How do you set yourself apart in an RFP response? We recently helped a small business client get their first RFP win. And they were up against some big players in their industry. So, what did they do to stand out among the competition? On this episode of The RFP Success Show, I’m discussing three categories of content that will take you from MEETS to EXCEEDS expectations on your next proposal response. I explain how to demonstrate DISTINCTION in an RFP and share our top three strategies for catching and keeping an evaluator’s INTEREST to get the score you deserve! Listen in for insight on identifying your VALUE PROPOSITION in a proposal response and find out how our upcoming RFP Success Accelerator can teach you to set yourself apart in an RFP. Key Takeaways   3 categories of RFP content that will take you from MEETS to EXCEEDS expectations How we define distinction as setting yourself apart from everyone else who submits a bid What it looks like to demonstrate industry credibility in your writing How to identify your differentiators and why they can’t be something your competitors do Why it’s crucial to catch and keep an evaluator’s interest in an RFP Our top 3 strategies for keeping an evaluator’s interest (even if they’re skimmers) How we define value proposition as the benefits of your product or service Why your value proposition should change based on the specific RFP opportunity Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com Resources  Get on the RFP Success Accelerator Waitlist Don’t Miss the September 6 LIVE Webinar How to Enable the Readability Feature in Word Sentence Length Comprehension Study Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

How do you set yourself apart in an RFP response? We recently helped a small business client get their first RFP win. And they were up against some big players in their industry. So, what did they do to stand out among the competition? On this episode of The RFP Success Show, I’m discussing three categories of content that will take you from MEETS to EXCEEDS expectations on your next proposal response. I explain how to demonstrate DISTINCTION in an RFP and share our top three strategies for catching and keeping an evaluator’s INTEREST to get the score you deserve! Listen in for insight on identifying your VALUE PROPOSITION in a proposal response and find out how our upcoming <a href="https://www.therfpsuccesscompany.com/accelerator-waitlist" rel="noopener nofollow" target="_blank">RFP Success Accelerator</a> can teach you to set yourself apart in an RFP. Key Takeaways   3 categories of RFP content that will take you from MEETS to EXCEEDS expectations How we define distinction as setting yourself apart from everyone else who submits a bid What it looks like to demonstrate industry credibility in your writing How to identify your differentiators and why they can’t be something your competitors do Why it’s crucial to catch and keep an evaluator’s interest in an RFP Our top 3 strategies for keeping an evaluator’s interest (even if they’re skimmers) How we define value proposition as the benefits of your product or service Why your value proposition should change based on the specific RFP opportunity Connect with Lisa <a href="https://www.therfpsuccesscompany.com/" rel="noopener nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" 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/company/rfpsucccess/" rel="noopener nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" 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.therfpsuccesscompany.com/accelerator-waitlist" rel="noopener nofollow" target="_blank">Get on the RFP Success Accelerator Waitlist</a> <a href="https://www.rfpwebinar.com/" rel="noopener nofollow" target="_blank">Don’t Miss the September 6 LIVE Webinar</a> <a href="https://www.howtogeek.com/247921/how-to-test-the-readability-of-your-writing-in-microsoft-word-or-outlook/" rel="noopener nofollow" target="_blank">How to Enable the Readability Feature in Word</a> <a href="https://help.siteimprove.com/support/solutions/articles/80000447968-readability-why-are-long-sentences-over-20-words" rel="noopener nofollow" target="_blank">Sentence Length Comprehension Study</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</a> <a href="https://www.therfpsuccesscompany.com/shop-the-rfp-success-book" rel="nofollow" target="_blank"> The RFP Success Book by Lisa Rehurek</a> <a href="https://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

How to Set Yourself Apart in an RFP Response - EP133

Here at the RFP Success Company, we get some of the same questions over and over. And in episode 129, we covered eight of the most common questions we get from our clients and community. On this episode of The RFP Success Show, I’m answering seven more FAQs, explaining why you can’t wait until orals to go into detail on your requirements and what to do if you don’t think the procuring agency is asking the right questions. I discuss why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) and challenge you not to use the answer, ‘Yes, we will meet the requirement.’ Listen in for insight on the benefit of including graphics and tables in your proposal response and learn how to use the client’s language in an RFP—without repeating the question word for word. Key Takeaways   Why you can’t wait until orals to go into detail on your requirements for an RFP How to provide enough information about your qualifications without overwhelming the evaluators How to guide the agency in your response if you think they’re not asking the right questions What to do if you’re uncertain about the client’s objective in an RFP Why ‘yes, we will meet the requirement’ usually isn’t a good enough answer Why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) The benefit of using graphics and tables vs. answering with a wall of text What to consider before you add an ‘additional notes’ column to the RFP Excel doc The problem with copy-pasting the exact wording of the question in your response How to use the client’s language without repeating the question word for word  Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com Resources  Robin Davis on RFP Success EP067 Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Here at the RFP Success Company, we get some of the same questions over and over. And in <a href="https://www.therfpsuccesscompany.com/podcasts/rfp-response-faqs-part-1" rel="noopener nofollow" target="_blank">episode 129</a>, we covered eight of the most common questions we get from our clients and community. On this episode of The RFP Success Show, I’m answering seven more FAQs, explaining why you can’t wait until orals to go into detail on your requirements and what to do if you don’t think the procuring agency is asking the right questions. I discuss why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) and challenge you not to use the answer, ‘Yes, we will meet the requirement.’ Listen in for insight on the benefit of including graphics and tables in your proposal response and learn how to use the client’s language in an RFP—without repeating the question word for word. Key Takeaways   Why you can’t wait until orals to go into detail on your requirements for an RFP How to provide enough information about your qualifications without overwhelming the evaluators How to guide the agency in your response if you think they’re not asking the right questions What to do if you’re uncertain about the client’s objective in an RFP Why ‘yes, we will meet the requirement’ usually isn’t a good enough answer Why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) The benefit of using graphics and tables vs. answering with a wall of text What to consider before you add an ‘additional notes’ column to the RFP Excel doc The problem with copy-pasting the exact wording of the question in your response How to use the client’s language without repeating the question word for word  Connect with Lisa <a href="https://www.therfpsuccesscompany.com/" rel="noopener nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" 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/company/rfpsucccess/" rel="noopener nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" 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.therfpsuccesscompany.com/podcasts/rfp-success-stories-with-robin-davis" rel="noopener nofollow" target="_blank">Robin Davis on RFP Success EP067</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

RFP Response FAQs, Part 2 - EP132

Steve Schramm

Steve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process. So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when opportunities are coming down the pike? Steve serves as Founder and Managing Director at Optumas, a strategy and actuarial consulting firm out of Scottsdale, Arizona, that specializes in publicly sponsored health and welfare programs. Steve is responsible for the design, development and implementation of healthcare reform projects, supporting clients in the realm of strategy development, risk analysis and communications. On this episode of The RFP Success Show, Steve is back to explain how to nurture relationships with target clients, challenging us to research and raise our visibility with prospects before an RFP drops. Steve discusses why it’s crucial to build a sense of trust with state government clients, describing how to demonstrate creativity and convey trustworthiness in a written response.  Listen in to understand Steve’s system for tracking prospects and learn how to identify optimal opportunities for your business to work with high-value state government clients! Key Takeaways  How Optumas builds and nurtures relationships with prospects before an RFP drops Steve’s insight on how to identify, research and raise your visibility with target clients Steve’s response to someone who says they don’t have time to research prospective clients Why practically-focused creativity and innovation works in state government RFPs What qualities a company needs to be successful in state government contracting Why it’s crucial to build a sense of trust in a proposal and how to do that in a written response The challenges Steve has faced in state government contracting work (and how he overcame those challenges to retain the client through the next RFP round) Steve’s advice on owning your mistakes and customizing your communication skills to serve state government clients Steve’s system for tracking prospective clients and when their RFPs are coming out Steve’s first 3 steps for responding to a perfect-fit RFP in less than 7 days 3 questions to ask yourself before you respond to a request for proposal   Connect with Steve Optumas Steve on LinkedIn Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com Resources  ‘17’ by Mahalia Fred Again’s NPR Tiny Desk Concert Greenlights by Matthew McConaughey Dr. Art Pelberg Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Steve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process. So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when opportunities are coming down the pike? Steve serves as Founder and Managing Director at <a href="https://optumas.com/" rel="noopener nofollow" target="_blank">Optumas</a>, a strategy and actuarial consulting firm out of Scottsdale, Arizona, that specializes in publicly sponsored health and welfare programs. Steve is responsible for the design, development and implementation of healthcare reform projects, supporting clients in the realm of strategy development, risk analysis and communications. On this episode of The RFP Success Show, Steve is back to explain how to nurture relationships with target clients, challenging us to research and raise our visibility with prospects before an RFP drops. Steve discusses why it’s crucial to build a sense of trust with state government clients, describing how to demonstrate creativity and convey trustworthiness in a written response.  Listen in to understand Steve’s system for tracking prospects and learn how to identify optimal opportunities for your business to work with high-value state government clients! Key Takeaways  How Optumas builds and nurtures relationships with prospects before an RFP drops Steve’s insight on how to identify, research and raise your visibility with target clients Steve’s response to someone who says they don’t have time to research prospective clients Why practically-focused creativity and innovation works in state government RFPs What qualities a company needs to be successful in state government contracting Why it’s crucial to build a sense of trust in a proposal and how to do that in a written response The challenges Steve has faced in state government contracting work (and how he overcame those challenges to retain the client through the next RFP round) Steve’s advice on owning your mistakes and customizing your communication skills to serve state government clients Steve’s system for tracking prospective clients and when their RFPs are coming out Steve’s first 3 steps for responding to a perfect-fit RFP in less than 7 days 3 questions to ask yourself before you respond to a request for proposal   Connect with Steve <a href="https://optumas.com/" rel="noopener nofollow" target="_blank">Optumas</a> <a href="https://www.linkedin.com/in/steve-schramm-b6234416/" rel="noopener nofollow" target="_blank">Steve on LinkedIn</a> Connect with Lisa <a href="https://www.therfpsuccesscompany.com/" rel="noopener nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" 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/company/rfpsucccess/" rel="noopener nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" 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.youtube.com/watch?v=Ilf0uQ53r_E" rel="noopener nofollow" target="_blank">‘17’ by Mahalia</a> <a href="https://www.youtube.com/watch?v=4iQmPv_dTI0" rel="noopener nofollow" target="_blank">Fred Again’s NPR Tiny Desk Concert</a> <a href="https://www.amazon.com/Greenlights/dp/B08HLW2JXD/" rel="noopener nofollow" target="_blank">Greenlights by Matthew McConaughey</a> <a href="https://www.linkedin.com/in/dr-arthur-pelberg-59a74911/" rel="noopener nofollow" target="_blank">Dr. Art Pelberg</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131

Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI. So, Steve invested in support, and one year later, his team’s win rate increased from 25% to more than 80%! What are they doing differently? And what can you learn from Steve’s team to win more business with RFPs? Steve is Founder and Managing Director at Optumas, a strategy and actuarial consulting firm that specializes in the publicly sponsored health and welfare programs. Steve is responsible for the design, development and implementation of healthcare reform projects, helping his clients with strategy development, risk analysis and communications. On this episode of The RFP Success Show, Steve joins me to explain why ‘find and replace’ is not an effective RFP strategy and how his team pivoted their writing style from an internal to external focus. Steve describes how to tailor an RFP response to the specific needs of a prospective client, discussing how his approach differs when Optumas is the incumbent as opposed to being a new bidder. Listen in for Steve’s advice on collaborating with partners on a proposal and learn how responding to fewer RFPs has dramatically increased his win percentage and made his team more effective, efficient and happier! Key Takeaways  How Steve’s proposal team learned that ‘find and replace’ is not an effective RFP strategy How writing from the client’s perspective demonstrates your competitive advantage How to answer questions from a client’s perspective in your RFP response The challenge Steve faced in pivoting his team’s writing style from an internal to external focus How to tailor an RFP response to meet the specific needs of a prospective client How Steve’s RFP strategy differs when he’s the incumbent vs. new bidder Why you shouldn’t bid on an RFP if you can’t do the job better than your competitors How a cookie cutter response makes the client think the incumbent doesn’t value their relationship Why you need a writing guide to successfully collaborate with partners on an RFP What made Steve willing to invest in support with the RFP process How Steve’s proposal team increased their win rate from 25% to 80% in 12 months How responding to fewer RFPs makes Steve’s team more effective, efficient and happier Connect with Steve Optumas Steve on LinkedIn Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com    Resources    Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI. So, Steve invested in support, and one year later, his team’s win rate increased from 25% to more than 80%! What are they doing differently? And what can you learn from Steve’s team to win more business with RFPs? Steve is Founder and Managing Director at <a href="https://optumas.com/" rel="noopener nofollow" target="_blank">Optumas</a>, a strategy and actuarial consulting firm that specializes in the publicly sponsored health and welfare programs. Steve is responsible for the design, development and implementation of healthcare reform projects, helping his clients with strategy development, risk analysis and communications. On this episode of The RFP Success Show, Steve joins me to explain why ‘find and replace’ is not an effective RFP strategy and how his team pivoted their writing style from an internal to external focus. Steve describes how to tailor an RFP response to the specific needs of a prospective client, discussing how his approach differs when Optumas is the incumbent as opposed to being a new bidder. Listen in for Steve’s advice on collaborating with partners on a proposal and learn how responding to fewer RFPs has dramatically increased his win percentage and made his team more effective, efficient and happier! Key Takeaways  How Steve’s proposal team learned that ‘find and replace’ is not an effective RFP strategy How writing from the client’s perspective demonstrates your competitive advantage How to answer questions from a client’s perspective in your RFP response The challenge Steve faced in pivoting his team’s writing style from an internal to external focus How to tailor an RFP response to meet the specific needs of a prospective client How Steve’s RFP strategy differs when he’s the incumbent vs. new bidder Why you shouldn’t bid on an RFP if you can’t do the job better than your competitors How a cookie cutter response makes the client think the incumbent doesn’t value their relationship Why you need a writing guide to successfully collaborate with partners on an RFP What made Steve willing to invest in support with the RFP process How Steve’s proposal team increased their win rate from 25% to 80% in 12 months How responding to fewer RFPs makes Steve’s team more effective, efficient and happier Connect with Steve <a href="https://optumas.com/" rel="noopener nofollow" target="_blank">Optumas</a> <a href="https://www.linkedin.com/in/steve-schramm-b6234416/" rel="noopener nofollow" target="_blank">Steve on LinkedIn</a> Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a>   Resources   <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130

