Shows
The RFP Success ShowThis Week on The RFP Success® Show: Mastering the Response Maze! EP143What is the #1 question we’re getting about RFPs from clients and prospects lately? Is it a tactical question about time management, contradictory requirements, or formatting? Or a high-level question about managing stress and continuous improvement? On this episode of The RFP Success Show, Lisa Rehurek tackles some of the most frequently asked questions about navigating RFPs. From mastering time management to handling contradictory requirements and managing stress, Lisa shares her expert advice to help you streamline your RFP response process. Key Takeaways Mastering Time Management Create a Timeline: Break tasks into ma...
2024-10-0716 min
The RFP Success ShowPower Up Your Proposals: Master AI Prompts on This Week's Podcast! EP142What’s the secret to getting the most out of AI when crafting RFP proposals? Is it about using AI to generate quick responses, or are there specific strategies to fine-tune the AI’s output for high-quality, customized proposals? In this episode of The RFP Success Show, Lisa Rehurik dives into how to create effective AI prompts that will elevate your RFP responses. Lisa explains why the key to strong AI-generated content is in how you prompt it and shares tips on getting the best results by being specific, providing context, and asking for iterations. Sh...
2024-10-0118 min
The RFP Success ShowDive Into AI Magic on This Week’s RFP Success® Show! EP141What’s the biggest challenge proposal professionals are facing with AI in RFPs? Is it about how to effectively integrate AI into their workflows, or concerns about losing the human touch in their responses? On this episode of The RFP Success Show, Lisa Rehurik discusses the rapidly growing role of AI in proposal writing. She answers some of the most pressing questions about AI’s impact on content generation, data analysis, and personalization, along with addressing common concerns around the accuracy and reliability of AI-generated content. Lisa explains how AI can streamline your proposal process, why...
2024-09-2615 min
The RFP Success ShowDiscover the Art of Winning RFPs: The RFP Success® Show Returns EP140Welcome back to The RFP Success Show! After a brief hiatus, host Lisa Rehurik, founder and CEO of the RFP Success Company, returns with key insights from her 30+ years in the RFP arena. In this episode, Lisa takes us behind the scenes to share the most impactful lessons learned from her journey—stories of pitfalls, setbacks, triumphs, and unexpected opportunities. From her first proposal heartbreak to the evolution of her RFP processes, Lisa dives deep into the challenges small businesses face when responding to RFPs. She emphasizes the importance of thorough research, the value of setbacks for in...
2024-09-1915 min
The RFP Success ShowDistinction with Differentiators (The ‘M&M’ Episode) - EP137To win business with RFPs, you’ve got to distinguish yourself from the competition in your response. But what if you don’t know what your differentiators are? On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the rest. I discuss why it’s challenging to identify the ‘candy coating’ in your own business and explain what question to ask clients and employees to uncover your differentiators. Listen in for insight on what to do if your busin...
2023-11-0206 min
The RFP Success ShowElaborating on RFP Response Answers: The ‘Baked Potato’ Episode - EP134If an RFP isn’t asking a question that you think it needs to ask, is it okay to provide additional information? While it’s tempting to tell a client what you think they need in your proposal response, it’s not always well received. Just like ordering a baked potato with butter and getting a loaded one. So, what is the best approach to elaborating on RFP response answers? So you stand out in a good way? On this episode of The RFP Success Show, I’m sharing my ‘baked potato’ analogy for elaborati...
2023-09-2009 min
The RFP Success ShowHow to Set Yourself Apart in an RFP Response - EP133How 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 ke...
2023-08-0924 min
The RFP Success ShowRFP Response FAQs, Part 2 - EP132Here 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...
2023-06-1416 min
The RFP Success ShowRFP Response FAQs, Part 1 - EP129What 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 t...
2023-05-0317 min
The RFP Success ShowOvercoming RFP Process Delays - EP126What 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 respo...
2023-03-2219 min
The RFP Success Show5 Non-Negotiables to Get the ‘Yes’ - EP125Are 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 r...
2023-03-0811 min
The RFP Success ShowFinding the Right RFP Opportunities - EP123The good news is there's a ton of resources out there for finding RFPs in the state government space. The bad news is you have to work at finding the RIGHT opportunities. So, how do you build a consistent process for identifying RFPs that are a good fit for your business? On this episode of The RFP Success Show, I share five strategies for finding government contracting opportunities, explaining how to conduct regular research on RFPs in different states. I describe how to set up Google Alerts around a standard list of keywords...
2023-02-0127 min
The RFP Success ShowOvercoming Weaknesses in Your Capabilities - EP122Sometimes the RFP capability requirements are a perfect fit. But more often than not, we're just shy of what we need to really make a great showing. So, what can we do to overcome these weaknesses—now and in the future? On this episode of The RFP Success Show, I discuss how to deal with a deficit for an opportunity in front of you now, describing how to weigh the significance of a requirement you don’t meet to make the go/no-go decision. I explain when to find a subcontractor or partner to over...
2023-01-1812 min
The RFP Success Show5 Red Flags to Let You Know You Need an RFP Audit—with Ted Koval & Lisa Rehurek - EP120Are you struggling to win business with RFPs but can’t figure out why? If so, you can hire a company like ours to look through past proposal responses and identify what’s tripping you up. Or you can conduct your own RFP mini-audit. On this episode of the RFP Success Show, guest host Ted Koval, Proposal Manager at the RFP Success Company, interviews me around the five red flags that let you know you need an audit of your RFP process. I share my peanuts versus M&M’S analogy for ma...
