How to win more RFPs: Focus on strategy, not copy-paste.

Proposals don’t sell. Conversations do. If your PDF is doing the persuading, you’ve already lost the deal. 🔹 70% of consultants close <60% of proposals 🔹 RFP win rates hover ~44% The problem isn’t the deck; it’s when we send it. I just published a new TCE playbook with 3 field stories and a free 10-point checklist to turn your proposal into a receipt for a deal you’ve already won. 👉 Link in comments. #consulting #b2bsales #rfp #saleseffectiveness #proposals #TheConsultingEdge

Here's a simple step you can add to your RFP process that will save you weeks of wasted time. A few days after sending your RFP, ask for an "Intent to Submit" confirmation. This simple request helps you immediately gauge real interest and tells you who is seriously considering your event. You'll stop waiting and wondering about proposals that are never going to arrive, allowing you to focus your energy on the truly engaged potential partners. I cover this and other practical tips for running an efficient RFP process in my new article. https://lnkd.in/g42pvmtb #MeetingPlanners #ProTip #RFP #EventProfs #ProcessImprovement

Happy Friday! 🍂 It’s been a while since I’ve done an RFP talk so let’s dive in. What do you think is MORE important — having an excellent comand of the subject matter OR the proposal process? I’d love to hear from you on this, and see my take below. It may be a bit controversial. 😆 #proposalmanagement #proposalwriting #RFPs #TheRFPHouse #globalmobility #employeehealth

Concluding my RFP article with a short summary! I recently wrote a critical piece on RFP limitations, followed up with a case study, and now I am sharing potential improvements to the RFP process! These suggestions can enhance the transparency of information and change some of the traditional “ways of work” in the RFP process. For example, waiting for a signed scope of work document before the RFP launch, or a Technical evaluation based on vendor-submitted bid documents (which can run to 40-50 pages per vendor). Some of these tactical activities can be redefined to improve the RFP process’s agility!

When someone steps into the bid and proposal profession, they’re often overwhelmed by tools, templates, deadlines, and acronyms. But if I had to pick just one foundational skill to focus on early, it would be this:   How to deconstruct RFP questions. RFP questions are often multi-layered. What looks like a single question can actually contain several distinct questions wrapped into one. Once you’ve deconstructed the question, you put yourself in a much better position to maximise points and to get better quality feedback after submission.   Here’s an example from an RFP I received a few years ago: “Describe how you source and vet the resources required to deliver the services in the selected Lots, including an estimate of the proportion of work delivered in-house versus externally, and how you ensure all resources meet the required standards.”   At first glance, it seems straightforward but it’s actually asking for at least four things: 1️⃣ How do you source the resources (for each Lot)? 2️⃣ How do you vet the resources (for each Lot)? 3️⃣ What proportion of the work will be delivered in-house vs externally? 4️⃣ How will you ensure all resources meet the required standards? That’s four separate questions (possibly more depending on the specificity of the Lots) and each one requires a clear, structured response. I often recommend using subheadings (if allowed) to show the evaluator that you’ve understood and addressed every part.   What about you? What’s the first skill you think every new bid professional should master, and why? #rfp #bid #bidding #proposal #proposalwriting #tendermanagement #bidwriting Bid Solutions

Great post Ben Hannon. Answering the 'exam question' is non-negotiable and it's often quite difficult to interpret what the client is asking. I like this approach - along with asking for clarification from the client when the question appears ambiguous (which happens a lot, let's be honest) before even attempting the answer. Taking time to clarify, breakdown, and agree what the question is asking at the beginning of the bid preparation phase saves a lot of pain later.

How to Win More Bids Without Burning Out Your Team Winning a contract isn’t luck, it’s strategy. And yet too many bids fail because they’re rushed, generic, or miss what really matters to the client. Here’s how to sharpen your bid strategy so you stand out and win: 🔹 Understand the client inside out – go beyond the tender and uncover their real priorities. 🔹 Highlight your unique value – be specific, with evidence of results. 🔹 Keep it concise – evaluators don’t have time for fluff. 🔹 Plan for risks – show you’ve thought ahead and can handle challenges. 🔹 Review, refine, repeat – every bid is a chance to get better. Think of bidding like training for a marathon: you don’t just turn up and hope, you prepare, pace yourself, and have a plan. 💡 The result? Less stress, stronger proposals, and a higher win rate. 👉 I’ve shared the full breakdown, including pitfalls to avoid and how to use tech to your advantage, here: https://lnkd.in/eRVV6jq2 #BidManagement #BidStrategy #WinningBids #ProposalWriting #Procurement

Overwhelmed by RFPs? Start Here! Let’s face it: proposals can be intimidating—especially if you’re new to them. But they don’t have to be. The RFP 101 Master Class was created to take the mystery out of the proposal process. Whether you’re: 🔎 A new professional diving into your first RFP… 📂 A manager training a new hire on proposals… 💼 Or a small business owner managing RFPs on your own… This free, on-demand course will guide you through the basics, step by step. From understanding key terminology to writing compliant, compelling proposals, RFP 101 gives you the tools to succeed. #FreeCourses #ProposalCourse #RFP101 #RFPs

Do you often make decisions about multiple pursuits in one meeting? If so, you might be asked specific questions about the RFPs or the projects by team members that either haven't read the RFP or simply can't remember. Instead of wasting time thumbing through multiple documents to answer basic questions, I recommend using an input form to capture the highlights like: Client information Pre-proposal meeting information Project data (type, size, basic scope, MACC) Proposal requirements (pages, copies, etc.) Don't have time to make your own? I've got you covered. Grab a copy of my proposal input form from the free resource library on the RMRC website (gain access by signing up using any form on the website). https://rebrand.ly/7jt1adb

This week, my articles focused on demystifying the AV RFP process, from setting clear timelines to engaging stakeholders strategically. So, the questions to ask yourself this weekend are: Is your RFP process—including setting expectations for prospective partners—as efficient as possible, or is it creating unnecessary work for you? Are you getting your stakeholders invested as part of the process? A well-managed process saves time, reduces stress, and ensures your event's success. Next week, we'll cover the final, critical section of your RFP: Defining Your Success Metrics (Key Decision Factors), so you can choose a partner based on what truly matters, not just the lowest price. #ProductionSpotlight #EventProfs #AVProduction #RFP #EventStrategy #MeetingPlanners