Explore every episode of the podcast The RFP Success Show
| Title | Pub. Date | Duration | |
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| This Week on The RFP Success® Show: Mastering the Response Maze! EP143 | 07 Oct 2024 | 00:16:37 | |
What is the #1 question we’re getting about RFPs from clients and prospects lately? 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
The RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesThe Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036 How to Develop Your RFP Pricing Strategy on RFP Success EP081 Book a Call with the RFP Success Company The RFP Success Book by Lisa Rehurek
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| Power Up Your Proposals: Master AI Prompts on This Week's Podcast! EP142 | 01 Oct 2024 | 00:18:55 | |
What’s the secret to getting the most out of AI when crafting RFP 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:
Connect with Lisa The RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesThe Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036 How to Develop Your RFP Pricing Strategy on RFP Success EP081 Book a Call with the RFP Success Company The RFP Success Book by Lisa Rehurek
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| How to Set Yourself Apart in an RFP Response - EP133 | 09 Aug 2023 | 00:24:17 | |
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 LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com 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 | |||
| How to Get Started with RFPs - EP043 | 18 Jun 2019 | 00:26:08 | |
Are you new to the idea of responding to RFPs? If so, you’re probably curious about where to go to find RFP opportunities. And you may also be wondering what the process of responding to a request for proposal looks like. What’s the difference between corporate and government RFPs? What’s the best way to approach the procurement departments of your target customers? Once you’ve identified an opportunity, what steps can you take to prepare a winning response? Today on the podcast, I’m explaining how to get started with RFPs, discussing how to find opportunities and prepare corporate, state or local government responses. I share the importance of building relationships with people in the organizations and agencies you want to work with and getting notifications when they release an RFP. I go on to walk you through the process of responding to an RFP, describing how to create a response template, craft a strategy, write and revise the content, and complete the peer review process—in a timely manner! Listen in for insight on learning from the bids you don’t win and get a list of the top resources for identifying opportunities to bid on RFPs. Key TakeawaysThe challenge of finding corporate RFP opportunities How to identify corporate targets and get on their vendor lists How to approach corporate supplier diversity departments How to get in front of government procurement departments The best resources for finding local + state government RFPs A simple, step-by-step overview of the RFP response process
How to get information and learn from the bids you don’t win Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesContracting with the Federal Government on RFP SS EP011 Build Relationships & Win Federal Business on RFP SS EP030 | |||
| Guiding Technical Experts to Provide Specs for an RFP – with Lisa Rehurek - EP042 | 11 Jun 2019 | 00:14:19 | |
It 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 response. I address why it’s unfair to expect technical staff to write the proposal you’re going to submit and break down the role of technical experts in providing the HOW and the WHAT of your proposal. I also describe the role of the proposal writer in compiling the data from technical experts and articulating the value of the solution through the RFP response. Listen in for insight around using tables and writing prompts to gather the information you need and learn how doing the heavy lifting on the front end improves the RFP process! Key TakeawaysWhy you can’t turn technical staff into proposal writers The technical expert’s role in providing the WHAT and the HOW How the proposal writer articulates the value of your solution How to guide the information you get from technical experts The value in using the table format to gather specific data The 4 prompts for technical experts re: narrative questions
How heavy lifting on the front end improves the RFP process Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| Appealing to Behavioral Styles in Your RFP Response – with Lisa Rehurek - EP041 | 28 May 2019 | 00:13:07 | |
What 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 the Social Butterfly and the Slow and Steady types, explaining how both make decisions based on emotion but differ in terms of patience, focus, and willingness to change. I also address what differentiates the Straight Shooter and Statistical Personality, exploring how the former is accomplishment-driven and focused on efficiency, while the latter makes decisions using data and analysis. Listen in for insight around capturing the attention of a diverse group of evaluators and learn to tier your answers to appeal to all four behavioral styles in an RFP response Key TakeawaysThe 4 different types of behavioral styles
The characteristics of a Social Butterfly
The characteristics of a Slow and Steady
The characteristics of a Straight Shooter
The characteristics of a Statistical Personality
How to tier your answers to appeal to diverse behavioral styles Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| Competing for Attention with Your RFP Response – with Lisa Rehurek - EP040 | 21 May 2019 | 00:15:58 | |
Let’s face it: Evaluators are bored. They’re tired. They’re busy and distracted. So, how is your RFP response going to capture their interest? The fact is, you are not just competing in terms of knowledge and skill, you’re competing for attention span. What can you do to stand out? Today on the podcast, I’m sharing my top strategies for grabbing—and keeping—the evaluator’s attention in an RFP. I explain how to make a good first impression with a clean proposal and why it’s helpful to break up text with white space, bullet points, tables and checklists. I also discuss the mistakes people make in creating graphics, offering insight on simplifying visuals and choosing information that’s truly important. I go on to cover the value of establishing an emotional connection, describing how that builds trust with evaluators and increases your chances of winning business. Listen in to understand how a conversational tone can capture attention and learn how to keep an evaluator interested by targeting their head AND heart in your RFP response! Key TakeawaysHow much time you have to grab the evaluator’s attention My top strategies for capturing attention through the RFP
How to make a good first impression with a clean proposal The value in breaking up text with white space, tables, etc. The top mistakes people making in proposal graphics
Why it’s crucial to create an emotional connection in RFPs How to capture a conversational tone through dictation Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesDifferentiators on RFP Success Show EP39 Mike Parkinson on RFP Success Show EP032 | |||
| Identifying Your Differentiators for the RFP – with Lisa Rehurek - EP039 | 14 May 2019 | 00:19:46 | |
What differentiates your company from its competitors? If your answers are centered around years of experience or passion for what you do, it may be time to rethink your strategy. The truth is, your clients EXPECT you to have a solid background and to care about what you do. So, what REALLY sets you apart? What is true about your company—that your competitors CANNOT claim? And how do you back up those differentiators with proof in an RFP response? Today on the podcast, I’m discussing the difference between baseline expectations and true differentiators, revealing the ONLY time it’s okay to use an expectation as one of your differentiators in an RFP response. I explain why you can’t just list what sets you apart and describe how to prove your differentiators with statistics, case studies and testimonials. I also share my 5-step process for identifying differentiators, addressing the importance of interviewing your clients as well as employees at every level of the organization to uncover what makes you better than the competition. Listen in to understand the value in sprinkling your differentiators throughout the RFP response and learn how to lean into what sets you apart and win more business! Key TakeawaysThe difference between baseline expectations and differentiators The only time it’s okay to use an expectation as a differentiator How to prove your differentiators with statistics + case studies How to identify your differentiators
The danger of your RFP blending in with the competitors’ The value in sprinkling your differentiators throughout the RFP Connect with Lisa Resources | |||
| If at First Your RFPs Don’t Succeed, Get Feedback and Try Again – with Karie Cowden - EP038 | 30 Apr 2019 | 00:25:36 | |