2022-12-2135 min
The RFP Success Show3 Ways to Leverage Evaluation Criteria in an RFP Response - EP118Evaluation criteria seems to be a bit of an afterthought for most companies bidding on RFPs. Sure, it’s one of the first things you look at. But are you making the evaluation criteria an explicit part of your bid strategy? And are you using it to your advantage in the content of your RFP response? On this episode of the podcast, I share 3 ways to leverage evaluation criteria in a proposal, challenging you to put yourself in the shoes of an evaluator and imagine the scoring tool they might be using to judge your RFP r...
2022-11-2310 min
The RFP Success ShowThe Value of Systems and Processes - EP115Are you so busy bidding on RFPs that you don’t have time to build systems and processes? Creating systems may not be sexy, and it won’t result in an immediate win. But if your proposal team reinvents the wheel with every new RFP, you’re hurting yourselves in more ways than you realize. So, what is the benefit of setting up systems and processes for responding to RFPs? And what parts of the process should standardized? On this episode of The RFP Success Show, I explain how standardizing or automating administrative tasks fre...
2022-10-1211 min
The RFP Success ShowWhy Bidding Cold Is (Almost Always) a Bad Idea - EP113Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract! And yes, it’s easy to get excited about an opportunity that seems like a great fit for your business. But if you don’t already have a relationship with the buyer, you’re chances of winning are quite low. So, you’re not doing yourself any favors by bidding cold. On this episode of The RFP Success Show, I explain what it means to bid cold and why it’s al...
2022-09-1414 min
The RFP Success ShowThe High Value of Outsourced RFP Support - EP112Should you build your own internal RFP team? Or outsource the proposal process? If your company is just breaking into the RFP space, you may be looking at larger companies that have as many as 10 dedicated proposal professionals and wondering, is that where we're going? Is that what we should be doing? So, what factors should you consider in deciding whether to buy or build an internal RFP team? On this episode of The RFP Success Show, I explore the pros and cons of building your own in-house proposal team, explaining why it’s cru...
2022-06-2915 min
The RFP Success ShowSuccesses & Lessons in State Contracting: Highstreet IT—with Josh Ezring - EP110Are you struggling with state government RFPs? Though it seems counterintuitive, you will win MORE contracts by bidding LESS. Just ask the team at Highstreet IT Solutions. They reduced their response rate from six to three formal RFPs per month. And doubled their win rate in the process. Josh Ezring is Vice President of Business Development at Highstreet IT. He has more than 20 years of experience as a senior sales leader with top enterprise software companies including Oracle, HP and IBM. On this episode of the RFP Success Show, Josh joins me to...
2022-06-0132 min
The RFP Success ShowThe Go/No-Go Decision, Part 2 - Creating a Process - EP109Bidding on RFPs that aren’t a good fit is a waste of time and resources, and it takes a real toll on your win rate—and the morale of your team. But to make better go/no-go decisions, you need a system. So, what does it look like to develop a successful go/no-go decision-making process? On this episode of The RFP Success Show, I share five steps to developing an effective go/no-go process, explaining how to determine your go/no-go criteria and create a corresponding checklist or scoring tool. I dis...
2022-05-1811 min
The RFP Success ShowCapture Planning Best Practices – with Lisa Ehrlich & Tom Gillin - EP097As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released. And if your team has developed a strong capture planning process, you will already know what issues the potential client is up against and have a solution that addresses their specific needs. Lisa Ehrlich and Tom Gillin are the Vice President of Proposals and Vice President of State Partnerships, respectively, at Cognia, a mission-driven nonprofit dedicated to continuous improvement in schools. The Cognia team also happens to be a capture powerhouse with an...
2021-11-1839 min
The RFP Success ShowThe 4x4 Framework for RFP Success, Part 4—People - EP088Yes, you need an effective strategy, efficient processes and engaging content to build a winning culture on your RFP team. But the keyword here is TEAM. You need the fourth and final piece of the puzzle, the PEOPLE, to execute on the first three elements of our 4x4 framework. On this episode of The RFP Success Show, I address the four components of a successful RFP team, explaining how to make sure you have the right people in the right roles. I offer advice on how to keep your proposal team mot...
2021-05-1212 min
The RFP Success ShowThe 4x4 Framework for RFP Success, Part 2—Processes - EP086Once you have the right RFP strategy in place, it’s time to take a look at your proposal PROCESSES. And while we don’t want to overburden you with processes, having a few key systems in place can save you a LOT of time and trouble. On this episode of the podcast, I discuss the four processes you need to get a proposal out the door efficiently, starting with your process for learning about RFPs for your target clients. I explain why it’s crucial to have an assessment process that moves quickly a...
2021-04-1410 min
The RFP Success ShowThe 4x4 Framework for RFP Success, Part 1—Strategy - EP085To consistently win bids with your proposals, you need four puzzle pieces in place—strategy, process, content and people. And here at the RFP Success Company, we call these components the 4x4 Framework for RFP Success. For the next four weeks, I’m walking you through each of the four elements of the framework, beginning with STRATEGY. So, what does a successful RFP strategy look like? On this episode of The RFP Success Show, I discuss the four types of strategy a company needs to enjoy a win rate of 70 to 80%. I descri...
2021-03-3112 min
The RFP Success Show3 Tips for Negotiating Your Best and Final Offer - EP082So, you’ve submitted your RFP response. You considered pricing carefully and went as low as you felt you could in the proposal. And now the client is asking for your Best and Final Offer (BAFO). How do you negotiate pricing so that you don’t end up taking a loss on the job or being taken advantage of by the client? Is there some way that everyone can win? On this episode of The RFP Success Show, I share my top three tips for negotiating your BAFO, challenging you to know your own value and be w...
