The Art Of Winning Requests For Proposals (Rfp'S)

How clients choose service providers in RFP competitions and how elite providers align and win.

What you'll learn

Significantly improve your chances to win competitive Requests for Proposals (RFP's) without competing on price, fees and rates.

Provides a map and navigation tools for winning RFP's

Understand then align the the client's motivation and decision process.

Learn how to create a Preference Value Proposition that makes it easier for client to choose you.

Requirements

This course is gleaned from the comprehensive Third Level Selling course. It is for those who want to focus on winning RFP's. If you have taken the Third Level Selling course, you already have access to this content.

Description

Service provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are “buying” the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client’s increased choice. The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.

Overview

Section 1: Is There a Better Way to Play the RFP Game?

Lecture 1 Is There a Better Way? Reading

Lecture 2 Is There a Better Way? Video

Lecture 3 Airbags: Why You Are Being Commoditized

Lecture 4 Accelerate Your Message with Difference, Preference and Proof

Lecture 5 Accelerate Your Message: Reading

Section 2: The RFP Decision Funnel: How and Why Clients Choose One Competitor Over Another

Lecture 6 The RFP Decision Funnel: How and Why Clients Choose You - Video

Section 3: Navigating The RFP Decision Funnel

Lecture 7 The Decision Funnel: Reading

Lecture 8 Navigating The RFP Decision Funnel Level 1

Lecture 9 Navigating the Decision Funnel: Level 1 Reading

Lecture 10 Navigating the RFP Decision Funnel Phase 2

Lecture 11 Navigating the RFP Decision Funnel Level 2 Reading

Section 4: Third Level - Becoming a Strategic Partner

Lecture 12 Navigating the RFP Decision Funnel Third Level

Lecture 13 Tale of Three Landscape Architects

Section 5: Third Level Proposal Presentations

Lecture 14 Third Level Proposal Presentations Video

Lecture 15 Third Level Proposal Presentations Reading

Section 6: Conclusion - Becoming a Strategic Partner

Lecture 16 Third Level: Strategic Partner

Those who are responsible for or participate in the Request for Proposal (RFP) process.,Those who have not already taken the comprehensive Third Level Selling course