Programs

Outline:

Understanding procurement

• Why procurement practices are becoming so widely used
• What procurement practices are being used in the industry
• Extend this understanding to do a better job in the RFP process

 Picking your battles

• Creating a successful proposal by focusing your time and resources on a small number of selected RFPs
• Realistically assessing each opportunity
• Improving your success ratio by only responding to RFPs where you can offer the best solution to a customer

 Understanding the requirement (process)

•  Understanding the rules and playing the game
• Methodically analyze the form of response the customer is asking for
• What information to present at what stage in the process
• What to do and not to do

 Understanding the requirement (content)

• Identifying the customer’s requirements and what they really want
• Distinguishing between what the customer wants to buy, and what you have to sell
• Avoiding common mistakes

 Understanding the wider need

• Knowing your customer’s operating environment and strategic objectives
• Discover your unique customer’s environment and objectives

 Understanding your strengths and weaknesses

• Identifying your strengths and weaknesses relative to each RFP
• Showing your customer that your offering is ideally suited to their requirements
• Managing your real and perceived weaknesses

 The importance of accurately understanding your competition

• Analyzing your competition – both known and unknown
• Differentiating your offer

 Planning the bid (process)

• Planning your proposal preparation to go smoothly and meet the non-negotiable deadline
• Getting the required input from internal and external stakeholders
• Make sure your response is compelling and compliant

 Preparing the bid (content)

• Best practice organization and methods for RFP preparation
• Writing the RFP the customer asked for, in the format they asked for it, and in a language, they can understand
• Demonstrating why your solution is ideal for your customer and why you’re their ideal business partner
• Creativity in RFPs – making a positive impression

 The post-RFP presentation

• Planning your presentation as a short-listed supplier
• Important elements of your presentation, and what to avoid
• Delivering the presentation to the customer’s selection team

 The wider picture

• Establishing a wider approach to the RFP process
• Steps to winning a customer before you respond to the RFP
• Building a relationship with your future customers and maintaining relationships with existing customers