Episoder
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What 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 manageable chunks and work backwards from the due date to ensure timely completion. Prioritize Critical Sections: Focus on the evaluation criteria and allocate time accordingly. Set Milestones: Establish key checkpoints and create a calendar with blocked time for uninterrupted work.Navigating Contradictory Requirements
Clarify with Issuer: Use the Q&A period to address any contradictions and avoid confusion. Document Everything: Keep thorough records of clarifications and decisions for future reference. Use a Compliance Matrix: Develop a matrix to track requirements and identify contradictions early.Response Formatting Strategies
Understand Guidelines: Build your response template to meet formatting requirements from the start. Be Creative Within Constraints: Use visuals and bullet points to make your proposal engaging while adhering to guidelines. Create and Customize Templates: Maintain a library of templates to streamline response preparation and ensure clarity.Stress Management Techniques
Take Breaks: Regular breaks can boost creativity and reduce stress. Stay Organized: Keep all documents and drafts well-organized to avoid chaos. Celebrate Small Wins: Recognize and celebrate progress to maintain motivation. Commit to Continuous Improvement: Post-submission reviews help refine your process for future RFPs. Connect with LisaThe RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email [email protected]
ResourcesLIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
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
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What’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.
She also breaks down the most common mistakes people make when working with AI, including being too vague or overloading the system with too much information. Tune in to learn how to craft prompts that transform your standard replies into winning proposals and ensure your content still feels personalized, not just automated.
Key Takeaways:Why AI prompts are crucial to RFP success
Better prompts lead to more accurate and relevant AI-generated content, helping you save time while producing high-quality responses.How to structure your AI prompts effectively
Specificity, providing context, and using examples are essential for tailoring AI outputs to your proposal needs.The importance of refining AI-generated content
Never copy and paste—always customize AI outputs to align with your client’s needs and your brand’s voice.Using AI for creativity and iteration
Ask AI for multiple versions of a response, which can spark new ideas and refine your strategy for winning proposals.Common pitfalls when using AI for proposals
Connect with Lisa
Avoid vague prompts and overwhelming the AI with too much detail. Balance is key to getting the most out of the toolThe RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email [email protected]
ResourcesLIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
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
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Mangler du episoder?
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What’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 it's essential to maintain your unique voice, and what you need to do to prevent your AI-generated content from sounding too fluffy or generic. Tune in for insights on how AI can help you analyze data faster, craft stronger proposals, and ultimately enhance your win rates.
Key Takeaways:How AI is reshaping proposal writing
AI tools help generate initial drafts, analyze competitor proposals, and personalize content, but human oversight is crucial.Why you should never copy-paste AI-generated content
While AI can save time, customizing and editing the output is essential to ensuring your proposal resonates with evaluators.The benefits of AI for content generation
AI can help draft sections of your proposal, suggest language, and create outlines, freeing you to focus on tailoring the response.How AI can help with data analysis
AI can sift through past RFP responses to identify what worked and what didn’t, helping you refine your strategy for future proposals.Maintaining a personal touch in AI-generated proposals
Connect with Lisa
Always combine AI’s efficiency with your expertise and insights to maintain the human element that evaluators are looking for.The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email [email protected]
ResourcesLIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
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
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Welcome 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 innovation, and how to leverage relationships and networking for RFP success. Whether you're a seasoned proposal professional or a small business owner navigating RFPs for the first time, Lisa’s experiences offer practical guidance to help you win more contracts and level up your RFP game.
Key Takeaways:
The importance of thorough research: Go beyond the RFP document to understand your client's needs, mission, and goals to craft a compelling proposal. Learning from setbacks: Use challenges—tight deadlines, missing team members, or changes in the RFP—to innovate and streamline processes for future success. Leveraging networking and partnerships: Unexpected opportunities can come from unlikely places. Stay open to collaborations that could help you win RFPs. Celebrating triumphs and small wins: Even losses can teach valuable lessons. Celebrate successes and the lessons learned from failures to keep your team motivated.Memorable Moments:
Lisa recounts her first RFP loss and the lessons it taught her about going beyond "meets expectations" and understanding the client’s needs. Overcoming setbacks like tight deadlines and team challenges led to process improvements and greater collaboration within her team. Lisa shares how a networking event led to an unexpected partnership that changed the course of a proposal. -
What is the #1 question we’re getting about RFPs from clients and prospects lately?
Is it a tactical question about insurance requirements, due dates or FOIA requests? Or a high-level question about standing out from your competitors?
