Podcast appearances and mentions of lisa rehurek

What is the #1 question we're getting about RFPs from clients and prospects lately? Is it a tactical question about time management, contradictory requirements, or formatting? Or a high-level question about managing stress and continuous improvement? 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 Mastering Time Management Create a Timeline: Break tasks into manageable chunks and work backwards from the due date to ensure timely completion. Prioritize Critical Sections: Focus on the evaluation criteria and allocate time accordingly. Set Milestones: Establish key checkpoints and create a calendar with blocked time for uninterrupted work. Navigating Contradictory Requirements Clarify with Issuer: Use the Q&A period to address any contradictions and avoid confusion. Document Everything: Keep thorough records of clarifications and decisions for future reference. Use a Compliance Matrix: Develop a matrix to track requirements and identify contradictions early. Response Formatting Strategies Understand Guidelines: Build your response template to meet formatting requirements from the start. Be Creative Within Constraints: Use visuals and bullet points to make your proposal engaging while adhering to guidelines. Create and Customize Templates: Maintain a library of templates to streamline response preparation and ensure clarity. Stress Management Techniques Take Breaks: Regular breaks can boost creativity and reduce stress. Stay Organized: Keep all documents and drafts well-organized to avoid chaos. Celebrate Small Wins: Recognize and celebrate progress to maintain motivation. Commit to Continuous Improvement: Post-submission reviews help refine your process for future RFPs.   Connect with Lisa  The RFP Success Company Lisa on X Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on Apple Podcasts Email podcast@rfpsuccess.com   Resources LIMITED TIME: RFP FLASH AUDIT The Role of Contracts in Successful Prime + Sub Partnerships on RFP Success EP036 How to Develop Your RFP Pricing Strategy on RFP Success EP081 How to Make a FOIA Request Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute  

Tech & Government: Behind the Scenes with Local Business Leaders E50 In the 50th episode of Az TechCast, Karen Nowicki and Paisley Coxsey host a discussion on government contracting with Lisa Rehurek, Jenny Servo, and Sonia Vohnout, highlighting the nuances of state and local contracts, SBIR, and STTR programs. Lisa, Jenny, and Sonia stress the […] The post Tech & Government: Behind the Scenes with Local Business Leaders E50 appeared first on Business RadioX ®.

LifeBlood: We talked about RFP success and what it takes to win government contracts, how big the market is, what the process looks like, how it can change your business, and how to get started, with Lisa Rehurek, Founder and CEO of The RFP Success Company.        Listen to learn how long it would take for you to start winning RFPs! You can learn more about Lisa atTheRFPSuccessCompany.com, Facebook, X, YouTube, and LinkedIn Thanks, as always for listening! If you got some value and enjoyed the show, please leave us a review here: ​​https://ratethispodcast.com/lifebloodpodcast You can learn more about us at LifeBlood.Live, Twitter, LinkedIn, Instagram, YouTube and Facebook or you'd like to be a guest on the show, contact us at contact@LifeBlood.Live.  Stay up to date by getting our monthly updates. Want to say “Thanks!” You can buy us a cup of coffee. https://www.buymeacoffee.com/lifeblood

We don't talk State & Local on this podcast very often. It's all about Federal right?? The good news is I have Lisa from the RFP success company on this episode and she is absolutely the expert that can answer our questions! Some of topics covered: Differences in Federal dn State contracting. Timelines. Certifications and if they are important. Differences between States. You can contact Lisa directly at Lisa@RFPsuccess.com Need help selling to the US government? Head on over to dodcontract.com and learn about our coaching program!