What questions come up when you write an RFP response? It’s likely that you share concerns with our clients and community here at the RFP Success Company. So, on this episode of the podcast, I’m answering eight of our most common FAQs, discussing why you need to repeat key information multiple times in an RFP response. I explain how to compare your business to others in the industry without mentioning them by name and explore how case studies build credibility and make your response more believable. Listen in for my take on the most important part of a proposal response and find out when you need to meet ALL the requirements of an RFP—and when you might get away with delivering on most.  Key Takeaways  8 of the most frequently asked questions we get from our clients and community 3 reasons why you need to repeat the answer to a question you already covered somewhere else Why you shouldn’t refer evaluators to another section of your RFP response How to compare your business to others in the industry without mentioning them by name The importance of repeating key win themes throughout your proposal How case studies build credibility and make a response more believable, i.e.: show vs. tell My take on the most important parts of an RFP response How the executive summary serves as a Cliff’s Notes version of your response When you need to meet all the requirements in an RFP (and when you might get away with delivering on most) Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com   Resources  Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

What questions come up when you write an RFP response? It’s likely that you share concerns with our clients and community here at the RFP Success Company. So, on this episode of the podcast, I’m answering eight of our most common FAQs, discussing why you need to repeat key information multiple times in an RFP response. I explain how to compare your business to others in the industry without mentioning them by name and explore how case studies build credibility and make your response more believable. Listen in for my take on the most important part of a proposal response and find out when you need to meet ALL the requirements of an RFP—and when you might get away with delivering on most.  Key Takeaways  8 of the most frequently asked questions we get from our clients and community 3 reasons why you need to repeat the answer to a question you already covered somewhere else Why you shouldn’t refer evaluators to another section of your RFP response How to compare your business to others in the industry without mentioning them by name The importance of repeating key win themes throughout your proposal How case studies build credibility and make a response more believable, i.e.: show vs. tell My take on the most important parts of an RFP response How the executive summary serves as a Cliff’s Notes version of your response When you need to meet all the requirements in an RFP (and when you might get away with delivering on most) Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a>   Resources  <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

RFP Response FAQs, Part 1 - EP129

Shredding an RFP is a phrase that those of us in the proposal industry use to describe how we will get an RFP ready for the proposal process, right after we receive the solicitation but before we begin writing. What does it mean to shred an RFP? And why would you add this extra step to the process when you could just jump right in to writing the response? On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, walks us through the steps of shredding an RFP, explaining how it helps you identify every RFP requirement and track your progress. Ted describes how to build a compliance matrix, the tool we use to ensure that every question in a solicitation has been addressed and manage the process of meeting with SMEs. Listen in for insight on using the compliance matrix as the final check before you submit a response and learn how to shred an RFP and increase your chances of winning a deal for your company! Key Takeaways  What it means to shred an RFP and why you should do it before you begin writing How a compliance matrix helps us identify each RFP requirement and track our progress What columns to include as you build a compliance matrix in an Excel spreadsheet Why we suggest building an RFP template that mirrors your compliance matrix The benefit of setting up your response in the same order the solicitation was released How the MUST, SHALL, WILL sentences in a solicitation reflect the requirements you’ll be scored on How the compliance matrix helps us manage the process of meeting with SMEs How the shredded RFP serves as a final check before you submit your response How an RFP reflects the attention to detail you’ll likely have if you get hired for the job Why we use the compliance matrix in the agency debrief to identify lessons learned Connect with Lisa &amp; Ted The RFP Success Company Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on Apple Podcasts Email podcast@rfpsuccess.com Resources    Book a Call with the RFP Success Company  Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You  by Lisa Rehurek  The RFP Success Book  by Lisa Rehurek  The RFP Success Institute

Shredding an RFP is a phrase that those of us in the proposal industry use to describe how we will get an RFP ready for the proposal process, right after we receive the solicitation but before we begin writing. What does it mean to shred an RFP? And why would you add this extra step to the process when you could just jump right in to writing the response? On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, walks us through the steps of shredding an RFP, explaining how it helps you identify every RFP requirement and track your progress. Ted describes how to build a compliance matrix, the tool we use to ensure that every question in a solicitation has been addressed and manage the process of meeting with SMEs. Listen in for insight on using the compliance matrix as the final check before you submit a response and learn how to shred an RFP and increase your chances of winning a deal for your company! Key Takeaways  What it means to shred an RFP and why you should do it before you begin writing How a compliance matrix helps us identify each RFP requirement and track our progress What columns to include as you build a compliance matrix in an Excel spreadsheet Why we suggest building an RFP template that mirrors your compliance matrix The benefit of setting up your response in the same order the solicitation was released How the MUST, SHALL, WILL sentences in a solicitation reflect the requirements you’ll be scored on How the compliance matrix helps us manage the process of meeting with SMEs How the shredded RFP serves as a final check before you submit your response How an RFP reflects the attention to detail you’ll likely have if you get hired for the job Why we use the compliance matrix in the agency debrief to identify lessons learned Connect with Lisa &amp; Ted <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">The RFP Success Company</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on Apple</a> Podcasts Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a> Resources   <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank"> Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank"> Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank"> The RFP Success Institute</a>

Shred with Ted: Assessing the RFP - EP128

Cheri Fisher

Kevin Cleary

Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on proposal best practices.  And over the years, we’ve noticed some common mistakes our vendors make when it comes to RFP processes. On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, sits down with team members Cheri Fisher, Director of Operations and Client Services, and Kevin Cleary, Proposal Manager and Writer, to discuss the top eight mistakes we see our vendors make and how to fix them! Cheri explores how waiting until the last minute to respond to an RFP impacts your proposal, and Kevin explains why it’s crucial to involve your HR and legal departments early in the process. Listen in for insight on making time for a series of reviews of the draft response and learn how to create a winning culture where everyone at your company understands the value of responding to RFPs. Key Takeaways  The 8 most common mistakes we see our vendors make in responding to RFPs How waiting until the last minute to respond to an RFP impacts the proposal process How to create a culture where SMEs understand the value of responding to RFPs The impact of not having a formal go/no-go decision-making process in place Why it’s crucial to involve your HR and legal departments early in the RFP process How not making time for us to meet with SMEs leads to boilerplate responses Why we suggest making time in the calendar for 3 reviews of the draft RFP response The consequences of submitting a proposal without differentiators or win themes What you can learn from an internal and external RFP debrief (win or lose) Connect with Lisa,  Ted, Cheri &amp; Kevin  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on proposal best practices.  And over the years, we’ve noticed some common mistakes our vendors make when it comes to RFP processes. On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, sits down with team members Cheri Fisher, Director of Operations and Client Services, and Kevin Cleary, Proposal Manager and Writer, to discuss the top eight mistakes we see our vendors make and how to fix them! Cheri explores how waiting until the last minute to respond to an RFP impacts your proposal, and Kevin explains why it’s crucial to involve your HR and legal departments early in the process. Listen in for insight on making time for a series of reviews of the draft response and learn how to create a winning culture where everyone at your company understands the value of responding to RFPs. Key Takeaways  The 8 most common mistakes we see our vendors make in responding to RFPs How waiting until the last minute to respond to an RFP impacts the proposal process How to create a culture where SMEs understand the value of responding to RFPs The impact of not having a formal go/no-go decision-making process in place Why it’s crucial to involve your HR and legal departments early in the RFP process How not making time for us to meet with SMEs leads to boilerplate responses Why we suggest making time in the calendar for 3 reviews of the draft RFP response The consequences of submitting a proposal without differentiators or win themes What you can learn from an internal and external RFP debrief (win or lose) Connect with Lisa, Ted, Cheri &amp; Kevin  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a>  Resources  <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

Mistakes We Seen Vendors Make When Responding to RFPs—with Cheri Fisher & Kevin Cleary - EP127

What could possibly go wrong when you're responding to an RFP? My 30 years of experience has taught me that A LOT can happen and the more prepared you are, the better. So, what are the most common speedbumps I’ve seen proposal teams run into over the years? And what can you do to prevent or plan for these delays? On this episode of The RFP Success Show, I share five of the most common issues that interrupt the RFP process, challenging you to expect missed deadlines and build extra time into your response calendar. I explain how to prepare for the unforeseen absence of a key team member and why it’s crucial to develop a strategy everyone can buy into. Listen in for insight on navigating technology problems and learn how to overcome the most common delays in the RFP process! Key Takeaways  5 of the most common things that delay the RFP process Why it’s crucial to expect missed deadlines and build extra time into your calendar How to prepare for the absence of a key team member Why I suggest submitting your proposal a day early and knowing who to call if you have issues The benefit of having access to a backup computer and printer How reading the entire RFP early on helps you avoid finding requirements you missed Why you need a strategy everyone on the team buys into Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com  Resources Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

What could possibly go wrong when you're responding to an RFP? My 30 years of experience has taught me that A LOT can happen and the more prepared you are, the better. So, what are the most common speedbumps I’ve seen proposal teams run into over the years? And what can you do to prevent or plan for these delays? On this episode of The RFP Success Show, I share five of the most common issues that interrupt the RFP process, challenging you to expect missed deadlines and build extra time into your response calendar. I explain how to prepare for the unforeseen absence of a key team member and why it’s crucial to develop a strategy everyone can buy into. Listen in for insight on navigating technology problems and learn how to overcome the most common delays in the RFP process! Key Takeaways  5 of the most common things that delay the RFP process Why it’s crucial to expect missed deadlines and build extra time into your calendar How to prepare for the absence of a key team member Why I suggest submitting your proposal a day early and knowing who to call if you have issues The benefit of having access to a backup computer and printer How reading the entire RFP early on helps you avoid finding requirements you missed Why you need a strategy everyone on the team buys into Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a>  Resources <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

Overcoming RFP Process Delays - EP126

Are you submitting proposal responses but rarely getting the YES? Even when the RFP is right up your alley? Then, you may be missing one of my five non-negotiables for winning a bid. On this episode of The RFP Success Show, I discuss the five things you need to do to get the YES, describing why it’s crucial to meet 100% of the baseline requirements in an RFP. I explain how to convey your capabilities and experiences properly on paper and explore what it means to build trust in the context of an RFP response. Listen in to understand why it’s more effective to SHOW rather than TELL and learn how to make it easy for evaluators to read your proposal and find the information they need to give YOU the YES! Key Takeaways  5 non-negotiables to get the YES on a request for proposal Why it’s crucial to meet 100% of the baseline requirements in an RFP How to convey your capabilities and experience properly on paper What it looks like to build trust in the context of a proposal response How to SHOW rather than TELL in an RFP (and why it’s more effective) The value in knowing the issuing organization’s business or industry How to make it easy for evaluators to read your RFP response Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com  Resources Invisible Ink Article on Showing vs. Telling Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Are you submitting proposal responses but rarely getting the YES? Even when the RFP is right up your alley? Then, you may be missing one of my five non-negotiables for winning a bid. On this episode of The RFP Success Show, I discuss the five things you need to do to get the YES, describing why it’s crucial to meet 100% of the baseline requirements in an RFP. I explain how to convey your capabilities and experiences properly on paper and explore what it means to build trust in the context of an RFP response. Listen in to understand why it’s more effective to SHOW rather than TELL and learn how to make it easy for evaluators to read your proposal and find the information they need to give YOU the YES! Key Takeaways  5 non-negotiables to get the YES on a request for proposal Why it’s crucial to meet 100% of the baseline requirements in an RFP How to convey your capabilities and experience properly on paper What it looks like to build trust in the context of a proposal response How to SHOW rather than TELL in an RFP (and why it’s more effective) The value in knowing the issuing organization’s business or industry How to make it easy for evaluators to read your RFP response Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a>  Resources <a href="https://www.invisibleinkediting.com/blog/resources-for-authors/how-to-master-showing-vs-telling/" rel="noopener nofollow" target="_blank">Invisible Ink Article on Showing vs. Telling</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

5 Non-Negotiables to Get the ‘Yes’ - EP125

Melissa Emler

When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, ‘We could definitely do that.’ But after a year of trying to figure it out on her own, Melissa wasn’t winning contracts. And the frustration of losing left her playing small. Today, Melissa has changed her approach. She has identified the differentiators that set her organization apart and started seeking out best-fit opportunities for her business. Melissa is Owner of Modern Learners, a company that’s designing the future of learning by building community, content and events. Prior to Modern Learners, Melissa enjoyed a traditional career in education, serving as a special education teacher, principal and Statewide Systems Coach for Universal Design for Learning. On this episode of the podcast, Melissa joins me to discuss how her proposal responses have changed since she started working with The RFP Success Company and why she only bids on RFPs in her team’s niche. Melissa walks us through the process of ‘shredding the RFP,’ explaining how it helped her uncover Modern Learners’ unique value proposition—prioritizing community over course content. Listen in for Melissa’s insight on using aggregators to identify opportunities and learn how investing in the right support helped Modern Learners leverage focused bidding for the win! Key Takeaways  How Melissa transitioned from a traditional career in education to entrepreneurship How prioritizing community over course differentiates Modern Learners from other organizations in the event management space Melissa’s journey to finding opportunities for Modern Learners through RFPs How Melissa’s RFP responses have changed since she started working with the RFP Success Company What it means to ‘shred the RFP’ and how it helped Melissa identify her team’s differentiators How Melissa is developing a strategy for networking before the RFP drops Why it’s worth it to invest in support to help you respond to RFPs Why Melissa only bids on RFPs in her team’s niche that they already have systems to execute How Melissa’s mindfulness around the capacity of her team impacts which RFPs she bids on Melissa’s experiences using aggregators to identify opportunities How the event management space evolved before, during and after COVID (and how that changed Melissa’s approach to finding business) Melissa’s commitment to the process of bidding on business with RFPs Connect with Melissa Modern Learners Modern Learners on LinkedIn Melissa on LinkedIn Email missy@modernlearners.com Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn  Subscribe on iTunes Email podcast@rfpsuccess.com Resources Hopin altMBA Change School Wisconsin Procurement Institute Forecasting the Future of the SLED Market on The RFP Success Show EP111 RFPSchoolWatch Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, ‘We could definitely do that.’ But after a year of trying to figure it out on her own, Melissa wasn’t winning contracts. And the frustration of losing left her playing small. Today, Melissa has changed her approach. She has identified the differentiators that set her organization apart and started seeking out best-fit opportunities for her business. Melissa is Owner of <a href="https://modernlearners.com/future-of-learning/" rel="noopener nofollow" target="_blank">Modern Learners</a>, a company that’s designing the future of learning by building community, content and events. Prior to Modern Learners, Melissa enjoyed a traditional career in education, serving as a special education teacher, principal and Statewide Systems Coach for Universal Design for Learning. On this episode of the podcast, Melissa joins me to discuss how her proposal responses have changed since she started working with The RFP Success Company and why she only bids on RFPs in her team’s niche. Melissa walks us through the process of ‘shredding the RFP,’ explaining how it helped her uncover Modern Learners’ unique value proposition—prioritizing community over course content. Listen in for Melissa’s insight on using aggregators to identify opportunities and learn how investing in the right support helped Modern Learners leverage focused bidding for the win! Key Takeaways  How Melissa transitioned from a traditional career in education to entrepreneurship How prioritizing community over course differentiates Modern Learners from other organizations in the event management space Melissa’s journey to finding opportunities for Modern Learners through RFPs How Melissa’s RFP responses have changed since she started working with the RFP Success Company What it means to ‘shred the RFP’ and how it helped Melissa identify her team’s differentiators How Melissa is developing a strategy for networking before the RFP drops Why it’s worth it to invest in support to help you respond to RFPs Why Melissa only bids on RFPs in her team’s niche that they already have systems to execute How Melissa’s mindfulness around the capacity of her team impacts which RFPs she bids on Melissa’s experiences using aggregators to identify opportunities How the event management space evolved before, during and after COVID (and how that changed Melissa’s approach to finding business) Melissa’s commitment to the process of bidding on business with RFPs Connect with Melissa <a href="https://modernlearners.com/future-of-learning/" rel="noopener nofollow" target="_blank">Modern Learners</a> <a href="https://www.linkedin.com/company/modernlearners/" rel="noopener nofollow" target="_blank">Modern Learners on LinkedIn</a> <a href="https://www.linkedin.com/in/melissaemler/" rel="noopener nofollow" target="_blank">Melissa on LinkedIn</a> Email <a href="mailto:missy@modernlearners.com" rel="noopener">missy@modernlearners.com</a> Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com">podcast@rfpsuccess.com</a> Resources <a href="https://hopin.com/" rel="noopener nofollow" target="_blank">Hopin</a> <a href="https://altmba.com/" rel="noopener nofollow" target="_blank">altMBA</a> <a href="https://modernlearners.com/change-school-announcement/" rel="noopener nofollow" target="_blank">Change School</a> <a href="https://www.wispro.org/" rel="noopener nofollow" target="_blank">Wisconsin Procurement Institute</a> <a href="https://www.therfpsuccesscompany.com/podcasts/forecasting-the-future-of-the-sled-marketwith-chris-dixon" rel="noopener nofollow" target="_blank">Forecasting the Future of the SLED Market on The RFP Success Show EP111</a> <a href="https://rfpschoolwatch.com/" rel="noopener nofollow" target="_blank">RFPSchoolWatch</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</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://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

