Johnna Rogers's guest appearances

Johnna Rogers

The RFP Success Show

Michael Zipursky

Chris Dixon

Ronnie Moore

Jen Parkinson

Sean Stewart

Sandra Younger

Gina Catalano

Cheryl Smith

Andy McGowan

Nicole Bandes

Talmar Anderson

Angelique Rewers

Dave Hulsen

Ganesh Shankar

Richard Goring

OwlTail

Mike Parkinson

David Seibert

While the COVID era has been a challenge for the RFP industry, we can take advantage of this opportunity to reinvent the way we work, improving our processes and leveraging the tools available to collaborate—whether or not we’re together in the same room. So, what will the RFP process look like in a post-Coronavirus world? Today, we’re joined by David Seibert, President of The Seibert Group and author of Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs; Cheryl Smith, Director of Marketing and Proposals at Privia, the industry’s premiere proposal management software platform; Johnna Rogers, Chief Operating Officer for Wake County, North Carolina; and Mike Parkinson, Principal at 24 Hour Company, a graphic design firm that focuses on supporting business development professionals who bid on government and commercial contract work. All four of our panelists also happen to be a part of the upcoming Privia Virtual User Conference on October 15, 2020. On this episode of The RFP Success Show, David, Cheryl, Johnna and Mike sit down with us to discuss how the RFP industry has evolved in the COVID era, explaining how government purchasing habits have changed and how RFP teams are ‘doing more with less.’ They offer insight around the future of RFPs, describing how organizations are embracing the technology we need to collaborate remotely (and what that means for the RFP process). Listen in for our panelists’ top tips for improving your win rate and find out what evaluators REALLY want to see in an RFP response. Key Takeaways How the RFP industry has changed in the Coronavirus era Johnna’s insight on how government purchasing habits have changed with COVID How organizations are embracing the technology tools teams need to collaborate remotely How RFP teams are doing more with less in the last few months Our panelists’ insight around the future of RFPs  Embrace virtual workspace Uptick in orals Reevaluate processes Leverage video (pre- and post-RFP stages)  What evaluators really want to see in an RFP response  Follow basic rules Images and text Forward thinking Answer questions Add love/empathy Skimability  Our panelists’ top tips for improving your chances of winning an RFP  Use ATB matrix (As is, To be, Barriers) to solve problem Take advantage of opportunity to ask questions Focus on buyer, how you can help them Give SMEs direction re: how to answer questions  Connect with David The Seibert Group David on LinkedIn Email David.Seibert@ProposalBestPractices.com Connect with Cheryl Privia Cheryl on LinkedIn Email csmith@privia.com Call (703) 539-0248 Connect with Johnna Wake County Government Email johnna.rogers@wakegov.com Making Time to Breathe Connect with Mike 24 Hour Company Billion Dollar Graphics Mike on Twitter Mike on LinkedIn Mike on Facebook Mike on Instagram Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Community on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com Resources Privia Virtual User Conference Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs by David Seibert CARES Act Gartner’s Content Collaboration Study Microsoft Teams Mike’s Build-a-Graphic Cheat Sheet Mike’s Interactive Graphic Cheat Sheet Mike’s Build-a-Graphic PowerPoint Add-In Mike’s Billion-Dollar Graphics eBook Mike’s Trainer’s Guide to PowerPoint The RFP Success Institute The RFP Success Book by Lisa Rehurek Schedule an RFP Assistance Inquiry Call

