Course
“When do you think clients unofficially decide whom they want to hire, before or after they issue an RFP?”
From the hundreds of professionals across the country who were asked, the response was almost unanimous — Before.
Yet, when asked “When do you REALLY start working on your proposal?” these same professionals answered — After.
Join Ken Tichacek to learn how your firm can position itself to effectively win proposals before clients even issue an RFP. You’ll walk away with proven ideas and strategies to dramatically improve your hit rate, strengthen your relationships with key clients, and help you choose the kind of work your firm does.
TAKEAWAYS:
- Identify potential proposal opportunities long before an RFP is issued and develop a disciplined approach to focus your firm’s efforts on only the best opportunities.
- Develop appropriate and deep alliances within client organizations and others which you can rely upon to identify opportunities, gain knowledge you need to win, and test drive your win theme story before you even make a proposal.
- Learn how to think and act more strategically so you can position your firm more effectively and plant seeds that will influence the client’s decision.
- Understand what you need to know about your client, the project at hand, your competition, and your own firm in order to develop effective strategies.
- Figure out what each member of your proposal team ought to be doing before an RFP is issued, and how to overcome the obstacles each person faces in trying to carry out those responsibilities.
- Get many other tips for positioning your firm to win almost every proposal you go after.