Focused Bidding for the Win—with Melissa Emler - EP124

Bringing you information, strategies, or resources to help you Win more business through Requests for Proposal (RFPs).

Thank you for such an informative resource. So glad I have found it and have subscribed. Was great being on with you too!

The RFP Success Show is Awesome!

I know enough about the RFP and proposal process to understand there is always something new to learn. This podcast provides fantastic informational interviews that will surely give you nuggets of take-aways you can put to use right away. Let’s be real, making work fun maybe a challenge but this podcast will at least spark your inner joy.

Mid-career RFP - Always learning something NEW

The RFP Success Show

As entrepreneurs and small business owners, we could all use a competitive advantage to tip the scales in our favor and win more contracts—and small and diverse business certifications provide one route to gaining that advantage. What are the major certifications? How do you complete a successful application? And what are the benefits to becoming diversity certified? Heather Cox is the co-founder and President of Certify My Company, the national leader in transforming Fortune 1000 supplier diversity programs into profit centers. A tireless advocate for diversity, Heather is passionate about making the business world reflect the real world, and in her role as a Diversity Certification expert, she supports eligible suppliers in the process of becoming diversity certified and maximizing the benefits of certification. Today, Heather joins me to share the origin story behind Certify My Company and discuss the financial benefits of a diverse supply chain. She speaks to the Big 5 diversity certifications, explaining who is eligible and how certification can help you win and keep contracts. I ask Heather about the misconceptions around certification, and she shares the significance of accurate documentation in the application process. Listen in for Heather’s insight on certification as a valuable tool—not a magic wand—and learn how to take full advantage of the benefits of diversity certification! Key Takeaways How Heather’s background in the circus prepared her for entrepreneurship The origin story behind Certify My Company Heather’s insight on certification as a tool, not a magic wand The financial benefits of diversifying your supply chain The Big 5 certifications (women, minority, LGBT, veteran and disability) Who is eligible for a small or diverse business certification The importance of accurate governing documents in qualifying for certification How certification serves as a business development tool for your customers How certification can tip the scales in your favor The value of tapping into the diversity ecosystem at conferences How certification can strengthen your relationship with existing partners How inaccurate governing documents lead to technical rejections The strength of a WOSB designation in conjunction with a WBENC certification How to determine the most effective certifications for your company The industries that are most favorable to diverse business certifications How to leverage contracts with existing companies as a certified business Connect with Heather Certify My Company Email heather@certifymycompany.com Certify My Company on Twitter Certify My Company on Facebook Certify My Company on LinkedIn Heather on LinkedIn Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Resources Walmart Survey CLR Cleaning Products WOSB Certification WBENC WBEC-West NMSDC NGLCC NVBDC USBLN Small Business Administration Diversity Alliance for Science

As entrepreneurs and small business owners, we could all use a competitive advantage to tip the scales in our favor and win more contracts—and small and diverse business certifications provide one route to gaining that advantage. What are the major certifications? How do you complete a successful application? And what are the benefits to becoming diversity certified? Heather Cox is the co-founder and President of <a href="https://www.certifymycompany.org/" rel="noopener nofollow" target="_blank">Certify My Company</a>, the national leader in transforming Fortune 1000 supplier diversity programs into profit centers. A tireless advocate for diversity, Heather is passionate about making the business world reflect the real world, and in her role as a Diversity Certification expert, she supports eligible suppliers in the process of becoming diversity certified and maximizing the benefits of certification. Today, Heather joins me to share the origin story behind Certify My Company and discuss the financial benefits of a diverse supply chain. She speaks to the Big 5 diversity certifications, explaining who is eligible and how certification can help you win and keep contracts. I ask Heather about the misconceptions around certification, and she shares the significance of accurate documentation in the application process. Listen in for Heather’s insight on certification as a valuable tool—not a magic wand—and learn how to take full advantage of the benefits of diversity certification! Key Takeaways How Heather’s background in the circus prepared her for entrepreneurship The origin story behind Certify My Company Heather’s insight on certification as a tool, not a magic wand The financial benefits of diversifying your supply chain The Big 5 certifications (women, minority, LGBT, veteran and disability) Who is eligible for a small or diverse business certification The importance of accurate governing documents in qualifying for certification How certification serves as a business development tool for your customers How certification can tip the scales in your favor The value of tapping into the diversity ecosystem at conferences How certification can strengthen your relationship with existing partners How inaccurate governing documents lead to technical rejections The strength of a WOSB designation in conjunction with a WBENC certification How to determine the most effective certifications for your company The industries that are most favorable to diverse business certifications How to leverage contracts with existing companies as a certified business Connect with Heather <a href="https://www.certifymycompany.org/" rel="noopener nofollow" target="_blank">Certify My Company</a> Email <a href="mailto:heather@certifymycompany.com" rel="noopener">heather@certifymycompany.com</a> <a href="https://twitter.com/CertifyMyCo" rel="noopener nofollow" target="_blank">Certify My Company on Twitter</a> <a href="https://www.facebook.com/Certifymyco/" rel="noopener nofollow" target="_blank">Certify My Company on Facebook</a> <a href="https://www.linkedin.com/company/certify-my-company/" rel="noopener nofollow" target="_blank">Certify My Company on LinkedIn</a> <a href="https://www.linkedin.com/in/certifymycompany/" rel="noopener nofollow" target="_blank">Heather on LinkedIn</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> Resources <a href="https://blog.walmart.com/opportunity/20140627/help-women-owned-businesses-make-their-mark" rel="noopener nofollow" target="_blank">Walmart Survey</a> <a href="http://www.thecarycompany.com/facility-supplies/cleaners/clr/faq" rel="noopener nofollow" target="_blank">CLR Cleaning Products</a> <a href="http://www.wbenc.org/get-wosb-certified/" rel="noopener nofollow" target="_blank">WOSB Certification</a> <a href="http://www.wbenc.org/" rel="noopener nofollow" target="_blank">WBENC</a> <a href="https://wbec-west.com/" rel="noopener nofollow" target="_blank">WBEC-West</a> <a href="http://www.nmsdc.org/" rel="noopener nofollow" target="_blank">NMSDC</a> <a href="http://nglcc.org/" rel="noopener nofollow" target="_blank">NGLCC</a> <a href="http://nvbdc.org/" rel="noopener nofollow" target="_blank">NVBDC</a> <a href="http://usbln.org/" rel="noopener nofollow" target="_blank">USBLN</a> <a href="https://www.sba.gov/" rel="noopener nofollow" target="_blank">Small Business Administration</a> <a href="http://www.diversityallianceforscience.com/" rel="noopener nofollow" target="_blank">Diversity Alliance for Science</a>

Leveraging Diversity Certification to Win Contracts – with Heather Cox of Certify My Company-EP003

Ronnie Moore

When it comes to proposals, less is more. And yet, many of us make the mistake of writing to IMPRESS rather than EXPRESS. We use stilted language, and we write too much—making the reader do all the work to find the answers they need. So, how do we learn to write RFPs in plain language that’s easy on the eyes and brain? Ronnie Moore is a well-known trainer, speaker and author with 27 years of experience in the field of spoken and written communication—and 1,200 presentations under her belt! As a proposal coach, Ronnie has helped her clients win government and commercial contracts in excess of $1B, leveraging her expertise in plain language to craft well-written, RFP-compliant proposals. Her new book is called Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! On this episode, Ronnie joins us to define plain language in the context of RFPs, describing how to write in sync with the way our eyes scan a page. She explains the challenge of writing RFPs in a single voice and including everything that’s necessary—and no more. Listen in for Ronnie’s insight on writing in a way that is reader-focused and learn how to organize proposal content in a way that flows! Key Takeaways Ronnie’s background in communication + the proposal arena How Ronnie defines plain language in the context of RFPs How to write in sync with the way our eyes scan a page The challenge around writing a proposal in a single voice Telling readers what the team wants to vs. what they asked Tips for writing RFPs in a way that is reader-focused  Sufficient and relevant Conversational language  Why it’s crucial to organize RFP content in a way that flows Why it takes more time and talent to write succinctly Connect with Ronnie Moore on Communication Email ronnie@whydidisaythat.com Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn  Subscribe on iTunes Email lisa@lisarehurek.com Resources Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! By Ronnie Moore The RFP Success Book by Lisa Rehurek

When it comes to proposals, less is more. And yet, many of us make the mistake of writing to IMPRESS rather than EXPRESS. We use stilted language, and we write too much—making the reader do all the work to find the answers they need. So, how do we learn to write RFPs in plain language that’s easy on the eyes and brain? <a href="http://moreoncommunication.com/" rel="noopener nofollow" target="_blank">Ronnie Moore</a> is a well-known trainer, speaker and author with 27 years of experience in the field of spoken and written communication—and 1,200 presentations under her belt! As a proposal coach, Ronnie has helped her clients win government and commercial contracts in excess of $1B, leveraging her expertise in plain language to craft well-written, RFP-compliant proposals. Her new book is called <a href="https://www.amazon.com/Communicating-credibility-Ronnie-Moore-2007-06-15/dp/B01F9GVATE/ref=sr_1_2?keywords=why+did+is+ay+that+ronnie+moore&amp;qid=1571667990&amp;sr=8-2-spell" rel="noopener nofollow" target="_blank">Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash!</a> On this episode, Ronnie joins us to define plain language in the context of RFPs, describing how to write in sync with the way our eyes scan a page. She explains the challenge of writing RFPs in a single voice and including everything that’s necessary—and no more. Listen in for Ronnie’s insight on writing in a way that is reader-focused and learn how to organize proposal content in a way that flows! Key Takeaways Ronnie’s background in communication + the proposal arena How Ronnie defines plain language in the context of RFPs How to write in sync with the way our eyes scan a page The challenge around writing a proposal in a single voice Telling readers what the team wants to vs. what they asked Tips for writing RFPs in a way that is reader-focused <ul> <li>Sufficient and relevant</li> <li>Conversational language</li> </ul> Why it’s crucial to organize RFP content in a way that flows Why it takes more time and talent to write succinctly Connect with Ronnie <a href="http://moreoncommunication.com/" rel="noopener nofollow" target="_blank">Moore on Communication</a> Email <a href="mailto:ronnie@whydidisaythat.com" rel="noopener">ronnie@whydidisaythat.com</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://www.lisarehurek.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:lisa@lisarehurek.com">lisa@lisarehurek.com</a> Resources <a href="http://moreoncommunication.com/products/" rel="noopener nofollow" target="_blank">Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! By Ronnie Moore</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>

Proposal Writing, Plain and Simple – with Ronnie Moore - EP059

Are you new to the idea of responding to RFPs? If so, you’re probably curious about where to go to find RFP opportunities. And you may also be wondering what the process of responding to a request for proposal looks like. What’s the difference between corporate and government RFPs? What’s the best way to approach the procurement departments of your target customers? Once you’ve identified an opportunity, what steps can you take to prepare a winning response? Today on the podcast, I’m explaining how to get started with RFPs, discussing how to find opportunities and prepare corporate, state or local government responses. I share the importance of building relationships with people in the organizations and agencies you want to work with and getting notifications when they release an RFP. I go on to walk you through the process of responding to an RFP, describing how to create a response template, craft a strategy, write and revise the content, and complete the peer review process—in a timely manner! Listen in for insight on learning from the bids you don’t win and get a list of the top resources for identifying opportunities to bid on RFPs. Key Takeaways The challenge of finding corporate RFP opportunities How to identify corporate targets and get on their vendor lists How to approach corporate supplier diversity departments How to get in front of government procurement departments The best resources for finding local + state government RFPs A simple, step-by-step overview of the RFP response process  Read RFP and identify questions Create response template Reverse engineer calendar Think through strategy (theme) Get writing done Edit for cohesive voice Objective peer review Editorial peer review  How to get information and learn from the bids you don’t win Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Contracting with the Federal Government on RFP SS EP011 Build Relationships &amp; Win Federal Business on RFP SS EP030 Diversity Certification with Heather Cox on RFP SS EP003 BidSync FindRFP Freedom of Information Act The RFP Success Book by Lisa Rehurek

