The RFP Success Show (Lisa Rehurek)
Explorez tous les épisodes de The RFP Success Show
| Date | Titre | Durée | |
|---|---|---|---|
| 01 Dec 2021 | How to Plan for an Effective RFP Response Timeline - EP098 | 00:19:20 | |
Everybody assumes that the majority of an RFP response timeline should be devoted to the writing. And yes, of course, the writing is very important. But there are many other pieces of the puzzle that contribute to a win. Pieces that take more time than we realize. So, what does an effective response timeline look like? How much time does the proposal team need AFTER the first pass of technical writing is done? On this episode of The RFP Success Show, I share my best practices for planning a successful response timeline, explaining why it’s crucial to get started right away—even if you decide not to bid. I describe the challenge of compiling a response with multiple contributors, discussing how many days to build into a response timeline for strategy reviews, editing and formatting, final look and submittal. Listen in for insight on building weekends, holidays and vacations into a response calendar and learn how to position yourself for a win by making sufficient time on the back end to finalize an RFP response. Key TakeawaysWhy it’s crucial to start on a proposal ASAP (even if you decide not to bid) The challenge of compiling a response with multiple contributors and what to do about it How many days to build into a response timeline for strategy review My rule of thumb around how long to devote to editing and formatting an RFP response Why I recommend building in an extra day for a final look and submittal Why you need 10 to 14 days after the first pass of technical writing is done to position yourself for a win How to work weekends, holidays and vacations into your response calendar The importance of assigning a backup for every key person on the response team What leaders can do to hold people accountable for meeting deadlines on a proposal response Why we underestimate how much time it takes to finalize an RFP response Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesEmail podcast@rfpsuccess.com | |||
| 29 Jun 2022 | The High Value of Outsourced RFP Support - EP112 | 00:15:26 | |
Should you build your own internal RFP team? Or outsource the proposal process? If your company is just breaking into the RFP space, you may be looking at larger companies that have as many as 10 dedicated proposal professionals and wondering, is that where we're going? Is that what we should be doing? So, what factors should you consider in deciding whether to buy or build an internal RFP team? On this episode of The RFP Success Show, I explore the pros and cons of building your own in-house proposal team, explaining why it’s crucial to have the infrastructure to support an internal RFP team and invest in their professional development. I discuss what it looks like to outsource your proposal team and why I suggest the hybrid approach—hiring one or two people internally and then bringing in an external response management team like the RFP Success Company. Listen in to understand how a hybrid approach benefits growing companies and learn how we can function as your proposal team in the short term and help you build out an internal team over time. Key TakeawaysWhat factors to consider in deciding whether to build or outsource your RFP team The volume of RFPs per month that merit building an internal proposal team The pros and cons of building your own internal RFP team Why it’s crucial to have the infrastructure and investment to support an internal RFP team What it means to ‘buy’ your proposal team Why I suggest a hybrid approach (1 or 2 internal hires + an external team) How the hybrid approach gives you a bigger, more experienced team right out of the gate Why the writer and proposal manager should be 2 different people How we help growing companies build out an internal proposal team 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 | |||
| 21 May 2019 | Competing for Attention with Your RFP Response – with Lisa Rehurek - EP040 | 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 | |||
| 02 Nov 2023 | Distinction with Differentiators (The ‘M&M’ Episode) - EP137 | 00:06:33 | |
To win business with RFPs, you’ve got to distinguish yourself from the competition in your response. But what if you don’t know what your differentiators are? On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the rest. I discuss why it’s challenging to identify the ‘candy coating’ in your own business and explain what question to ask clients and employees to uncover your differentiators. Listen in for insight on what to do if your business lacks a candy coating and learn how to take your business from simple peanut to delicious M&M in your proposal response! Key Takeaways Why it’s crucial to distinguish yourself from competitors in an RFP response What happens when you bore, overwhelm or confuse RFP evaluators The legend of how M&M’s got their differentiator—a candy coating Why it’s challenging to identify the ‘candy coating’ in your own business Why I recommend getting outside counsel to help uncover your differentiators What question to ask employees and clients to discover your differentiators What to do if your company doesn’t have a distinguishing candy coating Connect with Lisa The RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesElaborating on RFP Response Answers: The ‘Baked Potato’ Episode on The RFP Success Show EP134 Get on the RFP Success Accelerator Waitlist Book a Call with the RFP Success Company | |||
| 23 Jun 2021 | Emerge from the Pandemic with a Plan to Win RFPs – with Deb Zahn - EP091 | 00:26:58 | |
The pandemic was perhaps the world’s most difficult stress test. But you can emerge stronger if you take action NOW. So, what should businesses be doing to recover from the disruption of COVID? How might you benefit from the American Rescue Plan? And how can you put yourself in the best position to win stimulus dollars through RFPs? Deb Zahn is the Founder and CEO of Craft of Consulting, a firm dedicated to helping accomplished professionals start, build and grow their own consulting business. A practicing consultant herself, Deb has earned a reputation for getting high-value contracts with hard-to-get clients, turning them into her biggest fans and best marketers. Deb also has 25 years of experience with RFPs, yielding over $100M in business for her clients. On this episode of The RFP Success Show, Deb explains what companies are doing to emerge from the pandemic better and stronger, challenging us to use this time to track and anticipate forthcoming RFP opportunities and ‘date’ potential business partners. Deb describes how to think about using short-term dollars to support long-term growth, offering advice on how to help clients set spending priorities and demonstrate your value with what she calls ‘a soothing clarity.’ Listen in to understand why making the reviewer happy is Deb’s top priority and learn how she has achieved a hit rate of 90% by mastering the art and science of the RFP! Key TakeawaysWhat inspired Deb to become a consultant herself and then help others do the same What companies are doing to prepare for future disruptions and improve their customer experience as we emerge from the pandemic The most important action businesses can take now to benefit from the American Rescue Plan Deb’s advice on using this time to track and anticipate opportunities and ‘date’ potential business partners How to think about using short-term dollars to support long-term growth Deb’s insight on demonstrating your value with ‘soothing clarity’ How to help your clients set spending priorities and get to the proposal stage faster What Deb does to make the reviewer happy and how it’s yielded her a hit rate of 90% Connect with DebCraft of Consulting on Instagram Craft of Consulting on LinkedIn Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesDeb’s Prospects to Proposals Blog | |||
| 27 Aug 2019 | Why the Debrief Is Crucial to RFP Success – with Lisa Rehurek- EP051 | 00:16:03 | |
Once you’ve submitted an RFP, it’s tempting to take a break from the whole process. But if you’re looking to create a winning proposal culture, the debrief is a crucial learning opportunity. So, what does a thorough debrief look like? What kinds of questions should you ask? Who should you include? And how can you use the data you collect to improve your chances of RFP success? On this episode of the podcast, I’m sharing the three crucial parts of a comprehensive RFP debrief. I explain why it’s important to discuss both strengths and weaknesses at the initial internal meeting with your proposal team and offer insight around the value of having a scribe to document the discussion. I go on to share what you can learn from debriefing with the prospective client whether you win or lose and describe my approach to asking for the external debrief. Listen in for the best questions to ask your proposal team and the client—and learn how the debrief contributes to a winning RFP culture in your business! Key TakeawaysHow the debrief contributes to a winning RFP culture The 3 areas of a comprehensive debrief
Why it’s important to discuss strengths AND weaknesses Questions to ask your team at the first internal debrief
Why it’s important to document your debrief discussions How to approach clients to ask for feedback on your RFP Why it’s crucial to debrief with clients WIN or LOSE Questions to ask the client when you win a bid
Questions to ask the client when you lose a bid
The learning opportunity afforded by the debrief process Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 12 Mar 2019 | Creating Bid-Winning Proposal Graphics – with Mike Parkinson of 24 Hour Company - EP032 | 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
Connect with MikeEmail mike@24hrco.com Email mike@billiondollargraphics.com Connect with LisaResources | |||
| 03 Nov 2021 | How to Tell Your Story in an RFP Response – with Paul Furiga - EP096 | 00:37:30 | |
Is there a place for storytelling in business? According to Paul Furiga, story plays a crucial role in differentiating a company from its competitors and attracting customers, employees, partners and investors to the brand. But how do you figure out what your business’ story is and then tell it effectively in an RFP response? Paul is the President and Chief Storyteller at WordWrite, a top-ranked independent PR agency dedicated to helping clients in healthcare, manufacturing and professional services uncover, develop and share their stories. He is also the author of Finding Your Capital S Story: Why Your Story Drives Your Brand. On this episode of The RFP Success Show, Paul explores the biology behind how storytelling bonds a writer with their audience and explains how a business can live their brand by having a great story. Paul describes how to build likability and trust through storytelling, offering advice on how to uncover the story archetype of your company and weave that narrative throughout a proposal. Listen in for Paul’s insight around what a good storytelling looks like and learn how to uncover the many chapters of your company’s story and tell it in a way that resonates with evaluators in an RFP response. Key TakeawaysPaul’s journey from journalism to building an agency around storytelling for business The science of how storytelling bonds a speaker/writer with their audience Paul’s top examples of companies who live their brand by having a great story What four questions a company’s brand story should address How a business can build likability and trust through storytelling in a proposal response Paul’s advice on how to determine the story archetype of your company How to weave the narrative of your brand story throughout an RFP response Paul’s top examples of the different chapters of a business’ story Why it’s crucial for your company’s leaders to agree on the brand story What a good story looks like and how to compel RFP evaluators to care about yours Connect with PaulEmail paul.furiga@wordwritepr.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesFinding Your Capital S Story: Why Your Story Drives Your Brand by Paul Furiga | |||
| 05 May 2020 | Managing RFPs in Uncertain Times – with Zak Hemraj of Loopio - EP073 | 00:26:19 | |
These are unprecedented times we are living in and it can be difficult to keep morale and engagement high as work becomes remote. Nobody has all the answers as we transition to a different business environment, but we are all working toward getting a better grasp on how to handle those changes and move toward a new normal. On this episode of the RFP Success Show, Zak Hemraj of Loopio talks about the response from industry professionals to the virtual town hall Loopio hosted and what themes were revealed in their first, industry pulse-check survey. The insights collected provide a glimpse into the challenges and changes people are seeing within their markets. Zak and I also discuss the impact that short-term changes being implemented now will have on the way business will be conducted long-term. Listen in for advice on how to optimize your opportunities and what you can do to remain successful and keep the work moving forward. Key TakeawaysWhy Loopio’s survey and virtual town hall came to be What Loopio learned from the information gathered Changes that proposal teams are seeing in the wake of the current global crisis Trends happening in industries that are seeing a direct impact as a result of the pandemic Steps RFP professionals can take to add value to an organization during periods of lower activity Challenges teams are now experiencing in this new business environment Tips for proposal managers to keep engagement and morale high
Short-term changes the proposal industry may permanently incorporate Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 16 Jul 2018 | Leveraging Diversity Certification to Win Contracts – with Heather Cox of Certify My Company-EP003 | 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 Certify My Company on LinkedIn Connect with LisaResources | |||
| 26 Oct 2022 | Writing from a Sales Perspective—with Dave Rynne - EP116 | 00:38:07 | |
Yes, your team is qualified and capable of doing the job required by an RFP. But so is every other business that submits a response. So, how do you take your technical content and make it persuasive? What does it look like to write from a sales perspective? Dave Rynne is the copywriter and RFP response specialist behind The Sales Enablement Writer. After two decades on Wall Street, he built a successful content and copywriting business helping SaaS companies transform their proposal processes. Dave is an expert in leveraging copywriting techniques to articulate value in a way that wins business, and he is also a proud member of the Association of Proposal Management Professionals. On this episode of the RFP Success Show, Dave joins me to discuss what it means to be a sales enablement writer and describe how technical writers might approach RFPs from a sales perspective. Dave explains what information he collects in the presale process to write to a prospect’s unique challenges and shares the strategies he uses to agitate their problem and position yourself as the solution. Listen in for insight on keeping a content library current and learn how to make yourself memorable by adding sales enablement techniques to your RFP response! Key TakeawaysHow Dave’s background on Wall Street led to a career in the RFP space Dave’s insight on what it means to be a sales enablement writer Dave’s top 4 strategies for making technical writing more persuasive What technical writers can do to inject sales enablement into their writing What info Dave collects in the presale process to help him write to a prospect’s challenges How knowing more about a company than what is stated in the RFP builds trust How to keep a content library current with a quarterly review Dave’s take on the biggest mistakes writers make in responding to RFPs
Why Dave recommends limiting paragraphs to 2 or 3 sentences each How Dave thinks about making a proposal response memorable Connect with DaveConnect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesDave on the HubSpot Sales Blog Mastering Editorial Peer Review on RFP Success Show EP114 Book a Call with the RFP Success Company | |||
| 15 Jun 2022 | Forecasting the Future of the SLED Market—with Chris Dixon - EP111 | 00:45:23 | |
