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 wi...
Sep 10, 2019•43 min•Ep. 53
Yes, graphics are essential in breaking up the text of an RFP. But if that’s the ONLY part they play, we’re missing a big opportunity. Visuals CAN and SHOULD be an essential part of the CONTENT of a proposal, and they can even be leveraged in the planning process to give our team clarity and focus BEFORE we start writing. What if we thought of the graphics specialist as more than a supporting character who ‘makes things pretty’? What if we saw them a facilitator who can help us build compelling ...
Sep 03, 2019•34 min•Ep. 52
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 i...
Aug 27, 2019•16 min•Ep. 51
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 produc...
Aug 20, 2019•15 min•Ep. 50
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 pro...
Aug 06, 2019•39 min•Ep. 49
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 ma...
Jul 30, 2019•40 min•Ep. 47
In the stressful, deadline-driven world of RFPs, it is crucial to infuse a little fun into the workplace. Keep morale high and you won’t lose the people who make your team successful. But what’s the best way to keep a proposal team happy and motivated? I believe it all starts with celebrating your successes. Today on the podcast, I’m explaining how to develop a culture that celebrates success with your team. I discuss how to take inventory of what success looks like for you, celebrating both win...
Jul 16, 2019•14 min•Ep. 47
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 proposa...
Jul 09, 2019•39 min•Ep. 46
Large organizations often have multiple proposal managers working across different departments with a diverse number of subject matter experts. So, how does the leader of a proposal team think about assigning RFPs? How do they help their proposal managers navigate relationships with SMEs? What are they looking for in the interview process? And how do the best managers play to the strengths of their team and promote their professional growth? Faye Farmer is the Executive Director of Research and ...
Jul 02, 2019•35 min•Ep. 45
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 ma...
Jun 25, 2019•33 min•Ep. 44
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 ...
Jun 18, 2019•26 min•Ep. 43
It is simply not fair to expect technical experts to write an RFP response. Yes, you will need their input as you gather information for a given proposal, but it’s your role as the writer to craft the narrative and communicate the value of your team’s solution. So, what can you do to steer the technical experts in the right direction, guiding them to provide the data you need in the most efficient and effective way? Today on the podcast, I’m explaining how to guide the information you get from t...
Jun 11, 2019•14 min•Ep. 42
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 attenti...
May 28, 2019•13 min•Ep. 41
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 te...
May 21, 2019•16 min•Ep. 40
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 differe...
May 14, 2019•20 min•Ep. 39
If bidding on RFPs is a growth strategy you’re considering, know that the process is not for the faint of heart. You’re unlikely to win your first or second bid—and maybe not even your third or fourth. At the end of 2017, Karie Cowden and her team at Connect the Dots Promotions went all-in on RFPs, spending more than $10K in 12 months on eight RFP submissions that failed. As 2018 came to a close, the team decided to try a Hail Mary pass, giving themselves until the end of the first quarter to wi...
Apr 30, 2019•26 min•Ep. 38
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 e...
Apr 09, 2019•37 min•Ep. 37
Once a prime and subcontractor have made the decision to team up on a bid, it becomes necessary to define who’s responsible for what—in writing. That’s where contracts come in. So, what’s the difference between a teaming agreement and a subcontract agreement? Is it REALLY necessary to read both the prime and subcontract from start to finish? And how do contracts help primes and subs present themselves as a cohesive team throughout the RFP process? Marsha Lindquist has 35 years of experience cons...
Apr 02, 2019•24 min•Ep. 36
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, Marsh...
Mar 26, 2019•24 min•Ep. 35
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 techni...
Mar 19, 2019•15 min•Ep. 34
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-winn...
Mar 12, 2019•31 min•Ep. 33
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 p...
Mar 12, 2019•27 min•Ep. 32
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 off...
Feb 26, 2019•19 min•Ep. 31
“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 t...
Feb 19, 2019•26 min•Ep. 30
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 aut...
Feb 12, 2019•24 min•Ep. 29
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...
Feb 06, 2019•41 min•Ep. 28
In 2018, I wrote a book, started this podcast, filmed a reality tv show, rebranded my business AND doubled my revenue. Curious what productivity hacks I use to get so much done—in so little time? On this episode of the RFP Success Show, I’m sharing the top ten strategies I use to get things done fast. I explain why it’s crucial to know where you’re going and what you want and how that allows me to trust my intuition and make decisions quickly. I describe the Do|Ditch|Delegate system I use to pri...
Jan 22, 2019•25 min•Ep. 27
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 o...
Jan 15, 2019•31 min•Ep. 26
The overarching goal of any business is to generate revenue, and an RFP win does just that. So, does your organization make RFPs a priority? Is the RFP process an integral part of your strategic plan? Or are RFPs just another item on a too-long list of to-dos? Katina Koller is a licensed Entrepreneurial Operating System (EOS) implementer, Vistage Chair and Executive Coach with the Foundry Community. She is passionate about optimizing organizations to achieve strong and sustainable financial perf...
Jan 08, 2019•31 min•Ep. 25
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 serv...
Dec 18, 2018•23 min•Ep. 24