Are you new to the idea of responding to RFPs? If so, you’re probably curious about where to go to find RFP opportunities. And you may also be wondering what the process of responding to a request for proposal looks like. What’s the difference between corporate and government RFPs? What’s the best way to approach the procurement departments of your target customers? Once you’ve identified an opportunity, what steps can you take to prepare a winning response? Today on the podcast, I’m explaining how to get started with RFPs, discussing how to find opportunities and prepare corporate, state or local government responses. I share the importance of building relationships with people in the organizations and agencies you want to work with and getting notifications when they release an RFP. I go on to walk you through the process of responding to an RFP, describing how to create a response template, craft a strategy, write and revise the content, and complete the peer review process—in a timely manner! Listen in for insight on learning from the bids you don’t win and get a list of the top resources for identifying opportunities to bid on RFPs. Key Takeaways The challenge of finding corporate RFP opportunities How to identify corporate targets and get on their vendor lists How to approach corporate supplier diversity departments How to get in front of government procurement departments The best resources for finding local + state government RFPs A simple, step-by-step overview of the RFP response process <ol> <li>Read RFP and identify questions</li> <li>Create response template</li> <li>Reverse engineer calendar</li> <li>Think through strategy (theme)</li> <li>Get writing done</li> <li>Edit for cohesive voice</li> <li>Objective peer review</li> <li>Editorial peer review</li> </ol> How to get information and learn from the bids you don’t win Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://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:lisa@lisarehurek.com" rel="noopener">lisa@lisarehurek.com</a> Resources <a href="https://www.therfpsuccesscompany.com/podcasts/ep011-contracting-with-the-federal-government-with-chantel-gibbons" rel="noopener nofollow" target="_blank">Contracting with the Federal Government on RFP SS EP011</a> <a href="https://www.therfpsuccesscompany.com/podcasts/build-relationships-win-federal-business-with-judy-bradt" rel="noopener nofollow" target="_blank">Build Relationships &amp; Win Federal Business on RFP SS EP030</a> <a href="https://www.therfpsuccesscompany.com/podcasts/l2018/7/16/leveraging-diversity-certification-to-win-contracts" rel="noopener nofollow" target="_blank">Diversity Certification with Heather Cox on RFP SS EP003</a> <a href="https://prod.bidsync.com/" rel="noopener nofollow" target="_blank">BidSync</a> <a href="http://findrfp.com/" rel="noopener nofollow" target="_blank">FindRFP</a> <a href="https://www.foia.gov/" rel="noopener nofollow" target="_blank">Freedom of Information Act</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>

How to Get Started with RFPs  - EP043

Sandra Younger

Emotional connection builds trust, and trust leads to sales. But what is the best way to establish that emotional connection? The answer lies in storytelling. Stories help us make sense of technical concepts, illustrate the ideas we want to express, and serve to substantiate our claims. Not only that, stories told well actually produce a bonding hormone that facilitates trust. So, how do we incorporate storytelling in the RFP writing process?  Sandra Younger is a reporter, magazine editor and author with more than 30 years of professional experience. She is also the founder of ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders, and Strategic Story Solutions, a firm that helps individuals and businesses discover their own stories. Sandra is best-known for her Amazon bestseller, The Fire Outside My Window, a memoir of her experience with the catastrophic California Cedar Fire of 2003. Sandra is back on the RFP Success Show to share her take on storytelling as a kind of cultural currency, explaining why we are creatures of story and how stories help us make sense of facts and figures. She offers insight around the three types of stories every business should have, discussing how ‘sticky stories’ can be used to illustrate the benefits of your product or service. Listen in to understand how a little vulnerability lends to business success and learn how to leverage the narrative arc to earn trust in an RFP! Key Takeaways Sandra’s take on story as a kind of cultural currency How stories help us make sense of facts and figures Why needs and pain points are considered stories How metaphors are stories that allow us to visualize The 3 kinds of stories every business should have  Signature story Case studies Testimonials  How a signature story gives your business credibility How sticky stories illustrate the benefits of a product How success stories serve in substantiating claims The narrative arc and its function in building trust Connect with Sandra Sandra’s Website Email sandra@sandrayounger.com Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTune Resources The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger The ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger Anne Lamott on Facebook Brené Brown The RFP Success Book by Lisa Rehurek

Emotional connection builds trust, and trust leads to sales. But what is the best way to establish that emotional connection? The answer lies in storytelling. Stories help us make sense of technical concepts, illustrate the ideas we want to express, and serve to substantiate our claims. Not only that, stories told well actually produce a bonding hormone that facilitates trust. So, how do we incorporate storytelling in the RFP writing process?  Sandra Younger is a reporter, magazine editor and author with more than 30 years of professional experience. She is also the founder of ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders, and Strategic Story Solutions, a firm that helps individuals and businesses discover their own stories. Sandra is best-known for her Amazon bestseller, <a href="https://www.amazon.com/Fire-Outside-My-Window-Californias/dp/0762791802" rel="noopener nofollow" target="_blank">The Fire Outside My Window</a>, a memoir of her experience with the catastrophic California Cedar Fire of 2003. Sandra is back on the RFP Success Show to share her take on storytelling as a kind of cultural currency, explaining why we are creatures of story and how stories help us make sense of facts and figures. She offers insight around the three types of stories every business should have, discussing how ‘sticky stories’ can be used to illustrate the benefits of your product or service. Listen in to understand how a little vulnerability lends to business success and learn how to leverage the narrative arc to earn trust in an RFP! Key Takeaways Sandra’s take on story as a kind of cultural currency How stories help us make sense of facts and figures Why needs and pain points are considered stories How metaphors are stories that allow us to visualize The 3 kinds of stories every business should have <ol> <li>Signature story</li> <li>Case studies</li> <li>Testimonials</li> </ol> How a signature story gives your business credibility How sticky stories illustrate the benefits of a product How success stories serve in substantiating claims The narrative arc and its function in building trust Connect with Sandra <a href="http://www.sandramillersyounger.com/" rel="noopener nofollow" target="_blank">Sandra’s Website</a> Email <a href="mailto:sandra@sandrayounger.com" rel="noopener">sandra@sandrayounger.com</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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTune</a> Resources <a href="https://www.amazon.com/Fire-Outside-My-Window-Californias/dp/0762791802" rel="noopener nofollow" target="_blank">The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger</a> <a href="http://online.flipbuilder.com/vvch/tygj/" rel="noopener nofollow" target="_blank">The ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger</a> <a href="https://www.facebook.com/AnneLamott/" rel="noopener nofollow" target="_blank">Anne Lamott on Facebook</a> <a href="https://brenebrown.com/" rel="noopener nofollow" target="_blank">Brené Brown</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>

Storytelling to Build Trust & Sell Your Service – with Sandra Younger of ComeBACK Solutions  - EP029

Drea Douglass

Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process! Drea Douglass is the Director of Talent Management Consulting with The Brooks Group, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future. Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea’s advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.’ Key Takeaways Drea’s role in the assessments arena at The Brooks Group The benefits of understanding behavioral styles The two fundamental communication truths  People tend to see different as wrong Take communication styles personally  The importance of approaching in neutral in a sales setting The four DISC behavioral styles  Dominance Influencing Steadiness Compliance  Where conflicts arise among the DISC personality types The concept of interactive flexibility in the sales environment Why building trust is more important than likability How to apply the DISC profile to the writing of an RFP How to tier your RFP answers to appeal to a wide audience How assessments can help in the hiring process  Measure behaviors, motivation and personal skills Understand who person is long-term  How the DISC assessment can help teams value each other How improved communication can impact revenue Connect with Drea The Brooks Group Email ddouglass@thebrooksgroup.com Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources My DISC Profile Myers &amp; Briggs Type Indicator The RFP Success Book by Lisa Rehurek

Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process! Drea Douglass is the Director of Talent Management Consulting with <a href="https://brooksgroup.com/" rel="noopener nofollow" target="_blank">The Brooks Group</a>, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future. Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea’s advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.’ Key Takeaways Drea’s role in the assessments arena at The Brooks Group The benefits of understanding behavioral styles The two fundamental communication truths <ol> <li>People tend to see different as wrong</li> <li>Take communication styles personally</li> </ol> The importance of approaching in neutral in a sales setting The four DISC behavioral styles <ul> <li>Dominance</li> <li>Influencing</li> <li>Steadiness</li> <li>Compliance</li> </ul> Where conflicts arise among the DISC personality types The concept of interactive flexibility in the sales environment Why building trust is more important than likability How to apply the DISC profile to the writing of an RFP How to tier your RFP answers to appeal to a wide audience How assessments can help in the hiring process <ul> <li>Measure behaviors, motivation and personal skills</li> <li>Understand who person is long-term</li> </ul> How the DISC assessment can help teams value each other How improved communication can impact revenue Connect with Drea <a href="https://brooksgroup.com/" rel="noopener nofollow" target="_blank">The Brooks Group</a> Email <a href="mailto:ddouglass@thebrooksgroup.com" rel="noopener">ddouglass@thebrooksgroup.com</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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://www.mydiscprofile.com/en-us/" rel="noopener nofollow" target="_blank">My DISC Profile</a> <a href="https://www.myersbriggs.org/my-mbti-personality-type/mbti-basics/home.htm?bhcp=1" rel="noopener nofollow" target="_blank">Myers &amp; Briggs Type Indicator</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>

Understanding DISC Behavioral Styles for Better Communication – with Drea Douglass of The Brooks Group - EP021

Lisa Rehurek

If you’re struggling to land contracts and your RFP win percentage is bleak, you may be able to turn things around with some simple changes to your approach. So, what are the most common mistakes we make in responding to RFPs? Today, I’m going solo to walk us through the top 5 missteps companies make in crafting their RFPs. Drawing on my experience reviewing hundreds of RFPs every year, I discuss the most common problems—and how to avoid them! I address RFPs that get off track and fail to answer the questions asked, offering strategies for structuring on-target responses. I explain why it’s so important to engage readers and focus your responses not just on YOU—but how you can provide the solution your prospective client needs. Listen in to understand the value in bidding on contracts for the right reasons and learn how to design a business development strategy that will boost your win rate and generate RFP success! Key Takeaways The #1 buyer complaint around RFPs that don’t answer the questions asked How flipping the questions into statements can keep your RFP on track My strategy around creating a table to address all parts of a question Why it’s important to engage readers in the text of your RFP How to talk about yourself in the context of solving the client’s problem The danger in bidding on cold opportunities without a strategic reason How a proper vetting process leads to a higher win percentage The value in building relationships as part of your business development strategy Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Resources Amy Schuman on RFP Success EP002

If you’re struggling to land contracts and your RFP win percentage is bleak, you may be able to turn things around with some simple changes to your approach. So, what are the most common mistakes we make in responding to RFPs? Today, I’m going solo to walk us through the top 5 missteps companies make in crafting their RFPs. Drawing on my experience reviewing hundreds of RFPs every year, I discuss the most common problems—and how to avoid them! I address RFPs that get off track and fail to answer the questions asked, offering strategies for structuring on-target responses. I explain why it’s so important to engage readers and focus your responses not just on YOU—but how you can provide the solution your prospective client needs. Listen in to understand the value in bidding on contracts for the right reasons and learn how to design a business development strategy that will boost your win rate and generate RFP success! Key Takeaways The #1 buyer complaint around RFPs that don’t answer the questions asked How flipping the questions into statements can keep your RFP on track My strategy around creating a table to address all parts of a question Why it’s important to engage readers in the text of your RFP How to talk about yourself in the context of solving the client’s problem The danger in bidding on cold opportunities without a strategic reason How a proper vetting process leads to a higher win percentage The value in building relationships as part of your business development strategy 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> Resources <a href="https://www.therfpsuccesscompany.com/podcasts/l2018/7/16/developing-rfp-systems-that-unseat-incumbents-win-contracts" rel="noopener nofollow" target="_blank">Amy Schuman on RFP Success EP002</a>

Learning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek - EP004

The fastest way to lose a bid is to annoy the evaluators! I recently conducted an informal poll, asking several RFP buyers the following question: What is your biggest pet peeve when it comes to RFP responses? Today, I’m sharing their answers, discussing the Top 5 RFP Evaluator Hot Buttons. I explain the danger of including more or less information than the questions require, describing the evaluator’s challenge in comparing proposals. I also address how common it is for evaluators to receive proposals that fail to follow instructions and how you can avoid this particular pitfall. I offer advice around keeping evaluators happy by being solution-focused, simplifying your responses, and truly answering the questions posed in the RFP. Listen in for insight on writing responses with the evaluation criteria in mind and learn how to build a review period into the proposal process! Key Takeaways The Top 5 pet peeves of RFP evaluators:  Including more/less than asked for Not following instructions Too YOU-focused Making it hard to evaluate you Answer the damn question  How answers get lost when you include too much information Lisa’s advice around completing and signing forms in advance Why evaluators prefer a solution-focused approach How to demonstrate that you meet/exceed each requirement The value in keeping answers simple, succinct and to-the-point How to use a template to address ALL parts of a question The significance of recognizing the evaluation criteria How the evaluation criteria and RFP questions may not match up How to write for evaluators with different levels of technical knowledge The importance of building a 48-hour review into the proposal process Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Resources The RFP Success Book by Lisa Rehurek

The fastest way to lose a bid is to annoy the evaluators! I recently conducted an informal poll, asking several RFP buyers the following question: What is your biggest pet peeve when it comes to RFP responses? Today, I’m sharing their answers, discussing the Top 5 RFP Evaluator Hot Buttons. I explain the danger of including more or less information than the questions require, describing the evaluator’s challenge in comparing proposals. I also address how common it is for evaluators to receive proposals that fail to follow instructions and how you can avoid this particular pitfall. I offer advice around keeping evaluators happy by being solution-focused, simplifying your responses, and truly answering the questions posed in the RFP. Listen in for insight on writing responses with the evaluation criteria in mind and learn how to build a review period into the proposal process! Key Takeaways The Top 5 pet peeves of RFP evaluators: <ol> <li>Including more/less than asked for</li> <li>Not following instructions</li> <li>Too YOU-focused</li> <li>Making it hard to evaluate you</li> <li>Answer the damn question</li> </ol> How answers get lost when you include too much information Lisa’s advice around completing and signing forms in advance Why evaluators prefer a solution-focused approach How to demonstrate that you meet/exceed each requirement The value in keeping answers simple, succinct and to-the-point How to use a template to address ALL parts of a question The significance of recognizing the evaluation criteria How the evaluation criteria and RFP questions may not match up How to write for evaluators with different levels of technical knowledge The importance of building a 48-hour review into the proposal process 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> Resources <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a>

The Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek - EP010

Ajay Patel

Generating an RFP response is about WAY more than simply answering the questions provided. If you want to win business, the first step is to think through a proposal strategy with your team. But what is the most effective approach to creating an RFP strategy? And how do you define your unique competitive advantage? Ajay Patel is the President and CEO of SMA, a management consulting firm that helps companies compete to win business. Ajay has a demonstrated history in the space, developing expertise in business development, entrepreneurship, and strategic partnerships. He earned his MBA in Strategy and Finance from USC’s Marshall School of Business and his BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share his definition of strategy in terms of the choices you make that differentiate you in the market. He walks us through the three traditional approaches to proposal strategy, offering insight around SMA’s alternative, analytic approach built on ‘making the black box more transparent.’ Listen in to understand how dynamic tension among key players is good for the proposal development process and learn the 21st century sources of competitive advantage that can help your team win more business! Key Takeaways Ajay’s journey from aerospace engineering to RFP strategy How Ajay defines strategy in terms of the choices you make The three traditional approaches to proposal strategy  Socratic Gaming (black hat) Delphic  The limitations around traditional approaches to strategy SMA’s alternative, analytic approach built on transparency Who should be involved in developing proposal strategy Why dynamic tension is good for the proposal process The 20th century sources of competitive advantage in RFPs  Extractive Protective  Ajay’s view of 21st century sources of competitive advantage  Allocative (match competencies to customer needs) Creative (provide customer new sources of value)  Connect with Ajay SMA SMA on Facebook SMA on LinkedIn SMA on Twitter SMA on Vimeo SMA on Instagram Ajay on LinkedIn Ajay on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn  Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Strategy Safari: A Guided Tour Through the Wilds of Strategic Management by Henry Mintzberg, Joseph Lampel and Bruce Ahlstrand Strategy: A History by Lawrence Freedman Good Strategy Bad Strategy: The Difference and Why It Matters by Richard Rumelt Competitive Strategy: Techniques for Analyzing Industries and Competitors by Michael E. Porter Books by Alfred D. Chandler Jr. Color Teams on The RFP Success Show EP054 The RFP Success Book by Lisa Rehurek

Generating an RFP response is about WAY more than simply answering the questions provided. If you want to win business, the first step is to think through a proposal strategy with your team. But what is the most effective approach to creating an RFP strategy? And how do you define your unique competitive advantage? Ajay Patel is the President and CEO of <a href="https://www.smawins.com/" rel="noopener nofollow" target="_blank">SMA</a>, a management consulting firm that helps companies compete to win business. Ajay has a demonstrated history in the space, developing expertise in business development, entrepreneurship, and strategic partnerships. He earned his MBA in Strategy and Finance from USC’s Marshall School of Business and his BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share his definition of strategy in terms of the choices you make that differentiate you in the market. He walks us through the three traditional approaches to proposal strategy, offering insight around SMA’s alternative, analytic approach built on ‘making the black box more transparent.’ Listen in to understand how dynamic tension among key players is good for the proposal development process and learn the 21st century sources of competitive advantage that can help your team win more business! Key Takeaways Ajay’s journey from aerospace engineering to RFP strategy How Ajay defines strategy in terms of the choices you make The three traditional approaches to proposal strategy <ol> <li>Socratic</li> <li>Gaming (black hat)</li> <li>Delphic</li> </ol> The limitations around traditional approaches to strategy SMA’s alternative, analytic approach built on transparency Who should be involved in developing proposal strategy Why dynamic tension is good for the proposal process The 20th century sources of competitive advantage in RFPs <ul> <li>Extractive</li> <li>Protective</li> </ul> Ajay’s view of 21st century sources of competitive advantage <ul> <li>Allocative (match competencies to customer needs)</li> <li>Creative (provide customer new sources of value)</li> </ul> Connect with Ajay <a href="https://www.smawins.com/" rel="noopener nofollow" target="_blank">SMA</a> <a href="https://www.facebook.com/smawins" rel="noopener nofollow" target="_blank">SMA on Facebook</a> <a href="https://www.linkedin.com/company/smawins/" rel="noopener nofollow" target="_blank">SMA on LinkedIn</a> <a href="https://twitter.com/SMAWins" rel="noopener nofollow" target="_blank">SMA on Twitter</a> <a href="https://vimeo.com/smawins" rel="noopener nofollow" target="_blank">SMA on Vimeo</a> <a href="https://www.instagram.com/smawins/" rel="noopener nofollow" target="_blank">SMA on Instagram</a> <a href="https://www.linkedin.com/in/ajay-patel-21421338/" rel="noopener nofollow" target="_blank">Ajay on LinkedIn</a> <a href="https://twitter.com/sma_ceo" rel="noopener nofollow" target="_blank">Ajay on Twitter</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://www.lisarehurek.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:lisa@lisarehurek.com">lisa@lisarehurek.com</a> Resources <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">APMP</a> <a href="https://www.amazon.com/Strategy-Safari-Through-Strategic-Management/dp/0743270576" rel="noopener nofollow" target="_blank">Strategy Safari: A Guided Tour Through the Wilds of Strategic Management by Henry Mintzberg, Joseph Lampel and Bruce Ahlstrand</a> <a href="https://www.amazon.com/Strategy-History-Lawrence-Freedman/dp/1501227726" rel="noopener nofollow" target="_blank">Strategy: A History by Lawrence Freedman</a> <a href="https://www.amazon.com/Good-Strategy-Bad-Difference-Matters/dp/0307886239" rel="noopener nofollow" target="_blank">Good Strategy Bad Strategy: The Difference and Why It Matters by Richard Rumelt</a> <a href="https://www.amazon.com/Competitive-Strategy-Techniques-Industries-Competitors/dp/0684841487" rel="noopener nofollow" target="_blank">Competitive Strategy: Techniques for Analyzing Industries and Competitors by Michael E. Porter</a> <a href="https://www.amazon.com/s?i=stripbooks&amp;rh=p_27%3AChandler+Jr.%2C+Alfred+D.&amp;s=relevancerank&amp;text=Chandler+Jr.%2C+Alfred+D.&amp;ref=dp_byline_sr_book_1" rel="noopener nofollow" target="_blank">Books by Alfred D. Chandler Jr.</a> <a href="https://www.therfpsuccesscompany.com/podcasts/adopting-color-team-reviews-for-better-rfps-with-lisa-rehurek" rel="noopener nofollow" target="_blank">Color Teams on The RFP Success Show EP054</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>

RFP Strategy, Trends and Professionalism, Part 1 – with Ajay Patel - EP060

To win business with an RFP, you have to do more than just show the client that you can do the job. You need to show them that you’re the premiere choice. But how do you go about proving that you really want the work without coming across as desperate or manipulative? Today, I’m offering my top five strategies for demonstrating your greatness through the RFP. I explain the value in asking powerful questions that make the potential client think, especially when you’re up against an incumbent. I also discuss the benefit of showcasing your differentiators in relation to the client’s needs. I address how to find common ground with clients and demonstrate why you’re the best fit for a collaboration—with regard to mission-alignment or values. Listen in for insight on maintaining business as an incumbent, reminding the client why your partnership works and supporting that claim with appropriate evidence! Key Takeaways The value in explaining why you’re the premiere choice How to avoid coming across as desperate or manipulative Why an incumbent should do regular client satisfaction surveys My top five tips for proving that you really want the business  Ask powerful questions that make them think Know and showcase your differentiators Remind them why your partnership works Give reasons why you’re the best fit Tell them why you want to work with them  Why throwing a competitor under the bus shows self-doubt How to show your differentiators in relation to client needs How to find common ground around mission alignment/values Why incumbents need to track customer satisfaction, outcomes Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

To win business with an RFP, you have to do more than just show the client that you can do the job. You need to show them that you’re the premiere choice. But how do you go about proving that you really want the work without coming across as desperate or manipulative? Today, I’m offering my top five strategies for demonstrating your greatness through the RFP. I explain the value in asking powerful questions that make the potential client think, especially when you’re up against an incumbent. I also discuss the benefit of showcasing your differentiators in relation to the client’s needs. I address how to find common ground with clients and demonstrate why you’re the best fit for a collaboration—with regard to mission-alignment or values. Listen in for insight on maintaining business as an incumbent, reminding the client why your partnership works and supporting that claim with appropriate evidence! Key Takeaways The value in explaining why you’re the premiere choice How to avoid coming across as desperate or manipulative Why an incumbent should do regular client satisfaction surveys My top five tips for proving that you really want the business <ol> <li>Ask powerful questions that make them think</li> <li>Know and showcase your differentiators</li> <li>Remind them why your partnership works</li> <li>Give reasons why you’re the best fit</li> <li>Tell them why you want to work with them</li> </ol> Why throwing a competitor under the bus shows self-doubt How to show your differentiators in relation to client needs How to find common ground around mission alignment/values Why incumbents need to track customer satisfaction, outcomes 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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a>

5 RFP Success Strategies to Prove You Want the Business – with Lisa Rehurek - EP014

If you’ve written an effective RFP, the next step in winning business is to deliver a successful finalist presentation. So, how do you connect with an audience in person, conveying both your technical skill AND relatability? Can you develop qualities of executive presence like warmth and confidence, even if they don’t come naturally? What can you do to increase your influence and deliver a winning presentation? Dr. Sharon Lamm-Hartman is the founder and CEO of Inside Out Learning, an award-winning consulting firm dedicated to transforming individuals, teams, and companies, helping them become better than their past best. With more than 25 years of experience in leadership, team and organizational development, Sharon supports her clients in improving organizational health and winning billions in new business. Today, Sharon joins us to explain how to carry out a successful finalist presentation. She shares the HORSE formula for developing the body of your presentation and discusses the qualities of executive presence your audience is looking for. Sharon speaks to the significance of knowing your audience and offers advice on creating clear, concise visuals that enhance your presentation. Listen in for insight around increasing your influence and learn Sharon’s proven formula for presentation success! Key Takeaways Inside Out’s mission to help leaders show up as their authentic selves Sharon’s formula for presentation success  Tailor message to audience Attention-getting opening Provide executive summary  Why it’s crucial to provide your audience with an agenda to follow The HORSE formula for developing the body of your presentation Sharon’s insight on developing the qualities of executive presence The importance of presence in landing a job or contract How to adapt to where your audience is/where they want to go Who should be part of the live presentation The mistake people make around not knowing their audience Sharon’s tips for nailing your finalist presentation  Assess environment ahead of time Be aware of body language Be careful of filler words  How to increase your influence with meaningful personal stories Sharon’s 5X5 rule for creating clear and concise visuals Connect with Sharon Inside Out Learning Inside Out on LinkedIn Inside Out on Facebook Inside Out on Instagram Inside Out on Twitter Sharon on LinkedIn Call (480) 822-9939 Email sharon@insideoutlearning.com Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Central Phoenix Women The RFP Success Book by Lisa Rehurek

If you’ve written an effective RFP, the next step in winning business is to deliver a successful finalist presentation. So, how do you connect with an audience in person, conveying both your technical skill AND relatability? Can you develop qualities of executive presence like warmth and confidence, even if they don’t come naturally? What can you do to increase your influence and deliver a winning presentation? Dr. Sharon Lamm-Hartman is the founder and CEO of <a href="https://www.insideoutlearning.com/" rel="noopener nofollow" target="_blank">Inside Out Learning</a>, an award-winning consulting firm dedicated to transforming individuals, teams, and companies, helping them become better than their past best. With more than 25 years of experience in leadership, team and organizational development, Sharon supports her clients in improving organizational health and winning billions in new business. Today, Sharon joins us to explain how to carry out a successful finalist presentation. She shares the HORSE formula for developing the body of your presentation and discusses the qualities of executive presence your audience is looking for. Sharon speaks to the significance of knowing your audience and offers advice on creating clear, concise visuals that enhance your presentation. Listen in for insight around increasing your influence and learn Sharon’s proven formula for presentation success! Key Takeaways Inside Out’s mission to help leaders show up as their authentic selves Sharon’s formula for presentation success <ol> <li>Tailor message to audience</li> <li>Attention-getting opening</li> <li>Provide executive summary</li> </ol> Why it’s crucial to provide your audience with an agenda to follow The HORSE formula for developing the body of your presentation Sharon’s insight on developing the qualities of executive presence The importance of presence in landing a job or contract How to adapt to where your audience is/where they want to go Who should be part of the live presentation The mistake people make around not knowing their audience Sharon’s tips for nailing your finalist presentation <ul> <li>Assess environment ahead of time</li> <li>Be aware of body language</li> <li>Be careful of filler words</li> </ul> How to increase your influence with meaningful personal stories Sharon’s 5X5 rule for creating clear and concise visuals Connect with Sharon <a href="https://www.insideoutlearning.com/" rel="noopener nofollow" target="_blank">Inside Out Learning</a> <a href="https://www.linkedin.com/company/insideoutlearning" rel="noopener nofollow" target="_blank">Inside Out on LinkedIn</a> <a href="https://www.facebook.com/InsideOutLearninginc" rel="noopener nofollow" target="_blank">Inside Out on Facebook</a> <a href="https://www.instagram.com/inside_outlearning/" rel="noopener nofollow" target="_blank">Inside Out on Instagram</a> <a href="https://twitter.com/IOL_inc" rel="noopener nofollow" target="_blank">Inside Out on Twitter</a> <a href="https://www.linkedin.com/in/drsharonlammhartman/" rel="noopener nofollow" target="_blank">Sharon on LinkedIn</a> Call (480) 822-9939 Email <a href="mailto:sharon@insideoutlearning.com" rel="noopener">sharon@insideoutlearning.com</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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://centralphoenixwomen.org/" rel="noopener nofollow" target="_blank">Central Phoenix Women</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>

Increase Your Influence & Deliver a Winning Finalist Presentation – with Dr. Sharon Lamm-Hartman of Inside Out Learning- EP033

What differentiates your company from its competitors? If your answers are centered around years of experience or passion for what you do, it may be time to rethink your strategy. The truth is, your clients EXPECT you to have a solid background and to care about what you do. So, what REALLY sets you apart? What is true about your company—that your competitors CANNOT claim? And how do you back up those differentiators with proof in an RFP response? Today on the podcast, I’m discussing the difference between baseline expectations and true differentiators, revealing the ONLY time it’s okay to use an expectation as one of your differentiators in an RFP response. I explain why you can’t just list what sets you apart and describe how to prove your differentiators with statistics, case studies and testimonials. I also share my 5-step process for identifying differentiators, addressing the importance of interviewing your clients as well as employees at every level of the organization to uncover what makes you better than the competition. Listen in to understand the value in sprinkling your differentiators throughout the RFP response and learn how to lean into what sets you apart and win more business! Key Takeaways The difference between baseline expectations and differentiators The only time it’s okay to use an expectation as a differentiator How to prove your differentiators with statistics + case studies How to identify your differentiators  Compile list of client expectations Brainstorm how better than competition Interview clients, review testimonials Talk to employees at every level Find patterns, identify 3-5 differentiators  The danger of your RFP blending in with the competitors’ The value in sprinkling your differentiators throughout the RFP Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

