Develop your own method and tools to win more proposals (Private companies or public contracts-originated RFP’s.)
Increase the bid productivity.

CEO’s, Business managers, product managers, bid-managers.

Sales abilities

1 to 2 days, depending on practice. Possible to be individually coached.

Quiz about RFP’s
RFP’s related Tools
Experience sharing between participants
 Customizable Handbook
 Pragmatic tools: A CD (which contains RFP’s-related tools) is handed over to the participants
 Realization of RFP’s-related tools, which are adapted to each firm’s needs. Participant’s presentation, sometimes video coaching.
 Self-evaluation form and improvements axes.

WINNING APPROACH BEFORE A REQUEST FOR PROPOSAL

Test : Evaluation of your methods

8 tools to be prepared before the request for proposal :

The 3 first RFP’s tools : Pareto method, EBCD matrixes, account plans.

How to find a Request For Proposal ?

 Tool 4 : Internal and external actions plan
Who to contact in the community? Appointment, phone? In which order? When ? To speak about what ? With whom or by whom plan the action.
Practice: Build your sales actions plan.

 Tool 5 : Prospect form discovery
Identify without failing needs, current situation and stakes
Purchase process :  people of the community, timing, decision criteria, budget, competition
Practice: Build your personalized discovery form – Interview simulation.

 Tool 6 : Check list of possibilities to influence (lawfully !) a Request For Proposal
Suggest ideas to include, etc.
Practice: Build your influence on requirement check list..

 Tool 7 : Forecast table for Request For Proposals
How to handle the multitude of future request for proposals ?
Can we, at this point, select some Request For Proposals, in order to position us?
Practice: Build your forecast table for Request For Proposal.

Tool 8 : Criteria to bid, Go / No Go form.
Right questions to wonder before deciding to answer to a Request For Proposal, based on customers’ information, internal considerations (strategy, resources, etc) and chance to win, etc.
Practice: Build your Go / No Go form.

The "+"