The state, local and education or SLED market took a hit in 2020 as COVID shutdowns forced governments to shift into remote or hybrid operations. But federal funding is helping the market rebound. And money from the American Rescue Plan Act (ARPA) means opportunities for businesses to break into or expand their reach in SLED government contracting. So, what industries look to benefit most from ARPA? And what can your business do to capitalize on growing opportunities in the SLED market? Chris Dixon is Senior Manager of SLED Market Analysis at Deltek, the leading global provider of software solutions for project-based work. Chris’ team conducts targeted research aimed at shedding light on the SLED market across multiple industries. On this episode of the RFP Success Show, Chris joins me to share his SLED market forecast, describing why public sector markets are counter cyclical and how federal COVID relief funding facilitated the strong recovery we’re seeing right now. Chris explores opportunities provided by ARPA, explaining why cloud and cyber solutions are dominating the SLED market right now and what’s driving growth in the architecture and engineering and operations and maintenance space. Listen in for Chris’ advice on selling commercial solutions in the public sector and learn how to leverage GovWin’s database of opportunities to win state, local government and education contracts for your business! Key TakeawaysDeltek’s role as the leading global provider of software solutions for project-based work How to develop business strategy using GovWin’s database of opportunities The 12 industries Chris’ team tracks for trends in the SLED market Why the public sector is usually up when commercial markets are down How federal aid buoyed the SLED market and prepared it for the strong recovery we’re seeing right now ARPA’s focus on serving communities disproportionately impacted by COVID Why there’s lag time before ARPA funding will be available (and how to best use that time) What mid-market companies need to know about the SLED market Why cloud and cyber solutions are dominating the SLED market right now What’s driving the biggest growth industries in the SLED market at present (e.g.: architecture and engineering, operations and maintenance) The likelihood that governments will maintain e-procurement systems in a post-pandemic world Chris’ advice on selling solutions built for the commercial market in the public sector Connect with ChrisEmail chrisdixon@deltek.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesNational Association of State CIOs GovWin’s Q1 2022 State and Local Procurement Snapshot Book a Call with the RFP Success Company | |||
| 26 Jan 2022 | How to Build Your Brand & Win More Sales – with Michael Zipursky - EP101 | 00:46:20 | |
When you write an RFP, you’re not just competing on qualifications and capabilities. In fact, everyone who’s bidding can answer the questions from a technical perspective. But you can differentiate yourself with a strong brand and tell the story of what sets your business apart throughout a proposal document. Michael Zipursky is the Cofounder and CEO of Consulting Success, a firm that specializes in helping consultants grow profitable, scalable and strategic businesses. Michael has more than two decades of experience as a serial entrepreneur and consultant, advising global organizations such as the Financial Times, Dow Jones and the Royal Bank of Canada. Over 35,000 consultants read his weekly newsletter, and he’s coached 500 consultants from around the world in building six- and seven-figure businesses. On this episode of the RFP Success Show, Michael explains how to think about branding as consistent messaging that speaks to your ideal clients, describing what it looks like to weave your brand story into the text of an RFP. Michael offers advice on building authority when you’re first starting out and reflecting authenticity in an RFP—even if you’re on the proposal team for a large, established company. Listen in for Michael’s top three signs that your branding needs work and learn how to leverage your brand authority to win more sales with RFPs! Key TakeawaysHow Michael thinks about branding as the way you tell your story What it looks like to weave your story into the text of an RFP Why it’s crucial to illustrate your strengths through case studies and use language that conveys confidence in an RFP Why Michael suggests focusing on the value you provide rather than price How to build credibility in the marketplace when you’re just starting out What it means to build authority by sharing your knowledge and expertise with ideal clients on a consistent basis What Michael has learned about connecting through vulnerability and building a business around what your community needs Michael’s response to business owners who ‘don’t have time to market’ How to reflect authenticity in an RFP if you’re on the proposal team for a large, established company Michael’s top 3 signs that your brand needs work
Connect with MichaelConsulting Success on Instagram Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesConsulting Success Mini-Documentary Book a Call with the RFP Success Company | |||
| 19 Feb 2019 | Build Relationships & Win Federal Business – with Judy Bradt - EP030 | 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 LisaResourcesGovernment Contracts Made Easier by Judy Bradt | |||
| 25 Feb 2020 | RFP Success Stories – with Robin Davis - EP067 | 00:26:46 | |
“The people who do proposal work have a variety of skills that you just cannot find in just anybody. We’re curious like journalists, we’re problem solvers, we’re salespeople on paper, we’re big-picture focused, we’re detail oriented, we like structure and order but we’re flexible and adaptable, and we’re creatives. We’re here to keep businesses in business. And that’s the bottom line.” Robin Davis is the Founder and CEO of Metre Works LLC, an APMP-certified consulting firm dedicated to helping sales teams in the healthcare industry win business through RFPs. Her client roster includes Blue Cross Blue Shield, CareNet, HealthCheck360, Teladoc and Verizon Wireless Healthcare Solutions. Prior to Metre Works, Robin spent nine years building the proposal team at Healthways, where she successfully led 700-plus RFP projects and generated more than $500M in new business. On this episode of the podcast, Robin joins us to discuss the biggest mistakes she sees people make when it comes to RFPs, from failing to backup claims with evidence to thinking that sales and marketing messages are the same. She offers advice for companies struggling to win business through proposals, explaining why they should only bid on winnable opportunities and engage the right people with the right skills to turn out the RFP. Listen in for the story of Robin’s favorite win (an $18B contract!) and learn the integral role capture planning plays in RFP success. Key TakeawaysRobin’s early experience building an RFP team at a healthcare company Why it’s crucial to provide SMEs with guidance on how to answer questions The biggest mistakes Robin sees people make when it comes to RFPs
Robin’s top lesson learned around the importance of relationships Robin’s advice for companies struggling to win business
Robin’s favorite RFP win for a large healthcare company (worth $18B!) How Robin dealt with a difficult client who did not follow her advice The wide variety of skill sets necessary to be a proposal professional Connect with RobinEmail: robindavis@metreworks.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 14 Aug 2018 | Soliciting Feedback on Your RFP—WIN or LOSE – with Robin Merritt of Axsium Group - EP007 | 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 LisaResources | |||
| 17 Mar 2020 | Procrastination Busters – with Lisa Rehurek - EP068 | 00:23:12 | |
Procrastination can be really brutal. It’s human nature and something we all suffer from at some point, but the good news is that it is a completely manageable condition. Once you become aware of the source of your procrastination, you can start your recovery process and tackle any challenge. In this episode of the RFP Success Show, I break down the four key reasons we procrastinate and give you some of my best procrastination busters to help you check all those lingering items off your task list. Deadlines, missed milestones, and undervaluing the time required can keep you from putting out your best proposals, but keeping procrastination in check will allow you to create your best RFP response and increase your chances of winning that RFP. Listen in for insight into why we procrastinate and what you can do to stop it. Key TakeawaysWhat causes procrastination and how you can tackle it with procrastination busters. Importance of understanding where procrastination comes from. Four key reasons we procrastinate:
Creative ways to overcome procrastination. How changing your mindset can help you accomplish goals. Why you need to determine your peak performance time. When to ask for help. Determining the difference between a project and a task. How to prioritize your time and overcome distractions. Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 15 Jan 2019 | Making RFPs Suck Less with a Consistent Process – with Matt Wolach of Synlio - EP026 | 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 MattConnect with LisaResources | |||
| 17 Mar 2021 | Improve the Readability of Your RFP Response – with Samantha Enslen - EP084 | 00:23:43 | |
Proposals that win business are easy to read. But how do we make technical content accessible without dumbing down the material? And what tools are available to help us improve the readability of an RFP response? Samantha Enslen is the content strategist and technical editor behind Dragonfly Editorial, an award-winning creative agency known for explaining complex topics clearly. The Dragonfly team creates content for some of the world’s leading consulting firms, including PricewaterhouseCoopers, Booz Allen Hamilton and DXC Technology. A leader in the world of proposal writing, Samantha was recently named a 2020 APMP Fellow. On this episode of The RFP Success Show, Samantha is back to discuss readability, describing how to enable Word’s readability function and interpret the data it provides. She explains why proposals should be written below a ninth-grade level (even when they convey a complex technical message) and shares the surprising Flesh-Kincaid Grade Level scores of several great works of literature. Listen in for Samantha’s insight on writing in first person and get her #1 tip for instantly making your proposal more accessible and easier to read! Key TakeawaysThe 2 readability meters you can use to analyze the text of an RFP response How the number of words per sentence and percentage of passive voice impacts readability How to enable the readability function in Microsoft Word How readability data helps SMEs learn to be more concise Why proposals should be written below the 9th grade level (even if they convey a complex technical message) How great works of literature score surprisingly low on the Flesh-Kincaid Grade Level scale Why Samantha recommends writing in 1st person whenever possible The biggest mistakes Samatha sees in proposal writing
The conscious effort it takes to write from the reader’s perspective Samantha’s #1 tip for instantly making your proposal more accessible and easier to read Connect with SamanthaConnect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com ResourcesSamantha on The RFP Success Show EP083 How to Enable the Readability Function in Word The Flesch-Kincaid Grade Level & Flesch Reading Ease Scores ISO Standards of Plain Language | |||
| 14 Apr 2021 | The 4x4 Framework for RFP Success, Part 2—Processes - EP086 | 00:10:23 | |
Once you have the right RFP strategy in place, it’s time to take a look at your proposal PROCESSES. And while we don’t want to overburden you with processes, having a few key systems in place can save you a LOT of time and trouble. On this episode of the podcast, I discuss the four processes you need to get a proposal out the door efficiently, starting with your process for learning about RFPs for your target clients. I explain why it’s crucial to have an assessment process that moves quickly and describe how an efficient response management process can buy you two to three extra days! Listen in to understand the benefits of a double-debrief (whether you win or lose the bid) and learn how to identify when your current processes aren’t serving you and need to be improved. Key TakeawaysThe 4 elements of the RFP Success Company’s 4x4 framework
The 4 key processes for RFP success
Why you shouldn’t rely solely on notification services to learn about new RFPs Why it’s important to have an assessment process that moves fast What’s included in the response management process How to buy yourself 2 to 3 extra days by tightening up your response management process The benefits of implementing a double-debrief (even if you win the bid) My top 6 signs that your current processes aren’t working for you Connect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com Resources | |||
| 21 Dec 2022 | 5 Red Flags to Let You Know You Need an RFP Audit—with Ted Koval & Lisa Rehurek - EP120 | 00:35:53 | |
Are you struggling to win business with RFPs but can’t figure out why? If so, you can hire a company like ours to look through past proposal responses and identify what’s tripping you up. Or you can conduct your own RFP mini-audit. On this episode of the RFP Success Show, guest host Ted Koval, Proposal Manager at the RFP Success Company, interviews me around the five red flags that let you know you need an audit of your RFP process. I share my peanuts versus M&M’S analogy for making your proposal stand out, explaining how to address the agency’s needs, answer their requirements and speak to your differentiators in an RFP response. Listen in for insight on getting your proposal team in sync and learn how to leverage an RFP audit to improve your processes and consistently craft a winning response! Key TakeawaysWhat’s involved in doing an audit of your RFP responses 5 red flags to let you know you need an audit of your RFP process How an RFP audit identifies why you’re losing bids My peanuts vs. M&M’S analogy for making your proposal stand out How it impacts your response if the proposal team is not in sync What it means when your SMEs don’t respect RFP deadlines Why you need a documented go/no-go decision-making process What issues proposal teams run into when they lack a content library The power in addressing an agency’s needs throughout your RFP response How to answer the requirements AND speak to your differentiators Why it’s important to get feedback whether you win or lose How graphics help evaluators read your RFP response Connect with TedEmail ted@rfpsuccess.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesRFP Audit Request Email wecanhelp@rfpsuccess.com Ted Koval on The RFP Success Show EP100 Women’s Business Enterprise National Council Book a Call with the RFP Success Company | |||
| 26 Sep 2024 | Dive Into AI Magic on This Week’s RFP Success® Show! EP141 | 00:15:38 | |
What’s the biggest challenge proposal professionals are facing with AI in RFPs? Is it about how to effectively integrate AI into their workflows, or concerns about losing the human touch in their responses? On this episode of The RFP Success Show, Lisa Rehurik discusses the rapidly growing role of AI in proposal writing. She answers some of the most pressing questions about AI’s impact on content generation, data analysis, and personalization, along with addressing common concerns around the accuracy and reliability of AI-generated content. Lisa explains how AI can streamline your proposal process, why it's essential to maintain your unique voice, and what you need to do to prevent your AI-generated content from sounding too fluffy or generic. Tune in for insights on how AI can help you analyze data faster, craft stronger proposals, and ultimately enhance your win rates. Key Takeaways:
Connect with LisaThe 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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| 09 Jun 2021 | Intentional Sourcing of Technology Post-COVID – with Dave Hulsen - EP090 | 00:25:38 | |
When the pandemic began, businesses scrambled to create systems for working from home. But now, we have a chance to take a breath and rethink our processes. To be more intentional in our sourcing of technology. To find efficient ways to collaborate, in or out of the office. Dave Hulsen is a Cofounder and Chief Operating Officer at RFP360, the premiere RFP management software solution for buyers and proposal teams. In his role as a technology consultant, Dave gained years of experience both issuing and responding to RFPs, and today, he is committed to developing software that transforms and improves the RFP process for all involved. On this episode of The RFP Success Show, Dave returns to discuss the opportunity we have now to question our systems and source with intention, exploring how competition supports product innovation. Dave explains how his perspective on employee engagement changed through the pandemic, describing what his company is doing to focus on mental wellness and how staff members benefit from meaningful interactions in the office environment. Listen in to understand how technology works with people and processes to make collaboration more efficient and get Dave’s take on when it’s time to integrate RFP software in YOUR proposal process! Key TakeawaysHow Dave’s perspective on employee engagement changed through the pandemic What Dave’s company is doing to focus on mental wellness How staff benefits from meaningful interactions in the office environment The opportunity businesses have to swap out systems and rethink processes in the next 6 months Why we anticipate an influx of RFPs in 2021 and moving into 2022 How competition supports innovation Dave’s take on when it’s time to implement RFP software in your system How RFP software works with people and processes to make collaboration more efficient How the transparency of RFP software supports individual accountability Dave’s respect for proposal teams and buyers producing thoughtfully-crafted RFPs Connect with DaveConnect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesDave Hulsen on RFP Success Show EP089 | |||
| 15 Oct 2019 | Hiring the Right Talent for Your Team – with Devon Underwood - EP058 | 00:33:38 | |