In this episode host Troy Trewin sits down with Lisa Rehurek, founder of The RFP Success® Company, unraveling her journey from a $24K beginning to achieving a remarkable $2M+ revenue milestone. In this insightful conversation, Lisa shares her expertise in navigating the complexities of state government contracts, offering invaluable insights for small business owners seeking to excel in RFPs and elevate their ventures. Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions:   The biggest challenge in growing a small business, as highlighted by Lisa Rehurek, is the inherent loneliness often experienced by entrepreneurs. Despite having a team, the weight of leadership, decision-making, and the unique pressures of running a business can lead to a sense of isolation. Lisa Rehurek's recommended Business Book for Sustained Growth, "The Ultimate Sales Machine" by Chet Holmes provides insights into refining sales processes crucial for expansion. "E-Myth" by Michael E. Gerber emphasizes systemizing operations for scalable growth. Brendon Burchard's "The Charge" explores human motivation, fostering continuous personal and professional development for sustained business success. Lisa's go-to podcast is "Built to Sell." It's a must-listen for valuable insights, making it her number-one choice. Lisa suggests using Asana as a game-changer for organized online task tracking and emphasizes the importance of Slack for fostering seamless team communication, identifying them as essential tools for small business success. Lisa Rehurek's invaluable advice to herself on day one would be: "Trust yourself more than you trust others”. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest:   Keep learning constantly; it's the cornerstone of entrepreneurial growth — Lisa Rehurek   Focus, track, and avoid trying to be everything to everybody for sustained growth — Lisa Rehurek   Trust yourself more than you trust others on your entrepreneurial journey — Lisa Rehurek      

If you've been in business for any length of time, chances are you have filled out an RFP at one time or another. If you did, how did you find the process? Did you win the proposal or were you unsuccessful and wondering what went wrong? On this episode of The Wealthy Speaker Show, we're excited to welcome RFP expert Lisa Rehurek to share her wealth of knowledge on what it takes to win the bid. If you want to learn some great strategies on how to fill out an RFP and be successful, you simply can't afford to miss this episode! For access to FULL SHOW NOTES, including video and links, visit https://www.speakerlauncher.com/category/podcasts/

@markasher32 gives us the latest headlines and then @Lisa_Rehurek joins us to discuss how her team helps client win state government contracts then our crosstalk @Mastering_Money #stocks #news #headlines #contract  #retire #annuities 

Lisa Rehurek is the Founder and CEO of The RFP Success Company, which helps mid-market businesses obtain more state government and private sector RFPs. She is also the President and CEO of Rehurricane Enterprises, a certified Women Business Enterprise (WBENC) supporting large organizations in their state government contracts. With over 26 years of RFP (request for proposal) experience, Lisa leads speaking engagements, training sessions, and workshops on the subject. In this episode… When in leadership positions, women often compare themselves to others and place unrealistic expectations on themselves. Inspiring leaders are authentic, vulnerable, and confident. So how can you show up as your genuine self to create a positive influence? According to bestselling author, speaker, and RFP authority Lisa Rehurek, the first step in developing a personal leadership brand is to discover your identity, voice, and destiny. This includes possessing the confidence to display fallibility and weakness. When drafting and securing RFPs (request for proposal), self-assurance is paramount in connecting with your audience and establishing trust.  Tune in to this episode of the Lead Like a Woman Show as Andrea Heuston invites Lisa Rehurek, the Founder and CEO of The RFP Success Company, to speak about cultivating self-assurance to secure RFPs. Lisa explains the value of RFPs in business recognition, how to draft a personalized RFP, and how she built a thriving company by branding and niching down.

In this episode, we have guest Lisa Rehurek with us from RFP Success Company. Lisa offers her dos and don'ts as well as pitfalls when it comes to RFPs, which can be applied across the board, regardless of who your customer is. We also discuss opportunities at both the state and local level and what that could offer for companies who ultimately would want to work in the Federal government contracting world.  Listen in today! 