2021-02-1708 min
The RFP Success ShowHow to Develop Your RFP Pricing Strategy - EP081How do you decide what your solution is worth? Of course, pricing is dependent on the ask involved in a given RFP. But there are a few guidelines that can help you think strategically about how to price the goods and services you provide. On this episode of The RFP Success Show, I’m sharing five best practices for developing an RFP pricing strategy, explaining why it’s crucial to consider your pricing early in the response process and NOT wait until the last minute. I discuss how to tie your pricing to the solution you prov...
2021-02-0308 min
The RFP Success ShowFinding the Right Proposal Length - EP080How long should your proposal be? Yes, you want to give evaluators all the information they need so you score the maximum points. But there’s a fine line between adding the right amount of detail and overwhelming your reader! So, how do you describe what you do, how you do it and why it’s important in a concise, accessible way? On this episode of The RFP Success Show, I’m sharing my top four tips for finding the right proposal length, challenging you to create a balance between providing sufficient detail and making...
2021-01-2011 min
The RFP Success ShowWin More RFPs with Customer Intimacy – with Jennifer Zonneveld - EP078“It’s really about that customer intimacy. The more than you can understand what they’re doing, where they’re going, and dialogue with them well before an RFP really makes the difference.” --Jennifer Zonneveld Developing a winning proposal strategy requires that we know opportunities are coming well in advance and build relationships with the organization’s decision-makers. But how do you find out about forthcoming RFPs and then build the kind of customer intimacy that will give you a leg up? Jennifer Zonneveld is the Director and Site Manager of the Guns Operating Un...
2020-11-2331 min
The RFP Success ShowHow to Be a Top Performer – with Lisa Rehurek - EP075Do you feel like you don’t stand out? Like you keep getting passed over for new opportunities? Are you ready to change that? You CAN set yourself apart, provided you make a commitment to cultivating a particular set of skills. The skills shared by top performers. On this episode of the RFP Success Show, I’m sharing the top five traits of a top performer, challenging you to go beyond simply doing your job well to EXCEED expectations. I discuss the importance of intellectual curiosity and resourcefulness, explaining how a top performer’s desire for gr...
2020-06-0216 min
The RFP Success ShowThe Key to Landing New Corporate Clients in Uncertain Times – with Angelique Rewers - EP074There is no user’s manual for what we’re facing right now. The COVID-19 quarantine has disrupted business as we know it and shifted the way companies are spending money. So, what can small businesses do make the best use of this uncertain time? How can we position ourselves as an ideal vendor partner or service provider that corporate decision makers will advocate for when a need arises? Angelique Rewers is the Founder and CEO of The Corporate Agent, a management consulting firm that helps entrepreneurs and small businesses win corporate clients. She has also built an o...
2020-05-1947 min
The RFP Success ShowManaging RFPs in Uncertain Times – with Zak Hemraj of Loopio - EP073These are unprecedented times we are living in and it can be difficult to keep morale and engagement high as work becomes remote. Nobody has all the answers as we transition to a different business environment, but we are all working toward getting a better grasp on how to handle those changes and move toward a new normal. On this episode of the RFP Success Show, Zak Hemraj of Loopio talks about the response from industry professionals to the virtual town hall Loopio hosted and what themes were revealed in their first, industry pulse-check survey. The insights col...
2020-05-0526 min
The RFP Success ShowMaking a Strong Emotional Connection in Your Proposal – with Kevin Switaj - EP072It’s no longer enough to simply meet the qualifications in an RFP. Everyone who is bidding meets the qualifications. If we want to win, we have to show the potential client that we know who they are and what they need—and that they can trust us to deliver. So, how do we create that strong emotional connection in a proposal? Dr. Kevin Switaj is the President and CEO of BZ Opportunity Management, a consulting firm that helps small- and mid-sized government contractors navigate the RFP process. He has more than ten years of experience leading high...
2020-04-2124 min
The RFP Success ShowStorytelling for Business – with Faye Fulton - EP070A lot of business leaders think of story as fluff. They favor data over description, believing that a list of merits is enough to connect with a potential client. But data doesn’t make you more likable or trustworthy. Storytelling does. Faye Fulton is a professional NSA speaker, author and business storytelling consultant. Her expertise lies in training business owners and professionals around what a story entails, the types of stories used in business, and how to leverage the power of strategic storytelling. Faye has 22 years of experience delivering keynotes at conferences, association meetings and business events, an...
2020-04-0731 min
The RFP Success ShowThe Current Climate of Government Purchasing – with Mark Musgrave - EP070What can you do to make sure your small business survives the chaos caused by the Coronavirus? One strategy is to secure government contracts for your particular product or service. But are federal, state and local governments buying right now? Mark Musgrave serves as Regional Procurement Manager at GovPurchase, the nation’s leading online government contracting tool. Mark and his team pair the GovPurchase software, a comprehensive database of existing federal, state and local bids, with personalized training and support to help businesses grow their government contract revenue. Mark has a storied background as a management consultant, ad...
2020-03-3126 min
The RFP Success ShowBest Practices for Working Remotely – with Lisa Rehurek - EP069We are living through an unprecedented time. The Coronavirus pandemic has a lot of us working from home, learning how to communicate with our teams remotely and stay productive despite the potential distractions. On this episode of the RFP Success Show, I’m sharing my best practices for working remotely. I address how to conduct client communication from home, offering advice on identifying Wi-Fi dead spots and minimizing background noise if at all possible. I share my top work-from-home productivity hacks, discussing how to set up a designated workspace, communicate with your team, and balance fo...
2020-03-2414 min
The RFP Success ShowProcrastination Busters – with Lisa Rehurek - EP068Procrastination can be really brutal. It’s human nature and something we all suffer from at some point, but the good news is that it is a completely manageable condition. Once you become aware of the source of your procrastination, you can start your recovery process and tackle any challenge. In this episode of the RFP Success Show, I break down the four key reasons we procrastinate and give you some of my best procrastination busters to help you check all those lingering items off your task list. Deadlines, missed milestones, and undervaluing the time requ...