So, you’re ready to fill some key roles on your proposal team. But how do you know you’re hiring the right person? How do you write an appropriate job description? Where do you go to find top talent? And what can you do in the interview process to ensure alignment for the long term? Devon Underwood is the Founder and Lead Strategist at The Talent Store, an executive search and talent strategy firm based in Tucson, Arizona. Devon has 15 years of experience in the space, and she is an expert in building systems and staffing solutions customized for each company’s culture, current processes and resource capacity. She founded The Talent Store in 2017 to help clients achieve their strategic goals by hiring top talent. On this episode, Devon joins us to explain how to develop a strategic plan for hiring key positions, sharing what to look for in a resume and how to write a job description based on present AND future alignment. She offers several creative ideas for where to find top talent and how to compete in areas other than compensation. Listen in for Devon’s secret to identifying misalignments in the interview process and learn how to ensure that a candidate is the right fit for your proposal team! Key TakeawaysDevon’s background in executive search + talent acquisition How The Talent Store helps its clients hire for key positions How to develop a strategic plan for hiring team members
Devon’s advice around what to look for in a resume How to write a job description based on future alignment Why it’s crucial to have insight into the competition Devon’s best creative ideas for where to find top talent The value in having a recruiting partner represent you How to compete in areas other than compensation How to ensure that a new hire is the right fit for the job Sorting out the BS with follow-up references or next steps Devon’s secret to identifying misalignments in an interview Why Devon sees the job description as an HR document Connect with DevonConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 02 Jun 2020 | How to Be a Top Performer – with Lisa Rehurek - EP075 | 00:16:50 | |
Do you feel like you don’t stand out? Like you keep getting passed over for new opportunities? Are you ready to change that? You CAN set yourself apart, provided you make a commitment to cultivating a particular set of skills. The skills shared by top performers. On this episode of the RFP Success Show, I’m sharing the top five traits of a top performer, challenging you to go beyond simply doing your job well to EXCEED expectations. I discuss the importance of intellectual curiosity and resourcefulness, explaining how a top performer’s desire for growth leads them to ask effective questions. I describe how top performers develop a willingness to be vulnerable and push back when something doesn’t make sense, demonstrating mental, physical and emotional strength day after day. Listen in to understand how YOU can foster the ALL-IN mindset necessary to be a top performer—and make your organization better! Key TakeawaysWhy it’s not enough to simply do the job you were hired for well My top five traits of a top performer
How to ask for feedback after you’ve done your research The difference between burdensome vs. smart questions How pushing back on the status quo lends to your credibility Why you’ve got to be ALL-IN on developing the habits of a top performer The mental, physical and emotional strength top performers possess Why trying to hide your weaknesses doesn’t work How top performers help the organization get better Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 11 Jul 2018 | Hiring Kickass Employees – with Talmar Anderson of Boss Actions - EP001 | 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 TalmarConnect with LisaResources | |||
| 12 May 2021 | The 4x4 Framework for RFP Success, Part 4—People - EP088 | 00:12:02 | |
Yes, you need an effective strategy, efficient processes and engaging content to build a winning culture on your RFP team. But the keyword here is TEAM. You need the fourth and final piece of the puzzle, the PEOPLE, to execute on the first three elements of our 4x4 framework. On this episode of The RFP Success Show, I address the four components of a successful RFP team, explaining how to make sure you have the right people in the right roles. I offer advice on how to keep your proposal team motivated and prevent burnout, challenging you to celebrate their hard work—win or lose. Listen in for insight on recognizing when you need to outsource some of the work on RFPs and learn how to keep your team happy and engaged so they perform at their best! Key TakeawaysThe 4 elements of the RFP Success Company’s 4x4 framework
The 4 components of a successful RFP team
The talent assessments we do to make sure you have the right people in the right role How to prevent your proposal team from burning out Why it’s crucial to recognize when you don’t have the talent or bandwidth to do RFPs on your own How to keep your RFP team engaged (even when they’re working remotely) Why you should celebrate your proposal team’s hard work—win or lose How your team’s mood is reflected in the RFP Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com Resources4x4 Framework Part 1 on The RFP Success Show EP085 4x4 Framework Part 2 on The RFP Success Show EP086 4x4 Framework Part 3 on The RFP Success Show EP087 Schedule a Chat with The RFP Success Company Email podcast@rfpsuccess.com | |||
| 23 Mar 2022 | Define & Target Your High-Value Customer—with Charles Fred - EP105 | 00:40:23 | |
To grow a small business, you need more customers. But did you know that too many of the wrong customers is what keeps a lot of companies stuck? According to Charles Fred, low-value clients are high maintenance, hard on your people, and they take up 75% of your time. That’s why it’s so important to define your high-value customers and bid only on the RFPs that fit those criteria. Charles is the Cofounder and CEO of TrueSpace, a research firm founded to support small businesses and help them grow. In his 40-year career as an entrepreneur, Charles has led three companies from the startup phase to the middle market, generating $220M in enterprise value. On this episode of The RFP Success Show, Charles joins me to explain why it’s crucial for small businesses to define and target our high-value customer, describing how low-value customers are a drain on our time, talent and resources. Charles challenges small business to focus and ‘get boring fast,’ finding a place in the market where you stand out and bidding only on business that aligns with your unique value proposition. Listen in for Charles’ insight on planning for turnover in your customer base and learn how to define and target the high-value clients who will help your business grow. Key TakeawaysTrueSpace’s mission to help small companies grow and create new jobs Why it’s crucial for a business to FOCUS to conserve its time, talent and resources How to find a place in the market where your company stands out What differentiates a high-value customer from one that ties you down Why getting rid of low-value customers is a prerequisite for growth How most sales team incentive systems drive the acquisition of low-value customers How the narrative around rapid growth is a roadblock to identifying high-value customers Why high-value targets change over time and how to plan for turnover in high-value relationships Charles’ first steps to identifying your high-value customers The red flags that a company has not identified its high-value targets appropriately What Charles learned about identifying talent from The Art of Possibility Connect with CharlesEmail info@truespace.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesThe 5 Conditions Assessment Research by Gallup/TrueSpace The 24-Hour Rule: Leading in a Frenetic World by Charles Fred Book a Call with the RFP Success Company | |||
| 14 Jan 2020 | How Automation Can Streamline Your Proposal Process – with Ganesh Shankar - EP064 | 00:29:13 | |
Imagine a world where proposal managers aren’t chasing down subject matter experts (SMEs) at the 11th hour for the information they need. A world where content maintenance is part of a SME’s primary work, not something extra they have to do. A world where it’s easy to verify the validity of the content you’re copying and pasting into an RFP response. A world where automation streamlines the workflow, allowing you to spend less time responding to more RFPs—and make more money in the process! Ganesh Shankar is the Cofounder and CEO of RFPIO, the leading RFP response management platform designed to help companies streamline their proposal efforts, generate high-quality responses, and create additional revenue opportunities. Ganesh has a background as a successful Product Manager for Fortune 500 software companies, where he served as a SME for 535 proposal responses. His experience with RFPs inspired the creation of RFPIO’s AI-enabled solution to make proposal teams more efficient, collaborative and effective. On this episode of the podcast, Ganesh joins us to share the five pillars of RFPIO proposal software, describing the platform’s holistic approach to the process and how it makes content maintenance part of a SME’s day-to-day work. He explains how RFPIO helps proposal managers identify the most current and highest quality content and discusses the company’s efforts to educate the market around taking a more proactive approach to the process. Listen in for Ganesh’s insight on calculating your ROI from the use of RFP automation and learn how a system like RFPIO can be applied in use cases beyond the RFP. Key TakeawaysGanesh’s experience contributing to 535 RFP responses as a SME The five pillars of RFPIO proposal software
How content maintenance can be part of a SME’s day-to-day work How RFPIO identifies the most current, highest quality content Why it’s crucial to create a content library before an RFP comes in How RFPIO is educating the market around being proactive How to calculate your annual savings from using RFP automation How AI is likely to support (but not replace) proposal managers Ganesh’s advice for selling leadership on software like RFPIO
The biggest misconception people have re: the role of RFP software Connect with GaneshEmail info@rfpio.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 15 Feb 2023 | Focused Bidding for the Win—with Melissa Emler - EP124 | 00:48:17 | |
When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, ‘We could definitely do that.’ But after a year of trying to figure it out on her own, Melissa wasn’t winning contracts. And the frustration of losing left her playing small. Today, Melissa has changed her approach. She has identified the differentiators that set her organization apart and started seeking out best-fit opportunities for her business. Melissa is Owner of Modern Learners, a company that’s designing the future of learning by building community, content and events. Prior to Modern Learners, Melissa enjoyed a traditional career in education, serving as a special education teacher, principal and Statewide Systems Coach for Universal Design for Learning. On this episode of the podcast, Melissa joins me to discuss how her proposal responses have changed since she started working with The RFP Success Company and why she only bids on RFPs in her team’s niche. Melissa walks us through the process of ‘shredding the RFP,’ explaining how it helped her uncover Modern Learners’ unique value proposition—prioritizing community over course content. Listen in for Melissa’s insight on using aggregators to identify opportunities and learn how investing in the right support helped Modern Learners leverage focused bidding for the win! Key TakeawaysHow Melissa transitioned from a traditional career in education to entrepreneurship How prioritizing community over course differentiates Modern Learners from other organizations in the event management space Melissa’s journey to finding opportunities for Modern Learners through RFPs How Melissa’s RFP responses have changed since she started working with the RFP Success Company What it means to ‘shred the RFP’ and how it helped Melissa identify her team’s differentiators How Melissa is developing a strategy for networking before the RFP drops Why it’s worth it to invest in support to help you respond to RFPs Why Melissa only bids on RFPs in her team’s niche that they already have systems to execute How Melissa’s mindfulness around the capacity of her team impacts which RFPs she bids on Melissa’s experiences using aggregators to identify opportunities How the event management space evolved before, during and after COVID (and how that changed Melissa’s approach to finding business) Melissa’s commitment to the process of bidding on business with RFPs Connect with MelissaEmail missy@modernlearners.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesWisconsin Procurement Institute Forecasting the Future of the SLED Market on The RFP Success Show EP111 Book a Call with the RFP Success Company | |||
| 08 Oct 2019 | Proposal Team Roles Defined – with Lisa Rehurek - EP057 | 00:19:27 | |
I see a lot of small businesses make the mistake of assigning one person to the production of an RFP response. The problem is, if you’re the only one working on a proposal, it’s hard to see the forest for the trees. You’re too imbedded in the details to think strategically. So, how many people do you need on a proposal team? What are the key roles you need to fill? And what is each team member responsible for? On this episode of the RFP Success Show, I’m defining the four key roles on a proposal team. I discuss the responsibilities of the Executive Sponsor, explaining how they function as the owner of the response, and describe the role of the Response Manager in driving assignments and keeping the team on track. I also weigh in on why your writers should not take on any other duties and speak to the crucial role of the Administrative Assistant, offering insight into the 30 minutes per page standard for editing an RFP. Listen in to understand the value of establishing clearly defined roles on a proposal team and learn what jobs you CAN and CANNOT outsource! Key TakeawaysThe 4 key roles on a proposal team
The responsibilities of the Executive Sponsor
The responsibilities of the Response Manager
How a lead writer gives the RFP one voice The responsibilities of the Editor
Why the editor needs 30 minutes per page Additional roles on a proposal team What roles you CAN and CANNOT outsource How to view outsourcing as an investment Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 31 Mar 2021 | The 4x4 Framework for RFP Success, Part 1—Strategy - EP085 | 00:12:39 | |
To consistently win bids with your proposals, you need four puzzle pieces in place—strategy, process, content and people. And here at the RFP Success Company, we call these components the 4x4 Framework for RFP Success. For the next four weeks, I’m walking you through each of the four elements of the framework, beginning with STRATEGY. So, what does a successful RFP strategy look like? On this episode of The RFP Success Show, I discuss the four types of strategy a company needs to enjoy a win rate of 70 to 80%. I describe the difference between a business development strategy and a bid strategy, explaining why you need to get clear on your target audience and how your differentiators should change from bid to bid. Listen in for insight on developing an intelligence strategy around both your targets and competitors—and learn how to initiate and nurture relationships with the organizations you want to do business with! Key TakeawaysThe 4 elements of the RFP Success Company’s 4x4 framework
The 4 components of a successful RFP strategy
How digging deep into your target audience helps a company identify what opportunities to go after Why every RFP requires a different bid strategy How your RFP theme and differentiators should change from bid to bid Why your chances of winning are under 5% when you bid cold How to initiate and nurture your relationships with target clients Why it’s crucial to research both your targets and competitors Connect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com Resources | |||
| 09 Mar 2022 | Consumer Psychology and RFPs—with Sean Stewart - 104 | 00:41:41 | |
We’d like to believe that we make purchasing decisions based on logic. But consumer psychology research affirms that, in truth, we buy based on emotion. And we’re unconsciously influenced by visual cues and sensory language. So, how might we apply the principles of consumer psychology and behavioral economics to the proposal development process? Marketing Strategy Consultant Sean Stewart has 20 years of service marketing experience, serving as a proposal writer, proposal manager and marketing director for firms large and small. He has a Master of Science degree in Applied Psychology from the University of Southern California with an emphasis in consumer psychology. On this episode of The RFP Success Show, Sean joins me to discuss the fundamentals of consumer psychology and explain how to convey a brand identity of competence and warmth in your proposal. Sean describes how visuals unconsciously influence our choices, offering advice on using haptic cues, callout boxes and sensory language to persuade evaluators in an RFP response. Listen in for Sean’s insight on using the ‘laddering interview’ to build relationships with potential clients and learn how to apply the principles of consumer psychology to win more business with RFPs! Key TakeawaysHow Sean defines consumer psychology as the study of how people make purchasing decisions What differentiates account-based marketing from marketing consumer goods Sean’s insight on how to convey both warmth and competence in a proposal response How callout boxes function as preattentive attributes and why that’s important Why we’re more motivated by a loss than a gain (and how to use that principle in an RFP response) The concept of a haptic cue and how it applies to visual images in a proposal How sensory language helps us be more persuasive in an RFP response How to use the ‘laddering interview’ to develop win themes and identify language that resonates with decision makers Sean’s take on the value of making digital RFP submissions more interactive How we might use neuromarketing to understand the biology of making purchasing decisions Connect with SeanEmail seanstewart1979@gmail.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesThe Human Brand: How We Relate to People, Products and Companies by Chris Malone and Susan T. Fiske Book a Call with the RFP Success Company | |||