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 Takeaways What'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 Ted Email ted@rfpsuccess.com Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources RFP 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 Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

The $1 trillion infrastructure bill provides an opportunity for small businesses to develop a new revenue stream by way of state government contracting.  But if you jump in and start bidding without a game plan, you'll lose 95% of the time.  And while it might feel risky to put significant time and effort into the necessary prep work, you'll be much more likely to win state contracts than your competitors who bid cold.    On this episode of The RFP Success Show, I share our seven-point plan for breaking into state government contracting, explaining why it's important to start with a strategic plan and conduct market research to learn the procurement landscape.  I offer insight on building relationships in a state government setting, challenging you to develop a monthly outreach calendar and sign up for your key target vendor lists and RFP aggregators.  Listen in to understand the RFP Success Company's response capacity framework and learn how these seven steps will help your business secure high win rates on state government contracts.  Key Takeaways  Our 7-point plan for breaking into state government contracting  Strategic plan Market research  Relationship-building strategy  Bid opportunity tracking  Short-term response capacity framework  Long-term response capacity framework  Response management  How to identify your target market, ideal project and high-value clients  Why I suggest developing prospect and competitor profiles as you learn the procurement landscape  The myth that you can't build relationships in state government contracting  How to develop and execute on a monthly outreach calendar  Why it's crucial to sign up for key target vendor lists and RFP aggregators  How to create your assessment criteria, content library and response process  How long-term goals inform the team, tools and resources your business will need   How our 7-point plan secures high win rates on government contracts  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources Infrastructure Investment and Jobs Act  Charles Fred on RFP Success Show EP105 How to Make a FOIA Request  Diverse Business Certifications  Find RFP  BidSync  Onvia  Book a Call with the RFP Success Company  Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek   The RFP Success Book by Lisa Rehurek  The RFP Success Institute 

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 Takeaways  TrueSpace'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 Charles TrueSpace TrueSpace on LinkedIn  Charles on LinkedIn  Email info@truespace.com  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources The 5 Conditions Assessment Research by Gallup/TrueSpace  The 24-Hour Rule: Leading in a Frenetic World by Charles Fred  The Art of Possibility: Transforming Professional and Personal Life by Rosamund Stone Zander and Benjamin Zander Evel Knievel Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways  How 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 Sean Sean on LinkedIn Email seanstewart1979@gmail.com  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources The Human Brand: How We Relate to People, Products and Companies by Chris Malone and Susan T. Fiske  Daniel Kahneman  Richard Thaler  Immersion Neuroscience Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways   Why 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 Do you meet the requirements? Is this work you can do? Is there an incumbent? Did you know the RFP was coming?  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 Does it appear to be wired? Can you stand above the competition? Are there any deal breakers in the terms and conditions? 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 Can you deliver the services requested at the level you want? Are there requirements beyond what you do for most of your client? Do you know enough about the client and their industry or environment? Is this the right client for you? 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 Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

Lisa Rehurek is the fearless (and ridiculously fun) founder & CEO of The RFP Successâ Company. As an eight-time author, national speaker/trainer, and business builder, Lisa Rehurek shines with her down-to-earth, “get it done” personality. With 25+ years of RFP knowledge behind her, Lisa knows what it takes to get the “Yes!” Working with both the private and public sectors, Lisa intimately understands both sides of the table from the evaluator perspective as well as the submittal perspective. Her unique vantage point coupled with her love of strategy, systems, and simplicity has garnered her clients amazing success. Lisa and  The RFP Successâ Company team help companies win business by developing the strategy, process, people and content it takes to achieve high RFP win ratios. The RFP Successâ Company has trained and consulted hundreds of companies and helped organizations win over $100 million in business.      ​Support the show (https://pod.fan/scribble-talk)

