The RFP Success Show

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 oppor...

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...

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? T...

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 e...

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 t...

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,...

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 bu...

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 themse...

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 experie...

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 recognit...

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...

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...

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 y...

"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 con...

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 incorp...

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 You...

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...

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...

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 Communit...

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...

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 leader...

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 tedio...

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 pro...

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...

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...