2020-03-1723 min
The RFP Success ShowRFP Success Stories – with Robin Davis - EP067“The people who do proposal work have a variety of skills that you just cannot find in just anybody. We’re curious like journalists, we’re problem solvers, we’re salespeople on paper, we’re big-picture focused, we’re detail oriented, we like structure and order but we’re flexible and adaptable, and we’re creatives. We’re here to keep businesses in business. And that’s the bottom line.” Robin Davis is the Founder and CEO of Metre Works LLC, an APMP-certified consulting firm dedicated to helping sales teams in the healthcare industry win business through RFPs. Her client roste...
2020-02-2526 min
The RFP Success ShowHow to Convince Your VP of Sales to Value Proposals – with David Blume - EP066Why is it that the sales team gets the glory if you win an RFP, but the proposal team gets the blame when you lose? If the leadership in your organization sees the proposal as an operational necessity rather than a strategic imperative, it’s time to build an internal case for the value you deliver. But how do you earn that buy-in from the VP of Sales? How do you demonstrate that you’re an integral part of the sales process? David Bloom is the Senior Director of Sales at RFPIO, a software platform designed to auto...
2020-02-1129 min
The RFP Success ShowGet That Proposal Going NOW – with Lisa Rehurek - EP065Do you have a stack of RFPs sitting on your desk? Every day that you wait to get started is a day your competitors are using to produce a winning proposal. So, what can you do to jumpstart the process and put together the response you DESERVE to submit? On this episode of the RFP Success Show, I’m sharing my top tips for developing a frontend process that helps you hit the ground running on every RFP. I discuss why it’s dangerous to put off a proposal until the last minute, walking you through the back...
2020-01-2819 min
The RFP Success ShowHow Automation Can Streamline Your Proposal Process – with Ganesh Shankar - EP064Imagine a world where proposal managers aren’t chasing down subject matter experts (SMEs) at the 11th hour for the information they need. A world where content maintenance is part of a SME’s primary work, not something extra they have to do. A world where it’s easy to verify the validity of the content you’re copying and pasting into an RFP response. A world where automation streamlines the workflow, allowing you to spend less time responding to more RFPs—and make more money in the process! Ganesh Shankar is the Cofounder and CEO of RFPIO, the...
2020-01-1429 min
The RFP Success ShowThe 5 Elements of Emotional Intelligence – with Lisa Rehurek - EP063We 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...
2019-12-1015 min
The RFP Success ShowStaying Healthy – with Cheri Fisher - EP062As proposal professionals, we work in a high-stress environment, and we spend a lot of time sitting at our desks. The shocking truth is, even if we work out for an hour a day, seven days a week, that’s not enough to counteract the other 23 sedentary hours! So, what can we do to prioritize our health and manage the stress of working in the RFP space? Cheri Fisher has been a fitness professional for more than 20 years, working in both commercial gyms and community parks and recreation. She spent the last decade in the corporate fitness sp...
2019-12-0327 min
The RFP Success ShowRFP Strategy, Trends and Professionalism, Part 2 – with Ajay Patel - EP061In 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...
2019-11-0540 min
The RFP Success ShowRFP Strategy, Trends and Professionalism, Part 1 – with Ajay Patel - EP060Generating 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...
2019-10-2927 min
The RFP Success ShowProposal Writing, Plain and Simple – with Ronnie Moore - EP059When 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 cl...
2019-10-2224 min
The RFP Success ShowHiring the Right Talent for Your Team – with Devon Underwood - EP058So, you’re ready to fill some key roles on your proposal team. But how do you know you’re hiring the right person? How do you write an appropriate job description? Where do you go to find top talent? And what can you do in the interview process to ensure alignment for the long term? Devon Underwood is the Founder and Lead Strategist at The Talent Store, an executive search and talent strategy firm based in Tucson, Arizona. Devon has 15 years of experience in the space, and she is an expert in building systems and staffing solu...
2019-10-1533 min
The RFP Success ShowProposal Team Roles Defined – with Lisa Rehurek - EP057I see a lot of small businesses make the mistake of assigning one person to the production of an RFP response. The problem is, if you’re the only one working on a proposal, it’s hard to see the forest for the trees. You’re too imbedded in the details to think strategically. So, how many people do you need on a proposal team? What are the key roles you need to fill? And what is each team member responsible for? On this episode of the RFP Success Show, I’m defining the four key roles on a pro...
2019-10-0819 min
The RFP Success ShowStoryboarding for RFPs– with Ama Cobbina - EP056The beauty of storyboarding is that it creates an artifact to represent the story in your head, and it can be used throughout the RFP process. You can leverage storyboarding to make the go/no-go decision, to think critically about your overall strategy, and to find holes in your solution. So, how exactly do you get started? What does the storyboarding process look like? Marketing and Proposal Professional Ama Cobbina specializes in graphic design and graphic facilitation in the RFP process. She uses her strengths as a visual thinker to help teams conceptualize their solution through the...
2019-10-0132 min
The RFP Success ShowWhat is StoryBoarding? – with Natalie Sayer - EP055We know that storyboarding has its roots in animation. But how might we leverage the process for business? How can storyboarding support us in creating different types of action plans? And can we apply the practice to the development of an RFP? Natalie Sayer is an NSA Professional Speaker and Certified Global Executive Coach who catalyzes organizations to improve results through the power of people, processes and culture. With more than 15 years of experience in management consulting, she is highly skilled in the realm of leadership and team development, facilitation, business planning and operational improvement. Natalie has...