We process visuals 60,000 times faster than we do text. And yet, most proposal teams see graphics as a nice-to-have. Something you add in at the last minute to make a response more visually appealing. But what if you leveraged the visuals to support the story you're telling in an RFP? What if you were just as strategic in planning the graphics as you are in crafting the text of a proposal response? Ama Cobbina is the Cofounder and Marketing Director at mAt, a strategic visualization and marketing group. As a Creative Strategist and Business Development Professional, Ama has 13 years of experience in go-to-market strategy, acquisition response and solution designing.  Megan Skuller serves as a Senior Graphic Designer and Project Lead at 24 Hour Company, the nation's premiere visual communications firm. After 17 years in the business, Megan has developed an expertise in solution-driven design for the proposal industry. On this episode of the RFP Success Show, Ama and Megan join me to discuss the art of telling your story through visuals and describe the purpose graphics serve in a proposal response. They explain the benefit of developing a design template as part of your content strategy and discuss when it's okay to use SmartArt or stock visuals—and when it's not. Listen in to understand why it's crucial to involve your designers early in the RFP process and learn how to partner with a visual strategist to plan the text and graphics for your proposal response.  Key Takeaways  The role of a visual strategist and the value they bring to the proposal process How Megan defines solution-driven design and its role in the RFP world How graphics demonstrate an understanding of the client's needs and create cohesion and meaning in an RFP response Why every graphic in a proposal should have a clear purpose The benefit of developing a design template as part of your content strategy  When Megan & Ama suggest using SmartArt or stock images  The best online tools for developing your visual language in the proposal process Examples of graphics Megan & Ama have created that made a big impact Why it's crucial to involve your designers early in the RFP process  Why you should plan both the text and graphics for a proposal response Connect with Ama Ama on LinkedIn Connect with Megan 24 Hour Company Megan on LinkedIn  Email megan.skuller@24hrco.com  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources Ama on The RFP Success Show EP052  Ama on The RFP Success Show EP056 Miro MURAL  Figma  Black to School Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

For complex projects that require subcontracting, a Request for Proposal is a great way to winnow out what companies to partner up with. An RFP, however, isn't just a simple document that you send off and forget about. It requires a lot of groundwork, foresight, and mindset before you even start working. So how can a consultant ensure that they win more of these? Michael Zipursky looks into the nuts and bolts of consistently winning RFPs with author and consultant Lisa Rehurek. Lisa walks us through the mechanisms of a winning strategy and what you need to do to ensure success. Love the show? Subscribe, rate, review, and share! https://www.consultingsuccess.com/podcast

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 Takeaways  How 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 It's not specific enough Your message isn't clear It isn't memorable Connect with Michael Consulting Success  Consulting Success Podcast  Consulting Success on Instagram Consulting Success on YouTube Michael on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan with Dr. Benjamin Hardy Consulting Success Mini-Documentary  Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