What differentiates your company from its competitors? If your answers are centered around years of experience or passion for what you do, it may be time to rethink your strategy. The truth is, your clients EXPECT you to have a solid background and to care about what you do. So, what REALLY sets you apart? What is true about your company—that your competitors CANNOT claim? And how do you back up those differentiators with proof in an RFP response? Today on the podcast, I’m discussing the difference between baseline expectations and true differentiators, revealing the ONLY time it’s okay to use an expectation as one of your differentiators in an RFP response. I explain why you can’t just list what sets you apart and describe how to prove your differentiators with statistics, case studies and testimonials. I also share my 5-step process for identifying differentiators, addressing the importance of interviewing your clients as well as employees at every level of the organization to uncover what makes you better than the competition. Listen in to understand the value in sprinkling your differentiators throughout the RFP response and learn how to lean into what sets you apart and win more business! Key Takeaways The difference between baseline expectations and differentiators The only time it’s okay to use an expectation as a differentiator How to prove your differentiators with statistics + case studies How to identify your differentiators <ol> <li>Compile list of client expectations</li> <li>Brainstorm how better than competition</li> <li>Interview clients, review testimonials</li> <li>Talk to employees at every level</li> <li>Find patterns, identify 3-5 differentiators</li> </ol> The danger of your RFP blending in with the competitors’ The value in sprinkling your differentiators throughout the RFP Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a>

Identifying Your Differentiators for the RFP – with Lisa Rehurek  - EP039

Erin Mathie

Raise your hand if you’re interested in being more organized and efficient! If RFPs drive sales for your business, then you know that developing a consistent process will save you time and trouble in the long run. But is there an easy way to design a system one time—and then leverage software to apply that process every time an RFP comes through the door? Erin Mathie is the founder of Business Made Simple, a firm that specializes in process consulting and business systems. A serial entrepreneur and self-proclaimed systems nerd, Erin is passionate about helping business owners create the structure they need to grow. She is also an Insightly Hero, having set up and customized the Insightly CRM for hundreds of businesses all over the world. Today, Erin joins us to share the ins and outs of Insightly, explaining how the software can be used to track your customer database and manage tasks and projects. She describes how to create an RFP process flow on Insightly and how the software can auto-populate the task manager for every new RFP. Erin also discusses Insightly’s ability to track your close ratio and referral sources—and even generate custom reports. Listen in for Erin’s advice around building relationships with the help of a CRM and learn how Insightly can help you develop a consistent process for RFPs! Key Takeaways Erin’s background as a serial entrepreneur and systems nerd The fundamentals of a Customer Relationship Manager What Insightly can do for your business  Track customer and lead database Task, sales and project management  How to create an RFP process flow on Insightly The value in developing a consistent process for RFPs How Insightly auto-populates the task manager for each RFP Insightly’s ability to set up custom fields and track your close ratio Erin’s advice to start simple and add features to the CRM over time How to categorize your contacts and link them to organizations How to use Insightly to track your referral sources Insightly’s capacity to attach emails to contacts and organizations Erin’s top tip around recording quality data points for reports Why Erin prefers Insightly to other CRMs on the market Connect with Erin Business Made Simple Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Michael Gerber The 4-Hour Workweek by Tim Ferriss Insightly The RFP Success Book by Lisa Rehurek

Raise your hand if you’re interested in being more organized and efficient! If RFPs drive sales for your business, then you know that developing a consistent process will save you time and trouble in the long run. But is there an easy way to design a system one time—and then leverage software to apply that process every time an RFP comes through the door? Erin Mathie is the founder of <a href="http://business-made-simple.com/" rel="noopener nofollow" target="_blank">Business Made Simple</a>, a firm that specializes in process consulting and business systems. A serial entrepreneur and self-proclaimed systems nerd, Erin is passionate about helping business owners create the structure they need to grow. She is also an Insightly Hero, having set up and customized the Insightly CRM for hundreds of businesses all over the world. Today, Erin joins us to share the ins and outs of Insightly, explaining how the software can be used to track your customer database and manage tasks and projects. She describes how to create an RFP process flow on Insightly and how the software can auto-populate the task manager for every new RFP. Erin also discusses Insightly’s ability to track your close ratio and referral sources—and even generate custom reports. Listen in for Erin’s advice around building relationships with the help of a CRM and learn how Insightly can help you develop a consistent process for RFPs! Key Takeaways Erin’s background as a serial entrepreneur and systems nerd The fundamentals of a Customer Relationship Manager What Insightly can do for your business <ul> <li>Track customer and lead database</li> <li>Task, sales and project management</li> </ul> How to create an RFP process flow on Insightly The value in developing a consistent process for RFPs How Insightly auto-populates the task manager for each RFP Insightly’s ability to set up custom fields and track your close ratio Erin’s advice to start simple and add features to the CRM over time How to categorize your contacts and link them to organizations How to use Insightly to track your referral sources Insightly’s capacity to attach emails to contacts and organizations Erin’s top tip around recording quality data points for reports Why Erin prefers Insightly to other CRMs on the market Connect with Erin <a href="http://business-made-simple.com/" rel="noopener nofollow" target="_blank">Business Made Simple</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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://michaelegerbercompanies.com/web/" rel="noopener nofollow" target="_blank">Michael Gerber</a> <a href="https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357" rel="noopener nofollow" target="_blank">The 4-Hour Workweek by Tim Ferriss</a> <a href="https://www.insightly.com/" rel="noopener nofollow" target="_blank">Insightly</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>

Designing an RFP Process Flow – with Erin Mathie - EP016

What is the most frustrating aspect of writing an RFP? For many, the most difficult part of the process is simply getting started. So, what can we do to liberate our inner writer and set up a protocol that works for us? How can we take the pressure off and remember that writing is just talking on paper? What strategies do career writers use to get in the zone and generate a first draft? Sandra Younger has 30 years of professional experience as a journalist and storyteller. Her Amazon bestselling memoir, The Fire Outside My Window, tells the story of her experience during the catastrophic California Cedar Fire in 2003. Sandra leveraged what she learned from the fire to found ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders to build resilience and transform disaster and loss into opportunity and legacy. She is also the founder and Chief Story Strategist with Strategic Story Solutions, a firm that helps individuals and businesses discover the meaning, message and mission in their own stories. Today, Sandra joins us to explain why getting started is the most frustrating part of the writing process and offer strategies on establishing a writing protocol that works for you. She describes how storytelling creates emotional connection and builds the trust necessary to drive sales. Sandra also shares the value in knowing your audience, asking headline questions of attraction, and writing in a way that is both professional AND conversational. Listen in for Sandra’s insight on liberating your inner writer to generate a winning RFP—and learn how to build a strategic argument in favor of your unique ability to meet the client’s needs! Key Takeaways The unique perspective in Sandra’s book on the Cedar Fire Why getting started is the hardest part of the writing process How emotional connection builds the trust that drives sales Why storytelling is the #1 way to create emotional connection The importance of using case studies in your RFP response Sandra’s tips for writing to make the sale  Know your audience Leverage storytelling Ask for sale with CTA  Sandra’s insight on leveraging headline questions of attraction How to write in a way that is professional AND conversational Sandra’s tips for initiating the writing process  Remove distractions and establish protocol Put self in here and now Write without censoring (set timer) Use mind mapping or talking to plan  Why your first draft should NOT be perfect The concept of liberating your inner writer How to develop a strategy for persuasion through writing The value of knowing the rules and regulations of grammar Connect with Sandra Sandra’s Website Email sandra@sandrayounger.com Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTune Resources The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger Anne Lamott on Facebook Brené Brown Grammarly The RFP Success Book by Lisa Rehurek

What is the most frustrating aspect of writing an RFP? For many, the most difficult part of the process is simply getting started. So, what can we do to liberate our inner writer and set up a protocol that works for us? How can we take the pressure off and remember that writing is just talking on paper? What strategies do career writers use to get in the zone and generate a first draft? Sandra Younger has 30 years of professional experience as a journalist and storyteller. Her Amazon bestselling memoir, <a href="https://www.amazon.com/Fire-Outside-My-Window-Californias/dp/0762791802" rel="noopener nofollow" target="_blank">The Fire Outside My Window</a>, tells the story of her experience during the catastrophic California Cedar Fire in 2003. Sandra leveraged what she learned from the fire to found ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders to build resilience and transform disaster and loss into opportunity and legacy. She is also the founder and Chief Story Strategist with Strategic Story Solutions, a firm that helps individuals and businesses discover the meaning, message and mission in their own stories. Today, Sandra joins us to explain why getting started is the most frustrating part of the writing process and offer strategies on establishing a writing protocol that works for you. She describes how storytelling creates emotional connection and builds the trust necessary to drive sales. Sandra also shares the value in knowing your audience, asking headline questions of attraction, and writing in a way that is both professional AND conversational. Listen in for Sandra’s insight on liberating your inner writer to generate a winning RFP—and learn how to build a strategic argument in favor of your unique ability to meet the client’s needs! Key Takeaways The unique perspective in Sandra’s book on the Cedar Fire Why getting started is the hardest part of the writing process How emotional connection builds the trust that drives sales Why storytelling is the #1 way to create emotional connection The importance of using case studies in your RFP response Sandra’s tips for writing to make the sale <ol> <li>Know your audience</li> <li>Leverage storytelling</li> <li>Ask for sale with CTA</li> </ol> Sandra’s insight on leveraging headline questions of attraction How to write in a way that is professional AND conversational Sandra’s tips for initiating the writing process <ul> <li>Remove distractions and establish protocol</li> <li>Put self in here and now</li> <li>Write without censoring (set timer)</li> <li>Use mind mapping or talking to plan</li> </ul> Why your first draft should NOT be perfect The concept of liberating your inner writer How to develop a strategy for persuasion through writing The value of knowing the rules and regulations of grammar Connect with Sandra <a href="http://www.sandramillersyounger.com/" rel="noopener nofollow" target="_blank">Sandra’s Website</a> Email <a href="mailto:sandra@sandrayounger.com" rel="noopener">sandra@sandrayounger.com</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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTune</a> Resources <a href="https://www.amazon.com/Fire-Outside-My-Window-Californias/dp/0762791802" rel="noopener nofollow" target="_blank">The Fire Outside My Window: A Survivor Tells the True Story of California’s Epic Cedar Fire by Sandra Millers Younger</a> <a href="https://www.facebook.com/AnneLamott/" rel="noopener nofollow" target="_blank">Anne Lamott on Facebook</a> <a href="https://brenebrown.com/" rel="noopener nofollow" target="_blank">Brené Brown</a> <a href="https://www.grammarly.com/" rel="noopener nofollow" target="_blank">Grammarly</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>

Liberate Your Inner Writer & Start the RFP Process – with Sandra Younger of ComeBACK Solutions - EP028

In the last 20 years, proposal professionals have done a lot of work in developing best practices around the proposal process, defining the skills and competencies required to craft a winning RFP. But we have yet to clearly define what professionalism means for our trade craft in terms of mindset or attitude. So, how has the proposal industry evolved over time? How can our community set the trends for a better future? How do we want others to see us? Ajay Patel has an extensive history in the proposal space, developing expertise in entrepreneurship, strategic partnerships, and business development. Today, he serves as the President and CEO of SMA, a management consulting firm that helps its clients compete to win business. Ajay received an MBA in Strategy and Finance from USC’s Marshall School of Business and a BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share a historical perspective on the evolution of the proposal industry and weigh in on the areas the community should look at moving forward. He explores the possibility of creating a process for proposal strategy, the development of visual literacy, and the pivotal role narrative plays in the RFP response. Listen in to understand the five models of nonfiction storytelling and learn Ajay’s take on what professionalism means in our trade craft. Key Takeaways A historical perspective of the evolution of the proposal industry The industry leaders who facilitated the shift from art to process Ajay’s view of the proposal community as would-be trendsetters The areas of the RFP space Ajay wants the community to explore  Strategy Graphics Role of narrative Professionalism  The growing importance of visual literacy in an Instagram world The potential applications of AI on the evaluator side of RFPs Adler and VanDoren’s 4 levels of reading  Elementary Inspectional Analytic Synoptic  The data around a reader’s mental capacity for processing Ajay’s 5 models for nonfiction storytelling  Iconic social science argument Medical rounds approach Inductive reasoning Deductive reasoning Ethnographic  Why SMA hires for attitude first and fills in skills gaps Connect with Ajay SMA SMA on Facebook SMA on LinkedIn SMA on Twitter SMA on Vimeo SMA on Instagram Ajay on LinkedIn Ajay on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn  Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Writing the Technical Report by J. Raleigh Nelson ‘STOP: How to Achieve Coherence in Proposals and Reports’ by J.R. Tracey, D.E. Rugh and W.S. Starkey The Anatomy of a Win by J.M. Beveridge Creating Superior Proposals by J.M. Beveridge How to Write by Alastair Fowler How to Read a Book: The Classic Guide to Intelligent Reading by Mortimer J. Adler and Charles Van Doren The Aspen Institute Understanding Comics: The Invisible Art by Scott McCloud The Clash of Civilizations by Samuel P. Huntington The World is Flat: A Brief History of the Twenty-First Century by Thomas L. Friedman Guns, Germs, and Steel: The Fates of Human Societies by Jared M. Diamond Out of Africa by Isak Dinesen TRW Consulting The RFP Success Book by Lisa Rehurek