2019-09-2436 min
The RFP Success ShowAdopting Color Team Reviews for Better RFPs – with Lisa Rehurek- EP054Large proposal teams working in the federal space leverage color reviews to produce first-rate RFPs. The process ensures that all requirements are met and that an appropriate story is told throughout the response. So, how might an understanding of this process help smaller teams write better proposals? And how might you adapt parts of this process to win more business with RFPs? On this episode of the podcast, I’m walking you through the six color reviews used by large teams bidding on federal contracts. I discuss the Blue Team’s role in creating a template and assi...
2019-09-1715 min
The RFP Success ShowThe “Wordman” Shares MS Word Tips and Techniques to Make Your Life Easier – with Dick Eassom- EP053Microsoft Word is the tool of our trade as RFP professionals, yet many of us claim we just don’t have time to master it. But learning how the program works ‘under the hood’ can save us from having a proposal document blow up in the eleventh hour. So, what would you rather spend your time doing? Dick Eassom is a Certified Fellow of the Association of Proposal Management Professionals and Vice President of Corporate Support with management consulting firm SMA. He is also the Chief Word Officer with Wordman Speaks, an organization offering advanced Microsoft Word traini...
2019-09-1043 min
The RFP Success ShowComplete Your Story with Visuals – with Ama Cobbina- EP052Yes, graphics are essential in breaking up the text of an RFP. But if that’s the ONLY part they play, we’re missing a big opportunity. Visuals CAN and SHOULD be an essential part of the CONTENT of a proposal, and they can even be leveraged in the planning process to give our team clarity and focus BEFORE we start writing. What if we thought of the graphics specialist as more than a supporting character who ‘makes things pretty’? What if we saw them a facilitator who can help us build compelling solutions? Ama Cobbina is a Market...
2019-09-0334 min
The RFP Success ShowWhy the Debrief Is Crucial to RFP Success – with Lisa Rehurek- EP051Once you’ve submitted an RFP, it’s tempting to take a break from the whole process. But if you’re looking to create a winning proposal culture, the debrief is a crucial learning opportunity. So, what does a thorough debrief look like? What kinds of questions should you ask? Who should you include? And how can you use the data you collect to improve your chances of RFP success? On this episode of the podcast, I’m sharing the three crucial parts of a comprehensive RFP debrief. I explain why it’s important to discuss both strengths...
2019-08-2716 min
The RFP Success ShowCrafting a Business Development Strategy for RFP Success – with Lisa Rehurek- EP050Yes, it’s a lot of work up front. But nailing down a solid business development strategy makes the RFP process MUCH easier and saves you A LOT of time bidding on contracts that aren’t a good fit. So, what are the components of a well-thought-out business development strategy? And how does it help you win more business through RFPs? On this episode of the podcast, I’m walking you through the four elements of a quality business development strategy. I explain how to assess the need for your product or service via a market analysis and di...
2019-08-2015 min
The RFP Success ShowEfficiency in Proposal Management – with Jay McConville - EP049The beauty of collaborating in a virtual environment is that anyone on the proposal team can enter the workspace at any time and comment on or make changes to the RFP. That’s also happens to be the biggest problem—keeping track of who changed what and why and making sure we don’t lose important content along the way! So, how do we solve for version control? How do we allow everyone to contribute, yet keep editor rights in the right hands? Jay McConville is the President and CEO of Privia, a proposal management software company that s...
2019-08-0638 min
The RFP Success ShowCreating Consistency with Visible Thread – with Fergal McGovern - EP048What if your proposal team could save 67 hours on every RFP? And improve your win rate by 9.8% at the same time? Fergal McGovern is the CEO of Visible Thread, a software solution designed to improve efficiency in the RFP and contract review process. Founded in 2008, Visible Thread helps clients analyze and optimize content, enabling users to scan documents for compliance and review proposals for clarity and consistency. Their client roster includes Boeing, Booz|Allen|Hamilton and SAIC, among many other prominent corporations. Today, Fergal joins us to explain how Visible Thread helps proposal managers save...
2019-07-3040 min
The RFP Success ShowCelebrating Success in the RFP Process – with Lisa Rehurek - EP047In the stressful, deadline-driven world of RFPs, it is crucial to infuse a little fun into the workplace. Keep morale high and you won’t lose the people who make your team successful. But what’s the best way to keep a proposal team happy and motivated? I believe it all starts with celebrating your successes. Today on the podcast, I’m explaining how to develop a culture that celebrates success with your team. I discuss how to take inventory of what success looks like for you, celebrating both winning proposals AND milestones along the way, and offer...
2019-07-1614 min
The RFP Success ShowSuccess Conversations – with Bruce Farrell - EP046What 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, Br...
2019-07-0938 min
The RFP Success ShowManaging a Proposal Team – with Faye Farmer - EP045Large 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...
2019-07-0235 min
The RFP Success ShowContent Strategy & Editing with Samantha Enslen - EP044Among the most challenging aspects of being a proposal manager is gathering the appropriate technical data from subject matter experts and then communicating that information in a clear, concise way. How do you develop a content strategy to ask the right questions? How do you reflect the voice of the company in a proposal? And how do you edit the RFP to establish a consistent voice throughout? Samantha Enslen is the President of Dragonfly Editorial, a content strategy firm that helps clients make complex messages clear. Samantha’s award-winning team creates white papers, data sheets, case studies, we...
2019-06-2532 min
The RFP Success ShowHow to Get Started with RFPs - EP043Are 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 oppor...
2019-06-1826 min
The RFP Success ShowGuiding Technical Experts to Provide Specs for an RFP – with Lisa Rehurek - EP042It is simply not fair to expect technical experts to write an RFP response. Yes, you will need their input as you gather information for a given proposal, but it’s your role as the writer to craft the narrative and communicate the value of your team’s solution. So, what can you do to steer the technical experts in the right direction, guiding them to provide the data you need in the most efficient and effective way? Today on the podcast, I’m explaining how to guide the information you get from technical experts for an RFP re...