If your company makes it to orals, take a moment to celebrate. But remember, you haven't won the bid yet! So, how do you prepare for the RFP oral presentation? How can your team leverage orals to build rapport with the evaluators and make them want to work with you? Andy McGowan is Senior Vice President and Director of Strategic Initiatives at CommCore Consulting, a specialty public relations firm that helps organizations achieve their communication goals. Andy has 30 years of experience as a senior-level strategic PR and marketing executive working across several high-profile brands and industries.  Ted Koval serves as Proposal Manager and Writer here at the RFP Success Company. In his 25-year career, Ted has been responsible for policy, change management, communications and proposal processes at all levels of state and county government as well as the private sector.  On this episode of the RFP Success Show, Andy and Ted explain why it's beneficial to treat orals like a job interview, describing how to showcase your team's talents and demonstrate the benefits of working with you in the presentation. Andy and Ted discuss why it's crucial to practice your RFP orals, who is best suited to deliver the presentation and how to make your slide deck sing. Listen in for Andy and Ted's insight on questions that might catch your team off guard and get their top tips for first-time RFP oral presenters! Key Takeaways  Why Ted suggests treating your oral presentation like a job interview How orals provide an opportunity to showcase your team's talents and demonstrate the benefits of working with you Why it's crucial to practice your RFP oral presentation Why Andy recommends having your best presenter do the intro and closing When to seek out coaching for your presentation skills How to break down your oral presentation among the sales team, project manager, executives and subject-matter experts Andy's advice on leveraging simplicity and flow to make your slide deck sing Tim's insight on preparing for questions that might catch your orals team off guard Why it's a good idea to know the RFP requirements cold and understand the numbers in your cost proposal Andy and Tim's top tips for first-time oral presenters The benefit of getting your RFP team to participate in orals training Connect with Andy CommCore Consulting CommCore Consulting on Twitter Andy on Twitter Watkins McGowan on Twitter Connect with Ted  Email ted@rfpsuccess.com  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  The Art of the Pitch: Persuasion and Presentation Skills That Win Business by Peter Coughter Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways  The 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 Hannah  Impact Group Hannah on LinkedIn Connect with Anne Velocity Tech Solutions Anne on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Salesforce  Microsoft Teams  SharePoint Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released.  And if your team has developed a strong capture planning process, you will already know what issues the potential client is up against and have a solution that addresses their specific needs. Lisa Ehrlich and Tom Gillin are the Vice President of Proposals and Vice President of State Partnerships, respectively, at Cognia, a mission-driven nonprofit dedicated to continuous improvement in schools.  The Cognia team also happens to be a capture powerhouse with an expertise in building trust with prospective clients and influencing the RFP before it is released. On this episode of The RFP Success Show, Lisa and Tom explain why relationship-building is key to Cognia's capture planning process and discuss the criteria they use to decide which potential client relationships to pursue. Tom introduces us to the opportunity summary, the first step in Cognia's capture process, and Lisa describes why it's crucial to customize your solution to the client's top challenges. Listen in to understand how Cognia benefits from developing cohesion among its sales, proposal and operational teams and learn how Lisa and Tom ensure that an RFP is built around the information gathered in the capture planning process. Key Takeaways  How Cognia set the foundation for its powerhouse capture planning process The criteria Cognia uses to decide which potential client relationships to pursue Cognia's approach to building relationships with state government agencies The pros and cons of Cognia's long 18- to 24-month business cycle  Why an opportunity summary is the first step in Cognia's capture process Why it's crucial to build your solution around a potential client's top challenges Tom's take on what differentiates an RFP sale from a non-RFP sale The cohesion among Cognia's sales, proposal and operational teams How Cognia's review process ensures that the capture info gets into the RFP Why staying on top of your industry is an important part of capture planning Connect with Lisa Ehrlich & Tom Gillin Cognia Lisa on LinkedIn Tom on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways  Paul'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 Paul WordWrite  WordWrite on Facebook  WordWrite on LinkedIn  Paul on LinkedIn  Paul on Twitter  Email paul.furiga@wordwritepr.com  Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Finding Your Capital S Story: Why Your Story Drives Your Brand by Paul Furiga Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways  How 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 Kathryn Loopio Email kathryn.bennett@loopio.com  Kathryn on LinkedIn Kathryn on TikTok Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Loopicon Loopio's 2021 Survey on RFP Response Trends & Benchmarks APMP Seismic Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

RFP expert Lisa Rehurek shares her secrets for what to do—and what not to do—to win more RFPs. She also talks about what criteria to consider when deciding to go for RFPs and how you can replicate your successes more reliably.

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 Takeaways  What 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 Deb Craft of Consulting Craft of Consulting Podcast Craft of Consulting on Instagram Craft of Consulting on LinkedIn Deb on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Deb's Prospects to Proposals Blog Todd Herman's CEO Survey The American Rescue Plan Grants.gov Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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 Takeaways  How 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 Dave RFP360 RFP360 on YouTube RFP360 on Twitter RFP360 on Facebook RFP360 on LinkedIn Dave on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources  Dave Hulsen on RFP Success Show EP089 Slack Zoom Google Meet GoToMeeting Microsoft Teams American Rescue Plan APMP Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

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  Look at your processes Do content review Update references/case studies 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 Dave RFP360 RFP360 on YouTube RFP360 on Twitter RFP360 on Facebook RFP360 on LinkedIn Dave on LinkedIn Connect with Lisa  Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com Resources American Rescue Plan APMP Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek  The RFP Success Book by Lisa Rehurek The RFP Success Institute