In the last 20 years, proposal professionals have done a lot of work in developing best practices around the proposal process, defining the skills and competencies required to craft a winning RFP. But we have yet to clearly define what professionalism means for our trade craft in terms of mindset or attitude. So, how has the proposal industry evolved over time? How can our community set the trends for a better future? How do we want others to see us? Ajay Patel has an extensive history in the proposal space, developing expertise in entrepreneurship, strategic partnerships, and business development. Today, he serves as the President and CEO of <a href="https://www.smawins.com/" rel="noopener nofollow" target="_blank">SMA</a>, a management consulting firm that helps its clients compete to win business. Ajay received an MBA in Strategy and Finance from USC’s Marshall School of Business and a BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share a historical perspective on the evolution of the proposal industry and weigh in on the areas the community should look at moving forward. He explores the possibility of creating a process for proposal strategy, the development of visual literacy, and the pivotal role narrative plays in the RFP response. Listen in to understand the five models of nonfiction storytelling and learn Ajay’s take on what professionalism means in our trade craft. Key Takeaways A historical perspective of the evolution of the proposal industry The industry leaders who facilitated the shift from art to process Ajay’s view of the proposal community as would-be trendsetters The areas of the RFP space Ajay wants the community to explore <ul> <li>Strategy</li> <li>Graphics</li> <li>Role of narrative</li> <li>Professionalism</li> </ul> The growing importance of visual literacy in an Instagram world The potential applications of AI on the evaluator side of RFPs Adler and VanDoren’s 4 levels of reading <ol> <li>Elementary</li> <li>Inspectional</li> <li>Analytic</li> <li>Synoptic</li> </ol> The data around a reader’s mental capacity for processing Ajay’s 5 models for nonfiction storytelling <ol> <li>Iconic social science argument</li> <li>Medical rounds approach</li> <li>Inductive reasoning</li> <li>Deductive reasoning</li> <li>Ethnographic</li> </ol> Why SMA hires for attitude first and fills in skills gaps Connect with Ajay <a href="https://www.smawins.com/" rel="noopener nofollow" target="_blank">SMA</a> <a href="https://www.facebook.com/smawins" rel="noopener nofollow" target="_blank">SMA on Facebook</a> <a href="https://www.linkedin.com/company/smawins/" rel="noopener nofollow" target="_blank">SMA on LinkedIn</a> <a href="https://twitter.com/SMAWins" rel="noopener nofollow" target="_blank">SMA on Twitter</a> <a href="https://vimeo.com/smawins" rel="noopener nofollow" target="_blank">SMA on Vimeo</a> <a href="https://www.instagram.com/smawins/" rel="noopener nofollow" target="_blank">SMA on Instagram</a> <a href="https://www.linkedin.com/in/ajay-patel-21421338/" rel="noopener nofollow" target="_blank">Ajay on LinkedIn</a> <a href="https://twitter.com/sma_ceo" rel="noopener nofollow" target="_blank">Ajay on Twitter</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://www.lisarehurek.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:lisa@lisarehurek.com">lisa@lisarehurek.com</a> Resources <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">APMP</a> <a href="https://www.amazon.com/Writing-technical-report-Raleigh-Nelson/dp/B0007DS3O0" rel="noopener nofollow" target="_blank">Writing the Technical Report by J. Raleigh Nelson</a> <a href="https://faculty.washington.edu/farkas/TC510-Fall2011/TraceySTOPReport-DF-Ann.pdf" rel="noopener nofollow" target="_blank">‘STOP: How to Achieve Coherence in Proposals and Reports’ by J.R. Tracey, D.E. Rugh and W.S. Starkey</a> <a href="https://www.amazon.com/Anatomy-Win-J-M-Beveridge/dp/B001BOR5KW/ref=sr_1_2?keywords=the+anatomy+of+a+win&amp;qid=1572891361&amp;sr=8-2" rel="noopener nofollow" target="_blank">The Anatomy of a Win by J.M. Beveridge</a> <a href="https://www.amazon.com/creating-superior-proposals-somehow-understood/dp/B0006CZLRO/ref=sr_1_1?keywords=creating+superior+proposals&amp;qid=1572891459&amp;sr=8-1" rel="noopener nofollow" target="_blank">Creating Superior Proposals by J.M. Beveridge</a> <a href="https://www.amazon.com/How-Write-Alastair-Fowler/dp/0199278504" rel="noopener nofollow" target="_blank">How to Write by Alastair Fowler</a> <a href="https://www.amazon.com/How-Read-Book-Classic-Intelligent/dp/0671212095" rel="noopener nofollow" target="_blank">How to Read a Book: The Classic Guide to Intelligent Reading by Mortimer J. Adler and Charles Van Doren</a> <a href="https://www.aspeninstitute.org/" rel="noopener nofollow" target="_blank">The Aspen Institute</a> <a href="https://www.amazon.com/Understanding-Comics-Invisible-Scott-McCloud/dp/006097625X" rel="noopener nofollow" target="_blank">Understanding Comics: The Invisible Art by Scott McCloud</a> <a href="https://www.amazon.com/Clash-Civilizations-Remaking-World-Order/dp/1451628978" rel="noopener nofollow" target="_blank">The Clash of Civilizations by Samuel P. Huntington</a> <a href="https://www.amazon.com/World-Flat-History-Twenty-first-Century/dp/0374292884" rel="noopener nofollow" target="_blank">The World is Flat: A Brief History of the Twenty-First Century by Thomas L. Friedman</a> <a href="https://www.amazon.com/Guns-Germs-Steel-Fates-Societies/dp/0393317552" rel="noopener nofollow" target="_blank">Guns, Germs, and Steel: The Fates of Human Societies by Jared M. Diamond</a> <a href="https://www.amazon.com/Africa-Modern-Library-Nonfiction-Books/dp/0679600213" rel="noopener nofollow" target="_blank">Out of Africa by Isak Dinesen</a> <a href="https://www.trwconsulting16.com/" rel="noopener nofollow" target="_blank">TRW Consulting</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>

RFP Strategy, Trends and Professionalism, Part 2 – with Ajay Patel - EP061

We tend to associate intelligence with success, believing that the smartest and most highly skilled among us come out on top. But I would argue that fostering emotional intelligence is equally important because it makes us better communicators and expands our influence. So, what does it look like when someone has a high EQ? And how can we cultivate our own emotional intelligence? On this episode of the RFP Success Show, I’m introducing the five elements of emotional intelligence and explaining why it’s crucial to our success as proposal professionals. I discuss the role of self-awareness in developing EQ, describing how knowing our strengths and weaknesses helps us then self-regulate and manage our emotions when we’re triggered. I also weigh in on motivation as an important aspect of emotional intelligence and cover the social aspects of EQ, including the awareness of how other’s emotions impact you and regulating your reactions to others. Listen in for insight into the relationship between emotional intelligence and influence and learn how developing your EQ can elevate your career in proposal development. Key Takeaways Our growing understanding of emotional intelligence Why emotional intelligence is crucial to our success How we can develop the skills associated with EQ The 5 elements of emotional intelligence  Self-awareness Self-regulation Motivation Social awareness Social regulation  How to manage our emotions by identifying triggers Understanding when other’s emotions affect us The relationship between EQ and influence How high EQ improves productivity + stress management Why EQ is especially important for proposal managers Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn  Subscribe on iTunes Email lisa@lisarehurek.com Resources Richard Branson The RFP Success Book by Lisa Rehurek

We tend to associate intelligence with success, believing that the smartest and most highly skilled among us come out on top. But I would argue that fostering emotional intelligence is equally important because it makes us better communicators and expands our influence. So, what does it look like when someone has a high EQ? And how can we cultivate our own emotional intelligence? On this episode of the RFP Success Show, I’m introducing the five elements of emotional intelligence and explaining why it’s crucial to our success as proposal professionals. I discuss the role of self-awareness in developing EQ, describing how knowing our strengths and weaknesses helps us then self-regulate and manage our emotions when we’re triggered. I also weigh in on motivation as an important aspect of emotional intelligence and cover the social aspects of EQ, including the awareness of how other’s emotions impact you and regulating your reactions to others. Listen in for insight into the relationship between emotional intelligence and influence and learn how developing your EQ can elevate your career in proposal development. Key Takeaways Our growing understanding of emotional intelligence Why emotional intelligence is crucial to our success How we can develop the skills associated with EQ The 5 elements of emotional intelligence <ol> <li>Self-awareness</li> <li>Self-regulation</li> <li>Motivation</li> <li>Social awareness</li> <li>Social regulation</li> </ol> How to manage our emotions by identifying triggers Understanding when other’s emotions affect us The relationship between EQ and influence How high EQ improves productivity + stress management Why EQ is especially important for proposal managers Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://www.lisarehurek.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:lisa@lisarehurek.com">lisa@lisarehurek.com</a> Resources <a href="https://www.virgin.com/richard-branson" rel="noopener nofollow" target="_blank">Richard Branson</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>

The 5 Elements of Emotional Intelligence – with Lisa Rehurek - EP063

Let’s face it: Evaluators are bored. They’re tired. They’re busy and distracted. So, how is your RFP response going to capture their interest? The fact is, you are not just competing in terms of knowledge and skill, you’re competing for attention span. What can you do to stand out? Today on the podcast, I’m sharing my top strategies for grabbing—and keeping—the evaluator’s attention in an RFP. I explain how to make a good first impression with a clean proposal and why it’s helpful to break up text with white space, bullet points, tables and checklists. I also discuss the mistakes people make in creating graphics, offering insight on simplifying visuals and choosing information that’s truly important. I go on to cover the value of establishing an emotional connection, describing how that builds trust with evaluators and increases your chances of winning business. Listen in to understand how a conversational tone can capture attention and learn how to keep an evaluator interested by targeting their head AND heart in your RFP response! Key Takeaways How much time you have to grab the evaluator’s attention My top strategies for capturing attention through the RFP  Clean visuals Storytelling Conversational response  How to make a good first impression with a clean proposal The value in breaking up text with white space, tables, etc. The top mistakes people making in proposal graphics  Info in graphic not important to evaluator Too much info presented in single graphic  Why it’s crucial to create an emotional connection in RFPs How to capture a conversational tone through dictation Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Differentiators on RFP Success Show EP39 Mike Parkinson on RFP Success Show EP032 Richard Goring on RFP Success Show EP022 The RFP Success Book by Lisa Rehurek

Let’s face it: Evaluators are bored. They’re tired. They’re busy and distracted. So, how is your RFP response going to capture their interest? The fact is, you are not just competing in terms of knowledge and skill, you’re competing for attention span. What can you do to stand out? Today on the podcast, I’m sharing my top strategies for grabbing—and keeping—the evaluator’s attention in an RFP. I explain how to make a good first impression with a clean proposal and why it’s helpful to break up text with white space, bullet points, tables and checklists. I also discuss the mistakes people make in creating graphics, offering insight on simplifying visuals and choosing information that’s truly important. I go on to cover the value of establishing an emotional connection, describing how that builds trust with evaluators and increases your chances of winning business. Listen in to understand how a conversational tone can capture attention and learn how to keep an evaluator interested by targeting their head AND heart in your RFP response! Key Takeaways How much time you have to grab the evaluator’s attention My top strategies for capturing attention through the RFP <ol> <li>Clean visuals</li> <li>Storytelling</li> <li>Conversational response</li> </ol> How to make a good first impression with a clean proposal The value in breaking up text with white space, tables, etc. The top mistakes people making in proposal graphics <ol> <li>Info in graphic not important to evaluator</li> <li>Too much info presented in single graphic</li> </ol> Why it’s crucial to create an emotional connection in RFPs How to capture a conversational tone through dictation Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://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:lisa@lisarehurek.com" rel="noopener">lisa@lisarehurek.com</a> Resources <a href="https://www.therfpsuccesscompany.com/podcasts/identifying-your-differentiators-for-the-rfp-with-lisa-rehurek" rel="noopener nofollow" target="_blank">Differentiators on RFP Success Show EP39</a> <a href="https://www.therfpsuccesscompany.com/podcasts/creating-bid-winning-proposal-graphics-with-mike-parkinson-of-24-hour-company" rel="noopener nofollow" target="_blank">Mike Parkinson on RFP Success Show EP032</a> <a href="https://www.therfpsuccesscompany.com/podcasts/visual-storytelling-with-graphics-in-your-rfps-with-richard-goring-of-brightcarbon" rel="noopener nofollow" target="_blank">Richard Goring on RFP Success Show EP022</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>

Competing for Attention with Your RFP Response – with Lisa Rehurek  - EP040

Bruce Farrell

What do you contribute to the RFP process? Figuring out what you do well is the first step in realizing the highest and best use of your time. So, how do you uncover your strengths and weaknesses—and get clear on your path forward? How do you identify what lights you up about proposals and lean on others to do the rest? Bruce Farrell is a business communications and development professional with a passion for design. He has 20-plus years of experience bringing strong design principles to proposals, presentations, and other business documents. For the last 15 years, Bruce has served as Proposal Director at Plante Moran, leading a team of proposal specialists in working with practice staff to secure business through RFPs. Today, Bruce joins us to explain how developing a strong proposal process has contributed to his success and discuss the challenges around encouraging SMEs to meet proposed deadlines. He shares his lessons learned around determining the highest and best use of your time and being open to getting better. Listen in for Bruce’s insight around earning the trust of your colleagues and learn the value in knowing what you do well, what you don’t do well, and where you really want to be! Key Takeaways The evolution of Bruce’s role as Proposal Director at Plante Moran Bruce’s insight on using intuition to answer questions in an RFP How having a solid process in place contributes to Bruce’s success Bruce’s advice on encouraging colleagues to submit work on time  Offer help as necessary Carbon copy partner on reminders  How Bruce’s team uses Qvidian and SharePoint to manage content The lessons Bruce has learned around being open to getting better How to determine what’s the highest and best use of your time How Bruce gradually earned the trust and buy-in of his colleagues How Bruce’s introversion impacts his ability to build relationships How Bruce leveraged the takeaways from a loss to win other bids The value in knowing what you do well and defining a clear path Connect with Bruce Bruce on Twitter Bruce on LinkedIn Email bruce.farrell@plantemoran.com Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Bid &amp; Proposal Con Qvidian SharePoint The RFP Success Book by Lisa Rehurek

What do you contribute to the RFP process? Figuring out what you do well is the first step in realizing the highest and best use of your time. So, how do you uncover your strengths and weaknesses—and get clear on your path forward? How do you identify what lights you up about proposals and lean on others to do the rest? Bruce Farrell is a business communications and development professional with a passion for design. He has 20-plus years of experience bringing strong design principles to proposals, presentations, and other business documents. For the last 15 years, Bruce has served as Proposal Director at <a href="https://www.plantemoran.com/" rel="noopener nofollow" target="_blank">Plante Moran</a>, leading a team of proposal specialists in working with practice staff to secure business through RFPs. Today, Bruce joins us to explain how developing a strong proposal process has contributed to his success and discuss the challenges around encouraging SMEs to meet proposed deadlines. He shares his lessons learned around determining the highest and best use of your time and being open to getting better. Listen in for Bruce’s insight around earning the trust of your colleagues and learn the value in knowing what you do well, what you don’t do well, and where you really want to be! Key Takeaways The evolution of Bruce’s role as Proposal Director at Plante Moran Bruce’s insight on using intuition to answer questions in an RFP How having a solid process in place contributes to Bruce’s success Bruce’s advice on encouraging colleagues to submit work on time <ul> <li>Offer help as necessary</li> <li>Carbon copy partner on reminders</li> </ul> How Bruce’s team uses <a href="https://uplandsoftware.com/qvidian/" rel="noopener nofollow" target="_blank">Qvidian</a> and <a href="https://products.office.com/en-us/sharepoint/collaboration" rel="noopener nofollow" target="_blank">SharePoint</a> to manage content The lessons Bruce has learned around being open to getting better How to determine what’s the highest and best use of your time How Bruce gradually earned the trust and buy-in of his colleagues How Bruce’s introversion impacts his ability to build relationships How Bruce leveraged the takeaways from a loss to win other bids The value in knowing what you do well and defining a clear path Connect with Bruce <a href="https://twitter.com/lp_bruce" rel="noopener nofollow" target="_blank">Bruce on Twitter</a> <a href="https://www.linkedin.com/in/brucedfarrell/" rel="noopener nofollow" target="_blank">Bruce on LinkedIn</a> Email <a href="mailto:bruce.farrell@plantemoran.com" rel="noopener">bruce.farrell@plantemoran.com</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://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:lisa@lisarehurek.com" rel="noopener">lisa@lisarehurek.com</a> Resources <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">APMP</a> <a href="https://www.apmp.org/page/Bid_Proposal_Con" rel="noopener nofollow" target="_blank">Bid &amp; Proposal Con</a> <a href="https://uplandsoftware.com/qvidian/" rel="noopener nofollow" target="_blank">Qvidian</a> <a href="https://products.office.com/en-us/sharepoint/collaboration" rel="noopener nofollow" target="_blank">SharePoint</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>