If 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 strategy altogether. Karie is the Founder and President of Connect the Dots, a marketing agency dedicated to helping clients create an experience around their brand through promotional items. Karie has 25-plus years of experience in the realm of promotional products, and Connect the Dots boasts a diverse international client base ranging from community churches to Fortune 500 companies. Today, Karie joins us to explain why Connect the Dots made the decision to start bidding on RFPs and how they balance price point with concerns about quality and safety. She shares the team’s heartbreak at investing thousands of dollars’ worth of time and effort on eight unsuccessful RFPs before finally getting help from an outside consultant. Listen in as Karie discusses the changes Connect the Dots made in writing their ninth RFP, describing how they leveraged storytelling and specific data to substantiate their claims—and score their first WIN! Key TakeawaysHow Connect the Dots creates experiences around client’s brands Why Karie’s team made the decision to respond to RFPs in 2017 Karie’s challenge in responding to RFPs that focused on price The frustration Karie faced in responding to 8 RFPs without a win How Connect the Dots spent $10K+ on unsuccessful RFPs What finally inspired Karie to get help from an RFP consultant Why it’s crucial to tell your story through the RFP How to identify what differentiates you from the competition How Connect the Dots won their ninth RFP Hail Mary bid How Karie’s team used pictures and data to win their first RFP The value in substantiating your claims with testimonials Karie’s advice around leveraging outside consultants for feedback Connect with KarieCall (602) 944-5592 Connect with LisaThe RFP Success Community on LinkedIn Resources | |||
| Getting the Most Out of Microsoft Word for RFPs – with Jen Parkinson - EP037 | 09 Apr 2019 | 00:37:03 | |
If you’ve ever been tasked with putting together an RFP that is hundreds of pages long, you know the pain of formatting glitches, consistency issues, and, worst of all, losing hours of work in a ‘big crash.’ So, are there any ninja tricks to working with Microsoft Word that mitigate these risks? Jen Parkinson is the cofounder and President of Billion Dollar Graphics, a firm dedicated to giving business professionals the tools to create powerful infographics and presentations. With 23 years of experience designing marketing materials, presentations and government proposals, Jen is an expert in producing bid-winning RFPs and first-class presentations. Today, Jen joins us to share her top tips and tricks around using Microsoft Word for RFPs. She explains the key differences between Word and InDesign, explaining why Word is prevalent in the proposal world and how to use section breaks to create various page styles in the program. Jen also discusses her preference for submitting RFPs as PDF files and offers advice on mitigating flow issues and maintaining consistency in a document—from one machine to another. Listen in for Jen’s insight on using the Styles, Spacing and Review tools to compose an RFP and learn how to avoid the big crash by saving backup copies and new versions regularly! Key TakeawaysJen’s path from marketing design to the proposal world The differences between Adobe InDesign and Microsoft Word How to use section breaks to create several different page styles Why it’s crucial to reformat a page before deleting a section break How to ensure headers and footers match the page orientation Why Jen prefers submitting an RFP as a PDF vs. a Word file The importance of using the fonts specified by an RFP How to keep pictures and captions together by creating a table How to get your feet wet with Styles by creating headings When to use the Keep lines together and Keep with next features Jen’s tips for modifying the leading (line spacing) in a document The distinction between a header and a heading Jen’s tricks for using the Review tool to collaborate on an RFP How to avoid the big crash by saving backup copies + new versions Connect with JenBillion Dollar Graphics on Facebook Email info@billiondollargraphics.com Connect with LisaThe RFP Success Community on LinkedIn ResourcesBillion Dollar Graphics’ PowerPoint Plugin | |||
| The Role of Contracts in Successful Prime + Sub Partnerships – with Marsha Lindquist - EP036 | 02 Apr 2019 | 00:24:25 | |
Once 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 Leadership Strategies in 2012, and the firm has since earned a reputation for being the government contract strategy experts. Marsha’s wide range of experience ranges from small startups to Fortune 500 companies in the science and technology space, and she is a highly sought-after business proposal strategist and contracts professional. Today, Marsha is back on the podcast to talk contracts. She walks us through the timeline of setting up first a teaming agreement and then a subcontract agreement, sharing the key components of each. Marsha goes on to explain why it’s crucial for subs to read both the prime and subcontract agreement very carefully, stressing the value in having a professional do a contract brief as soon as you receive the contract. Listen in for Marsha’s key tips for managing subcontractors and learn how to win bids by presenting the prime and subcontractors as a cohesive team! Key TakeawaysThe process of drawing up a teaming agreement for the proposal effort When Marsha suggests you establish the basic subcontract agreement Why the prime contractor is responsible for the subcontract agreement The difference between a teaming and subcontract agreement Why it’s crucial to read the subcontract agreement carefully Why subcontractors need to access the prime contract The value in having a professional do a contract brief early on Marsha’s key tips for managing subcontractors
How to present the prime and subcontractors as a cohesive team Connect with MarshaEmail marsha@graniteleadershipstrategies.com Call (480) 513-1132 Connect with LisaThe RFP Success Community on LinkedIn ResourcesMarsha on RFP Success Show EP035 | |||
| Four Steps to Finding the Right Subcontractor – with Marsha Lindquist - EP035 | 26 Mar 2019 | 00:23:33 | |
So, 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 Laboratory, among many others. She has also worked with NASA, the National Institutes of Health, and the Departments of Defense, Energy and Agriculture. Today, Marsha joins us to discuss when you should and should NOT bring in subcontractors to fulfill the requirements of an RFP. She describes the value in cultivating ongoing relationships with both competitors and companies that offer services tangential to what you do and walks us through the four steps to finding subs who are a good fit. Marsha also explains why the prime contractor should own at least 50% of the work and shares the risks associated with pursuing a contract that’s out of your wheelhouse. Listen in for Marsha’s insight on establishing a margin that covers the cost of doing business and learn how to negotiate pricing with prospective subcontractors! Key TakeawaysMarsha’s background in the realm of government contracts + strategic pricing Marsha’s guidelines around when you should and should NOT bring in subs The value in cultivating relationships with potential subs on an ongoing basis Why it’s wise for the prime contractor to own at least 50% of the work Marsha’s insight on how to find subs who are a good fit
The risks associated with pursuing a contract that’s out of your wheelhouse How to establish a margin that covers the cost of doing business Marsha’s advice on negotiating pricing with prospective subcontractors Connect with MarshaCall (480) 513-1132 Connect with LisaThe RFP Success Community on LinkedIn ResourcesMarsha on RFP Success Show EP015 ‘Five Reasons Why You Should Embrace Your Competition’ by Marsha Lindquist | |||
| 5 Ways to Avoid BORING in a Technical RFP Response – with Lisa Rehurek - EP034 | 19 Mar 2019 | 00:15:25 | |
So, 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 ways to avoid the BORING we associate with a technical RFP response. I offer two strategies for writing in a way that is conversational and lends authenticity to your technical answers. I explain how to identify common ground with a potential client and leverage shared values to form a connection with the reader. I also cover the value of visual interest in engaging readers and the power of storytelling to help evaluators visualize the details of a case study. Listen in for insight on using relatable metaphors to express complex technical ideas and learn to write an RFP that does NOT bore your readers but keeps them interested and elevates YOU to RFP success! Key TakeawaysThe 5 ways to avoid BORING in technical RFP responses
How talking through your answers lends authenticity How common mission + values increases investment The value of visuals + visual appeal in engaging readers How to enhance a case study with humanizing details How metaphors help readers relate to complex ideas Connect with LisaThe RFP Success Community on LinkedIn ResourcesRichard Goring on RFP Success EP022 Mike Parkinson on RFP Success EP032 | |||
| RFP Response FAQs, Part 2 - EP132 | 14 Jun 2023 | 00:16:29 | |
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 LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesRobin Davis on RFP Success EP067 Book a Call with the RFP Success Company The RFP Success Book by Lisa Rehurek
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| Increase Your Influence & Deliver a Winning Finalist Presentation – with Dr. Sharon Lamm-Hartman of Inside Out Learning- EP033 | 12 Mar 2019 | 00:30:38 | |