| 04 Sep 2018 | The Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek - EP010 | 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 LisaResources | |||
| 12 Feb 2019 | Storytelling to Build Trust & Sell Your Service – with Sandra Younger of ComeBACK Solutions - EP029 | 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 LisaResourcesThe ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger | |||
| 22 Oct 2019 | Proposal Writing, Plain and Simple – with Ronnie Moore - EP059 | 00:24:27 | |
When it comes to proposals, less is more. And yet, many of us make the mistake of writing to IMPRESS rather than EXPRESS. We use stilted language, and we write too much—making the reader do all the work to find the answers they need. So, how do we learn to write RFPs in plain language that’s easy on the eyes and brain? Ronnie Moore is a well-known trainer, speaker and author with 27 years of experience in the field of spoken and written communication—and 1,200 presentations under her belt! As a proposal coach, Ronnie has helped her clients win government and commercial contracts in excess of $1B, leveraging her expertise in plain language to craft well-written, RFP-compliant proposals. Her new book is called Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! On this episode, Ronnie joins us to define plain language in the context of RFPs, describing how to write in sync with the way our eyes scan a page. She explains the challenge of writing RFPs in a single voice and including everything that’s necessary—and no more. Listen in for Ronnie’s insight on writing in a way that is reader-focused and learn how to organize proposal content in a way that flows! Key TakeawaysRonnie’s background in communication + the proposal arena How Ronnie defines plain language in the context of RFPs How to write in sync with the way our eyes scan a page The challenge around writing a proposal in a single voice Telling readers what the team wants to vs. what they asked Tips for writing RFPs in a way that is reader-focused
Why it’s crucial to organize RFP content in a way that flows Why it takes more time and talent to write succinctly Connect with RonnieEmail ronnie@whydidisaythat.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 09 Jul 2019 | Success Conversations – with Bruce Farrell - EP046 | 00:38:42 | |
What do you contribute to the RFP process? Figuring out what you do well is the first step in realizing the highest and best use of your time. So, how do you uncover your strengths and weaknesses—and get clear on your path forward? How do you identify what lights you up about proposals and lean on others to do the rest? Bruce Farrell is a business communications and development professional with a passion for design. He has 20-plus years of experience bringing strong design principles to proposals, presentations, and other business documents. For the last 15 years, Bruce has served as Proposal Director at Plante Moran, leading a team of proposal specialists in working with practice staff to secure business through RFPs. Today, Bruce joins us to explain how developing a strong proposal process has contributed to his success and discuss the challenges around encouraging SMEs to meet proposed deadlines. He shares his lessons learned around determining the highest and best use of your time and being open to getting better. Listen in for Bruce’s insight around earning the trust of your colleagues and learn the value in knowing what you do well, what you don’t do well, and where you really want to be! Key TakeawaysThe evolution of Bruce’s role as Proposal Director at Plante Moran Bruce’s insight on using intuition to answer questions in an RFP How having a solid process in place contributes to Bruce’s success Bruce’s advice on encouraging colleagues to submit work on time
How Bruce’s team uses Qvidian and SharePoint to manage content The lessons Bruce has learned around being open to getting better How to determine what’s the highest and best use of your time How Bruce gradually earned the trust and buy-in of his colleagues How Bruce’s introversion impacts his ability to build relationships How Bruce leveraged the takeaways from a loss to win other bids The value in knowing what you do well and defining a clear path Connect with BruceEmail bruce.farrell@plantemoran.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 15 Dec 2021 | Partnerships That Work – with Hannah Johannsen & Anne Tarantino - EP099 | 00:39:46 | |
So, you have nearly all the qualifications necessary to bid on an RFP, but you need to partner with another business to fill in the gaps. How do you choose the right company as a partner? What makes for a successful partnership in the proposal development process—and beyond? Anne Tarantino is the VP of Corporate Sales at Velocity Tech Solutions, an IT support company out of Roseville, Minnesota. Hannah Johannsen is the Director of Strategic Business Development at Impact Group, Inc., an IT consulting firm based in Oakdale, Minnesota. Together, Anne and Hannah call their combined teams the Notorious VIG, and they recently partnered to bid on a state government contract. On this episode of the podcast, Hannah and Anne discuss what makes their partnership successful, describing the importance of complementary services and shared values in the RFP development process. Hannah and Anne explain why scheduling was the most challenging aspect of working together on a bid and how their teams developed a cadence for communication around the RFP. Listen in for advice on choosing a partner you can trust and find out how the teams at Velocity and Impact Group built the professional respect to form a partnership that works! Key TakeawaysThe role of complementary services and shared values in creating a successful partnership Anne’s insight on getting honest about what your company is good at and what’s not in your wheelhouse The professional respect shared by the teams at Velocity and Impact Group How Hannah and Anne’s teams developed a cadence for communication around the RFP Why Hannah and Anne didn’t want to let each other down in the proposal process How both Velocity and Impact Group navigated COVID to come out stronger in the end The business applications Hannah and Anne use to stay organized and collaborate with their teams What made scheduling the most challenging aspect of the Velocity-Impact Group partnership Why trust and respect are more important in a partner than technical acumen Hannah ’s insight on how to handle it when your services overlap with that of a partner Connect with HannahConnect with AnneConnect 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 | |||
| 19 Sep 2024 | Discover the Art of Winning RFPs: The RFP Success® Show Returns EP140 | 00:15:27 | |
Welcome back to The RFP Success Show! After a brief hiatus, host Lisa Rehurik, founder and CEO of the RFP Success Company, returns with key insights from her 30+ years in the RFP arena. In this episode, Lisa takes us behind the scenes to share the most impactful lessons learned from her journey—stories of pitfalls, setbacks, triumphs, and unexpected opportunities. From her first proposal heartbreak to the evolution of her RFP processes, Lisa dives deep into the challenges small businesses face when responding to RFPs. She emphasizes the importance of thorough research, the value of setbacks for innovation, and how to leverage relationships and networking for RFP success. Whether you're a seasoned proposal professional or a small business owner navigating RFPs for the first time, Lisa’s experiences offer practical guidance to help you win more contracts and level up your RFP game. Key Takeaways:
Memorable Moments:
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| 11 Feb 2020 | How to Convince Your VP of Sales to Value Proposals – with David Blume - EP066 | 00:29:32 | |
Why is it that the sales team gets the glory if you win an RFP, but the proposal team gets the blame when you lose? If the leadership in your organization sees the proposal as an operational necessity rather than a strategic imperative, it’s time to build an internal case for the value you deliver. But how do you earn that buy-in from the VP of Sales? How do you demonstrate that you’re an integral part of the sales process? David Bloom is the Senior Director of Sales at RFPIO, a software platform designed to automate and streamline the process of responding to RFPs. He has 30-plus years of experience in international sales management, predominately working in the enterprise software space. David is an expert in the realm of RFP response and sales proposal automation, and in his role at RFPIO, he is responsible for new business sales and the ongoing success of clients in the US, UK and mainland Europe. On this episode of the RFP Success Show, David joins us to explain what drives the head of sales’ decision-making process and why they focus on initiatives that deliver the biggest return—fastest. He offers advice on how to position your team as a strategic imperative and show leadership the correlation between proposal quality and win rate. Listen in for David’s insight on building an internal case for the value your proposal team delivers and learn how to help your VP of Sales understand how you contribute to the bottom line. Key Takeaways David’s 33-year background in sales + current role at RFPIO What drives the head of sales’ decision-making process Why there is tension between the proposal and sales teams Why sales leadership is seeking big returns and quick wins Why proposal teams struggle to get buy-in from leadership The integral relationship between the RFP and sales teams Building an internal case for the value a proposal team delivers How resourcing their proposal team benefits the VP of Sales The correlation between proposal quality and win rate David’s advice on advancing your career in proposals
Connect with DavidEmail david@rfpio.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 23 Nov 2022 | 3 Ways to Leverage Evaluation Criteria in an RFP Response - EP118 | 00:10:44 | |
Evaluation criteria seems to be a bit of an afterthought for most companies bidding on RFPs. Sure, it’s one of the first things you look at. But are you making the evaluation criteria an explicit part of your bid strategy? And are you using it to your advantage in the content of your RFP response? On this episode of the podcast, I share 3 ways to leverage evaluation criteria in a proposal, challenging you to put yourself in the shoes of an evaluator and imagine the scoring tool they might be using to judge your RFP response. I explain why it’s crucial to use keywords that appear in the evaluation criteria throughout your proposal and describe how to map the evaluation criteria to your response. Listen in for insight on identifying what is most important to the client and learn how to use evaluation criteria to build out your bid strategy and write effective content for a proposal response. Key Takeaways3 ways to leverage the RFP evaluation criteria in your response What it looks like to put yourself in the shoes of the evaluator How to demonstrate an ability to communicate complex information to diverse audiences How to leverage the language they use in evaluation criteria statements What it means to map the evaluation criteria to your response How to use callout boxes and specialty icons to map evaluation criteria to your response Why evaluators may have very little knowledge of the RFP itself How evaluation criteria reflects what is important to the client Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesBid Strategy on RFP Success Show EP085 Book a Call with the RFP Success Company | |||
| 22 Sep 2021 | How to Optimize the Proposal Process – with Kathryn Bennett - EP093 | 00:42:38 | |
Only focusing on getting things done faster is NOT a sustainable solution for your RFP process. That's why Kathryn Bennett encourages using Lean principles over Agile ones to get work done right the first time. Kathryn is the Director of RFP Excellence at Loopio, a Toronto-based software company that streamlines the RFP response process for more than 1,000 leading organizations, including IBM and DocuSign. Loopio has twice earned a spot on the Deloitte Technology Fast 50 and was selected as one of LinkedIn’s Top Startups in Canada two years in a row. On this episode of The RFP Success Show, Kathryn explains how to optimize the proposal process from start to finish, challenging us to test our assumptions about how work is getting done and leverage process mapping to identify inefficiencies. Kathryn offers insight on data analysis for RFP teams, describing what the winningest proposal shops measure and how to present that data in a way that's accessible and relevant. Listen in to understand how Loopio technology helps proposal managers access data more quickly and find out how you can benefit from attending their upcoming FREE virtual conference, Loopicon. Key TakeawaysHow Kathryn’s background as a chemist informs her approach to proposals How the Lean framework forces us to test our assumptions about how work is getting done Kathryn’s insight on presenting data in a way that’s accessible and relevant The foundational, intermediate and top-tier metrics for RFP teams What proposal managers can do to communicate value in an RFP How to identify and eliminate waste to make your proposal process more efficient What basic process mapping looks like for a proposal team The increasing demand for rapid turnaround times in the RFP space How Loopio technology helps proposal teams quickly access their own data and collaborate on RFPs What attendees can expect from Loopio’s upcoming FREE virtual conference Connect with KathrynEmail kathryn.bennett@loopio.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesLoopio’s 2021 Survey on RFP Response Trends & Benchmarks | |||
| 07 Apr 2020 | Storytelling for Business – with Faye Fulton - EP071 | 00:31:19 | |
A lot of business leaders think of story as fluff. They favor data over description, believing that a list of merits is enough to connect with a potential client. But data doesn’t make you more likable or trustworthy. Storytelling does. Faye Fulton is a professional NSA speaker, author and business storytelling consultant. Her expertise lies in training business owners and professionals around what a story entails, the types of stories used in business, and how to leverage the power of strategic storytelling. Faye has 22 years of experience delivering keynotes at conferences, association meetings and business events, and her work has been featured on NPR, among many other media outlets. On this episode of the RFP Success Show, Faye joins us to discuss storytelling for business, explaining what qualifies as a story—and what does not. She weighs in on why storytelling is more important than data and how stories engage listeners and serve as the ‘fast track to trust.’ Listen in for Faye’s insight on the five different types of stories for business and get her advice on developing your storytelling skills to connect with potential clients! Key TakeawaysHow Faye’s childhood in Italy and the US inspired her love of storytelling What a story is NOT (e.g.: a data dump, a mission statement, or a report) Why story is more important than data How Faye defines storytelling for business Why it’s important to integrate stories into business
The five different types of stories for business
Why people struggle with storytelling for business Faye’s advice for getting started with storytelling
How stories help us move from content to connection Connect with FayeConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 30 Jul 2019 | Creating Consistency with Visible Thread – with Fergal McGovern - EP048 | 00:40:11 | |
What if your proposal team could save 67 hours on every RFP? And improve your win rate by 9.8% at the same time? Fergal McGovern is the CEO of Visible Thread, a software solution designed to improve efficiency in the RFP and contract review process. Founded in 2008, Visible Thread helps clients analyze and optimize content, enabling users to scan documents for compliance and review proposals for clarity and consistency. Their client roster includes Boeing, Booz|Allen|Hamilton and SAIC, among many other prominent corporations. Today, Fergal joins us to explain how Visible Thread helps proposal managers save time and improve morale among their team members. He offers insight into why the best tech solutions require little or no behavior change, discussing how Visible Thread seeks to complement workflow rather than imposing a workflow of its own. Listen in as Fergal describes how the software can help you establish a single tone of voice, improve compliance and readability, and ultimately win more business with RFPs! Key TakeawaysHow Visible Thread makes the RFP process much more efficient How misunderstandings inspired Fergal to create Visible Thread How the software automates manual processes (e.g. copy/paste) The aspects of a proposal Visible Thread can help with
