The RFP Success Show

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...

"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...

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...

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...

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 workfl...

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 o...

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...

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...

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 help...

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 exper...

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 fir...

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 res...

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 Prof...

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 peopl...

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...

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 Presi...

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 char...

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 t...

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 e...

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,...

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...

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...

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...

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 thei...

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? Sam...