If you’ve written an effective RFP, the next step in winning business is to deliver a successful finalist presentation. So, how do you connect with an audience in person, conveying both your technical skill AND relatability? Can you develop qualities of executive presence like warmth and confidence, even if they don’t come naturally? What can you do to increase your influence and deliver a winning presentation? Dr. Sharon Lamm-Hartman is the founder and CEO of Inside Out Learning, an award-winning consulting firm dedicated to transforming individuals, teams, and companies, helping them become better than their past best. With more than 25 years of experience in leadership, team and organizational development, Sharon supports her clients in improving organizational health and winning billions in new business. Today, Sharon joins us to explain how to carry out a successful finalist presentation. She shares the HORSE formula for developing the body of your presentation and discusses the qualities of executive presence your audience is looking for. Sharon speaks to the significance of knowing your audience and offers advice on creating clear, concise visuals that enhance your presentation. Listen in for insight around increasing your influence and learn Sharon’s proven formula for presentation success! Key TakeawaysInside Out’s mission to help leaders show up as their authentic selves Sharon’s formula for presentation success
Why it’s crucial to provide your audience with an agenda to follow The HORSE formula for developing the body of your presentation Sharon’s insight on developing the qualities of executive presence The importance of presence in landing a job or contract How to adapt to where your audience is/where they want to go Who should be part of the live presentation The mistake people make around not knowing their audience Sharon’s tips for nailing your finalist presentation
How to increase your influence with meaningful personal stories Sharon’s 5X5 rule for creating clear and concise visuals Connect with SharonCall (480) 822-9939 Connect with Lisa Resources | |||
| Creating Bid-Winning Proposal Graphics – with Mike Parkinson of 24 Hour Company - EP032 | 12 Mar 2019 | 00:27:25 | |
What 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 bid on contract work. He has spearheaded multibillion-dollar projects and helped clients win billions of dollars in business through RFPs. Mike is also a bestselling author and professional trainer, and his Build-a-Graphic software empowers proposal writers to create professional graphics despite limited experience. He is a CPP APMP Fellow and one of only 34 Microsoft PowerPoint MVPs in the world. Today, Mike joins us to explain how he blends art with science to build bid-winning proposal graphics. He shares the value of visuals in an increasingly at-a-glance society and discusses why we owe it to reviewers to communicate our solution clearly and succinctly. Mike offers insight on using the psychology of motivation and decision-making to develop a message—and tailor the graphics accordingly. Listen in for Mike’s advice on marrying quality aesthetics with powerful content and learn how to create professional graphics, with or without prior experience! Key TakeawaysHow Mike blends art and science to build winning graphics The value of visuals in an increasingly at-a-glance society How to clearly communicate what differentiates your solution Why Mike suggests opting for powerful content vs. aesthetics How to develop a clear message and tailor your graphics to it
The statistics on gut instinct in corporate decision-making Mike’s advice on creating professional graphics
Email mike@24hrco.com Connect with Lisa Resources | |||
| 5 Strategies for Building Trust in a Written Document – with Lisa Rehurek - EP031 | 26 Feb 2019 | 00:18:41 | |
We do business with people we know, like and trust. But how do you build trust with a potential client through the RFP? Yes, it’s easy to connect with people in person, but how do you cultivate rapport in a written document? Today, I’m sharing my top five strategies for building trust on paper. I discuss the danger in lying or exaggerating your abilities and the immense value in coming across as your authentic self. I explain how storytelling puts a human spin on traditional case studies and offer insight around substantiating any claims you make in the RFP. I also speak to the significance of providing solid references, describing why we tend to trust the companies that fix their mistakes over those that sweep missteps under the rug. Listen in to understand the importance of building a multidimensional culture around responding to RFPs and building trust both before the RFP hits the streets—and through the proposal itself! Key TakeawaysThe 5 obstacles to making a sale
The power in building relationships before an RFP hits the streets 5 strategies for building trust in a written document
My method of leveraging dictation to sound more authentic How storytelling puts a human spin on traditional case studies How people tend to trust companies that fix their mistakes Why it’s necessary to build a culture around responding to RFPs Connect with Lisa Resources | |||
| Build Relationships & Win Federal Business – with Judy Bradt - EP030 | 19 Feb 2019 | 00:25:44 | |
“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 buyers and win more contracts. Judy has 30-plus years of experience in the field, helping 7,000 diverse clients earn $300M in federal business. She has been featured in Business Week, Entrepreneur Magazine and Fortune Small Business, among many other publications, and she is the award-winning author of Government Contracts Made Easier. Today, Judy joins us to share the ‘dirty secret’ about her sales skills and how she finally learned to reframe sales as an opportunity to make friends. She discusses the four drivers of success in the federal market, what to research before you submit an RFP, and why past performance supersedes certifications. Listen in for Judy’s insight around getting in front of a federal contracting officer and learn why relationships are crucial to winning federal business. Key TakeawaysJudy’s ‘dirty secret’ around making sales calls How to reframe sales as making friends Why you should break big goals into small pieces Why relationships are crucial to winning federal business The 4 drivers of success in the federal market
Judy’s 7 steps to success in federal business
What to research before you bid on a federal contract How to get in front of a federal contracting officer Why past performance supersedes certifications Connect with JudyCall (703) 627-1074 Connect with Lisa ResourcesGovernment Contracts Made Easier by Judy Bradt | |||
| Storytelling to Build Trust & Sell Your Service – with Sandra Younger of ComeBACK Solutions - EP029 | 12 Feb 2019 | 00:23:34 | |
Emotional connection builds trust, and trust leads to sales. But what is the best way to establish that emotional connection? The answer lies in storytelling. Stories help us make sense of technical concepts, illustrate the ideas we want to express, and serve to substantiate our claims. Not only that, stories told well actually produce a bonding hormone that facilitates trust. So, how do we incorporate storytelling in the RFP writing process? Sandra Younger is a reporter, magazine editor and author with more than 30 years of professional experience. She is also the founder of ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders, and Strategic Story Solutions, a firm that helps individuals and businesses discover their own stories. Sandra is best-known for her Amazon bestseller, The Fire Outside My Window, a memoir of her experience with the catastrophic California Cedar Fire of 2003. Sandra is back on the RFP Success Show to share her take on storytelling as a kind of cultural currency, explaining why we are creatures of story and how stories help us make sense of facts and figures. She offers insight around the three types of stories every business should have, discussing how ‘sticky stories’ can be used to illustrate the benefits of your product or service. Listen in to understand how a little vulnerability lends to business success and learn how to leverage the narrative arc to earn trust in an RFP! Key TakeawaysSandra’s take on story as a kind of cultural currency How stories help us make sense of facts and figures Why needs and pain points are considered stories How metaphors are stories that allow us to visualize The 3 kinds of stories every business should have
How a signature story gives your business credibility How sticky stories illustrate the benefits of a product How success stories serve in substantiating claims The narrative arc and its function in building trust Connect with SandraEmail sandra@sandrayounger.com Connect with Lisa ResourcesThe ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger | |||
| Liberate Your Inner Writer & Start the RFP Process – with Sandra Younger of ComeBACK Solutions - EP028 | 06 Feb 2019 | 00:40:33 | |
What is the most frustrating aspect of writing an RFP? For many, the most difficult part of the process is simply getting started. So, what can we do to liberate our inner writer and set up a protocol that works for us? How can we take the pressure off and remember that writing is just talking on paper? What strategies do career writers use to get in the zone and generate a first draft? Sandra Younger has 30 years of professional experience as a journalist and storyteller. Her Amazon bestselling memoir, The Fire Outside My Window, tells the story of her experience during the catastrophic California Cedar Fire in 2003. Sandra leveraged what she learned from the fire to found ComeBACK Solutions International, an organization that works with disaster survivors and emergency leaders to build resilience and transform disaster and loss into opportunity and legacy. She is also the founder and Chief Story Strategist with Strategic Story Solutions, a firm that helps individuals and businesses discover the meaning, message and mission in their own stories. Today, Sandra joins us to explain why getting started is the most frustrating part of the writing process and offer strategies on establishing a writing protocol that works for you. She describes how storytelling creates emotional connection and builds the trust necessary to drive sales. Sandra also shares the value in knowing your audience, asking headline questions of attraction, and writing in a way that is both professional AND conversational. Listen in for Sandra’s insight on liberating your inner writer to generate a winning RFP—and learn how to build a strategic argument in favor of your unique ability to meet the client’s needs! Key TakeawaysThe unique perspective in Sandra’s book on the Cedar Fire Why getting started is the hardest part of the writing process How emotional connection builds the trust that drives sales Why storytelling is the #1 way to create emotional connection The importance of using case studies in your RFP response Sandra’s tips for writing to make the sale