A 7-time author and national speaker, Lisa Rehurek's 25 years of business knowledge shines right alongside her down to earth, “get it done” manner. Obsessed with strategies, systems, and simplicity, Lisa transforms the most overwhelming tasks into simple, attainable steps that your audience is eager to get out there and do. “don't avoid planning. But also, don't get mired in planning, take action, have conversations with your ideal clients, get out there and move the needle forward. The more conversations you have the more you are going to learn and the better positioned you are going to be. So just keep moving forward”…[Listen for More] Click Here for Show Notes To Listen or to Get the Show Notes go to https://wp.me/p6Tf4b-8NM

Join us on today's episode of LEAD YOUR MOVEMENT, where we're interviewing Lisa Rehurek, CEO and Founder of The RFP Success™ Company, who after a successful 25-year career in corporate leadership positions, now helps companies of all sizes CRUSH IT on the RFP front.

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 Takeaways Why it's not enough to simply do the job you were hired for well My top five traits of a top performer Intellectually curious Resourceful Ask effective questions Willing to be vulnerable Not a yes man/woman 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Institute The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Bring ideas with energy of giving (no sales fishhook) Low maintenance but high expectations Anticipate client needs and map out journey 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 Come in with show of force ‘What you're really asking for is…' (win theme) Point out advantages of smaller provider How to find out about corporate RFPs Most companies have database online Reach out to head of procurement Follow #RFP/#RFQ on Twitter, LinkedIn 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 Angelique The Corporate Agent Angelique on Twitter Angelique on LinkedIn Angelique on Facebook Angelique on Instagram Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Jim & Dwight Sales Call from The Office The RFP Success Institute The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Leverage info about client needs Know details of value you offer Explain what makes you different How to find out your client's needs without a dedicated capture team Google is your friend (look for annual reports, news or interviews) Talk to people you know who've worked with organization Where to make the best use of empathy in an RFP response Introduction/executive summary Intros to each individual section Focus on what provides real value in describing technical approach Kevin's advice on how to incorporate empathy in proposal writing Look at things from client POV Ask, ‘So, what?' to get to benefits Connect with Kevin BZ Opportunity Management Email info@bzopportunity.com Kevin on LinkedIn Kevin on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Storytelling for Business on RFP Success Show EP070 The 23 Rules of Storytelling According to Pixar The RFP Success Institute The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Stories are cocreated (engage listener) Stories are memorable Fast track to trust Brains hardwired for story Emotion trumps logic The five different types of stories for business Origin of business or career Beginning stories (type of person) Inspiring stories Value stories Customer stories Why people struggle with storytelling for business Faye's advice for getting started with storytelling Focus on writing skills (precise language) Develop vivid vocabulary How stories help us move from content to connection Connect with Faye Faye's Website Faye on LinkedIn Faye on Instagram Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Institute The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Identify solicitations appropriate for you Identify and communicate with prospective buyers Survey vendor community for subcontracting opportunities, competitive intel 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 Don't stop, leverage technology Clean up virtual bus dev process Connect with Mark GovPurchase Email mark.musgrave@govpurchase.com Call (202) 751-9435 Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Institute The RFP Success Book by Lisa Rehurek

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 Takeaways Why 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 Renew library content Do training courses Do data crunching Revisit processes, templates How to maintain your health while working from home Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Zoom GoToMeeting Slack Microsoft Teams The RFP Success Institute Cheri Fisher on RFP Success Show EP062 The RFP Success Book by Lisa Rehurek

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 Takeaways What causes procrastination and how you can tackle it with procrastination busters. Importance of understanding where procrastination comes from. Four key reasons we procrastinate: It's something we don't want to do. It's something we don't know how to do. It feels too daunting; you don't know where to start. You don't have time. 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Google YouTube