2019-06-1214 min
The RFP Success ShowAppealing to Behavioral Styles in Your RFP Response – with Lisa Rehurek - EP041What resonates with one evaluator may not appeal to another. Some are skimmers, while others read every word. Some make decisions based on emotion, while others leverage logic. Some are engaged by story, while others are more interested in data. So, how in the world do you write an RFP response that caters to all four behavioral styles? How do you engage ALL the evaluators and win more business? Today on the podcast, I’m sharing the four behavioral styles and discussing how to garner the attention of each in an RFP response. I share the characteristics of...
2019-05-2813 min
The RFP Success ShowCompeting for Attention with Your RFP Response – with Lisa Rehurek - EP040Let’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, bulle...
2019-05-2115 min
The RFP Success ShowIdentifying Your Differentiators for the RFP – with Lisa Rehurek - EP039What 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...
2019-05-1419 min
The RFP Success ShowIf at First Your RFPs Don’t Succeed, Get Feedback and Try Again – with Karie Cowden - EP038If bidding on RFPs is a growth strategy you’re considering, know that the process is not for the faint of heart. You’re unlikely to win your first or second bid—and maybe not even your third or fourth. At the end of 2017, Karie Cowden and her team at Connect the Dots Promotions went all-in on RFPs, spending more than $10K in 12 months on eight RFP submissions that failed. As 2018 came to a close, the team decided to try a Hail Mary pass, giving themselves until the end of the first quarter to win a bid—or abandon the stra...
2019-04-3025 min
The RFP Success ShowGetting the Most Out of Microsoft Word for RFPs – with Jen Parkinson - EP037If 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 a...
2019-04-0937 min
The RFP Success ShowThe Role of Contracts in Successful Prime + Sub Partnerships – with Marsha Lindquist - EP036Once a prime and subcontractor have made the decision to team up on a bid, it becomes necessary to define who’s responsible for what—in writing. That’s where contracts come in. So, what’s the difference between a teaming agreement and a subcontract agreement? Is it REALLY necessary to read both the prime and subcontract from start to finish? And how do contracts help primes and subs present themselves as a cohesive team throughout the RFP process? Marsha Lindquist has 35 years of experience consulting government contractors on federal compliance and pricing strategy. She launched Granite Leadersh...
2019-04-0224 min
The RFP Success ShowFour Steps to Finding the Right Subcontractor – with Marsha Lindquist - EP035So, you’ve come across an RFP that is nearly a perfect fit for your company. How do you decide whether to bring in a subcontractor or pass on the bid? And if you do choose to bring in a sub, how do you find the RIGHT one? Marsha Lindquist is the founder of Granite Leadership Strategies, a firm with a reputation for being the government contract strategy experts. With more than 35 years of experience consulting in the areas of federal compliance, contracts management, and pricing strategy, Marsha’s diverse client base includes MIT and Ames National Labo...
2019-03-2623 min
The RFP Success Show5 Ways to Avoid BORING in a Technical RFP Response – with Lisa Rehurek - EP034So, you’re responding to an RFP to fill a highly technical role in the realm of biometrics authentication, for example. Yes, you want to be professional and demonstrate your knowledge and abilities. At the same time, you recognize that a human being will be tasked with reading your response. And if you throw them into a coma of boredom with a tedious narrative of ‘hand geometry’ and ‘iris recognition,’ your chances of winning the bid are remote. How, then, do you communicate the necessary technical details in a way that keeps readers engaged? Today, I’m sharing five...
2019-03-1915 min
The RFP Success ShowIncrease Your Influence & Deliver a Winning Finalist Presentation – with Dr. Sharon Lamm-Hartman of Inside Out Learning- EP033If 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...
2019-03-1230 min
The RFP Success ShowCreating Bid-Winning Proposal Graphics – with Mike Parkinson of 24 Hour Company - EP032What is the #1 mistake proposal writers make when it comes to incorporating graphics in RFPs? According to Mike Parkinson, we fall short in crafting a clear message BEFORE we start work on the visuals. So, what is the best approach to determining what you want to say first—and THEN tailoring an image to communicate that message? How do we create bid-winning proposal graphics that look professional AND deliver powerful content? Mike is a sought-after visual communication and proposal expert and partner at 24 Hour Company, a top graphic design firm focused on serving business development professionals who bi...
2019-03-1227 min
The RFP Success Show5 Strategies for Building Trust in a Written Document – with Lisa Rehurek - EP031We 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...
2019-02-2618 min
The RFP Success ShowBuild Relationships & Win Federal Business – with Judy Bradt - EP030“There’s no such thing as doing business with the federal government. There’s only doing business with people.” We all understand the concept of doing business with people you like and trust. But what if your aim is winning federal contracts? How do you get the government to like you? How do you build a relationship with a bureaucracy? Well, you can’t. But you CAN build relationships with the contracting officers who award federal business! Judy Bradt is the founder of Summit Insights, a firm that helps businesses get in front of federal...
2019-02-1925 min
The RFP Success ShowStorytelling to Build Trust & Sell Your Service – with Sandra Younger of ComeBACK Solutions - EP029Emotional 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 o...
2019-02-1223 min
The RFP Success ShowLiberate Your Inner Writer & Start the RFP Process – with Sandra Younger of ComeBACK Solutions - EP028What 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...
2019-02-0640 min
The RFP Success Show10 Top Productivity Hacks – with Lisa Rehurek - EP027In 2018, I wrote a book, started this podcast, filmed a reality tv show, rebranded my business AND doubled my revenue. Curious what productivity hacks I use to get so much done—in so little time? On this episode of the RFP Success Show, I’m sharing the top ten strategies I use to get things done fast. I explain why it’s crucial to know where you’re going and what you want and how that allows me to trust my intuition and make decisions quickly. I describe the Do|Ditch|Delegate system I use to prioritize responsi...