Success Conversations – with Bruce Farrell - EP046

Faye Farmer

Large organizations often have multiple proposal managers working across different departments with a diverse number of subject matter experts. So, how does the leader of a proposal team think about assigning RFPs? How do they help their proposal managers navigate relationships with SMEs? What are they looking for in the interview process? And how do the best managers play to the strengths of their team and promote their professional growth? Faye Farmer is the Executive Director of Research and Development at Arizona State University. In her role, Faye is responsible for expanding the research impact and footprint at ASU, and to that end, her team developed more than $750M in proposals to federal and corporate funding agencies in 2018 alone. Faye is certified through APMP and remains committed to incorporating industry best practices in proposal management and competitive intelligence in the world of academia. Faye has a decade of experience in growing the research productivity of the faculty and research scientists at ASU. Today, Faye joins us to discuss the ins and outs of managing a proposal team, explaining why burnout is her top concern and how she fosters a community of caring. She describes how to create a culture of respect between proposal managers and SMEs and offers insight around establishing a social contract to define the parameters of that relationship. Listen in to understand what characteristics Faye looks for in proposal managers and learn how she leverages an understanding of personality types to play to the strengths of her team! Key Takeaways How Faye’s team supports ASU faculty in developing a research portfolio Faye’s argument for adopting proposal industry standards in academia Why burnout is Faye’s greatest challenge in managing proposal managers How Faye fosters a community of caring among her team at ASU How to create a culture of respect between proposal managers and SMEs Faye’s emphasis on building relationships with the faculty at ASU How Faye’s team empowers the faculty to make a contribution to the world The challenge Faye’s team faces in explaining how they can help How Faye coaches her proposal managers through scenario planning The value in considering personality type and playing to people’s strengths Why Faye suggests establishing a social contract with SMEs The characteristics Faye looks for in hiring proposal managers  Qualifications, ability to translate to industry standards Innate curiosity and high drive Passion for writing + gift for editing  Connect with Faye Faye on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources   Arizona State University   National Science Foundation   National Institutes of Health   US Department of Energy   US Department of Education   Association of Proposal   Management Professionals   Bruce Farrell on LinkedIn   Mike Parkinson on LinkedIn   Mike Parkinson on RFP SS EP032   National Organization of Research   Development Professionals   Gallup Clifton Strengths Finder   DiSC Profile   True Colors   The RFP Success Book  by Lisa Rehurek  

Large organizations often have multiple proposal managers working across different departments with a diverse number of subject matter experts. So, how does the leader of a proposal team think about assigning RFPs? How do they help their proposal managers navigate relationships with SMEs? What are they looking for in the interview process? And how do the best managers play to the strengths of their team and promote their professional growth? Faye Farmer is the Executive Director of Research and Development at Arizona State University. In her role, Faye is responsible for expanding the research impact and footprint at ASU, and to that end, her team developed more than $750M in proposals to federal and corporate funding agencies in 2018 alone. Faye is certified through APMP and remains committed to incorporating industry best practices in proposal management and competitive intelligence in the world of academia. Faye has a decade of experience in growing the research productivity of the faculty and research scientists at ASU. Today, Faye joins us to discuss the ins and outs of managing a proposal team, explaining why burnout is her top concern and how she fosters a community of caring. She describes how to create a culture of respect between proposal managers and SMEs and offers insight around establishing a social contract to define the parameters of that relationship. Listen in to understand what characteristics Faye looks for in proposal managers and learn how she leverages an understanding of personality types to play to the strengths of her team! Key Takeaways How Faye’s team supports ASU faculty in developing a research portfolio Faye’s argument for adopting proposal industry standards in academia Why burnout is Faye’s greatest challenge in managing proposal managers How Faye fosters a community of caring among her team at ASU How to create a culture of respect between proposal managers and SMEs Faye’s emphasis on building relationships with the faculty at ASU How Faye’s team empowers the faculty to make a contribution to the world The challenge Faye’s team faces in explaining how they can help How Faye coaches her proposal managers through scenario planning The value in considering personality type and playing to people’s strengths Why Faye suggests establishing a social contract with SMEs The characteristics Faye looks for in hiring proposal managers <ul> <li>Qualifications, ability to translate to industry standards</li> <li>Innate curiosity and high drive</li> <li>Passion for writing + gift for editing</li> </ul> Connect with Faye <a href="https://www.linkedin.com/in/fayefarmer1/" rel="noopener nofollow" target="_blank">Faye on LinkedIn</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://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:lisa@lisarehurek.com" rel="noopener">lisa@lisarehurek.com</a> Resources <ul> <li> <a href="https://www.asu.edu/" rel="noopener nofollow" target="_blank">Arizona State University</a> </li> <li> <a href="https://www.nsf.gov/" rel="noopener nofollow" target="_blank">National Science Foundation</a> </li> <li> <a href="https://www.nih.gov/" rel="noopener nofollow" target="_blank">National Institutes of Health</a> </li> <li> <a href="https://www.energy.gov/" rel="noopener nofollow" target="_blank">US Department of Energy</a> </li> <li> <a href="https://www.ed.gov/" rel="noopener nofollow" target="_blank">US Department of Education</a> </li> <li> <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">Association of Proposal</a> </li> <li> <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">Management Professionals</a> </li> <li> <a href="https://www.linkedin.com/in/brucedfarrell/" rel="noopener nofollow" target="_blank">Bruce Farrell on LinkedIn</a> </li> <li> <a href="https://www.linkedin.com/in/mike-parkinson-microsoft-powerpoint-mvp-apmp-fellow-bb364/" rel="noopener nofollow" target="_blank">Mike Parkinson on LinkedIn</a> </li> <li> <a href="https://www.therfpsuccesscompany.com/podcasts/creating-bid-winning-proposal-graphics-with-mike-parkinson-of-24-hour-company" rel="noopener nofollow" target="_blank">Mike Parkinson on RFP SS EP032</a> </li> <li> <a href="https://www.nordp.org/" rel="noopener nofollow" target="_blank">National Organization of Research</a> </li> <li> <a href="https://www.nordp.org/" rel="noopener nofollow" target="_blank">Development Professionals</a> </li> <li> <a href="https://www.gallupstrengthscenter.com/" rel="noopener nofollow" target="_blank">Gallup Clifton Strengths Finder</a> </li> <li> <a href="https://www.discprofile.com/" rel="noopener nofollow" target="_blank">DiSC Profile</a> </li> <li> <a href="https://truecolorsintl.com/" rel="noopener nofollow" target="_blank">True Colors</a> </li> <li> <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book</a> <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="nofollow" target="_blank"> by Lisa Rehurek</a> </li> </ul>

Managing a Proposal Team – with Faye Farmer - EP045

We do business with people we know, like and trust. But how do you build trust with a potential client through the RFP? Yes, it’s easy to connect with people in person, but how do you cultivate rapport in a written document? Today, I’m sharing my top five strategies for building trust on paper. I discuss the danger in lying or exaggerating your abilities and the immense value in coming across as your authentic self. I explain how storytelling puts a human spin on traditional case studies and offer insight around substantiating any claims you make in the RFP. I also speak to the significance of providing solid references, describing why we tend to trust the companies that fix their mistakes over those that sweep missteps under the rug. Listen in to understand the importance of building a multidimensional culture around responding to RFPs and building trust both before the RFP hits the streets—and through the proposal itself! Key Takeaways The 5 obstacles to making a sale  No need No money No hurry No desire No trust  The power in building relationships before an RFP hits the streets 5 strategies for building trust in a written document  Do not lie or exaggerate Be authentic Tell stories Substantiate claims Provide solid references  My method of leveraging dictation to sound more authentic How storytelling puts a human spin on traditional case studies How people tend to trust companies that fix their mistakes Why it’s necessary to build a culture around responding to RFPs Connect with Lisa Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

We do business with people we know, like and trust. But how do you build trust with a potential client through the RFP? Yes, it’s easy to connect with people in person, but how do you cultivate rapport in a written document? Today, I’m sharing my top five strategies for building trust on paper. I discuss the danger in lying or exaggerating your abilities and the immense value in coming across as your authentic self. I explain how storytelling puts a human spin on traditional case studies and offer insight around substantiating any claims you make in the RFP. I also speak to the significance of providing solid references, describing why we tend to trust the companies that fix their mistakes over those that sweep missteps under the rug. Listen in to understand the importance of building a multidimensional culture around responding to RFPs and building trust both before the RFP hits the streets—and through the proposal itself! Key Takeaways The 5 obstacles to making a sale <ol> <li>No need</li> <li>No money</li> <li>No hurry</li> <li>No desire</li> <li>No trust</li> </ol> The power in building relationships before an RFP hits the streets 5 strategies for building trust in a written document <ol> <li>Do not lie or exaggerate</li> <li>Be authentic</li> <li>Tell stories</li> <li>Substantiate claims</li> <li>Provide solid references</li> </ol> My method of leveraging dictation to sound more authentic How storytelling puts a human spin on traditional case studies How people tend to trust companies that fix their mistakes Why it’s necessary to build a culture around responding to RFPs 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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a>

5 Strategies for Building Trust in a Written Document – with Lisa Rehurek - EP031

Jen Parkinson

If you’ve ever been tasked with putting together an RFP that is hundreds of pages long, you know the pain of formatting glitches, consistency issues, and, worst of all, losing hours of work in a ‘big crash.’ So, are there any ninja tricks to working with Microsoft Word that mitigate these risks? Jen Parkinson is the cofounder and President of Billion Dollar Graphics, a firm dedicated to giving business professionals the tools to create powerful infographics and presentations. With 23 years of experience designing marketing materials, presentations and government proposals, Jen is an expert in producing bid-winning RFPs and first-class presentations. Today, Jen joins us to share her top tips and tricks around using Microsoft Word for RFPs. She explains the key differences between Word and InDesign, explaining why Word is prevalent in the proposal world and how to use section breaks to create various page styles in the program. Jen also discusses her preference for submitting RFPs as PDF files and offers advice on mitigating flow issues and maintaining consistency in a document—from one machine to another. Listen in for Jen’s insight on using the Styles, Spacing and Review tools to compose an RFP and learn how to avoid the big crash by saving backup copies and new versions regularly! Key Takeaways Jen’s path from marketing design to the proposal world The differences between Adobe InDesign and Microsoft Word How to use section breaks to create several different page styles Why it’s crucial to reformat a page before deleting a section break How to ensure headers and footers match the page orientation Why Jen prefers submitting an RFP as a PDF vs. a Word file The importance of using the fonts specified by an RFP How to keep pictures and captions together by creating a table How to get your feet wet with Styles by creating headings When to use the Keep lines together and Keep with next features Jen’s tips for modifying the leading (line spacing) in a document The distinction between a header and a heading Jen’s tricks for using the Review tool to collaborate on an RFP How to avoid the big crash by saving backup copies + new versions Connect with Jen Billion Dollar Graphics Billion Dollar Graphics on Facebook Jen on LinkedIn Email info@billiondollargraphics.com Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources 24 Hour Company Adobe InDesign Adobe Illustrator Billion Dollar Graphics’ PowerPoint Plugin Mike Parkinson on RFP Success EP032 The RFP Success Book by Lisa Rehurek

If you’ve ever been tasked with putting together an RFP that is hundreds of pages long, you know the pain of formatting glitches, consistency issues, and, worst of all, losing hours of work in a ‘big crash.’ So, are there any ninja tricks to working with Microsoft Word that mitigate these risks? Jen Parkinson is the cofounder and President of <a href="http://billiondollargraphics.com/" rel="noopener nofollow" target="_blank">Billion Dollar Graphics</a>, a firm dedicated to giving business professionals the tools to create powerful infographics and presentations. With 23 years of experience designing marketing materials, presentations and government proposals, Jen is an expert in producing bid-winning RFPs and first-class presentations. Today, Jen joins us to share her top tips and tricks around using Microsoft Word for RFPs. She explains the key differences between Word and InDesign, explaining why Word is prevalent in the proposal world and how to use section breaks to create various page styles in the program. Jen also discusses her preference for submitting RFPs as PDF files and offers advice on mitigating flow issues and maintaining consistency in a document—from one machine to another. Listen in for Jen’s insight on using the Styles, Spacing and Review tools to compose an RFP and learn how to avoid the big crash by saving backup copies and new versions regularly! Key Takeaways Jen’s path from marketing design to the proposal world The differences between Adobe InDesign and Microsoft Word How to use section breaks to create several different page styles Why it’s crucial to reformat a page before deleting a section break How to ensure headers and footers match the page orientation Why Jen prefers submitting an RFP as a PDF vs. a Word file The importance of using the fonts specified by an RFP How to keep pictures and captions together by creating a table How to get your feet wet with Styles by creating headings When to use the Keep lines together and Keep with next features Jen’s tips for modifying the leading (line spacing) in a document The distinction between a header and a heading Jen’s tricks for using the Review tool to collaborate on an RFP How to avoid the big crash by saving backup copies + new versions Connect with Jen <a href="http://billiondollargraphics.com/" rel="noopener nofollow" target="_blank">Billion Dollar Graphics</a> <a href="https://www.facebook.com/BillionDollarGraphics/" rel="noopener nofollow" target="_blank">Billion Dollar Graphics on Facebook</a> <a href="https://www.linkedin.com/in/jen-parkinson-85a970a/" rel="noopener nofollow" target="_blank">Jen on LinkedIn</a> Email <a href="mailto:info@billiondollargraphics.com" rel="noopener">info@billiondollargraphics.com</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="noopener nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <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://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Resources <a href="http://www.24hrco.com/" rel="noopener nofollow" target="_blank">24 Hour Company</a> <a href="https://www.adobe.com/products/indesign.html" rel="noopener nofollow" target="_blank">Adobe InDesign</a> <a href="https://www.adobe.com/products/illustrator.html" rel="noopener nofollow" target="_blank">Adobe Illustrator</a> <a href="http://billiondollargraphics.com/build-a-graphic/" rel="noopener nofollow" target="_blank">Billion Dollar Graphics’ PowerPoint Plugin</a> <a href="https://www.therfpsuccesscompany.com/podcasts/creating-bid-winning-proposal-graphics-with-mike-parkinson-of-24-hour-company" rel="noopener nofollow" target="_blank">Mike Parkinson on RFP Success EP032</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>

Getting the Most Out of Microsoft Word for RFPs – with Jen Parkinson - EP037

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