“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 Takeaways Robin'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 Think marketing + sales messaging are interchangeable Don't back up claims with data or testimonials Lack of capture planning, bid/no-bid process Robin's top lesson learned around the importance of relationships Robin's advice for companies struggling to win business Only bid on winnable opportunities Engage right people with right skills on RFP Determine strategy BEFORE RFP hits door 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 Robin Metre Works LLC Email: robindavis@metreworks.com Robin on LinkedIn Robin on Twitter Robin on Instagram Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP The RFP Success Book by Lisa Rehurek

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 Specialized training + consulting firms Tech vendors Resources through APMP Connect with David RFPIO David on LinkedIn David on Twitter Email david@rfpio.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Ganesh Shankar on RFP Success Show EP064 APMP The RFP Success Book by Lisa Rehurek

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 Takeaways Why it's dangerous to put off a proposal until the last minute The RFP backend tasks that take more time than you think Technical and executive reviews Post-review research to update doc Editing (15 to 60 minutes per page) Formatting (10 minutes per page) Production and delivery 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources FindRFP BidSync The RFP Success Book by Lisa Rehurek

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 Takeaways Ganesh's experience contributing to 535 RFP responses as a SME The five pillars of RFPIO proposal software Project management Content management Collaboration Business intelligence + reporting Integration 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 ROI calculator Response management (use cases beyond RFPs) The biggest misconception people have re: the role of RFP software Connect with Ganesh RFPIO Ganesh on Twitter Ganesh on LinkedIn Email info@rfpio.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources SharePoint RFPIO's ROI Calculator The RFP Success Book by Lisa Rehurek

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 Takeaways Our 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 Self-awareness Self-regulation Motivation Social awareness Social regulation 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Richard Branson The RFP Success Book by Lisa Rehurek

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 Takeaways Cheri'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 Movement Nutrition Sleep Why 7 to 9 hours of sleep is crucial for adults Cheri's tips for eating healthy when you're busy Prep meals in advance Healthy snacks at desk Simple exercises we can do at our desks Stand, march, squats or pushups Stretch or sit on stability ball Managing stress by prioritizing what's important How to identify challenging days and plan ahead Connect with Cheri Cheri on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources FluidStance Apple Watch DeskFIT on Google Play Headspace Calm Nextdoor The RFP Success Book by Lisa Rehurek

In the last 20 years, proposal professionals have done a lot of work in developing best practices around the proposal process, defining the skills and competencies required to craft a winning RFP. But we have yet to clearly define what professionalism means for our trade craft in terms of mindset or attitude. So, how has the proposal industry evolved over time? How can our community set the trends for a better future? How do we want others to see us? Ajay Patel has an extensive history in the proposal space, developing expertise in entrepreneurship, strategic partnerships, and business development. Today, he serves as the President and CEO of SMA, a management consulting firm that helps its clients compete to win business. Ajay received an MBA in Strategy and Finance from USC's Marshall School of Business and a BA in Physics from Johns Hopkins. On this episode, Ajay joins us to share a historical perspective on the evolution of the proposal industry and weigh in on the areas the community should look at moving forward. He explores the possibility of creating a process for proposal strategy, the development of visual literacy, and the pivotal role narrative plays in the RFP response. Listen in to understand the five models of nonfiction storytelling and learn Ajay's take on what professionalism means in our trade craft. Key Takeaways A historical perspective of the evolution of the proposal industry The industry leaders who facilitated the shift from art to process Ajay's view of the proposal community as would-be trendsetters The areas of the RFP space Ajay wants the community to explore Strategy Graphics Role of narrative Professionalism The growing importance of visual literacy in an Instagram world The potential applications of AI on the evaluator side of RFPs Adler and VanDoren's 4 levels of reading Elementary Inspectional Analytic Synoptic The data around a reader's mental capacity for processing Ajay's 5 models for nonfiction storytelling Iconic social science argument Medical rounds approach Inductive reasoning Deductive reasoning Ethnographic Why SMA hires for attitude first and fills in skills gaps Connect with Ajay SMA SMA on Facebook SMA on LinkedIn SMA on Twitter SMA on Vimeo SMA on Instagram Ajay on LinkedIn Ajay on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Writing the Technical Report by J. Raleigh Nelson ‘STOP: How to Achieve Coherence in Proposals and Reports' by J.R. Tracey, D.E. Rugh and W.S. Starkey The Anatomy of a Win by J.M. Beveridge Creating Superior Proposals by J.M. Beveridge How to Write by Alastair Fowler How to Read a Book: The Classic Guide to Intelligent Reading by Mortimer J. Adler and Charles Van Doren The Aspen Institute Understanding Comics: The Invisible Art by Scott McCloud The Clash of Civilizations by Samuel P. Huntington The World is Flat: A Brief History of the Twenty-First Century by Thomas L. Friedman Guns, Germs, and Steel: The Fates of Human Societies by Jared M. Diamond Out of Africa by Isak Dinesen TRW Consulting The RFP Success Book by Lisa Rehurek

