The Art of Winning Requests for Proposals (RFP's)
- 35 mins on-demand video
- 6 articles
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
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- 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.
- 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.
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.
- 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
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.
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.