More and more, RFPs specifically ask for concise responses. But how do you decide what to include and what to leave out?

Samantha Enslen is the Founder and President of Dragonfly Editorial, an award-winning creative agency known for explaining complex topics clearly, whether the team is writing proposals, marketing communication or thought leadership pieces. Samantha is sought-after in the proposal world for her expertise in content strategy and writing, and she was recently named a 2020 APMP Fellow.

On this episode of the podcast, Samantha joins us to explain how to balance being concise with providing enough information in the RFP response.

She shares her top strategies for guiding technical experts to write more concisely, discussing why it's helpful to pair SMEs with proposal writers or editors.

Listen in for Samantha's insight on attracting and keeping the attention of skimmers and get her top tips for deciding what details are relevant—and which ones to phase out.

Key Takeaways

Samantha's introduction to proposals at a temp agency in DC

How Dragonfly helps clients with RFP responses as well as marketing and communications writing

How to balance being concise with providing enough information

Samantha's advice on answering the questions up front in a sound bite that's easy to find

The 2 questions Samantha asks to decide what details to add

1. Does this highlight our differentiators?
2. Does this explain how we add value to the client?

How Samantha guides SMEs to write more concisely

Why it's helpful to pair an SME with a proposal writer or editor

Samantha's recommendations for attracting and keeping the attention of skimmers

1. Include the most important info first
2. Break the content into easily digestible chunks
3. Give each chunk a meaningful subhead
4. Set critical info in bulleted lists

How Samantha uses sidebars for details and supplementary info

Why callout boxes should ONLY be used for high-value information

The value in highlighting client testimonials in callout boxes or sidebars

Connect with Samantha

Dragonfly Editorial

Dragonfly on Instagram

Dragonfly on Facebook

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

APMP Fellows

DXC Technology

ISO Standards of Plain Language

Lisa's RFP ROI Calculator

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

So, 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 willing to walk away.

I explain why negotiating doesn't have to be a zero-sum game, discussing how to approach the process with a win-win mentality.

Listen in for insight on removing something from the offer when you drop your price and learn how to adjust the scope of a job in a way that doesn't impact the outcome.

Key Takeaways

My top 3 tips for negotiating your BAFO with procurement

1. Always think in terms of value
2. Focus on a win-win solution
3. Never drop your price without adjusting scope

How taking a loss on a job impacts your business

Why you can't be afraid to walk away from the negotiating table

Why negotiating doesn't have to be a zero-sum game

The danger in letting a client nickel-and-dime you

What to take away from the offering if you drop your price

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

Pricing Strategy on RFP Success Show EP081

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

How 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 provide, challenging you to price your proposal based on what matters most to the client.

Listen in for insight on understanding where you fall on the value spectrum (and bidding accordingly) and learn how to clearly communicate the value of your solution throughout the RFP response.

Key Takeaways

Why it's crucial to consider your pricing early in the response process

How to tie your pricing to the solution you provide

The importance of communicating the VALUE of your solution (i.e.: efficiency, effectiveness and results)

How to price your proposal based on what matters most to the client

The significance of understanding where you fall on the value spectrum

How to develop a solid value proposition and communicate it clearly

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

Story on the Winning Pricing Strategy for a US Air Force RFP

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

How 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 your response easy to read and evaluate.

I explain why it's crucial to stay on topic and avoid wordiness, describing how to eliminate any information that isn't necessary and cautioning you against including upsells as a way to differentiate your business.

Listen in for insight on writing your RFP response at the most appropriate reading level and learn how to keep your content relevant by building a mini-outline for each question before you begin!