How Visible Thread supports small, medium and large businesses How to use Visible Thread for communications beyond proposals How Fergal’s software helps you establish a single tone of voice Why Fergal’s team focuses on simplicity vs. sophistication Fergal’s intent to create a solution that complements workflow Why the best tech solutions require little or no behavior change The amount of time Visible Thread saves Boeing’s proposal team How efficiency in the RFP process impacts morale + productivity Connect with FergalEmail info@visiblethread.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 28 May 2019 | Appealing to Behavioral Styles in Your RFP Response – with Lisa Rehurek - EP041 | 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 | |||
| 25 Jun 2019 | Content Strategy & Editing with Samantha Enslen - EP044 | 00:32:52 | |
Among the most challenging aspects of being a proposal manager is gathering the appropriate technical data from subject matter experts and then communicating that information in a clear, concise way. How do you develop a content strategy to ask the right questions? How do you reflect the voice of the company in a proposal? And how do you edit the RFP to establish a consistent voice throughout? Samantha Enslen is the President of Dragonfly Editorial, a content strategy firm that helps clients make complex messages clear. Samantha’s award-winning team creates white papers, data sheets, case studies, web content, blog posts and RFP proposals for some of the world’s leading consulting firms, including PriceWaterhouseCoopers, Booz Allen Hamilton, and Bain & Company, among many others. Today, Samantha joins us to share the approach she takes in writing to reflect the voice of a particular company. She weighs in on the biggest mistakes people make in proposal writing, discussing how to frame responses to focus on the customer and demonstrate an understanding of their pain points in a genuine way. Listen in on Samantha’s tips for using templates to collect information from SMEs and learn how to use a style sheet to create a consistent voice throughout an RFP! Key TakeawaysSamantha’s background in writing proposals + marketing communication Dragonfly Editorial’s role in helping businesses establish thought leadership Samantha’s approach to writing to reflect the voice of the company Prompts to help SMEs go deeper with answers to RFP questions
Samantha’s take on the biggest mistakes people make in proposal writing
Why it’s crucial to put the most important information first How to demonstrate an understanding of pain points in a genuine way Samantha’s tips to help proposal managers compile writing from SMEs
How a complete copy edit can help you establish a consistent voice How Samantha uses a style sheet to standardize terminology in an RFP Connect with SamanthaEmail sam@dragonflyeditorial.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesSamantha’s Copyediting Checklist Samantha’s Editing for Readability Checklist | |||
| 22 Mar 2023 | Overcoming RFP Process Delays - EP126 | 00:19:10 | |
What could possibly go wrong when you're responding to an RFP? My 30 years of experience has taught me that A LOT can happen and the more prepared you are, the better. So, what are the most common speedbumps I’ve seen proposal teams run into over the years? And what can you do to prevent or plan for these delays? On this episode of The RFP Success Show, I share five of the most common issues that interrupt the RFP process, challenging you to expect missed deadlines and build extra time into your response calendar. I explain how to prepare for the unforeseen absence of a key team member and why it’s crucial to develop a strategy everyone can buy into. Listen in for insight on navigating technology problems and learn how to overcome the most common delays in the RFP process! Key Takeaways5 of the most common things that delay the RFP process Why it’s crucial to expect missed deadlines and build extra time into your calendar How to prepare for the absence of a key team member Why I suggest submitting your proposal a day early and knowing who to call if you have issues The benefit of having access to a backup computer and printer How reading the entire RFP early on helps you avoid finding requirements you missed Why you need a strategy everyone on the team buys into Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesBook a Call with the RFP Success Company | |||
| 25 Sep 2018 | Efficiencies with Managing Resumes and Case Studies – with Erling Linde - EP013 | 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 | |||
| 20 Aug 2019 | Crafting a Business Development Strategy for RFP Success – with Lisa Rehurek- EP050 | 00:15:26 | |
Yes, it’s a lot of work up front. But nailing down a solid business development strategy makes the RFP process MUCH easier and saves you A LOT of time bidding on contracts that aren’t a good fit. So, what are the components of a well-thought-out business development strategy? And how does it help you win more business through RFPs? On this episode of the podcast, I’m walking you through the four elements of a quality business development strategy. I explain how to assess the need for your product or service via a market analysis and discuss how to identify your ideal clients, breaking down their related demographic and psychographic information. I go on to share creative strategies for building relationships with those target clients BEFORE the RFP hits your desk and offer insight into creating profiles of your top two or three competitors. Listen in to understand how knowing those competitors can help you differentiate your business in a proposal and learn how a strong business development strategy translates to RFP success! Key TakeawaysHow your business development strategy impacts bidding The 4 components of a solid business development strategy
How to develop a target client profile for each of your 3 tiers How to find opportunities to build relationships with prospects The top strategies for getting info about your competitors How knowing your competitors helps you differentiate in RFPs Why annual strategic planning makes the RFP process easier Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 15 Dec 2020 | Employee Engagement & the RFP Response – with Mark Musgrave - EP079 | 00:27:51 | |
According to Gallup research, only 15% of US employees feel engaged at work. And when employees aren’t motivated, the bottom line suffers. So, what can leaders do to better connect with their teams—in a time when tensions are high and many of us are working remotely? And how might those strategies for establishing connection extend to the RFP response? Management Consultant Mark Musgrave has advised many federal government agencies, major corporations and the Cabinet of the George W. Bush administration. Today, he serves as Regional Procurement Manager for GovPurchase, a government market intelligence agency out of Washington, DC. Mark is dedicated to helping clients leverage data to identify opportunities and win government contracts. On this episode of The RFP Success Show, Mark joins us to explain why so few Americans feel engaged and work and what managers can do to improve morale—whether their team is working remotely or in-person. He describes the government RFP landscape, discussing the opportunity COVID will continue to afford companies that make personal protective equipment and other ancillary products moving into 2021. Listen in for Mark’s insight on injecting humanity and creativity into your RFP responses and learn how to win business in challenging times by approaching each proposal with a mindset of service. Key Takeaways How the government RFP landscape has (and has not) changed since March The likely flood of opportunity in government RFPs coming in 2021 The opportunity COVID afforded companies that make personal protective equipment and other ancillary products Why so few Americans feel engaged at work What managers can do to improve employee engagement (whether their team is working remotely or in-person) Mark’s insight on injecting humanity and creativity into your RFPs How the federal procurement landscape changes with a new administration What businesses can do to pivot in the shifting corporate RFP landscape Mark’s advice on approaching RFPs with a mindset of service How GovPurchase helps businesses identify and win government contracts Connect with MarkEmail mark.musgrave@govpurchase.com (202) 751-9435 Connect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com ResourcesMark on The RFP Success Show EP070 It’s the Manager: Moving from Boss to Coach by Jim Clifton and Jim Harter Angelique Rewers at The Corporate Agent | |||
| 19 May 2020 | The Key to Landing New Corporate Clients in Uncertain Times – with Angelique Rewers - EP074 | 00:47:47 | |
There is no user’s manual for what we’re facing right now. The COVID-19 quarantine has disrupted business as we know it and shifted the way companies are spending money. So, what can small businesses do make the best use of this uncertain time? How can we position ourselves as an ideal vendor partner or service provider that corporate decision makers will advocate for when a need arises? Angelique Rewers is the Founder and CEO of The Corporate Agent, a management consulting firm that helps entrepreneurs and small businesses win corporate clients. She has also built an online community of more than 25K business owners, and her team has mentored 3,500 startups and solopreneurs across 72 countries. Angelique has 20-plus years of experience on both sides of the corporate buying table, and Inc. Magazine calls her ‘the undisputed champion at helping small businesses land BIG clients.’ On this episode of The RFP Success Show, Angelique joins us to discuss how corporate buying habits have shifted during the Coronavirus quarantine and explain why NOW is an ideal time to build relationships with potential corporate clients. She weighs in on what small businesses can do to build trust with corporate decision makers and stand out among the competition, staying top-of-mind without turning into a pain in the ass. Listen in for Angelique’s insight on where to find corporate RFPs and learn what YOU can do to land corporate clients—even in uncertain times! Key TakeawaysHow a ‘hijacked’ presentation led Angelique to create The Corporate Agent How corporate buying habits have shifted during the Coronavirus quarantine Why companies are extending existing contracts or sole sourcing from existing vendors right now Why NOW is an ideal time to build relationships with potential corporate clients Angelique’s insight on what makes a good vendor
The value in being a ‘taker’ who gives decision makers time vs. taking it away What small businesses can do to stand out among the competition
How to find out about corporate RFPs
How to stay front-of-mind without bothering corporate decision makers Why it’s more useful to distill great content vs. create your own Connect with AngeliqueConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 03 Dec 2019 | Staying Healthy – with Cheri Fisher - EP062 | 00:27:33 | |
As proposal professionals, we work in a high-stress environment, and we spend a lot of time sitting at our desks. The shocking truth is, even if we work out for an hour a day, seven days a week, that’s not enough to counteract the other 23 sedentary hours! So, what can we do to prioritize our health and manage the stress of working in the RFP space? Cheri Fisher has been a fitness professional for more than 20 years, working in both commercial gyms and community parks and recreation. She spent the last decade in the corporate fitness space, helping employees incorporate movement into their days and running nutrition and stress management programs. Today, she serves as Project Operations Manager here at The RFP Success Company. On this episode of the podcast, Cheri joins us to discuss the dangers of a sedentary lifestyle and share the three keys to staying healthy despite working in a high-stress environment. She offers advice on finding opportunities to move throughout the day, eating healthy even when you’re busy, and getting enough sleep to prevent illness and manage stress. Listen in for Cheri’s insight around planning ahead for challenging days and learn some simple hacks for prioritizing your health! Key TakeawaysCheri’s background working in corporate fitness The dangers associated with a sedentary lifestyle Cheri’s hacks for finding opportunities to MOVE The exercises you can do on a call, reading a doc The 3 keys to staying healthy in a high-stress job
Why 7 to 9 hours of sleep is crucial for adults Cheri’s tips for eating healthy when you’re busy
Simple exercises we can do at our desks
Managing stress by prioritizing what’s important How to identify challenging days and plan ahead Connect with CheriConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 14 Jun 2023 | RFP Response FAQs, Part 2 - EP132 | 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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| 20 Sep 2023 | Elaborating on RFP Response Answers: The ‘Baked Potato’ Episode - EP134 | 00:09:48 | |
If an RFP isn’t asking a question that you think it needs to ask, is it okay to provide additional information? While it’s tempting to tell a client what you think they need in your proposal response, it’s not always well received. Just like ordering a baked potato with butter and getting a loaded one. So, what is the best approach to elaborating on RFP response answers? So you stand out in a good way? On this episode of The RFP Success Show, I’m sharing my ‘baked potato’ analogy for elaborating on RFP response answers. I explain how it might confuse evaluators if you add or change offerings and describe the challenge of evaluating a response that doesn’t align with the score sheet. Listen in for insight on positioning additional offerings in a way that boosts your score and learn how to demonstrate that the additional information you’re providing serves the client’s needs. Key TakeawaysWhat to do if an RFP isn’t asking a question you think it needs to ask My ‘baked potato’ analogy for adding additional information to a proposal response How it might confuse an evaluator if you add or change offerings Why you should only include additional offerings IF you can demonstrate how it adds more value to what they need How to position additional options in a way that boosts your score Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesGet on the RFP Success Accelerator Waitlist Book a Call with the RFP Success Company The RFP Success Book by Lisa Rehurek
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| 06 Oct 2021 | Making the Strategic Review Part of Your RFP Process - EP094 | 00:19:27 | |
Are you making the time to do a strategic review before you submit a proposal response? If not, you’re missing an opportunity to elevate the level of your RFP and stand out from the crowd. So, what does a strategic review look like? And how can you make it a regular part of your RFP process? On this episode of The RFP Success Show, I share the three steps to completing a successful strategic review, explaining who should be involved in conducting the review and why it’s so important. I walk you through the focus questions to ask on each pass, challenging you to engage the reader with the things they care about and make your value proposition clear. Listen in for insight on building time for a review into your response calendar and learn how to implement the strategic review process in YOUR business and win more RFPs! Key TakeawaysWho should conduct a strategic review of your RFP (and who should NOT) Why you’ve got to capture the reader’s attention and build trust through a proposal response How a strategic review raises the level of your proposal The 3 steps to a successful RFP strategic review
How to ensure you’re addressing what the reader really cares about
How to build time for a strategic review into your response calendar Why a strategic review is crucial to the success of your RFP Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesEmail podcast@rfpsuccess.com | |||
| 19 Mar 2019 | 5 Ways to Avoid BORING in a Technical RFP Response – with Lisa Rehurek - EP034 | 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 | |||
| 21 Apr 2020 | Making a Strong Emotional Connection in Your Proposal – with Kevin Switaj - EP072 | 00:24:31 | |
It’s no longer enough to simply meet the qualifications in an RFP. Everyone who is bidding meets the qualifications. If we want to win, we have to show the potential client that we know who they are and what they need—and that they can trust us to deliver. So, how do we create that strong emotional connection in a proposal? Dr. Kevin Switaj is the President and CEO of BZ Opportunity Management, a consulting firm that helps small- and mid-sized government contractors navigate the RFP process. He has more than ten years of experience leading high-performance proposal teams and providing strategic support around opportunity identification, capture and proposal management. Kevin’s work has appeared in a number of industry publications, and he also serves as a mentor in the APMP Capital Area Mentor-Protégé Program. On this episode of the podcast, Kevin joins us to share his definition of empathy when it comes to business, explaining why it’s important to cultivate an emotional connection in your RFP response. He walks us through his top strategies for adding empathy to our proposals, describing what we can do to find out about the client’s needs—whether we happen to have a dedicated capture team or not. Listen in for Kevin’s insight on where to include empathy in an RFP response and learn how to make the crucial mindset shift that the proposal is not about YOU, it’s about the client! Key TakeawaysHow Kevin defines empathy in business as creating an emotional connection Why it’s crucial to cultivate empathy in an RFP response Kevin’s response to the idea that there’s no room for empathy in a federal bid How to make the mindset shift that the proposal is about the client Kevin’s top strategies for adding empathy to your proposals
