The Art of Winning Requests for Proposals (RFP's)
4.4 (28 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
175 students enrolled

The Art of Winning Requests for Proposals (RFP's)

How clients choose service providers in RFP competitions and how elite providers align and win.
4.4 (28 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
175 students enrolled
Created by Bob Potter
Last updated 6/2019
English
English [Auto]
Price: $39.99
30-Day Money-Back Guarantee
This course includes
  • 35 mins on-demand video
  • 6 articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Significantly improve your chances to win competitive Requests for Proposals (RFP's) without competing on price, fees and rates.
  • Provides a map and navigation tools for winning RFP's
  • Understand then align the the client's motivation and decision process.
  • Learn how to create a Preference Value Proposition that makes it easier for client to choose you.
Requirements
  • This course is gleaned from the comprehensive Third Level Selling course. It is for those who want to focus on winning RFP's. If you have taken the Third Level Selling course, you already have access to this content.
Description

Service provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are “buying” the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client’s increased choice.

The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.

Who this course is for:
  • Those who are responsible for or participate in the Request for Proposal (RFP) process.
  • Those who have not already taken the comprehensive Third Level Selling course
Course content
Expand all 16 lectures 01:06:18
+ Is There a Better Way to Play the RFP Game?
5 lectures 23:50

You may not have come into this business thinking you would become a sales person. Yet, by now you realize that you cannot advance in your career unless you can acquire new clients, retain the clients you have, and expand your existing client base. That is selling.

Preview 03:11
When clients have a choice among service providers, they differentiate their universe of alternatives using the following questions:
Is There a Better Way? Reading
03:28
Your clients tell me that, “everybody is saying the same thing.” If they cannot see why your are better, you will be forced to compete on price, fees and rate.
Preview 02:26
In this section we show you how to accelerate your message to make it easier for clients to choose you.
Preview 02:54
As soon as the client has even one alternative, they have three more questions you must successfully answer to enter the realm of Preferred Provider. They are:
Accelerate Your Message: Reading
11:51
+ The RFP Decision Funnel: How and Why Clients Choose One Competitor Over Another
2 lectures 07:42
There is a clear pattern as to how and why clients choose one provider over another. The more you undertand that, the more likely can you align and win.
Preview 03:42
In this section we go into more detail on how and why clients choose one provider over another in competitioin.
The Decision Funnel: Reading
04:00
+ Navigating The RFP Decision Funnel
4 lectures 12:41
The Decision Funnel is that map you need to navigate to get invited, make the short list and be chosen from the shortlisted providers.
Navigating The RFP Decision Funnel Level 1
03:55

As the old saying goes, "90% of life is just showing up." Perhaps the same could be said about selling your services. Even if you are not doing it well, more client contact will lead to more sales. More at bats will lead to more hits even with a low batting average.

Navigating the Decision Funnel: Level 1 Reading
04:33
Once the client has even one choice, they are no longer asking if you can do the project. They are now asking if you can do it better than their alternative providers.
Navigating the RFP Decision Funnel Phase 2
02:22
Your rank is your most compelling proof. The more you focus the more you can dominate your market. The more you dominate your market the easier it becomes for new clients to choose you.
Navigating the RFP Decision Funnel Level 2 Reading
01:50
+ Third Level - Becoming a Strategic Partner
2 lectures 11:49
There are 10 reasons why clients choose you, but once you reach the short list, everyone is well qualified. The best way to win is to find and align to the 5 Client Differentiators. That is the Third Level.
Navigating the RFP Decision Funnel Third Level
03:16
This simple personal story demonstrates the power of selling at the Third Level to build strategic partnership to win in competition.
Tale of Three Landscape Architects
08:33
+ Third Level Proposal Presentations
2 lectures 08:35

In this video we show you how to align your Vendor Differentiators with Client Differentiators to build a Third Level client-centric Presentation.

Third Level Proposal Presentations Video
02:56
The objective of Third Level Selling is to help you migrate from a vendor to a preferred provider to a strategic partner. Your proposal or presentation is the payoff for all of the deliberate practice you have completed.
Third Level Proposal Presentations Reading
05:39
+ Conclusion - Becoming a Strategic Partner
1 lecture 01:39
Only 5% of service providers achieve the status of Strategic Partner in the minds of thier clients. When they do, they will never have to sell that client again. In fact that client will actually sell for them.
Third Level: Strategic Partner
01:39