Key Takeaways

How to create a balance between providing sufficient detail and keeping your proposal readable

The benefit of putting together a response template with a mini-outline for each question

My top 4 tips for finding the right proposal length

1. Stay on topic
2. Ask yourself, 'So what?'
3. Eliminate anything that isn't relevant
4. Avoid wordiness

The art of describing what you do, how you do it and why it's important in a concise and readable way

Why you shouldn't try to differentiate yourself with upsells in a proposal

My why-what-how approach to layering an answer in your RFP response

Why most proposals should be written at a sixth- or seventh-grade reading level

How to use the readability function in Word (and teach your technical writers to use it too)

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

How to Access the Readability Function in Word

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

According to Gallup research, only 15% of US employees feel engaged at work. And when employees aren't motivated, the bottom line suffers. So, what can leaders do to better connect with their teams—in a time when tensions are high and many of us are working remotely? And how might those strategies for establishing connection extend to the RFP response?

Management Consultant Mark Musgrave has advised many federal government agencies, major corporations and the Cabinet of the George W. Bush administration. Today, he serves as Regional Procurement Manager for GovPurchase, a government market intelligence agency out of Washington, DC. Mark is dedicated to helping clients leverage data to identify opportunities and win government contracts.

On this episode of The RFP Success Show, Mark joins us to explain why so few Americans feel engaged and work and what managers can do to improve morale—whether their team is working remotely or in-person. He describes the government RFP landscape, discussing the opportunity COVID will continue to afford companies that make personal protective equipment and other ancillary products moving into 2021. Listen in for Mark's insight on injecting humanity and creativity into your RFP responses and learn how to win business in challenging times by approaching each proposal with a mindset of service.

Key Takeaways

How the government RFP landscape has (and has not) changed since March

The likely flood of opportunity in government RFPs coming in 2021

The opportunity COVID afforded companies that make personal protective equipment and other ancillary products

Why so few Americans feel engaged at work

What managers can do to improve employee engagement (whether their team is working remotely or in-person)

Mark's insight on injecting humanity and creativity into your RFPs

How the federal procurement landscape changes with a new administration

What businesses can do to pivot in the shifting corporate RFP landscape

Mark's advice on approaching RFPs with a mindset of service

How GovPurchase helps businesses identify and win government contracts

Connect with Mark

GovPurchase

Email [email protected]

(202) 751-9435

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

Mark on The RFP Success Show EP070

It's the Manager: Moving from Boss to Coach by Jim Clifton and Jim Harter

Angelique Rewers at The Corporate Agent

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

"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 Unit and Armament Systems at Northrop Grumman. Her team responds to thousands of RFPs in a given year, and 80% of her business revenues involve international direct commercial sales with end-users in 66 countries. Jennifer has more than two decades of experience in site leadership, business development and project management, and she has a bachelor's in Mechanical Engineering from Penn State and an MBA from ASU.

On this episode of The RFP Success Show, Jennifer joins us to explain how her business development team creates a proposal strategy well in advance of an RFP. She describes the value of customer intimacy in winning RFPs, discussing how prospective clients weigh technical performance, cost and scheduling in choosing a winning bid. Listen in for Jennifer's insight on what you can learn from a debrief on bids you lose and get her top tips for differentiating yourself from the competition to win more business with RFPs.

Key Takeaways

How Jennifer's team determines what RFPs to bid on

How Northrop Grumman's business development team creates a proposal strategy well in advance

How customer intimacy helps Jennifer win more RFPs

The value in asking for a debrief on opportunities you don't win

Why it's crucial to integrate the proposal and business development teams with your SMEs on an RFP

How much of Northrop Grumman's business comes from RFPs

Why it's important to consider customer costs in developing your proposal

How Jennifer's clients weigh technical performance, cost and scheduling in choosing a winning bid

Jennifer's top tips for winning more RFPs

1. Know your customer
2. Build a good team
3. Know your competition

Connect with Jennifer

Northrop Grumman

Jennifer 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 Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

The RFP Success Book by Lisa Rehurek

The RFP Success Institute

In a perfect world, an organization's proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals continue to be siloed from the rest of the organization and left out of the capture strategy discussion. So, what can we do to demonstrate our value beyond the production of the proposal document and demand a seat at the table?