Sandra’s insight on leveraging headline questions of attraction How to write in a way that is professional AND conversational Sandra’s tips for initiating the writing process
Why your first draft should NOT be perfect The concept of liberating your inner writer How to develop a strategy for persuasion through writing The value of knowing the rules and regulations of grammar Connect with SandraEmail sandra@sandrayounger.com Connect with Lisa Resources | |||
| 10 Top Productivity Hacks – with Lisa Rehurek - EP027 | 22 Jan 2019 | 00:25:26 | |
In 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 responsibilities and discuss how establishing focus hours supports me in completing tasks that don’t come easily to me. I also offer insight on breaking big projects into small chunks in order to drive action and making the distinction between high standards and perfection. Listen in for advice on leveraging radical honesty and faith over fear to stay motivated, boost your productivity and accomplish more in 2019! Key TakeawaysWhy it’s crucial to know where you’re going and what you want How I use Do|Ditch|Delegate to prioritize important tasks How to leverage focus hours for tasks that don’t come easily How grouping like tasks together builds momentum How radical honesty helps me decide what to take on The value in understanding when you need creative space How I use intuition and trust to make quick decisions How to drive action by breaking big projects into small chunks The distinction between high standards and perfection My mantra around having more FAITH than FEAR The importance of understanding what motivates you Connect with Lisa Resources | |||
| Making RFPs Suck Less with a Consistent Process – with Matt Wolach of Synlio - EP026 | 15 Jan 2019 | 00:30:44 | |
RFPs 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 process for clients in the real estate industry. Synlio is ideal for both property managers and vendors who service buildings and facilities, connecting buyers and sellers so that both have the opportunity to grow. Matt has a background in HOA and community management as well as software solutions, making him uniquely qualified to lead Synlio. Today, Matt joins us to explain how the Synlio Team became known as ‘The RFPs Suck Guys’ and how their RFP automation software supports both property managers and vendors. He walks us through the process of calculating—and evaluating—the ROI for a software package and discusses how to design a consistent, reliable process for generating RFPs. Listen in for Matt’s insight on creating RFPs with the appropriate level of detail and learn why vendors should respond to RFPs ‘every single chance they get.’ Key TakeawaysMatt’s background in community management and software How Synlio’s RFP automation software helps buyers and sellers How to calculate ROI in terms of time, money and resources The value of a consistent, reliable process for generating RFPs Matt’s advice around committing to the RFP process every time How Matt and his team became known as ‘The RFPs Suck Guys’ How creating scope-of-work templates facilitates efficiency The danger in creating RFPs with too much or too little info The mistake vendors make in NOT responding to RFPs How Synlio introduces companies to a new network of vendors Connect with Matt Connect with Lisa Resources | |||
| EP025: Prioritizing RFP Success in Your Strategic Plan – with Executive Coach Katina Koller | 08 Jan 2019 | 00:30:38 | |
The 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, leading her team to the Inc. 5000 list as one of the fastest growing privately-held companies for two consecutive years. She also serves as a Business Mentor for Tech Launch Arizona. Today, Katina joins us to discuss the value of an outside perspective in developing a strategic vision and explain how EOS helps leaders align their team to a single, concise plan. She describes the parallels between good leadership and good parenting, speaking to the value of vulnerability and transparency in promoting ‘radical candor’ in an organization. Katina also offers insight around setting realistic goals and focusing on greatness rather than scale. Listen in to understand why RFPs are crucial in increasing the value of your business and learn how to prioritize the RFP process as an important part of your company’s strategic plan! Key TakeawaysThe value of an outside perspective in developing strategic vision How EOS helps leaders align their team to a single, concise plan Why RFPs are crucial in increasing the value of your business How to develop alignment of priorities through your value chain The parallels between good leadership and good parenting Why vulnerability and transparency are crucial leadership skills Why many business leaders fail to implement their big ideas How to prioritize RFPs and eliminate distractions Katina’s insight around being great vs. being BIG The top mistakes leaders make that prevent business growth
Email katina.koller@outlook.com Connect with Lisa ResourcesGina Catalano on The RFP Success Show Radical Candor: Be a Kickass Boss Without Losing Your Humanity by Kim Scott The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni Small Giants: Companies That Choose to Be Great Instead of Big by Bo Burlingham Essentialism: The Disciplined Pursuit of Less by Greg McKeown | |||
| Change Management for RFP (and Business) Success – with Donna Warrick of Jamesson Solutions - EP024 | 18 Dec 2018 | 00:23:08 | |
To 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 selection firm based in Greensboro, North Carolina. Donna has extensive experience supporting clients across many sectors, including manufacturing, financial services, property management and biotechnology. Today, Donna returns to the podcast to get into the nitty gritty of change management. She reviews the concept of operating either above or below the line, describing how curiosity and open-mindedness pay off in terms of influence and innovation. Donna explains how a fear of the unknown makes many resistant to change and how to overcome the ‘it can’t be done’ mindset. She also shares the value in communicating personal benefits to team members and finding internal advocates to help drive the message for change. Listen in for Donna’s insight around recognizing the risks and rewards of change—and remembering that human beings are involved! Key TakeawaysThe concept of operating either above or below the line How operating above the line builds trust and influence Why the human brain is wired to operate below the line How to develop self-awareness of where you’re operating Donna’s definition of change management How fear of the unknown makes us resistant to change How to overcome the ‘it can’t be done’ mindset How to frame change in terms of current/future state What leadership needs to communicate about change The value in finding advocates to help drive the message The significance of building a case on ‘what’s in it for you’ How team discussions reveal what you didn’t consider When it’s appropriate to reconsider making a change The need for leadership to consider the risks and rewards Connect with Donna Connect with Lisa Resources | |||
| 80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131 | 31 May 2023 | 00:29:08 | |
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 Steve Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesFred Again’s NPR Tiny Desk Concert Greenlights by Matthew McConaughey Book a Call with the RFP Success Company | |||
| Influencing Up to Deliver Successful RFPs – with Donna Warrick of Jamesson Solutions - EP023 | 11 Dec 2018 | 00:28:04 | |
So, 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 leverages her expertise in customer service, conflict management and leadership coaching to support clients across many sectors, including manufacturing, financial services, property management and biotechnology. Today, Donna joins us to offer practical strategies around influencing up. She explains the importance of recognizing and adapting your influencing style to the people you work with in the RFP process, describing how to demonstrate assertiveness when it doesn’t come naturally to you. Donna walks us through the five influencing styles, offering insight on how to recognize a colleague’s style by the language they use. Listen in to understand the distinction between influence and control—and learn how operating from a growth mindset contributes to business success! Key TakeawaysJamesson Solution’s expertise in leadership development The concept of influencing up through the RFP process The importance of understanding influencing styles How to adapt your influencing style to the situation How to demonstrate assertiveness if it’s not your nature Why assertive influencers appreciate debate/push back The positive impact of adapting your influencing style The 5 different influencing styles Assertive Inspiring Rationalizing Negotiating Bridging How to recognize influencing styles by way of language The distinction between control and influence The characteristic of operating above and below the line Why the human brain is wired to operate below the line Donna’s insight around operating out of fear or love The link between business success and growth mindset Connect with Donna Connect with Lisa Resources | |||
