RFP Strategy, Trends and Professionalism, Part 1 – with Ajay Patel - EP060
Episode description
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
- Socratic
- Gaming (black hat)
- Delphic
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
- Extractive
- Protective
Ajay’s view of 21st century sources of competitive advantage
- Allocative (match competencies to customer needs)
- Creative (provide customer new sources of value)
The 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.