Today, we're joined Susan Quinn, the Director of Proposal Development at Myers and Stauffer LC, and Krystn Macomber, Regional Marketing Manager at Burns & McDonnell and Vice-Chair of the Association of Proposal Management Professionals. Together, Susan and Krystn have 40-plus years of experience in the realm of marketing, proposal management and business development.

On this episode of The RFP Success Show, Susan and Krystn sit down with us to share their experiences through the pandemic and explain how the changes we've made might inform the future of the proposal industry. They offer advice on capture strategy, challenging us to build relationships with decision makers long before an RFP comes out and integrate our efforts with the marketing and sales teams. Listen in for Susan and Krystn's tips for writing strong proposal content and learn how to ask for a seat at the table so that you have a voice in the strategic planning process.

Key Takeaways

How the proposal industry has changed through the COVID-19 crisis

Why Krystn's team is focusing on different markets in light of the pandemic

Susan's insight on what state governments are doing differently right now

The value in identifying decision-makers and building those relationships long before an RFP comes out

How to leverage online content (e.g.: blogs, white papers) to turn a cold opportunity into a warm one

How Susan's team uses a Watch List to monitor upcoming opportunities

Why it's never advisable to use a proposal to get your foot in the door

How to integrate your marketing, proposal and business development teams for RFP success

Susan & Krystn's advice on writing strong proposal content

• Focus on evaluation criteria
• Organize SME brain dump in logical order
• Cut out fluff
• Demonstrate understanding of client vision
• Consider what drives decision makers

The importance of explaining WHY your experience is relevant in a proposal

How Susan & Krystn think about the future of the RFP industry

How to ask for a seat at the table as a proposal professional

Connect with Susan

Email [email protected]

Connect with Krystn

Krystn on LinkedIn

Email [email protected]

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

APMP International

Centers for Medicare & Medicaid Services

LinkedIn Live

While the COVID era has been a challenge for the RFP industry, we can take advantage of this opportunity to reinvent the way we work, improving our processes and leveraging the tools available to collaborate—whether or not we're together in the same room. So, what will the RFP process look like in a post-Coronavirus world?

Today, we're joined by David Seibert, President of The Seibert Group and author of Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs; Cheryl Smith, Director of Marketing and Proposals at Privia, the industry's premiere proposal management software platform; Johnna Rogers, Chief Operating Officer for Wake County, North Carolina; and Mike Parkinson, Principal at 24 Hour Company, a graphic design firm that focuses on supporting business development professionals who bid on government and commercial contract work. All four of our panelists also happen to be a part of the upcoming Privia Virtual User Conference on October 15, 2020.

On this episode of The RFP Success Show, David, Cheryl, Johnna and Mike sit down with us to discuss how the RFP industry has evolved in the COVID era, explaining how government purchasing habits have changed and how RFP teams are 'doing more with less.' They offer insight around the future of RFPs, describing how organizations are embracing the technology we need to collaborate remotely (and what that means for the RFP process). Listen in for our panelists' top tips for improving your win rate and find out what evaluators REALLY want to see in an RFP response.

Key Takeaways

How the RFP industry has changed in the Coronavirus era

Johnna's insight on how government purchasing habits have changed with COVID

How organizations are embracing the technology tools teams need to collaborate remotely

How RFP teams are doing more with less in the last few months

Our panelists' insight around the future of RFPs

• Embrace virtual workspace
• Uptick in orals
• Reevaluate processes
• Leverage video (pre- and post-RFP stages)

What evaluators really want to see in an RFP response

1. Follow basic rules
2. Images and text
3. Forward thinking
4. Answer questions
5. Add love/empathy
6. Skimability

Our panelists' top tips for improving your chances of winning an RFP

• Use ATB matrix (As is, To be, Barriers) to solve problem
• Take advantage of opportunity to ask questions
• Focus on buyer, how you can help them
• Give SMEs direction re: how to answer questions

Connect with David

The Seibert Group

David on LinkedIn

Email [email protected]

Connect with Cheryl

Privia

Cheryl on LinkedIn

Email [email protected]