| Visual Storytelling with Graphics in Your RFPs – with Richard Goring of BrightCarbon - EP022 | 04 Dec 2018 | 00:41:42 | |
We 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 create compelling training content and persuasive presentations that make a memorable impact. Richard specializes in helping sales, marketing, and learning and development experts communicate more effectively by way of visual content. Today, Richard joins us to discuss the power of graphics to convey complex information in an elegant way. He explains why people remember proposals that contain visual information, how graphics facilitate engagement with your content, and how to highlight or edit visual content to illustrate its punchline. Richard also describes the differences between graphics in a government proposal versus a corporate RFP, offering advice on how to create simple flow maps and charts or more involved multimedia presentations. Listen in for Richard’s insight around using visual storytelling techniques to compel people to pay attention, facilitate a clear understanding of your solution, and reflect a level of professionalism that makes your RFP stand out! Key TakeawaysBrightCarbon’s role as a presentation design company The danger in visuals/graphics added as an afterthought How graphics convey complex information in an elegant way Why people remember proposals with visual information How graphics facilitate engagement with your content The type of information you might convey through visuals
How to highlight or edit content to provide a punchline Why info emphasized in callout boxes must be relevant The differences between government and corporate RFPs The simple graphics you can include in government proposals
Richard’s advice on using the tools you have available How you can use PowerPoint to create a corporate proposal
How infographics illustrate full processes and convey facts How graphics facilitate a clear understanding of your solution Connect with Richard Connect with Lisa Resources | |||
| Understanding DISC Behavioral Styles for Better Communication – with Drea Douglass of The Brooks Group - EP021 | 27 Nov 2018 | 00:33:26 | |
Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process! Drea Douglass is the Director of Talent Management Consulting with The Brooks Group, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future. Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea’s advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.’ Key TakeawaysDrea’s role in the assessments arena at The Brooks Group The benefits of understanding behavioral styles The two fundamental communication truths
The importance of approaching in neutral in a sales setting The four DISC behavioral styles
Where conflicts arise among the DISC personality types The concept of interactive flexibility in the sales environment Why building trust is more important than likability How to apply the DISC profile to the writing of an RFP How to tier your RFP answers to appeal to a wide audience How assessments can help in the hiring process
How the DISC assessment can help teams value each other How improved communication can impact revenue Connect with Drea Connect with Lisa Resources | |||
| 4 RFP Tips for Defending Your Contract – with Lisa Rehurek - EP020 | 20 Nov 2018 | 00:11:26 | |
If 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 reminding the client what it’s like to work with you. I also address how to be personable in the RFP as an incumbent rather than acting like you don’t know each other. Listen in for insight around tracking your successes from Day 1 and learn how to share those wins in the RFP and get that bid back! Key TakeawaysMy top four tips defending your contract as an incumbent
The danger of scope creep when you rebid on a contract How to be more personable in the RFP as an incumbent My strategy for tracking successes to leverage in a rebid How to approach sharing successes in the text of an RFP How to leverage your incumbent status to get a bid back Connect with Lisa Resources | |||
| Making the RFP Process Easier & More Efficient – with Josie Fey of RFPIO - EP019 | 13 Nov 2018 | 00:30:13 | |
What 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 truly efficient response process. Built by a team that knows RFPs, RFPIO’s intuitive solution is trusted by companies like LinkedIn, Adobe and Zoom, among many others. In her role, Josie handles marketing, public relations and internal communication for the organization. Today, Josie joins us to explain how RFPIO serves as a collaboration hub and content repository, allowing users to import information and apply branded templates specific to their business. She discusses what differentiates RFPIO from its competitors in terms of technology, customer support and pricing, and how the company applies user feedback to improve the software. Josie also addresses the hands-on nature of the RFPIO onboarding process, describing how their team helps users populate their database and work through a project together. Listen in for the case study of an RFPIO client who reports a 2,000% ROI after six months of using the software and learn how RFPIO can save you time and help you make more money! Key TakeawaysJosie’s role as Communications Manager with RFPIO How RFPIO serves as a collaboration hub/content repository How the RFPIO software allows users to import information What differentiates RFPIO from its competitors
How RFPIO uses AI to provide a recommendation engine How RFPIO iterates based on feedback from clients The people-centric value system at RFPIO How RFPIO users can apply style guides/branded templates RFPIO’s benefits in terms of communication and time saved The hands-on nature of the RFPIO onboarding process The case study of RFPIO client MasterControl
How RFPIO allows users to be more competitive and strategic Connect with Josie Connect with Lisa Resources | |||
| A Simple, Focused Strategy for Business (and RFP) Success – with Gina Catalano - EP018 | 06 Nov 2018 | 00:32:24 | |
Strategy 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 business development and operations. Gina serves as a volunteer for Startup Tucson’s Thryve mentorship program, and she is the author of the Amazon bestseller Tandem Leadership: How Your #2 can Make You #1. Today, Gina joins us to discuss the benefit of a simple, well-explained business strategy, offering advice around narrowing your focus to a single vertical. She describes how to write an RFP through the lens of the client and identify your champion within a particular organization. Gina also covers the Lean Startup concept of customer discovery, explaining how to leverage the people in a company who touch the customers in this process. Listen in for Gina’s insight on framing strategy as an exercise in choosing what NOT to do and learn why implementation is more important than trying to craft a perfect strategy. Key TakeawaysGina’s reputation as the CEO Swiss Army Knife How Gina helps leadership teams next-level their business Gina’s definition of strategy as the ‘highway for vision’ The benefit of a simple strategy that is well-explained Gina’s advice around focusing on one vertical or client How to write an RFP through the lens of the customer The value in understanding who a prospect is buying from How to identify your champion within an organization How to recognize your customer’s ‘dream come true’ The Lean Startup concept of customer discovery How to leverage the people that touch your customers How to frame strategy as choosing what NOT to do The mistake in trying to create strategy that serves everyone How to create strategy that aligns with your values Gina’s advice on creating a filter for the decision-maker Why implementation is more important than perfect strategy Connect with GinaEmail gina@venturesolutionsus.com Connect with Lisa Resources | |||
| Navigating Conflict with Your Partners in the RFP Process – with Lesli Pintor - EP017 | 30 Oct 2018 | 00:27:13 | |
What 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 communication styles, Lesli is certified in both the DiSC Assessment and 12 Driving Forces methodologies. Prior to her work in business communications and consulting, Lesli spent three decades in the banking industry where she served as a commercial real estate and business lender. Today, Lesli sits down with us to offer insight around the relationship between communication and conflict in the workplace. She discusses the value in understanding your own communication style and the danger in assuming that your teammates work the same way you do. Lesli also describes how doing a little work up front to establish a Team Charter can help you understand each other’s strengths and orient around a common goal. Listen in for Lesli’s advice on dealing with difficult colleagues and learn how to navigate conflict within your RFP team! Key TakeawaysLesli’s 30-plus years of experience in banking as a commercial lender How a lack of communication causes conflict in the work environment The value in understanding your team members’ communication styles Lesli’s advice around listening to understand vs. listening to respond The danger in assuming that everyone works in the same way you do How a Team Charter helps people orient around a common goal Lesli’s insight on sticking to business with team members you dislike How to deal with the team’s STORM stage sooner rather than later The benefit of owning your part of the conflict or disagreement How to understand each teammate’s definition of success Lesli’s tips for dealing with a combative teammate
