RFPs Suck! How to Develop Winning Proposal Strategies
January 17, 2012 at 2:00 PM EST, 1:00 PM CST, 12:00 PM MST, 11:00 AM PST

RFPs are a very significant effort for firms seeking sizable contracts in both the public-bid and private-contract marketplace. Although they are intended to provide an objective way to evaluate potential service providers and contractors, in fact they are inefficient, ineffective, and in some cases potentially detrimental. This Webinar peels back the veneer to provide insights into how the processes are designed in order to help you develop strategies to win.

This program is designed for marketing and business development professionals who regularly participate in Request for Proposal (RFP) or Request for Quote (RFQ) processes as a part of their efforts to secure new business.

Learning Objectives

During this Webinar, you will learn:

  1. Don't answer RFPs: Examine key indicators identifying when you should or should not respond to an RFP.
  2. Answer to win, not to answer: Explore the strategy for telling a compelling back story versus providing a copy-and-paste response to the RFP.
  3. Write for your reader: Identify the types of readers and the questions they need answered by your response in order for you to win.
  4. Break the RFP: Discuss strategies by which you can gain an advantage over your competition to win.

 About the Speaker

 

Tom Searcy, CEO and Founder, Hunt Big Sales 

Tom Searcy is the foremost expert in large account sales. Author, speaker, consultant, and founder of Hunt Big Sales, Tom has helped clients land over $5 billion in new sales.  Having led 4 companies to grow earnings from less than $15 million to as much as $200 million, each in fewer than 5 years, Tom has perfected the process for consistently landing large accounts, which is documented in his books, Whale Hunting: How to Land Big Sales and Transform Your Company and RFPs Suck! Searcy is a blogger for CBS' MoneyWatch and Inc.com.  He's been quoted in The Wall Street Journal, Financial Times UK, and Inc. Magazine.

CEU Credits

SMPS webinars are approved for 1.5 hours of Certified Professional Services Marketer (CPSM) CEUs and AIA LU Hours. Recordings of SMPS webinars are approved for 1.5 hours of CPSM hours only.

Per-Site Registration Fee*

SMPS Member Site Registration: $179
Nonmember Site Registration: $239

*Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

Recordings of SMPS Webinars are available for purchase and training at http://eo2.commpartners.com/users/smps/archived.php.

 
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Select a Session Format:
 CD-ROM Webinar Recording ($179.00 for SMPS Members, $179.00 for CPSM Certified Members, $239.00 for Non-Members)
 Online Archive Webinar Recording ($179.00 for SMPS Members, FREE for CPSM Certified Members, $239.00 for Non-Members)


 

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