Call (703) 539-0248

Connect with Johnna

Wake County Government

Email [email protected]

Making Time to Breathe

Connect with Mike

24 Hour Company

Billion Dollar Graphics

Mike on Twitter

Mike on LinkedIn

Mike on Facebook

Mike on Instagram

Connect with Lisa

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

Privia Virtual User Conference

Proposal Best Practices: A Practical Guide to Improving Your Win Rate When Responding to RFPs by David Seibert

CARES Act

Gartner's Content Collaboration Study

Microsoft Teams

Mike's Build-a-Graphic Cheat Sheet

Mike's Interactive Graphic Cheat Sheet

Mike's Build-a-Graphic PowerPoint Add-In

Mike's Billion-Dollar Graphics eBook

Mike's Trainer's Guide to PowerPoint

The RFP Success Institute

The RFP Success Book by Lisa Rehurek

Schedule an RFP Assistance Inquiry Call

Do 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 growth leads them to ask effective questions.

I describe how top performers develop a willingness to be vulnerable and push back when something doesn't make sense, demonstrating mental, physical and emotional strength day after day. Listen in to understand how YOU can foster the ALL-IN mindset necessary to be a top performer—and make your organization better!

Key Takeaways

Why it's not enough to simply do the job you were hired for well

My top five traits of a top performer

1. Intellectually curious
2. Resourceful
3. Ask effective questions
4. Willing to be vulnerable
5. Not a yes man/woman

How to ask for feedback after you've done your research

The difference between burdensome vs. smart questions

How pushing back on the status quo lends to your credibility

Why you've got to be ALL-IN on developing the habits of a top performer

The mental, physical and emotional strength top performers possess

Why trying to hide your weaknesses doesn't work

How top performers help the organization get better

Connect with Lisa

The RFP Success Community on LinkedIn

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

The RFP Success Institute

The RFP Success Book by Lisa Rehurek

There 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 online community of more than 25K business owners, and her team has mentored 3,500 startups and solopreneurs across 72 countries. Angelique has 20-plus years of experience on both sides of the corporate buying table, and Inc. Magazine calls her 'the undisputed champion at helping small businesses land BIG clients.'

On this episode of The RFP Success Show, Angelique joins us to discuss how corporate buying habits have shifted during the Coronavirus quarantine and explain why NOW is an ideal time to build relationships with potential corporate clients. She weighs in on what small businesses can do to build trust with corporate decision makers and stand out among the competition, staying top-of-mind without turning into a pain in the ass. Listen in for Angelique's insight on where to find corporate RFPs and learn what YOU can do to land corporate clients—even in uncertain times!

Key Takeaways

How a 'hijacked' presentation led Angelique to create The Corporate Agent

How corporate buying habits have shifted during the Coronavirus quarantine

Why companies are extending existing contracts or sole sourcing from existing vendors right now

Why NOW is an ideal time to build relationships with potential corporate clients

Angelique's insight on what makes a good vendor

1. Bring ideas with energy of giving (no sales fishhook)
2. Low maintenance but high expectations
3. Anticipate client needs and map out journey

The value in being a 'taker' who gives decision makers time vs. taking it away

What small businesses can do to stand out among the competition

1. Come in with show of force
2. 'What you're really asking for is…' (win theme)
3. Point out advantages of smaller provider

How to find out about corporate RFPs

• Most companies have database online
• Reach out to head of procurement
• Follow #RFP/#RFQ on Twitter, LinkedIn

How to stay front-of-mind without bothering corporate decision makers

Why it's more useful to distill great content vs. create your own

Connect with Angelique

The Corporate Agent

Angelique on Twitter

Angelique on LinkedIn

Angelique on Facebook

Angelique on Instagram

Connect with Lisa

The RFP Success Community on LinkedIn

Lisa's Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

Subscribe on iTunes

Email [email protected]

Resources

Jim & Dwight Sales Call from The Office

The RFP Success Institute

The RFP Success Book by Lisa Rehurek