How to find out your client’s needs without a dedicated capture team
Where to make the best use of empathy in an RFP response
Kevin’s advice on how to incorporate empathy in proposal writing
Connect with KevinEmail info@bzopportunity.com Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesStorytelling for Business on RFP Success Show EP070 | |||
| 18 Jun 2019 | How to Get Started with RFPs - EP043 | 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 | |||
| 26 Feb 2019 | 5 Strategies for Building Trust in a Written Document – with Lisa Rehurek - EP031 | 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 LisaResources | |||
| 11 Dec 2018 | Influencing Up to Deliver Successful RFPs – with Donna Warrick of Jamesson Solutions - EP023 | 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 DonnaConnect with LisaResources | |||
| 06 Nov 2018 | A Simple, Focused Strategy for Business (and RFP) Success – with Gina Catalano - EP018 | 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 LisaResources | |||
| 24 Mar 2020 | Best Practices for Working Remotely – with Lisa Rehurek - EP069 | 00:14:32 | |
We are living through an unprecedented time. The Coronavirus pandemic has a lot of us working from home, learning how to communicate with our teams remotely and stay productive despite the potential distractions. On this episode of the RFP Success Show, I’m sharing my best practices for working remotely. I address how to conduct client communication from home, offering advice on identifying Wi-Fi dead spots and minimizing background noise if at all possible. I share my top work-from-home productivity hacks, discussing how to set up a designated workspace, communicate with your team, and balance focus with regular movement. Listen in for insight on what to do with extra time (should the proposal world slow down) and get ideas for maintaining your health while you work from home. Key TakeawaysWhy it’s crucial to identify Wi-Fi dead spots in your home How to eliminate or mitigate background noise for calls The value in creating a designated, distraction-free workspace Why some prefer to dress the part when they work remotely How to balance keeping focus with moving regularly The best resources for creating a remote office space How to maintain communication with your team from home What to do if your work producing RFPs should slow down
How to maintain your health while working from home Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 17 Sep 2019 | Adopting Color Team Reviews for Better RFPs – with Lisa Rehurek- EP054 | 00:15:30 | |
Large proposal teams working in the federal space leverage color reviews to produce first-rate RFPs. The process ensures that all requirements are met and that an appropriate story is told throughout the response. So, how might an understanding of this process help smaller teams write better proposals? And how might you adapt parts of this process to win more business with RFPs? On this episode of the podcast, I’m walking you through the six color reviews used by large teams bidding on federal contracts. I discuss the Blue Team’s role in creating a template and assigning each section of the proposal and describe how the Pink Team performs the bulk of the writing. I go on to explain how the Red Team reads for compliance and clarity, while the Green Team provides pricing information. Finally, I share why an authority in the company should be involved in Gold Team and how the White Team does a page-by-page visual review of the document. Listen in for insight around assigning the right team members to each step in the RFP process and learn how to leverage color teams to produce winning proposals! Key TakeawaysHow small proposal teams can adapt the color review process The value in assigning the right team members to each step The 6 color review teams in the federal proposal process
How SMEs might collaborate with writers in Pink Team Why someone NOT involved in writing should do Gold Team Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 07 Dec 2022 | Building Empathy into the Bid Process—with Kevin Switaj - EP119 | 00:39:30 | |
Most proposal professionals understand the importance of putting the client at the center of the bid process. But what if a client centric proposal is not enough? According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional connection with the evaluator. Kevin is President and CEO of BZ Opportunity Management, a full life cycle proposal consulting firm out of northern Virginia. With more than 15 years in proposal development, Kevin is a recognized thought leader and regular contributor to industry publications. On this episode of the RFP Success Show, Kevin joins me to discuss his new book, Keys to the Castle: Building Empathy and Creativity into Bid Processes. Kevin discusses how an empathetic proposal builds emotional connection with prospective clients and describes how we might apply Pixar storytelling techniques in an RFP response. Listen in for Kevin’s insight on helping subject matter experts write with empathy and learn how to develop content that speaks to the client’s perspective and opens a conversation with evaluators. Key TakeawaysHow Kevin’s thinking around connecting with evaluators inspired Keys to the Castle How an empathetic proposal builds an emotional connection with prospective clients Kevin’s take on why writing to the client’s needs is not enough How we might apply Disney or Pixar storytelling techniques to a proposal response How to develop empathetic content by focusing on the client’s point of view Kevin’s annotated mockup approach to helping SMEs write with empathy How to reorganize the capture process around Kevin’s empathetic approach to RFPs
Why you should only bid on opportunities that align with who you are as a company What it looks like to put the client at the center of the proposal process The first step in building empathy and creativity into your team’s bid processes Connect with Kevin Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesKevin on The RFP Success Show EP072 Keys to the Castle: Building Empathy and Creativity into Bid Processes by Kevin Switaj Book a Call with the RFP Success Company | |||
| 13 Nov 2018 | Making the RFP Process Easier & More Efficient – with Josie Fey of RFPIO - EP019 | 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 JosieConnect with LisaResources | |||
| 18 Dec 2018 | Change Management for RFP (and Business) Success – with Donna Warrick of Jamesson Solutions - EP024 | 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 DonnaConnect with LisaResources | |||
| 05 Apr 2023 | Mistakes We Seen Vendors Make When Responding to RFPs—with Cheri Fisher & Kevin Cleary - EP127 | 00:29:39 | |
Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on proposal best practices. And over the years, we’ve noticed some common mistakes our vendors make when it comes to RFP processes. On this episode of the podcast, guest host Ted Koval, Senior Proposal Manager at the RFP Success Company, sits down with team members Cheri Fisher, Director of Operations and Client Services, and Kevin Cleary, Proposal Manager and Writer, to discuss the top eight mistakes we see our vendors make and how to fix them! Cheri explores how waiting until the last minute to respond to an RFP impacts your proposal, and Kevin explains why it’s crucial to involve your HR and legal departments early in the process. Listen in for insight on making time for a series of reviews of the draft response and learn how to create a winning culture where everyone at your company understands the value of responding to RFPs. Key TakeawaysThe 8 most common mistakes we see our vendors make in responding to RFPs How waiting until the last minute to respond to an RFP impacts the proposal process How to create a culture where SMEs understand the value of responding to RFPs The impact of not having a formal go/no-go decision-making process in place Why it’s crucial to involve your HR and legal departments early in the RFP process How not making time for us to meet with SMEs leads to boilerplate responses Why we suggest making time in the calendar for 3 reviews of the draft RFP response The consequences of submitting a proposal without differentiators or win themes What you can learn from an internal and external RFP debrief (win or lose) Connect with Lisa, Ted, Cheri & KevinThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesBook a Call with the RFP Success Company | |||
| 24 Jul 2018 | Learning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek - EP004 | 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 LisaResources | |||
| 19 Apr 2023 | Shred with Ted: Assessing the RFP - EP128 | 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 | |||
| 06 Nov 2020 | Integrate Your Marketing & Proposal Teams – with Susan Quinn & Krystn Macomber - EP077 | 00:37:06 | |
In a perfect world, an organization’s proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals continue to be siloed from the rest of the organization and left out of the capture strategy discussion. So, what can we do to demonstrate our value beyond the production of the proposal document and demand a seat at the table? Today, we’re joined Susan Quinn, the Director of Proposal Development at Myers and Stauffer LC, and Krystn Macomber, Regional Marketing Manager at Burns & McDonnell and Vice-Chair of the Association of Proposal Management Professionals. Together, Susan and Krystn have 40-plus years of experience in the realm of marketing, proposal management and business development. On this episode of The RFP Success Show, Susan and Krystn sit down with us to share their experiences through the pandemic and explain how the changes we’ve made might inform the future of the proposal industry. They offer advice on capture strategy, challenging us to build relationships with decision makers long before an RFP comes out and integrate our efforts with the marketing and sales teams. Listen in for Susan and Krystn’s tips for writing strong proposal content and learn how to ask for a seat at the table so that you have a voice in the strategic planning process. Key TakeawaysHow the proposal industry has changed through the COVID-19 crisis Why Krystn’s team is focusing on different markets in light of the pandemic Susan’s insight on what state governments are doing differently right now The value in identifying decision-makers and building those relationships long before an RFP comes out How to leverage online content (e.g.: blogs, white papers) to turn a cold opportunity into a warm one How Susan’s team uses a Watch List to monitor upcoming opportunities Why it’s never advisable to use a proposal to get your foot in the door How to integrate your marketing, proposal and business development teams for RFP success Susan & Krystn’s advice on writing strong proposal content
The importance of explaining WHY your experience is relevant in a proposal How Susan & Krystn think about the future of the RFP industry How to ask for a seat at the table as a proposal professional Connect with SusanEmail squinn@mslc.com Connect with KrystnEmail kmacomber@burnsmcd.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com Resources | |||
| 09 Apr 2019 | Getting the Most Out of Microsoft Word for RFPs – with Jen Parkinson - EP037 | 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 | |||
| 26 Mar 2019 | Four Steps to Finding the Right Subcontractor – with Marsha Lindquist - EP035 | 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 | |||
| 04 Dec 2018 | Visual Storytelling with Graphics in Your RFPs – with Richard Goring of BrightCarbon - EP022 | 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 RichardConnect with LisaResources | |||
| 28 Jan 2020 | Get That Proposal Going NOW – with Lisa Rehurek - EP065 | 00:19:07 | |
Do you have a stack of RFPs sitting on your desk? Every day that you wait to get started is a day your competitors are using to produce a winning proposal. So, what can you do to jumpstart the process and put together the response you DESERVE to submit? On this episode of the RFP Success Show, I’m sharing my top tips for developing a frontend process that helps you hit the ground running on every RFP. I discuss why it’s dangerous to put off a proposal until the last minute, walking you through the backend tasks that take longer than you think and explaining why you need a two-week window for reviews, updates, editing, formatting, production and delivery. I introduce the frontend responsibilities you should tackle in the first week, offering advice on using a monitoring service to identify potential RFPs, creating a dedicated email for those notifications, and assessing whether or not you’ll bid quickly. Listen in for insight on establishing a clear timeline for each RFP response and learn to STOP procrastinating and get that proposal going NOW! Key TakeawaysWhy it’s dangerous to put off a proposal until the last minute The RFP backend tasks that take more time than you think
May advice on shipping the proposal two days in advance The frontend responsibilities to tackle in the first week The two-week period proposal teams have to write the RFP How to use a monitoring service to identify potential RFPs Why it’s beneficial to have a dedicated email for notifications Developing assessment criteria to make bid decisions quickly Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 10 Dec 2019 | The 5 Elements of Emotional Intelligence – with Lisa Rehurek - EP063 | 00:15:05 | |
We tend to associate intelligence with success, believing that the smartest and most highly skilled among us come out on top. But I would argue that fostering emotional intelligence is equally important because it makes us better communicators and expands our influence. So, what does it look like when someone has a high EQ? And how can we cultivate our own emotional intelligence? On this episode of the RFP Success Show, I’m introducing the five elements of emotional intelligence and explaining why it’s crucial to our success as proposal professionals. I discuss the role of self-awareness in developing EQ, describing how knowing our strengths and weaknesses helps us then self-regulate and manage our emotions when we’re triggered. I also weigh in on motivation as an important aspect of emotional intelligence and cover the social aspects of EQ, including the awareness of how other’s emotions impact you and regulating your reactions to others. Listen in for insight into the relationship between emotional intelligence and influence and learn how developing your EQ can elevate your career in proposal development. Key TakeawaysOur growing understanding of emotional intelligence Why emotional intelligence is crucial to our success How we can develop the skills associated with EQ The 5 elements of emotional intelligence
How to manage our emotions by identifying triggers Understanding when other’s emotions affect us The relationship between EQ and influence How high EQ improves productivity + stress management Why EQ is especially important for proposal managers Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 28 Apr 2021 | The 4x4 Framework for RFP Success, Part 3—Content - EP087 | 00:10:43 | |
Now that you know how to build an effective RFP strategy and establish efficient processes, it’s time to tackle the meat and potatoes of the proposal response—CONTENT. So, what questions should you be asking as you write the proposal itself? On this episode of The RFP Success Show, I cover the four key guidelines for creating proposal content, reminding you to address the question at hand and position the content around your solution. I explain how to write to the evaluation criteria, focusing your time and resources on the areas of the RFP that get the highest scores. Listen in for insight on making your proposal absorbable and get my top strategies for building trust through RFP content. Key TakeawaysThe 4 elements of the RFP Success Company’s 4x4 framework
The top 4 guidelines for creating winning RFP content
What role strategy plays in writing content to a potential client’s real pain points The value in focusing your resources on the areas of the RFP that get the highest scores Why it’s crucial to use terminology from the evaluation criteria How readability makes your content absorbable How to build trust through RFP content with stories and proof The challenge of making a highly technical RFP absorbable Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com Resources4x4 Framework Part 1 on The RFP Success Show EP085 4x4 Framework Part 2 on The RFP Success Show EP086 Schedule a Chat with The RFP Success Company Samantha Enslen on The RFP Success Show EP083 Samantha Enslen on The RFP Success Show EP084 How to Enable the Readability Function in Word Email podcast@rfpsuccess.com | |||
| 20 Jan 2021 | Finding the Right Proposal Length - EP080 | 00:11:33 | |