While the COVID era has been a challenge for the RFP industry, we can take advantage of this opportunity to reinvent the way we work, improving our processes and leveraging the tools available to collaborate—whether or not we’re together in the same room. So, what will the RFP process look like in a post-Coronavirus world? Today, we’re joined by David Seibert, President of <a href="https://proposalbestpractices.com/" rel="noopener nofollow" target="_blank">The Seibert Group</a> and author of <a href="https://www.amazon.com/Proposal-Best-Practices-Practical-Responding/dp/0578544547" rel="noopener nofollow" target="_blank">Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs</a>; Cheryl Smith, Director of Marketing and Proposals at <a href="https://www.privia.com/" rel="noopener nofollow" target="_blank">Privia</a>, the industry’s premiere proposal management software platform; Johnna Rogers, Chief Operating Officer for <a href="http://www.wakegov.com/Pages/default.aspx" rel="noopener nofollow" target="_blank">Wake County, North Carolina</a>; and Mike Parkinson, Principal at <a href="https://www.24hrco.com/" rel="noopener nofollow" target="_blank">24 Hour Company</a>, a graphic design firm that focuses on supporting business development professionals who bid on government and commercial contract work. All four of our panelists also happen to be a part of the upcoming <a href="https://www.privia.com/2020-privia-virtual-user-conference-register-now" rel="noopener nofollow" target="_blank">Privia Virtual User Conference</a> on October 15, 2020. On this episode of The RFP Success Show, David, Cheryl, Johnna and Mike sit down with us to discuss how the RFP industry has evolved in the COVID era, explaining how government purchasing habits have changed and how RFP teams are ‘doing more with less.’ They offer insight around the future of RFPs, describing how organizations are embracing the technology we need to collaborate remotely (and what that means for the RFP process). Listen in for our panelists’ top tips for improving your win rate and find out what evaluators REALLY want to see in an RFP response. Key Takeaways How the RFP industry has changed in the Coronavirus era Johnna’s insight on how government purchasing habits have changed with COVID How organizations are embracing the technology tools teams need to collaborate remotely How RFP teams are doing more with less in the last few months Our panelists’ insight around the future of RFPs <ul> <li>Embrace virtual workspace</li> <li>Uptick in orals</li> <li>Reevaluate processes</li> <li>Leverage video (pre- and post-RFP stages)</li> </ul> What evaluators really want to see in an RFP response <ol> <li>Follow basic rules</li> <li>Images and text</li> <li>Forward thinking</li> <li>Answer questions</li> <li>Add love/empathy</li> <li>Skimability</li> </ol> Our panelists’ top tips for improving your chances of winning an RFP <ul> <li>Use ATB matrix (As is, To be, Barriers) to solve problem</li> <li>Take advantage of opportunity to ask questions</li> <li>Focus on buyer, how you can help them</li> <li>Give SMEs direction re: how to answer questions</li> </ul> Connect with David <a href="https://proposalbestpractices.com/" rel="noopener nofollow" target="_blank">The Seibert Group</a> <a href="https://www.linkedin.com/public-profile/in/david-seibert-190603/" rel="noopener nofollow" target="_blank">David on LinkedIn</a> Email <a href="mailto:David.Seibert@ProposalBestPractices.com" rel="noopener">David.Seibert@ProposalBestPractices.com</a> Connect with Cheryl <a href="https://www.privia.com/" rel="noopener nofollow" target="_blank">Privia</a> <a href="https://www.linkedin.com/in/cheryl-smith-1088915/" rel="noopener nofollow" target="_blank">Cheryl on LinkedIn</a> Email <a href="mailto:csmith@privia.com" rel="noopener">csmith@privia.com</a> Call (703) 539-0248 Connect with Johnna <a href="http://www.wakegov.com/Pages/default.aspx" rel="noopener nofollow" target="_blank">Wake County Government</a> Email <a href="mailto:johnna.rogers@wakegov.com" rel="noopener">johnna.rogers@wakegov.com</a> <a href="https://makingtimetobreathe.net/connect" rel="noopener nofollow" target="_blank">Making Time to Breathe</a> Connect with Mike <a href="https://www.24hrco.com/" rel="noopener nofollow" target="_blank">24 Hour Company</a> <a href="https://billiondollargraphics.com/" rel="noopener nofollow" target="_blank">Billion Dollar Graphics</a> <a href="https://twitter.com/Mike_Parkinson" rel="noopener nofollow" target="_blank">Mike on Twitter</a> <a href="https://www.linkedin.com/in/mike-parkinson-microsoft-mvp-apmp-fellow-bb364/" rel="noopener nofollow" target="_blank">Mike on LinkedIn</a> <a href="https://www.facebook.com/BillionDollarGraphics/" rel="noopener nofollow" target="_blank">Mike on Facebook</a> <a href="https://www.instagram.com/mikeparkinson_bdg/" rel="noopener nofollow" target="_blank">Mike on Instagram</a> Connect with Lisa <a href="https://www.lisarehurek.com/" rel="noopener nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="noopener nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="noopener nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="noopener nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="noopener nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com" rel="noopener">podcast@rfpsuccess.com</a> Resources <a href="https://www.privia.com/2020-privia-virtual-user-conference-register-now" rel="noopener nofollow" target="_blank">Privia Virtual User Conference</a> <a href="https://www.amazon.com/Proposal-Best-Practices-Practical-Responding/dp/0578544547" rel="noopener nofollow" target="_blank">Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs by David Seibert</a> <a href="https://www.congress.gov/bill/116th-congress/senate-bill/3548/text" rel="noopener nofollow" target="_blank">CARES Act</a> <a href="https://b2bsalescafe.files.wordpress.com/2018/08/2018-gartner-magic-quadrant-for-content-collaboration-platforms-july-2018.pdf" rel="noopener nofollow" target="_blank">Gartner’s Content Collaboration Study</a> <a href="https://www.microsoft.com/en-us/microsoft-365/microsoft-teams/group-chat-software?OCID=AID2100233_SEM_X3yHFgAABfiZIGv@:20201006150246:s&amp;OCID=AID2100233_SEM_X3yHFgAABfiZIGv@:20201006150246:s&amp;msclkid=e057d97ca3af16634c39860024a66e37&amp;ef_id=X3yHFgAABfiZIGv@:20201006150246:s" rel="noopener nofollow" target="_blank">Microsoft Teams</a> <a href="http://www.billiondollargraphics.com/GCS.pdf" rel="noopener nofollow" target="_blank">Mike’s Build-a-Graphic Cheat Sheet</a> <a href="https://billiondollargraphics.com/graphic-cheat-sheet/" rel="noopener nofollow" target="_blank">Mike’s Interactive Graphic Cheat Sheet</a> <a href="https://billiondollargraphics.com/build-a-graphic/" rel="noopener nofollow" target="_blank">Mike’s Build-a-Graphic PowerPoint Add-In</a> <a href="https://billiondollargraphics.com/ebook/" rel="noopener nofollow" target="_blank">Mike’s Billion-Dollar Graphics eBook</a> <a href="https://billiondollargraphics.com/powerpoint_book/" rel="noopener nofollow" target="_blank">Mike’s Trainer’s Guide to PowerPoint</a> <a href="https://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a> <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a> <a href="https://rfpsuccesschat.as.me/schedule.php?appointmentType=1176156" rel="noopener nofollow" target="_blank">Schedule an RFP Assistance Inquiry Call</a>

The Future of RFPs in a Post-COVID World – with David Seibert, Cheryl Smith, Johnna Rogers & Mike Parkinson - EP076