2019-01-2225 min
The RFP Success ShowMaking RFPs Suck Less with a Consistent Process – with Matt Wolach of Synlio - EP026RFPs suck. If you are soliciting bids for an asphalt company, for example, a great deal of research is required. You have to learn enough about the industry to know what questions to ask. You have to hunt for local vendors who are qualified to do the job. And then you have to determine who can provide the best solution based on their RFP response. What if you had a consistent process complete with scope-of-work templates that eliminated most of that difficult work? Matt Wolach is the President of Synlio, a software company that automates the bidding...
2019-01-1530 min
The RFP Success ShowEP025: Prioritizing RFP Success in Your Strategic Plan – with Executive Coach Katina KollerThe overarching goal of any business is to generate revenue, and an RFP win does just that. So, does your organization make RFPs a priority? Is the RFP process an integral part of your strategic plan? Or are RFPs just another item on a too-long list of to-dos? Katina Koller is a licensed Entrepreneurial Operating System (EOS) implementer, Vistage Chair and Executive Coach with the Foundry Community. She is passionate about optimizing organizations to achieve strong and sustainable financial performance AND align with their vision and purpose. Katina was the CEO of Northwire, Inc. for nine years...
2019-01-0830 min
The RFP Success ShowChange Management for RFP (and Business) Success – with Donna Warrick of Jamesson Solutions - EP024To run a successful business in the modern world, it is crucial that you operate from a growth mindset, cultivating a willingness to evolve and adapt in order to stay relevant. But change isn’t easy. So, how do you help your team overcome an ‘it can’t be done’ mindset and communicate the value in making a change? With a 20-year background in training and leadership development, Donna Warrick is an expert in the realm of customer service, conflict management and professional development. She serves as the President of Jamesson Solutions, a leadership development, talent management and sele...
2018-12-1823 min
The RFP Success ShowInfluencing Up to Deliver Successful RFPs – with Donna Warrick of Jamesson Solutions - EP023So, you’re responsible for putting together an RFP, and some of your team members happen to be a level or two above you in the chain of command. How do you get what you need from those colleagues? How do you adapt your approach to make them more receptive? How do you INFLUENCE UP to deliver the best possible bid for your organization? Donna Warrick is the President of Jamesson Solutions, a leadership development, talent management and selection firm out of Greensboro, North Carolina. With more than 20 years of experience in training and professional development, Donna le...
2018-12-1128 min
The RFP Success ShowVisual Storytelling with Graphics in Your RFPs – with Richard Goring of BrightCarbon - EP022We know that people are drawn to visual content. Unfortunately, most of us add graphics to our RFPs as an afterthought, and our charts and callout boxes fail to provide value in terms of the story we’re trying to tell. But if we can learn to use visuals the right way, they have the potential to convey information in a way that is more engaging, more memorable, and easier to understand than a tedious wall of text. Richard Goring is the Director of BrightCarbon, a presentation design and eLearning agency that leverages visual storytelling techniques to cr...
2018-12-0441 min
The RFP Success ShowUnderstanding DISC Behavioral Styles for Better Communication – with Drea Douglass of The Brooks Group - EP021Behavior 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 as...
2018-11-2733 min
The RFP Success Show4 RFP Tips for Defending Your Contract – with Lisa Rehurek - EP020If you are the incumbent in a bidding process, that contract is yours to lose. But how do you leverage your relationship with that client in the RFP to get that bid back? How do you remind them of the benefits of your partnership? How do you defend your own contract and win that client’s business once again? Today, I’m sharing my top four tips for defending your contract as an incumbent. I discuss the necessity of bidding on what they’re asking for in the RFP versus what you’ve been doing and the value in...
2018-11-2011 min
The RFP Success ShowMaking the RFP Process Easier & More Efficient – with Josie Fey of RFPIO - EP019What makes the process of responding to a request for proposal so difficult? Typically, businesses struggle with keeping everyone on the same page. Are we all looking at the same version of the RFP? Using the same voice? Formatting the document in the same way? It IS challenging to have multiple team members working on the same bid, but the RFPIO software solution makes the process much easier and more efficient. Josie Fey is the Communications Manager at RFPIO, a revolutionary proposal management software company out of Beaverton, Oregon. The RFPIO technology enhances collaboration and fosters a...
2018-11-1330 min
The RFP Success ShowA Simple, Focused Strategy for Business (and RFP) Success – with Gina Catalano - EP018Strategy is the highway for vision. The problem is, too many business owners spend a lot of time developing a complex roadmap that a) never gets finished, b) never gets communicated, or c) is too difficult for frontline workers to understand. So, how do you design a simple, focused business development strategy that leads to RFP success—and growth in your business at large? Gina Catalano works with CEOs and leadership teams to improve operations and increase business value. With 20-plus years of experience leading and consulting with businesses, she is an authority on the integration of bu...
2018-11-0632 min
The RFP Success ShowNavigating Conflict with Your Partners in the RFP Process – with Lesli Pintor - EP017What is the #1 source of conflict in the work environment? More often than not, a failure to communicate is at the root of the problem. So, how do we learn to speak the same language as our partners in the RFP process? What can we do up front to prevent tension later on? And how do we address conflict before it derails our progress as a team? Lesli Pintor is a lecturer in the realm of business communications for the University of Arizona’s Eller College of Management and a Leadership Challenge Certified Facilitator. An expert in co...
2018-10-3027 min
The RFP Success ShowDesigning an RFP Process Flow – with Erin Mathie - EP016Raise 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 busi...