On this episode of The RFP Success Show, I answer five more FAQs we get about RFPs, including our most frequently asked question around distinguishing yourself in the proposal process.
I explain what to do if your small business can’t meet the insurance requirements and why you should submit FOIA requests for scoring sheets, proposals from other bidders and previous contracts.
Listen in for insight on learning who your competitors are before an RFP hits the streets and find out how our RFP Flash Audit can help you level up your RFP game in the new year!
Key Takeaways
5 of the most common questions we get about RFPs
How to ask if insurance requirements can be negotiated to accommodate small businesses
Why agencies typically aren’t willing to extend the due date on an RFP
Why we recommend submitting FOIA requests for scoring sheets, proposals from other bidders and prior contracts
How to find out who your competitors are before an RFP comes out
Why it’s crucial to build relationships with buyers long before an RFP hits the streets
3 ways to distinguish yourself in a proposal response
Connect with Lisa
The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email [email protected]
Resources
LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
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
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If you had the opportunity to ask an expert questions about winning business with RFPs, what would you want to know?
Do you have questions about pricing? Competing with big companies? Or recognizing when an RFP is wired?
On this episode of The RFP Success Show, I answer five of the most frequently asked questions we get about RFPs, discussing when it’s worth it to bid against the big guys and when it’s not.
I explain what to do if your small business doesn’t meet all the requirements in an RFP and how to price your proposal so it’s a win-win for you and the client.
Listen in for insight on what to do if you’re not getting the scores you deserve and learn how to audit your previous RFP responses in a way that jumpstarts your win rates for 2024!
Key Takeaways
5 of the most common questions we get about RFPs
When it’s worth it to bid against the big guys (and when it’s not)
How to highlight the benefits of being a small business in your proposal response
What to do if you don’t meet all the qualifications in an RFP
How to price your proposal so it’s a win-win for you and the client
The top 3 signs that an RFP is wired
Why you might not be getting the scores you think you deserve
What it looks like to write a proposal that resonates with evaluators
Why we suggest auditing your proposals every year
Connect with Lisa
The RFP Success Company
Lisa on X
Lisa on Facebook
Lisa on LinkedIn
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Subscribe on Apple Podcasts
Email [email protected]
Resources
LIMITED TIME: RFP FLASH AUDIT
The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036
How to Develop Your RFP Pricing Strategy on RFP Success EP081
How to Make a FOIA Request
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
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To 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 business lacks a candy coating and learn how to take your business from simple peanut to delicious M&M in your proposal response!
Key Takeaways
Why it’s crucial to distinguish yourself from competitors in an RFP response
What happens when you bore, overwhelm or confuse RFP evaluators
The legend of how M&M’s got their differentiator—a candy coating
Why it’s challenging to identify the ‘candy coating’ in your own business
Why I recommend getting outside counsel to help uncover your differentiators
What question to ask employees and clients to discover your differentiators
What to do if your company doesn’t have a distinguishing candy coating
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 [email protected]
ResourcesElaborating on RFP Response Answers: The ‘Baked Potato’ Episode on The RFP Success Show EP134
Get on the RFP Success Accelerator Waitlist
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
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Are you losing bids because you aren’t certified as a small or diverse business?
Heather Cox is Cofounder and President of Certify My Company, a firm that connects corporations with diverse businesses to create economic value and opportunity.
On this episode of The RFP Success Show, Heather walks us through the five primary demographics for certification, explaining how to know if your business qualifies as small or diverse.
We discuss private sector national versus state government certifications, challenging you to be strategic in the certifications you pursue to grow your business.
Listen in for Heather’s insight on subcontracting opportunities for diverse businesses and learn how Certify My Company can help you win RFPs through certifications!
Key TakeawaysHow Heather’s team serves small and diverse businesses as well as corporations
Why you can’t simply raise your hand and say you’re a diverse business
Why it’s advantageous for a small or diverse business to get certified within a state
Opportunities for small and diverse businesses to subcontract with large corporations that win state bids
5 primary demographics for certification—women, minority, LGBT, veteran and disability owned
The private sector national certifications available to small and diverse businesses
How long it takes to get certified through national organizations vs. state governments
How certifications can help grow your existing business and land new contracts
How corporations benefit from robust supplier diversity programs
How to know if your business qualifies for small or diverse business certification
How the lack of a certification can be the reason you lose a state contract
The benefit of getting help from experts like Certify My Company
Connect with HeatherCertify My Company
Certify My Company on Instagram
Certify My Company on TikTok
Diversity Masterminds
Email [email protected]
Connect with LisaLisa’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 [email protected]
ResourcesHeather on RFP Success Show EP003
WEBENC
NMSDC
DBE Program
Disability:IN
NaVOBA
NVBDC
NGLCC
8(a) Business Development Program
WOSB
Heather’s Missed Opportunities Video
Get on the RFP Success Accelerator Waitlist
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
RFP Success Audit Service [email protected]
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Can you leverage AI to write RFP proposals for your business?
