Training course in order to develop your own methods and tools to win more RFPs bids. Private businesses or public originated RFPs.
Training course in order to increase RFPs proposal productivity.

Sales managers, product managers, bid-managers, sales assistants, etc.

Sales abilities

From 2 to 5 days, according to time dedicated to practice.
Next planned training

Registration

2nd day is optional, but recommended.
Participating on the 2nd day imply to have  participated to the first one.
Daily price per person:
From €400, exclusive of taxes
This training course could be coupled with the « public request for proposal » one.

Tools presentation – Participants situations workshop – Quiz.
Handbook ready to be tailored.
Practical Tools designs, adapted to each company’s case.

Comprehensive training, covering all RFP bid steps :Before the specifications’ release, the technical and commercial proposal , the orals

Training done by the book’s author  « appel d’offres – stratégie gagnante » Edited by Chiron
Pragmatic tools : CD and memo-sheet hand-in

The winning tools to use before, during and after a bid

Provided methods are already used by some of the most performing companies for private or public RFP. For example, in Information Technology projects that worth billions of Euros, but also in more traditional projects costing thousands of Euros. Most of these tools are relevant for RFP which proposal layout is compulsory. This program is among the most innovative from OptiVente.

According to the book « appels d’offres – la stratégie gagnante pour les gérer et les remporter»

Quiz: Evaluate your methods

Upstream positioning to request for proposal - 4 tools to implement before RFP arrival :

How to recognize RFPs?
Tool 1: External and internal action plan
Tool 2: Prospect discovery form
Tool 3: 7 possibilities check-list to (legally!) influence RFPs
Tool 4: RFPs Forecast Calendar

2 tools to develop your winning bid’s strategy

In which conditions are RFPs carried out?
Consequences: how to properly analyze RFPs?
Tool 1: Needs analysis
Tool 2: Criteria for bid decisions,  Go / No-Go Matrix

7 tools for a persuasive RFP answer proposal

Typical well-argued proposal plans – Highlighting your needs and clients’ stakes understanding.
Technical summary: your solutions compared to the customers’ expectations:
Tool 1: Compliance list.
Tool 2: “Bid-Table”: Table to coordinate teams and tasks.
3 sales pitches types: Tool 3: Stress your competitive differences
Tool 4, the “EBCD” Matrix to switch from “mere” argument to genuinely persuasive pitching
Tool 5: the “FAQ” to anticipate and reply to possible objections to your RFP bid.
Tool 6:  the executive summary special case, covering letter.
Different impacting proposals layouts.
Closing steps: last actions including the quality check-list

Defending your bid after the delivery

Possible actions. Tips for oral proposal plans. Getting ready to negotiate – How to make your bid impactful.

Efficiency metrics to control the answer to RFP’s efficiency

What to measure? Transformation rate, etc.

Self-evaluation and improvement actions.

DAY2: 100% Practices
Coached practices to your RFP’s tools mentioned on Day1, for your own company :
For this 2nd day, we highly recommend you to come with a sample of your already-done bids.
They will probably be subject to diagnosis and recommendations.
The participants will have to adapt a part of the RFP’s answering tools to their company’s needs.
For example, a participant could decide to build his own discovery  form, one another participant could  decide to build RFP’s answer pitches.

Another participant will have to build an oral offer presentation, etc.
The RFP’s bid  tools designed by each participant will be presented to the other participants and to the Consultant-coach.
So, these RFP’s tools will possibly be improved, and then shared with other participants provided that the owner agrees.