The changing landscape of individual/team performance reviews Lesli’s guidance for dealing with conflict in the work environment
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| Designing an RFP Process Flow – with Erin Mathie - EP016 | 23 Oct 2018 | 00:25:47 | |
Raise your hand if you’re interested in being more organized and efficient! If RFPs drive sales for your business, then you know that developing a consistent process will save you time and trouble in the long run. But is there an easy way to design a system one time—and then leverage software to apply that process every time an RFP comes through the door? Erin Mathie is the founder of Business Made Simple, a firm that specializes in process consulting and business systems. A serial entrepreneur and self-proclaimed systems nerd, Erin is passionate about helping business owners create the structure they need to grow. She is also an Insightly Hero, having set up and customized the Insightly CRM for hundreds of businesses all over the world. Today, Erin joins us to share the ins and outs of Insightly, explaining how the software can be used to track your customer database and manage tasks and projects. She describes how to create an RFP process flow on Insightly and how the software can auto-populate the task manager for every new RFP. Erin also discusses Insightly’s ability to track your close ratio and referral sources—and even generate custom reports. Listen in for Erin’s advice around building relationships with the help of a CRM and learn how Insightly can help you develop a consistent process for RFPs! Key TakeawaysErin’s background as a serial entrepreneur and systems nerd The fundamentals of a Customer Relationship Manager What Insightly can do for your business
How to create an RFP process flow on Insightly The value in developing a consistent process for RFPs How Insightly auto-populates the task manager for each RFP Insightly’s ability to set up custom fields and track your close ratio Erin’s advice to start simple and add features to the CRM over time How to categorize your contacts and link them to organizations How to use Insightly to track your referral sources Insightly’s capacity to attach emails to contacts and organizations Erin’s top tip around recording quality data points for reports Why Erin prefers Insightly to other CRMs on the market Connect with Erin Connect with Lisa Resources | |||
| Creative Pricing Strategy for RFPs – with Marsha Lindquist - EP015 | 16 Oct 2018 | 00:27:26 | |
You 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 client list includes Massachusetts Institute of Technology, DynCorp International and Dow Kokam, among many others, and she has worked with the Departments of Defense, Energy and Agriculture as well as NASA and the National Institutes of Health. Today, Marsha joins us to discuss the creativity involved in developing a winning pricing strategy for your RFP. She explains how to determine whether a customer is looking for low price or best value and how to align your business proposition with the client’s values. Marsha offers insight around the benefit of doing your homework in advance to determine customer pain points and the advantages of including an executive summary in your pricing proposal. Listen in for Marsha’s top tips on making your cost volume sing and learn how to avoid the most common mistake people make in pricing proposals! Key Takeaways Marsha’s role in developing pricing strategy and cost accounting The creativity that goes into crafting a winning pricing strategy How to determine if the customer wants low price or best value The tools Marsha uses to get to the numbers she’s aiming for How to align what the customer values with your business prop Why Marsha includes an executive summary in the pricing proposal How to put a dollar value on what the customer needs and wants The value in doing your homework to determine client pain points How to make your pricing proposal SING
How Marsha’s work goes beyond pricing to envision the big picture Why Marsha forges a partnership with the technical volume lead Marsha’s take on the biggest mistake people make in pricing proposals Connect with Marsha Call (480) 513-1132 Connect with LisaResources | |||
| 5 RFP Success Strategies to Prove You Want the Business – with Lisa Rehurek - EP014 | 09 Oct 2018 | 00:12:54 | |
To win business with an RFP, you have to do more than just show the client that you can do the job. You need to show them that you’re the premiere choice. But how do you go about proving that you really want the work without coming across as desperate or manipulative? Today, I’m offering my top five strategies for demonstrating your greatness through the RFP. I explain the value in asking powerful questions that make the potential client think, especially when you’re up against an incumbent. I also discuss the benefit of showcasing your differentiators in relation to the client’s needs. I address how to find common ground with clients and demonstrate why you’re the best fit for a collaboration—with regard to mission-alignment or values. Listen in for insight on maintaining business as an incumbent, reminding the client why your partnership works and supporting that claim with appropriate evidence! Key TakeawaysThe value in explaining why you’re the premiere choice How to avoid coming across as desperate or manipulative Why an incumbent should do regular client satisfaction surveys My top five tips for proving that you really want the business
Why throwing a competitor under the bus shows self-doubt How to show your differentiators in relation to client needs How to find common ground around mission alignment/values Why incumbents need to track customer satisfaction, outcomes Connect with Lisa Resources | |||
| 80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130 | 17 May 2023 | 00:34:44 | |
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 Steve Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesBook a Call with the RFP Success Company | |||
| Efficiencies with Managing Resumes and Case Studies – with Erling Linde - EP013 | 25 Sep 2018 | 00:25:10 | |
How 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 and the UK. He identified a need for improved efficiency in the process of preparing RFPs—and the startup CV Partner was born. Today, Erling explains the value of his service over Word documents, discussing how the software allows you to incorporate your own templates and tailor resumes to a particular opportunity. He describes how case studies and resumes work together in their system, allowing project managers to update multiple employee resumes with consistent project descriptions. Erling also addresses CV Partner’s ability to facilitate collaborations with subcontractors and function as a searchable skills database. Listen in for Erling’s insight on getting the best value out of the system and learn how his clients are saving up to 50% of the time previously spent compiling resumes and case studies for RFPs! Key TakeawaysHow CV Partner streamlines how you work with resumes/case studies How Erling’s background in IT consulting led him to found CV Partner The advantages of the CV Partner system over Word documents How you can tailor a resume to the opportunity How CV Partner incorporates your templates into their system CV Partner’s ability to store multiple resumes for each employee How case studies and resumes interact in the CV Partner system How a project manager can update resumes with project descriptions How a company with as few as 5 employees can benefit from CV Partner CV Partner’s ability to facilitate collaborations with subcontractors How CV Partner also functions as a searchable skills database Why Erling invests his time in onboarding new clients Erling’s advice around incorporating the CV Partner system
How CV Partner can help you build a business case for use of their system Connect with ErlingEmail erling@cvpartner.com Connect with Lisa | |||
| Leveraging Your Brand Energy in the RFP Process – with Arlene Pedersen - EP012 | 18 Sep 2018 | 00:37:58 | |
Quality 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. Today, Arlene explains the value of branding in establishing credibility and connection. She explains how to craft a polished RFP that engages readers, communicates the energy of your business and its culture, and leverages the expertise of your ancillary resources. Listen in for Arlene’s advice around choosing quality images, writing bold headlines, and starting the RFP process with an inventory of your success! Key TakeawaysWhy business owners struggle with messaging Arlene’s background in corporate RFPs The challenge of conveying energy in writing Arlene’s insight on treating RFPs like a magazine The value in creating a connection with readers How to craft a crisp, beautiful RFP cover page Arlene’s advice on establishing a theme/metaphor How to answer objections with headers or testimonials Why it’s valuable to call out your disadvantage How to leverage the expertise of ancillary resources The value in choosing images that make you feel good How to create powerful headlines