How long should your proposal be? Yes, you want to give evaluators all the information they need so you score the maximum points. But there’s a fine line between adding the right amount of detail and overwhelming your reader! So, how do you describe what you do, how you do it and why it’s important in a concise, accessible way? On this episode of The RFP Success Show, I’m sharing my top four tips for finding the right proposal length, challenging you to create a balance between providing sufficient detail and making your response easy to read and evaluate. I explain why it’s crucial to stay on topic and avoid wordiness, describing how to eliminate any information that isn’t necessary and cautioning you against including upsells as a way to differentiate your business. Listen in for insight on writing your RFP response at the most appropriate reading level and learn how to keep your content relevant by building a mini-outline for each question before you begin! Key TakeawaysHow to create a balance between providing sufficient detail and keeping your proposal readable The benefit of putting together a response template with a mini-outline for each question My top 4 tips for finding the right proposal length
The art of describing what you do, how you do it and why it’s important in a concise and readable way Why you shouldn’t try to differentiate yourself with upsells in a proposal My why-what-how approach to layering an answer in your RFP response Why most proposals should be written at a sixth- or seventh-grade reading level How to use the readability function in Word (and teach your technical writers to use it too) Connect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com ResourcesHow to Access the Readability Function in Word | |||
| 28 Sep 2022 | Mastering Editorial Peer Review—with Jana L. Burge - EP114 | 00:35:17 | |
A lot of my clients think they’ve got editorial peer review covered. But there’s a lot more to it than simply having someone read through your response and check for spelling errors. And a proposal that hasn’t been through a thorough peer review lacks the professionalism you need to win business with RFPs. So, what does an in-depth editorial peer review look like? Jana L. Burge is Founder and President of JLB Consulting, a firm that supports businesses through editorial peer review. Jana has 37 years’ experience in copy editing and proofreading, demonstrating an expertise in identifying errors and inconsistencies in RFP responses. She is also a master in improving the flow and readability of written work without altering the author’s overall tone. On this episode of the RFP Success Show, Jana joins me to discuss the editorial mistakes proposal writers make most, challenging us to be succinct and embrace simplicity in our responses. Jana explains why she addresses formatting errors first in the EPR process and offers advice on how to suggest changes without bruising the writer’s ego. Listen in for insight on making time for a comprehensive EPR and find out what tools Jana suggests to build your skills in the realm of editorial peer review. Key TakeawaysThe misconception that just anyone can do an editorial peer review How prospective clients lose trust when your RFP hasn’t been through an EPR Jana’s insight on what editorial mistakes writers make most Why fixing formatting first is Jana’s top priority in any new editorial peer review How to be kind with your comments and suggested changes Jana’s tips for being consistent throughout an RFP response How long an editorial peer reviewer needs to read one page of an RFP What Jana does when she isn’t given sufficient time to conduct a thorough EPR What online tools Jana uses to support the EPR process Jana’s advice for proposal writers on being succinct and embracing simplicity How to get better at performing an editorial peer review Jana’s tricks for navigating page limits (without changing margins or font size) Connect with JanaEmail janalburge@outlook.com 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 | |||
| 18 May 2022 | The Go/No-Go Decision, Part 2 - Creating a Process - EP109 | 00:11:44 | |
Bidding on RFPs that aren’t a good fit is a waste of time and resources, and it takes a real toll on your win rate—and the morale of your team. But to make better go/no-go decisions, you need a system. So, what does it look like to develop a successful go/no-go decision-making process? On this episode of The RFP Success Show, I share five steps to developing an effective go/no-go process, explaining how to determine your go/no-go criteria and create a corresponding checklist or scoring tool. I discuss what it looks like to establish checks and balances in the go/no-go process and describe how to develop a consistent process for using your scoring tool to make a final decision. Listen in for insight on training your team in the go/no-go process and learn to leverage go/no-go data to track trends, refine your criteria and win more business with RFPs! Key TakeawaysMy 5 steps to developing an effective go/no-go process
Why it’s crucial to develop a go/no-go process for bidding on RFPs How to develop go/no-go criteria by asking what makes a good project (and what doesn’t) The process of building a scoring tool in Word or Excel What it looks like to establish checks and balances in the go/no-go process The value in developing a consistent process for using your scoring tool Who might serve as the central point of contact for managing the go/no-go process The benefit of a live training to communicate the go/no-go process to your team The power in using go/no-go data to track trends Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesHow to Make the Go/No-Go Decision on The RFP Success Show EP103 Book a Call with the RFP Success Company | |||
| 12 Mar 2019 | Increase Your Influence & Deliver a Winning Finalist Presentation – with Dr. Sharon Lamm-Hartman of Inside Out Learning- EP033 | 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 Email sharon@insideoutlearning.com Connect with LisaResources | |||
| 06 Aug 2019 | Efficiency in Proposal Management – with Jay McConville - EP049 | 00:38:47 | |
The beauty of collaborating in a virtual environment is that anyone on the proposal team can enter the workspace at any time and comment on or make changes to the RFP. That’s also happens to be the biggest problem—keeping track of who changed what and why and making sure we don’t lose important content along the way! So, how do we solve for version control? How do we allow everyone to contribute, yet keep editor rights in the right hands? Jay McConville is the President and CEO of Privia, a proposal management software company that serves companies bidding on commercial, federal, state or local contracts. Privia helps proposal teams collaborate securely, boost win rates and lower costs. Jay has 20-plus years of experience in the realm of business development and proposal management, having specialized in defense manufacturing before coming to Privia in 2017. Today, Jay joins us to discuss the top challenges facing proposal teams and explain how Privia confronts those challenges by focusing on the team’s collaborative effort rather than the document itself. He shares the software’s most lauded feature, curated commenting, describing Privia’s unique approach to version control and the virtual workspace it architects for each proposal. Listen in for Jay’s insight around the six major components of the proposal management process and learn how Privia is creating a robust, secure and accessible environment for RFP success! Key TakeawaysJay’s extensive background in bus dev + the proposal environment How Privia software delivers collaborative tools for proposal teams Jay’s take on the top challenges facing proposal teams
Why Privia focuses on the proposal team vs. the document itself The concept of curated commenting with robust version control The difference between proposal versus content management The six main components of the proposal management process
Privia’s efforts to create a robust, accessible environment How evaluator expectations have + have not changed over time How Privia supports clients in implementation, recurring training Connect with JayConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesCapability Maturity Model Integration (CMMI) Mike Parkinson on RFP Success Show EP032 | |||
| 31 Mar 2020 | The Current Climate of Government Purchasing – with Mark Musgrave - EP070 | 00:26:03 | |
What can you do to make sure your small business survives the chaos caused by the Coronavirus? One strategy is to secure government contracts for your particular product or service. But are federal, state and local governments buying right now? Mark Musgrave serves as Regional Procurement Manager at GovPurchase, the nation’s leading online government contracting tool. Mark and his team pair the GovPurchase software, a comprehensive database of existing federal, state and local bids, with personalized training and support to help businesses grow their government contract revenue. Mark has a storied background as a management consultant, advising a number of federal agencies as well as the cabinet-level of the George W. Bush administration. On this episode of the RFP Success Show, Mark joins us to discuss the uptick in federal solicitations he has seen in recent weeks and explain why it’s crucial for the vendor community to reach out to government buyers right now. He weighs in on how the Gov Purchase tool can help you identify and land new business, leveraging solution selling to craft the right message for procurement officers. Listen in to understand why NOW is a very good time to get involved in RFPs and learn to lead your company through the Coronavirus crisis by up-leveling your virtual business development processes. Key TakeawaysThe 40% uptick in federal solicitations in the last few weeks The assumption that the government will forgo bids for essential services Why it’s crucial for the vendor community to be assertive right now What makes NOW the ideal time to clean up your business development processes How the GovPurchase tool helps people identify and land new business What GovPurchase can do for small businesses
Why it’s more important than ever to build relationships with procurement officers How to craft your message for government procurement officers The concept of solution selling to diagnose and alleviate a buyer’s pain Why NOW is a good time to get involved in RFPs Mark’s best advice for small businesses to navigate the Coronavirus crisis
Connect with MarkEmail mark.musgrave@govpurchase.com Call (202) 751-9435 Connect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com Resources | |||
| 12 Oct 2022 | The Value of Systems and Processes - EP115 | 00:11:07 | |
Are you so busy bidding on RFPs that you don’t have time to build systems and processes? Creating systems may not be sexy, and it won’t result in an immediate win. But if your proposal team reinvents the wheel with every new RFP, you’re hurting yourselves in more ways than you realize. So, what is the benefit of setting up systems and processes for responding to RFPs? And what parts of the process should standardized? On this episode of The RFP Success Show, I explain how standardizing or automating administrative tasks frees up time and brainpower for the creative needs of a response. I walk you through the five parts of the proposal process that should be systematized, challenging you to build an assessment criteria tool and clearly define each team member’s role in writing. Listen in for insight on what standardized content should be in your library and learn how to leverage software to create SOPs for preparing an RFP response. Key TakeawaysHow systems and processes promote consistency and make people’s lives easier How standardizing or automating administrative tasks frees up time and brainpower for creativity What 5 parts of the RFP process should be standardized or automated
Why it’s beneficial to build an assessment criteria tool and define roles in writing What standardized content should be in your library and updated at least quarterly How you might leverage software to build systems for preparing an RFP response 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 | |||
| 09 Nov 2022 | Opportunities for Negotiation in an RFP Response—with Don Carmichael - EP117 | 00:39:28 | |
Most people think there is little room for negotiation in a proposal response. But if you’ve done your homework to understand a buyer’s needs, you can negotiate in your answers to the questions on an RFP and offer solutions they may not even be aware of. Don Carmichael is Chief PreSales Evangelist at Winning Skills Ltd., a boutique technology sales enablement firm. Prior to founding Winning Skills, Don enjoyed a 30-year career in PreSales, heading EMEA PreSales Enablement at both SAP and Oracle. Don’s client roster includes Adobe, Deloitte and SurveyMonkey, among many others, and he is the cohost of Two PreSales in a Pod, a show that explores the world of PreSales and buyer enablement. On this episode of the RFP Success Show, Don joins me to explain why everyone needs negotiation skills and what it looks like to negotiate an RFP answer through redirection. Don discusses the concept of buyer enablement and describes how it might shift our approach to sales, challenging us to serve as trusted advisors or buyer coaches rather than traditional sales reps. Listen in to understand why HOPE is a more effective sales strategy than FEAR and learn how to spot opportunities for negotiation in an RFP response! Key TakeawaysDon’s background in technology presales for large enterprise software companies How technology presales consultants contribute to an RFP response Why everybody on an RFP team needs to be good at negotiation The concept of buyer enablement and how it might shift your approach to sales Why you can’t negotiate in an RFP response if you haven’t had pre-conversations with the prospect How to leverage redirection to negotiate in an answer on an RFP What to do when you can’t say YES to an RFP question (but you don’t want to say NO either) How to build relationships through content to become a buyer coach Why 43% of complex B2B solution buyers prefer a rep-free buying experience Why HOPE is a more effective sales methodology than PAIN or FEAR Connect with DonWinning Skills by Don Carmichael Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesDon’s Piece on Henry Ford and RFPs ‘Traditional B2B Sales and Marketing Are Becoming Obsolete’ in Harvard Business Review The Jolt Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna Book a Call with the RFP Success Company | |||
| 29 Oct 2019 | RFP Strategy, Trends and Professionalism, Part 1 – with Ajay Patel - EP060 | 00:27:09 | |
Generating an RFP response is about WAY more than simply answering the questions provided. If you want to win business, the first step is to think through a proposal strategy with your team. But what is the most effective approach to creating an RFP strategy? And how do you define your unique competitive advantage? Ajay Patel is the President and CEO of SMA, a management consulting firm that helps companies compete to win business. Ajay has a demonstrated history in the space, developing expertise in business development, entrepreneurship, and strategic partnerships. He earned his MBA in Strategy and Finance from USC’s Marshall School of Business and his BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share his definition of strategy in terms of the choices you make that differentiate you in the market. He walks us through the three traditional approaches to proposal strategy, offering insight around SMA’s alternative, analytic approach built on ‘making the black box more transparent.’ Listen in to understand how dynamic tension among key players is good for the proposal development process and learn the 21st century sources of competitive advantage that can help your team win more business! Key TakeawaysAjay’s journey from aerospace engineering to RFP strategy How Ajay defines strategy in terms of the choices you make The three traditional approaches to proposal strategy
The limitations around traditional approaches to strategy SMA’s alternative, analytic approach built on transparency Who should be involved in developing proposal strategy Why dynamic tension is good for the proposal process The 20th century sources of competitive advantage in RFPs
Ajay’s view of 21st century sources of competitive advantage
Connect with AjayConnect with LisaThe RFP Success Community on LinkedIn Email lisa@lisarehurek.com ResourcesStrategy: A History by Lawrence Freedman Good Strategy Bad Strategy: The Difference and Why It Matters by Richard Rumelt Competitive Strategy: Techniques for Analyzing Industries and Competitors by Michael E. Porter Books by Alfred D. Chandler Jr. | |||
| 16 Oct 2018 | Creative Pricing Strategy for RFPs – with Marsha Lindquist - EP015 | 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 | |||
| 06 Feb 2019 | Liberate Your Inner Writer & Start the RFP Process – with Sandra Younger of ComeBACK Solutions - EP028 | 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 LisaResources | |||
| 14 Sep 2022 | Why Bidding Cold Is (Almost Always) a Bad Idea - EP113 | 00:14:31 | |
Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract! And yes, it’s easy to get excited about an opportunity that seems like a great fit for your business. But if you don’t already have a relationship with the buyer, you’re chances of winning are quite low. So, you’re not doing yourself any favors by bidding cold. On this episode of The RFP Success Show, I explain what it means to bid cold and why it’s almost always a bad idea. I discuss the competitive advantage you need to unseat an incumbent and describe how insider information helps you write a better proposal response. Listen in to understand why a buyer won’t take a chance on a vendor they don’t know and trust—and find out why you can’t speak to a prospect’s specific needs and challenges when you bid cold. Key TakeawaysWhat it means to bid cold and why it’s almost always a bad idea The one time it's okay to bid cold and what you can learn from the experience Why you have a less than 5% chance of winning when you bid cold The competitive advantage you need to win an RFP (beyond being qualified and capable) 2 reasons why it’s challenging to unseat an incumbent How insider information helps you write a better RFP response Why a buyer will not take a chance on a vendor they don’t know and trust How ongoing relationship building and information gathering allows you to speak to a prospect’s greatest needs and challenges The #1 mistake companies make when responding to RFPs How a low win rate impacts the morale of your proposal team 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 | |||