2018-10-2325 min
The RFP Success ShowCreative Pricing Strategy for RFPs – with Marsha Lindquist - EP015You may think that numbers are pretty straightforward and view pricing your services for an RFP as a clear-cut process. But Marsha Lindquist argues that crafting a winning pricing strategy is a creative endeavor, and with the right preparation, you can get to the numbers you’re aiming for and convey a business proposition that aligns with the customer’s values. Marsha has 30-plus years of experience in consulting with government contractors. Her firm, Granite Leadership Strategies, is known for supporting companies in pricing strategy development, federal compliance, contracts management, cost accounting and creative cost strategy. Marsha’s clie...
2018-10-1627 min
The RFP Success Show5 RFP Success Strategies to Prove You Want the Business – with Lisa Rehurek - EP014To 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 d...
2018-10-0912 min
The RFP Success ShowEfficiencies with Managing Resumes and Case Studies – with Erling Linde - EP013How much time do you spend digging through Word documents to find the right version of a resume for a particular RFP? How about the time spent copying and pasting case studies or reformatting resumes to fulfill the requirements of a certain proposal? Would you like to cut that time in half? Erling Linde is the founder and CEO of CV Partner, a software platform that streamlines the way you manage resumes and case studies for bids and proposals. Erling began his career as an IT consultant and developer, working with firms in both Norway...
2018-09-2525 min
The RFP Success ShowLeveraging Your Brand Energy in the RFP Process – with Arlene Pederson - EP012Quality branding gives a small business instant credibility. But how does that translate to the way you present yourself in an RFP? How do you convey the energy and expertise of your business in the pages of a proposal? Arlene Pedersen is the CEO of Be Freaking Awesome, a consulting firm that helps passionate entrepreneurs and nonprofits increase their revenue and express their values in a powerful way. A branding and messaging expert, Arlene has more than 25 years of experience working with startups, nonprofits and Fortune 500 companies, and she has been featured in GQ and Wired magazine.
2018-09-1837 min
The RFP Success ShowContracting with the Federal Government – with Chantel Gibbons - EP011For most small business owners, the federal acquisitions process is intimidating. Sure, we’d all like to win federal contracts, but the registration process is complex and the regulations many. How do you know if your product or service is something the government needs? And how do you identify opportunities to work with the federal government in your area? Chantel Gibbons has 25 years of experience in the realm of business operations and government contracts, working with top contractors in marine engineering, information technology, supply logistics and base support operations. Dubbed the ‘Queen of Contracts,’ she is a subjec...
2018-09-1125 min
The RFP Success ShowThe Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek - EP010The 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.
2018-09-0426 min
The RFP Success ShowHow to Leverage Virtual Assistants – with Nicole Bandes of Virtual A Team - EP009Do you have a few tasks you’d like to delegate, but not enough to justify hiring a part-time employee? Small business owners and entrepreneurs often end up doing it all themselves—which leads to overwhelm and burnout. Luckily, there is another option: You can leverage a team of virtual assistants and give yourself time for what matters most! Nicole Bandes is the founder and CEO of Virtual A Team, a concierge service that helps small business owners and solopreneurs manage the projects that move their businesses forward by providing the best available virtual teams. Virtual A Team...
2018-08-2829 min
The RFP Success ShowProject Managing Like a Pro – with Cerila Gaillard of Orchestrating Your Success - EP008The difference between a successful project and an unsuccessful one lies in project management, yet small businesses often assign the role to an employee juggling other responsibilities—or worse, they skip that step altogether. How can we leverage project management processes to make the best use of available resources? And what qualities should we look for in an effective project manager? Cerila Gaillard is the founder of Orchestrating Your Success, a project management consultancy based in Phoenix, Arizona. She has served as a Project Management Professional (PMP) for several Fortune 500 companies, including General Motors, Xerox and United Te...
2018-08-2130 min
The RFP Success ShowSoliciting Feedback on Your RFP—WIN or LOSE – with Robin Merritt of Axsium Group - EP007If your business is struggling to win RFPs, it can be of great benefit to solicit feedback and identify your areas of weakness. But have you ever thought about debriefing with the client when you WIN? Robin Merritt has 18 years of experience with the RFP process and 25 years in the workforce management industry. She currently serves as the Senior Vice President of Global Strategy for Axsium Group, a global strategic consulting practice that supports organizations in the full spectrum of workforce management-related needs. In her roles with both small businesses and large companies, Robin has a...
2018-08-1423 min
The RFP Success ShowA Collaborative Approach to the RFP Process – with Robin Merritt of Axsium Group - EP006How do you work together to write an RFP—AND achieve a consistent tone that makes your submission easy to read? And is there value in meeting regularly as part of this collaborative approach? Robin Merritt is the Senior Vice President of Global Strategy for Axsium Group, a global strategic consulting practice that helps organizations with the full spectrum of workforce management-related needs. Robin has 25-plus years of workforce management experience, and she has an extensive background in both helping clients create RFPs and winning business through the RFP process. Today, Robin joins me to ex...
2018-08-0730 min
The RFP Success ShowLearning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek - EP004If 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, offeri...
2018-07-2411 min
The RFP Success ShowDeveloping RFP Systems that Unseat Incumbents & Win Contracts – with Amy Schuman of Myers and Stauffer - EP001How does Amy Schuman’s RFP team unseat incumbents to land an impressive 70% of the contracts they ship? And how have they kept that winning percentage consistent over the past 20 years, even as the firm—and its number of proposals—has grown exponentially? Amy is the National Marketing Director for Myers and Stauffer, a national public accounting firm that specializes in consulting, data management and analysis services for state and federal agencies managing government-sponsored healthcare programs. She has more than 25 years of experience in professional services marketing for the accounting, architecture and education industries, and she is an RFP...
2018-07-1623 min