How quality branding/logos create instant credibility The definition of branding The danger in repurposing content for RFPs The heartbreak of missing an RFP deadline Arlene’s top tips for writing a proposal that stands out
The RFP Success Book by Lisa Rehurek Blink: The Power of Thinking Without Thinking by Malcolm Gladwell | |||
| Contracting with the Federal Government – with Chantel Gibbons - EP011 | 11 Sep 2018 | 00:25:40 | |
For 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 subject matter expert in defense contract policy, service contracts and Federal Acquisition Regulations (FAR). Chantel’s firm, We Do Contracts, does subcontractor management for corporations and supports small business owners in navigating the federal acquisitions process. Today, Chantel shares the secret sauce for winning federal contracts, discussing the large number of federal buyers located throughout the country. She explains the importance of registering correctly to qualify for federal contracts and the value of listing multiple capabilities in the SAM system. Chantel addresses the 8(a) Business Development program, the difference between a sub- and prime contractor, and the significance of securing the small business designation. Listen in for Chantel’s insight around how federal regulations apply to small businesses and learn how to identify federal opportunities in your area! Key TakeawaysThe secret sauce for winning federal contracts
The large number of federal buyers all over the US How to register and obtain a cage code for federal contracts How to prepare, start and build relationships with buyers How an expert like Chantel helps vendors register correctly How to identify and expand your capabilities in the SAM system The fundamentals of the 8(a) Business Development program The difference between being a subcontractor and a prime contractor Why you need to be certified with the small business designation How federal contracts differ from state and local contracts Chantel’s insight around federal restrictions and regulations
How to identify federal opportunities in your area How federal contracts can expand your revenue streams Connect with ChantelEmail info@wedocontracts.com Connect with Lisa Resources8(a) Business Development Program Federal Acquisition Regulation | |||
| The Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek - EP010 | 04 Sep 2018 | 00:26:02 | |
The fastest way to lose a bid is to annoy the evaluators! I recently conducted an informal poll, asking several RFP buyers the following question: What is your biggest pet peeve when it comes to RFP responses? Today, I’m sharing their answers, discussing the Top 5 RFP Evaluator Hot Buttons. I explain the danger of including more or less information than the questions require, describing the evaluator’s challenge in comparing proposals. I also address how common it is for evaluators to receive proposals that fail to follow instructions and how you can avoid this particular pitfall. I offer advice around keeping evaluators happy by being solution-focused, simplifying your responses, and truly answering the questions posed in the RFP. Listen in for insight on writing responses with the evaluation criteria in mind and learn how to build a review period into the proposal process! Key TakeawaysThe Top 5 pet peeves of RFP evaluators:
How answers get lost when you include too much information Lisa’s advice around completing and signing forms in advance Why evaluators prefer a solution-focused approach How to demonstrate that you meet/exceed each requirement The value in keeping answers simple, succinct and to-the-point How to use a template to address ALL parts of a question The significance of recognizing the evaluation criteria How the evaluation criteria and RFP questions may not match up How to write for evaluators with different levels of technical knowledge The importance of building a 48-hour review into the proposal process Connect with Lisa Resources | |||
| How to Leverage Virtual Assistants – with Nicole Bandes of Virtual A Team - EP009 | 28 Aug 2018 | 00:29:21 | |
Do 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’s group of 35 contractors has diverse expertise ranging from research to scheduling to web design. Nicole is also a productivity expert, and she has inspired thousands of business owners, entrepreneurs and professionals to manage their time and live a healthy, balanced life through her workshops and keynotes. Today, Nicole explains the role of a virtual assistant and outlines the kid of work a VA can take on. She discusses the benefit of hiring a VA with a specific skill set for a one-off project or just a few hours per week. I ask Nicole about her inspiration for founding Virtual A Team, and she describes how outsourcing gives you time to do what matters most. Nicole also addresses her vetting process, offering insight on how Virtual A Team goes about replacing and training team members on a project. Listen in for Nicole’s advice around establishing a contract with your VA and learn how to decide which tasks to delegate to a virtual assistant! Key TakeawaysThe role of a virtual assistant working remotely The kind of work a virtual assistant can take on How VAs might assist with the RFP process The benefit of hiring a VA with a specific expertise Hiring a VA for a one-off project vs. a few hours/week The Virtual A Team’s group of 35 contractors Nicole’s inspiration for founding Virtual A Team How outsourcing gives you time to do what matters How Nicole goes about vetting her team of VAs Virtual A Team’s process of replacing team members Nicole’s advice around establishing a contract with your VA The distinction between and employee and a contractor How to determine which tasks could be delegated to a VA The challenge around hiring people committed to being VAs Connect with Nicole Connect with Lisa Resources | |||
| Project Managing Like a Pro – with Cerila Gaillard of Orchestrating Your Success - EP008 | 21 Aug 2018 | 00:30:21 | |
The 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 Technologies. A certified PMP and ScrumMaster, Cerila is a Member Ambassador for the Phoenix Chapter of the Project Management Institute and a Venture Mentor for the Entrepreneurship and Innovation Program at Arizona State University. Today, Cerila offers her definition of project management as a repeatable process that ensures maximum productivity. She covers the leadership skills necessary to take on the role of project manager, explaining the significance of soft skills like communication in a project’s success. I ask Cerila about her keep-it-simple approach to project management, and she describes the flexibility involved in picking and choosing the appropriate techniques. Listen in for insight around detailed planning, defining clear goals, and setting realistic deadlines—and learn how to utilize the data provided by project management software! Key TakeawaysThe definition of project management as a repeatable process How project management uses tools to maximize productivity The leadership skills necessary to take on the role of PJM How to communicate with decision-makers vs. the project team Why a PJM’s soft skills are as important as their technical skills Why a PJM should not be ‘in the weeds’ of a project The flexibility of a project manager to pick and choose techniques Cerila’s keep-it-simple approach to project management The danger around not taking the time to plan How clearly defined goals lead to the success of a project The project management pitfall of setting unrealistic expectations The benefits of project management software like Smartsheet Connect with Cerila Connect with Lisa Resources | |||
| Soliciting Feedback on Your RFP—WIN or LOSE – with Robin Merritt of Axsium Group - EP007 | 14 Aug 2018 | 00:23:47 | |
If 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 an extensive background in helping clients create RFPs and winning business herself through the RFP process. Today, Robin and I continue our conversation by discussing the biggest mistakes she’s made in writing RFPs over the years. She explains the danger in trying to ‘read between the lines’ or thinking you cannot win a particular bid. I ask Robin about the process of soliciting feedback, and she shares the benefits of debriefing with the client—even when you WIN the bid. Listen in for Robin’s insight on using your status as incumbent the right way and learn to implement her all-in approach to telling your story through the RFP! Key TakeawaysWhy you should avoid trying to ‘read between the lines’ The danger in thinking you cannot win a particular bid Robin’s advice around the right way to toot your own horn The benefit of asking for feedback when you lose a bid What you can learn from the debriefing process when you win Robin’s most painful RFP loss AND her favorite win Why incumbents tend to write the weakest proposals Robin’s insight on utilizing subject matter experts in your organization How a team member who enjoys writing can serve to tell your story Robin’s take on going ALL IN with every RFP Connect with Lisa Resources | |||
| A Collaborative Approach to the RFP Process – with Robin Merritt of Axsium Group - EP006 | 07 Aug 2018 | 00:30:02 | |