| 04 Jan 2023 | Advice from a Government Contracting Officer—with Kevin Jans - EP121 | 00:43:58 | |
What do you wish you knew about government contracting? What if you had access to a seasoned contracting officer, so you could understand the process from their point of view? Kevin Jans is President of Skyway Acquisition, a team of former COs on a mission to bridge government and industry, helping clients target better and win more contracts. He also serves as host of the Contracting Officer Podcast. With 16 years of experience as a contracting officer for the Department of Defense, Kevin bought and managed more than $3 billion in products and services. On this episode of the RFP Success Show, Kevin joins me to discuss the three deciders in every purchase and describe how much control contracting officers have in the decision-making process. Kevin walks us through the four acquisition time zones, explaining why you need to know about an RFP long before it drops and how to learn more about the budget for a given purchase. Listen in to understand the #1 thing Kevin feared when selecting a new vendor and learn what a contracting officer looks for—beyond simply meeting the requirements of an RFP. Key TakeawaysKevin’s background as a contracting officer for the Department of Defense How Skyway Acquisition serves as a bridge between government and industry The 3 deciders in every purchase—economic decider, customer and procurer How much control contracting officers have in the decision-making process What differentiates a technical sale from a business sale Kevin’s 4 acquisition time zones
Why you need to know about an RFP long before it drops The best way to learn more about the budget for a particular purchase 3 things you can do to go beyond just meeting the requirements of an RFP The #1 thing contracting officers fear when selecting a new vendor The limits of a contracting officer’s responsibility to engage with industry Connect with KevinConnect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesAgile Government Contracting by John Stenbeck and Kevin Jans The 3 Deciders on Contracting Officer Podcast EP118 The Technical vs. the Business Sale on Contracting Officer Podcast EP222 What Is a Mid-Size Business? on Contracting Officer Podcast EP099 The Acquisition Time Zones on Contracting Officer Podcast EP003 Where Do RFPs Come From? on Contracting Officer Podcast EP381 Is Your Price Reasonable & Realistic? on Contracting Officer Podcast EP338 What Is a Red Team Review? on Contracting Officer Podcast EP396 Staffing Is Not Just Staffing on Contracting Officer Podcast EP097 The Execution Time Zones on Contracting Officer Podcast EP372 Book a Call with the RFP Success Company | |||
| 20 Nov 2018 | 4 RFP Tips for Defending Your Contract – with Lisa Rehurek - EP020 | 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 LisaResources | |||
| 20 Apr 2022 | How to Navigate a Federal Bid Protest—with Carissa Siebeneck Anderson - EP107 | 00:40:08 | |
So, your small business lost out on a federal bid. But you feel like you were unfairly scored or that the contract requirements were biased. Do you file a protest? Carissa Siebeneck Anderson is Of Counsel at the Washington DC Office of Birch Horton Bittner & Cherot. She has expertise in the realm of small business government contracting, SBA 8(a), HUBZone, women- and veteran-owned programs, and she regularly represents clients in bid protests. Prior to joining Birch Horton Bittner & Cherot, Carissa worked as Government & Legislative Affairs Associate for Navajo Nation and served as Management and Program analyst for the US Secret Service. On this episode of the RFP Success Show, Carissa joins me to discuss federal bid protests, weighing in on the most common reasons for filing a bid protest and why she recommends filing through the Government Accountability Office or GAO. She explains the role of the protester, the procuring agency and the intervener in a bid protest, exploring when a solicitation or contract can be protested and how much time you have to file. Listen in for Carissa's advice on deciding whether the cost of a protest is worth it for your small business and navigating the process of filing a federal bid protest. Key TakeawaysHow Carissa’s background in intelligence led to her current focus on government contracts law The most common reasons for filing a pre-award or post-award bid protest The 3 places where you can bring a bid protest and why the Government Accountability Office is the most popular venue The role of an intervener in a bid protest and why the awardee should always file to intervene When it makes sense to intervene if you’re not the awardee How to decide whether the cost of filing a bid protest is worth it for your small business How a bid protest impacts a company’s relationship with the procuring agency What it means to be an interested party to a bid protest When a company that’s been disqualified can file a bid protest How the status of a procuring agency and the nature of the transaction affect whether a solicitation or contract can be protested How much time you have to file a bid protest from the time you knew of the protest grounds How a CICA stay requires a federal agency to suspend the contract award/performance while a protest is pending Connect with CarissaBirch Horton Bittner & Cherot on LinkedIn Birch Horton Bittner & Cherot on Facebook Email canderson@bhb.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesUS Government Accountability Office Competition in Contracting Act Book a Call with the RFP Success Company | |||
| 09 Aug 2023 | How to Set Yourself Apart in an RFP Response - EP133 | 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 | |||
| 14 May 2019 | Identifying Your Differentiators for the RFP – with Lisa Rehurek - EP039 | 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 LisaThe RFP Success Community on LinkedIn Resources | |||
| 07 Oct 2024 | This Week on The RFP Success® Show: Mastering the Response Maze! EP143 | 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
Connect with LisaThe 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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| 18 Oct 2023 | The Power of Certifying Your Company—featuring Heather Cox - EP136 | 00:35:25 | |
Are you losing bids because you aren’t certified as a small or diverse business? Heather Cox is Cofounder and President of Certify My Company, a firm that connects corporations with diverse businesses to create economic value and opportunity. On this episode of The RFP Success Show, Heather walks us through the five primary demographics for certification, explaining how to know if your business qualifies as small or diverse. We discuss private sector national versus state government certifications, challenging you to be strategic in the certifications you pursue to grow your business. Listen in for Heather’s insight on subcontracting opportunities for diverse businesses and learn how Certify My Company can help you win RFPs through certifications! Key TakeawaysHow Heather’s team serves small and diverse businesses as well as corporations Why you can’t simply raise your hand and say you’re a diverse business Why it’s advantageous for a small or diverse business to get certified within a state Opportunities for small and diverse businesses to subcontract with large corporations that win state bids 5 primary demographics for certification—women, minority, LGBT, veteran and disability owned The private sector national certifications available to small and diverse businesses How long it takes to get certified through national organizations vs. state governments How certifications can help grow your existing business and land new contracts How corporations benefit from robust supplier diversity programs How to know if your business qualifies for small or diverse business certification How the lack of a certification can be the reason you lose a state contract The benefit of getting help from experts like Certify My Company Connect with HeatherCertify My Company on Instagram Email heather@certifymycompany.com Connect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com ResourcesHeather on RFP Success Show EP003 8(a) Business Development Program Heather’s Missed Opportunities Video Get on the RFP Success Accelerator Waitlist Book a Call with the RFP Success Company The RFP Success Book by Lisa Rehurek RFP Success Audit Service wecanhelp@rfpsuccess.com | |||
| 10 Sep 2019 | The “Wordman” Shares MS Word Tips and Techniques to Make Your Life Easier – with Dick Eassom- EP053 | 00:43:11 | |
Microsoft Word is the tool of our trade as RFP professionals, yet many of us claim we just don’t have time to master it. But learning how the program works ‘under the hood’ can save us from having a proposal document blow up in the eleventh hour. So, what would you rather spend your time doing? Dick Eassom is a Certified Fellow of the Association of Proposal Management Professionals and Vice President of Corporate Support with management consulting firm SMA. He is also the Chief Word Officer with Wordman Speaks, an organization offering advanced Microsoft Word training and consulting services. Dick has 40 years of professional experience, 25 of which involve RFP creation and management. He is an in-demand writer and speaker on the topic of proposal publishing with Word, and Dick is a recipient of the APMP William C. McRea Founders Award. Today, Dick joins us to discuss the problem with Word being deceptively easy to use and explain why we need rules and templates to compile content from different sources into one proposal document. He shares his analogy of Word as the tool of our craft as RFP professionals, challenging us to master the tool rather than fight it. Dick also shares his top techniques for using Word more effectively, describing how to make plain text our cut-and-paste default and use Proofing Options to write in active voice. Listen in for insight into why big words don’t win bids and learn how Word can help you write clear, concise proposals that evaluators understand. Key TakeawaysDick’s path to the world of proposals + his persona as Wordman The problem with Word being deceptively easy to use Why we need rules and templates for proposal documents The issues around compiling content from different sources Dick’s analogy of Word as the tool of our craft as RFP professionals Dick’s frustration with the poor UX design of Word’s Dialogues Dick’s top techniques for using Word more effectively
How to stop Word from ‘helping’ (e.g.: autoformatting lists) How Word can help us improve proposals with active voice How to use Word to write with more clarity and conciseness How the ability to write macros in Word changed Dick’s life Why it’s crucial to involve production people in RFP planning Connect with DickEmail wordman@wordmanspeaks.com Connect with LisaThe RFP Success Community on LinkedIn Resources | |||
| 03 May 2023 | RFP Response FAQs, Part 1 - EP129 | 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 | |||
| 03 Mar 2021 | How to Be Concise in an RFP Response – with Samantha Enslen - EP083 | 00:22:04 | |
More and more, RFPs specifically ask for concise responses. But how do you decide what to include and what to leave out? Samantha Enslen is the Founder and President of Dragonfly Editorial, an award-winning creative agency known for explaining complex topics clearly, whether the team is writing proposals, marketing communication or thought leadership pieces. Samantha is sought-after in the proposal world for her expertise in content strategy and writing, and she was recently named a 2020 APMP Fellow. On this episode of the podcast, Samantha joins us to explain how to balance being concise with providing enough information in the RFP response. She shares her top strategies for guiding technical experts to write more concisely, discussing why it’s helpful to pair SMEs with proposal writers or editors. Listen in for Samantha’s insight on attracting and keeping the attention of skimmers and get her top tips for deciding what details are relevant—and which ones to phase out. Key TakeawaysSamantha’s introduction to proposals at a temp agency in DC How Dragonfly helps clients with RFP responses as well as marketing and communications writing How to balance being concise with providing enough information Samantha’s advice on answering the questions up front in a sound bite that’s easy to find The 2 questions Samantha asks to decide what details to add
How Samantha guides SMEs to write more concisely Why it’s helpful to pair an SME with a proposal writer or editor Samantha’s recommendations for attracting and keeping the attention of skimmers
How Samantha uses sidebars for details and supplementary info Why callout boxes should ONLY be used for high-value information The value in highlighting client testimonials in callout boxes or sidebars Connect with SamanthaConnect with LisaThe RFP Success Company on YouTube The RFP Success Community on LinkedIn Email podcast@rfpsuccess.com ResourcesISO Standards of Plain Language | |||
| 23 Feb 2022 | How to Make the Go/No-Go Decision on an RFP - EP103 | 00:23:06 | |
How do you decide whether to bid on an RFP? Too many companies make a go/no-go decision solely on their ability to do the work. But when you bid on everything you can do, you water down your resources. And you don’t have enough time and energy to put into the opportunities you really do have a chance of winning. So, what criteria should you use to make the go/no-go decision on an RFP? On this episode of the podcast, I discuss the 11 questions to ask before you decide whether to bid on an RFP, challenging you to build relationships with potential clients and make sure you meet ALL of the requirements. I share the overlooked questions to ask before you make a go/no-go decision, explaining how to know whether an RFP has been wired for somebody else and identify any potential deal breakers in the terms and conditions. Listen in for the ‘forgotten’ questions to ask before you bid on an RFP and learn how to determine whether a client is a good fit before you say YES to the proposal writing process! Key TakeawaysWhy it’s crucial to make a go/no-go decision right away The 4 OBVIOUS questions to ask as you decide whether to bid on an RFP
Why it’s important to build relationships with potential clients The 3 OVERLOOKED questions to ask as you decide whether to bid on an RFP
How to know whether an RFP has been wired for somebody else The 4 FORGOTTEN questions to ask as you decide whether to bid on an RFP
What factors to consider in deciding if a client is a good fit Why it’s demoralizing to bid on an RFP you can’t win 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 | |||
| 26 May 2021 | Get Ready for an Uptick in Infrastructure RFPs– with Dave Hulsen - EP089 | 00:28:04 | |
The American Rescue Plan was signed into law in March, and with it, we anticipate an exponential increase in buying for infrastructure projects. So, what should your business be doing TODAY to get ready for the coming influx in RFPs? Dave Hulsen is the Cofounder and COO of RFP360, a full-circle RFP management software solution that improves the way businesses issue and respond to RFPs. He has an extensive background as a technology consultant, where he gained experience on both the buyer and responder-side of the proposal process. Dave is passionate about developing technology that transforms the RFP process for all involved. On this episode of The RFP Success Show, Dave joins us to discuss how RFP360 has best practices built into the system, encouraging buyer-clients to write better questions and facilitate a more transparent, fair and objective process. He offers insight on what businesses can do now to prepare for the coming increase in infrastructure RFPs, challenging us to streamline processes, clean up our content repository and update references and case studies. Listen in for Dave’s advice on imbedding images and videos in your proposal content and learn how to use the tools you have to make your RFP response stand out! Key Takeaways Why RFP360 offers both buyer and responder software solutions How Dave’s background in issuing and responding to RFPs as a tech consultant inspired RFP360 Dave’s insight on how the nature of RFP questions is changing The benefit of imbedding images and videos in your proposal content How RFP360 has best practices built into the system (i.e.: transparency, fairness and objectivity) Dave’s advice on leveraging a new technology or process to do your ‘spring cleaning’ How Dave’s team is working to help buyer-clients write better RFPs What businesses can do to prepare for the coming increase in RFPs for infrastructure programs
How to make it easy for evaluators to find supporting documents How to use the tools you have to improve RFP processes and organize your content repository Connect with DaveConnect with LisaThe RFP Success Company on YouTube The RFP Success Company on LinkedIn Email podcast@rfpsuccess.com Resources | |||