Since ChatGPT came on the scene last November, people have divided into two camps: Some folks are afraid of the technology, and others think it’s a magic bullet that will write all their copy with minimal effort on their part.
But Stephanie Nivinskus contends that when it comes to AI, we should be careful but not scared.
So, what’s the best way for small business owners use tools like ChatGPT to write better proposal responses? Are there other AI apps that we should know about?
Stephanie is the CEO and Certified AI Marketing Consultant behind SizzleForce Marketing, a firm that combines the power of AI and human intelligence to help growing, mission-driven companies execute digital marketing solutions.
On this episode of The RFP Success Show, Stephanie explains what’s wrong with dropping an RFP question in ChatGPT and simply copy-pasting the answer.
We discuss how to train ChatGPT on your company’s differentiators before it helps you write content and why you still need a human editor to work together with the bot.
Listen in for Stephanie’s insight on the privacy and copyright issues associated with artificial intelligence and learn how to choose the best AI tools for your business goals!
Key TakeawaysWhat inspired Stephanie’s decision to go all-in on AI in her marketing business
Why using ChatGPT to write effective copy is not as simple as asking the bot a question
What it means to ‘train the bot’ and why it’s so important
What’s wrong with dropping an RFP question in ChatGPT and copy-pasting the answer
How to train ChatGPT on your company’s differentiators before it helps you write RFP content
Why you still need a human editor in conjunction with AI writing tools
Why Stephanie recommends Hemingway for writing to a specific grade level
How AI can help you build credibility through consistent content and competitive research
The biggest mistakes people make when it comes to using AI
How to choose the best AI tools for your business goals
What privacy and copyright issues we should be concerned about when it comes to AI
Stephanie’s favorite AI tools for writing and image creation
Connect with StephanieSizzleForce Marketing
Stephanie 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 Apple Podcasts
Email [email protected]
Resources
Stephanie’s AI Strategy & Execution Session
Stephanie’s Blog on Building a Digital Marketing Funnel
ChatGPT
Hemingway App
Midjourney
Claude
Jasper
Grammarly
Get on the RFP Success Accelerator Waitlist
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
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If 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 elaborating on RFP response answers.
I explain how it might confuse evaluators if you add or change offerings and describe the challenge of evaluating a response that doesn’t align with the score sheet.
Listen in for insight on positioning additional offerings in a way that boosts your score and learn how to demonstrate that the additional information you’re providing serves the client’s needs.
Key TakeawaysWhat to do if an RFP isn’t asking a question you think it needs to ask
My ‘baked potato’ analogy for adding additional information to a proposal response
How it might confuse an evaluator if you add or change offerings
Why you should only include additional offerings IF you can demonstrate how it adds more value to what they need
How to position additional options in a way that boosts your score
Connect with LisaLisa’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 [email protected]
ResourcesGet on the RFP Success Accelerator Waitlist
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
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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 Takeaways3 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 LisaLisa’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 [email protected]
ResourcesGet 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
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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 TakeawaysWhy 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 LisaLisa’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 [email protected]
ResourcesRobin 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
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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 TakeawaysHow 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 SteveOptumas
Steve on LinkedIn
Connect with LisaLisa’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 [email protected]
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
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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 TakeawaysHow 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 SteveOptumas
Steve on LinkedIn
Connect with LisaLisa’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 [email protected]
ResourcesBook 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
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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 Takeaways8 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 LisaLisa’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 [email protected]
ResourcesBook 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
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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 TakeawaysWhat 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 & TedThe 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 [email protected]
ResourcesBook 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
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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 TakeawaysThe 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 & KevinLisa’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 [email protected]
ResourcesBook 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
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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 Takeaways5 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 LisaLisa’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 [email protected]
ResourcesBook 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
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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 Takeaways5 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 LisaLisa’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 [email protected]
ResourcesInvisible 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
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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 TakeawaysHow 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 MelissaModern Learners
Modern Learners on LinkedIn
Melissa on LinkedIn
Email [email protected]
Connect with LisaLisa’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 [email protected]
ResourcesHopin
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
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