How 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 explain the importance of writing RFPs with the reader in mind, customizing your RFP to explain why they should hire you. She offers insight around her success with RFPs, discussing the value of using an assessment tool and writing in a consistent tone. I ask Robin about her collective approach to writing RFPs, and she describes the benefit of jumping on calls together to edit in real time. Listen in for Robin’s advice on selling yourself as the answer to a specific problem and taking FULL advantage of open Q&A to set yourself apart from the competition! Key TakeawaysRobin’s background in manufacturing and retail consulting The importance of writing RFPs with the reader in mind How to ensure that your RFP has a consistent tone Robin’s insight on building an assessment tool based on strategy The challenge around passing up an RFP for the first time Robin’s collective approach to writing RFPs How Robin’s team saves time by editing RFPs on short calls Robin’s advice around selling yourself as the answer to a problem Why the company soliciting RFPs must be clear in their purpose How to take full advantage of open Q&A Connect with Lisa Resources | |||
| Learning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek - EP004 | 24 Jul 2018 | 00:11:49 | |
If you’re struggling to land contracts and your RFP win percentage is bleak, you may be able to turn things around with some simple changes to your approach. So, what are the most common mistakes we make in responding to RFPs? Today, I’m going solo to walk us through the top 5 missteps companies make in crafting their RFPs. Drawing on my experience reviewing hundreds of RFPs every year, I discuss the most common problems—and how to avoid them! I address RFPs that get off track and fail to answer the questions asked, offering strategies for structuring on-target responses. I explain why it’s so important to engage readers and focus your responses not just on YOU—but how you can provide the solution your prospective client needs. Listen in to understand the value in bidding on contracts for the right reasons and learn how to design a business development strategy that will boost your win rate and generate RFP success! Key TakeawaysThe #1 buyer complaint around RFPs that don’t answer the questions asked How flipping the questions into statements can keep your RFP on track My strategy around creating a table to address all parts of a question Why it’s important to engage readers in the text of your RFP How to talk about yourself in the context of solving the client’s problem The danger in bidding on cold opportunities without a strategic reason How a proper vetting process leads to a higher win percentage The value in building relationships as part of your business development strategy Connect with Lisa Resources | |||
| Leveraging Diversity Certification to Win Contracts – with Heather Cox of Certify My Company-EP003 | 16 Jul 2018 | 00:28:06 | |
As entrepreneurs and small business owners, we could all use a competitive advantage to tip the scales in our favor and win more contracts—and small and diverse business certifications provide one route to gaining that advantage. What are the major certifications? How do you complete a successful application? And what are the benefits to becoming diversity certified? Heather Cox is the co-founder and President of Certify My Company, the national leader in transforming Fortune 1000 supplier diversity programs into profit centers. A tireless advocate for diversity, Heather is passionate about making the business world reflect the real world, and in her role as a Diversity Certification expert, she supports eligible suppliers in the process of becoming diversity certified and maximizing the benefits of certification. Today, Heather joins me to share the origin story behind Certify My Company and discuss the financial benefits of a diverse supply chain. She speaks to the Big 5 diversity certifications, explaining who is eligible and how certification can help you win and keep contracts. I ask Heather about the misconceptions around certification, and she shares the significance of accurate documentation in the application process. Listen in for Heather’s insight on certification as a valuable tool—not a magic wand—and learn how to take full advantage of the benefits of diversity certification! Key TakeawaysHow Heather’s background in the circus prepared her for entrepreneurship The origin story behind Certify My Company Heather’s insight on certification as a tool, not a magic wand The financial benefits of diversifying your supply chain The Big 5 certifications (women, minority, LGBT, veteran and disability) Who is eligible for a small or diverse business certification The importance of accurate governing documents in qualifying for certification How certification serves as a business development tool for your customers How certification can tip the scales in your favor The value of tapping into the diversity ecosystem at conferences How certification can strengthen your relationship with existing partners How inaccurate governing documents lead to technical rejections The strength of a WOSB designation in conjunction with a WBENC certification How to determine the most effective certifications for your company The industries that are most favorable to diverse business certifications How to leverage contracts with existing companies as a certified business Connect with HeatherEmail heather@certifymycompany.com Certify My Company on Facebook Connect with Lisa Resources | |||
| RFP Response FAQs, Part 1 - EP129 | 03 May 2023 | 00:17:56 | |
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 LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesBook a Call with the RFP Success Company | |||
| Developing RFP Systems that Unseat Incumbents & Win Contracts – with Amy Schuman of Myers and Stauffer - EP002 | 16 Jul 2018 | 00:23:30 | |
How 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 authority, contributing to more than 500 state government proposals in her current role. Today, Amy joins me to discuss the scaling of her team at Myers and Stauffer, and the exponential growth in the number of proposals they generate. She speaks to the danger of procrastination in composing an RFP and the significance of proofreading with ‘fresh eyes’ prior to shipping. We cover the value in reviewing the RFP evaluation criteria against the proposal, and Amy offers sage advice around targeting your response to what the potential client needs. Listen in for Amy’s advice for small businesses on creating systems for the RFP process and learn how Myers and Stauffer succeeds in unseating incumbents to win contracts! Key TakeawaysHow Amy’s RFP team has grown from two to ten in the last five years The exponential growth in the number of proposals Myers and Stauffer generates The necessity of implementing systems in the scaling an RFP team How Myers and Stauffer procures most of its work through the RFP process Why Amy cautions against procrastination in composing an RFP The significance of proofreading the RFP with ‘fresh eyes’ prior to shipping The value in reviewing the RFP evaluation criteria against the proposal Amy’s advice around targeting your response to what the client needs Myers and Stauffer’s policy to ship proposals two days prior to deadline The importance of cross-training your RFP team How call-out boxes can be used to highlight important points in an RFP Amy’s advice for small businesses around creating systems for the RFP process How Myers and Stauffer succeeds in unseating incumbents to win contracts The key to Myers and Stauffer’s impressive 70% winning percentage Connect with Amy Connect with Lisa | |||
| Hiring Kickass Employees – with Talmar Anderson of Boss Actions - EP001 | 11 Jul 2018 | 00:29:58 | |
Hiring can be a scary prospect for entrepreneurs and small business owners. Yet trying to do it all on your own for the long-term is simply unsustainable. So, how do you go about learning to let go and hiring kickass employees—so that you can have an uninterrupted dinner with your family or even go on the occasional vacation? Talmar Anderson is the visionary behind Boss Actions, the firm that supports entrepreneurs in making the transition from business owner to boss. A hiring and management authority with 25-plus years of experience, Talmar is dedicated to coaching strategic planning and onboarding processes to facilitate faster business growth. She is also the architect of the Boss Actions Community, a platform allowing business owners to connect and navigate being a boss together. Today, Talmar joins me to discuss the ‘people factor’ and ego issues that keep small business owners from hiring. We explain how to avoid bad hires through strategic planning, describing the top mistakes entrepreneurs make in writing job descriptions for ‘unicorns’ and hiring without planning for the role. Talmar walks us through the process of determining when to hire a part- or full-time employee—or outsource an expert on a per-project basis. Listen in for Talmar’s insight on hiring kickass employees based on company need and learn to embrace the freedom of being a boss! Key TakeawaysThe ‘people factor’ that keeps small business owners from hiring How to avoid a bad hire through strategic planning The top two reasons small business owners hire employees The difference between a business owner and a boss How to feed your ego through a shift into the boss role Talmar’s insight around writing job descriptions for a unicorn How to determine which tasks to outsource to an expert How to hire full- or part-time employees based on demand The difference between deliverable and operational tasks The danger around lumping dissimilar tasks into one position The significance of setting up systems prior to hiring Connect with Talmar Connect with Lisa Resources | |||
| Shred with Ted: Assessing the RFP - EP128 | 19 Apr 2023 | 00:17:47 | |
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 on YouTube The RFP Success Company on LinkedIn Subscribe on Apple Podcasts Email podcast@rfpsuccess.com ResourcesBook a Call with the RFP Success Company | |||