for an influx in RFPs, using the tools you have to make your content stand out!
EP087: The 4x4 Framework for RFP Success, Part 3—Content
Now that you know how to build an effective RFP strategy and establish efficient processes, it’s time to tackle the third element of my 4x4 Framework, CONTENT. Listen in as I share my 4 guidelines for creating winning proposal content—addressing the questions, focusing on your solution, recognizing the evaluation criteria and making content absorbable.
EP086: The 4x4 Framework for RFP Success, Part 2—Processes
Once you have the right RFP strategy in place, it’s time to take a look at the second element of my 4x4 Framework, PROCESSES. So, what are the signs your systems could use an overhaul? Listen in as I discuss the 4 key processes you need for RFP success—receipt, assessment, response management and debrief.
EP085: The 4x4 Framework for RFP Success, Part 1—Strategy
Would you like to boost your proposal win rate as high as 80%? Then you need to get clear on the first element of my 4x4 Framework for RFP Success, STRATEGY. Listen in as I share the 4 types of strategy you need to consistently win business—relationship, intelligence, business development and bid strategy.
EP084: Improve the Readability of Your RFP Response – with Samantha Enslen
Proposals that win business are easy to read. But how do we make technical content accessible without dumbing down the material? What factors impact the readability of a document? Listen in as APMP Fellow and Content Strategy Expert Samantha Enslen of Dragonfly Editorial explains how to use Word’s readability function to improve your RFP response!
EP083: How to Be Concise in an RFP Response – with Samantha Enslen
More and more, RFPs specifically ask for concise responses. But how do you decide what to include and what to leave out? Listen in as APMP Fellow and Content Strategy Expert Samantha Enslen of Dragonfly Editorial explains how to keep your proposal concise, scannable and easy-to-read—without eliminating the details that matter.
EP082: 3 Tips for Negotiating Your Best and Final Offer
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 or BAFO. Listen in as I share my top 3 tips for negotiating your pricing so that everyone wins!
EP081: How to Develop Your RFP Pricing Strategy
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 guidelines that can help you think strategically about how to price the service you provide. Listen in as I share 5 best practices for developing a successful proposal pricing strategy!
EP080: Finding the Right Proposal Length – with Lisa Rehurek
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! Listen in for my top 4 tips for determining the right length for your RFP response.
EP079: Employee Engagement & the RFP Response – with Mark Musgrave
According to Gallup research, only 15% of US employees feel engaged at work. And when employees aren’t motivated, the bottom line suffers. Listen in as Mark Musgrave explains what leaders can do to better connect with their teams (even if they are working remotely) and how those strategies for engagement extend to the RFP response!
EP078: Win More RFPs with Customer Intimacy – with Jennifer Zonneveld
Developing a winning proposal strategy requires that we know opportunities are coming well in advance and build relationships with that organization’s decision-makers. Listen in as Jennifer Zonneveld explains how she learns about forthcoming military and defense RFPs—and then builds the kind of customer intimacy that gives her team a competitive advantage!