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 Takeaways Ajay'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) Connect with Ajay SMA SMA on Facebook SMA on LinkedIn SMA on Twitter SMA on Vimeo SMA on Instagram Ajay on LinkedIn Ajay on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Strategy Safari: A Guided Tour Through the Wilds of Strategic Management by Henry Mintzberg, Joseph Lampel and Bruce Ahlstrand Strategy: 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. Color Teams on The RFP Success Show EP054 The RFP Success Book by Lisa Rehurek

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 Takeaways Ronnie'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 Sufficient and relevant Conversational language 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 Ronnie Moore on Communication Email ronnie@whydidisaythat.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Why Did I Say That? Communicating to Keep Your Credibility, Your Cool, and Your Cash! By Ronnie Moore The RFP Success Book by Lisa Rehurek

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 Takeaways Devon'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 Experience, skill sets and success attributes Advertise to attract + interview to vet 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 Devon The Talent Store The Talent Store on Facebook The Talent Store on Instagram The Talent Store on LinkedIn Devon on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes Tucson Metro Chamber Tucson Young Professionals Equal Employment Opportunity Commission The RFP Success Book by Lisa Rehurek

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 Takeaways The 4 key roles on a proposal team Executive Sponsor Response Manager Writer(s) Administrative Assistant/Editor The responsibilities of the Executive Sponsor Set and share strategy Gain commitment of team Strategic peer review The responsibilities of the Response Manager Create template and calendar Drive assignments + meetings Keep team on track How a lead writer gives the RFP one voice The responsibilities of the Editor Formatting, verify requirements Editorial peer review Oversee production + delivery 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Les Brown The Talent Store The RFP Success Book by Lisa Rehurek

The beauty of storyboarding is that it creates an artifact to represent the story in your head, and it can be used throughout the RFP process. You can leverage storyboarding to make the go/no-go decision, to think critically about your overall strategy, and to find holes in your solution. So, how exactly do you get started? What does the storyboarding process look like? Marketing and Proposal Professional Ama Cobbina specializes in graphic design and graphic facilitation in the RFP process. She uses her strengths as a visual thinker to help teams conceptualize their solution through the storyboarding process. Ama earned her BS in Architectural Design from the University of Virginia in 2007, and she holds the APMP Foundation Certification. On this episode, Ama is back to explain how to leverage storyboarding throughout the RFP process. She discusses the concept of storyboarding as a critical thinking tool, describing how it helps proposal teams develop a baseline story that informs our answers to the individual questions. Ama also offers insight around how to use storyboarding to make the go/no-go decision and why it's crucial to involve diverse voices in the process. Listen in to understand the pros and cons of manual vs. digital storyboarding and learn what tools we can use to create a globally accessible hybrid system! Key Takeaways How Ama leverages visual thinking to take dynamic notes How storyboarding creates an artifact of the story in your head Why it's crucial to involve diverse voices in the process The concept of storyboarding as a critical thinking tool Why anyone who's read a comic or seen a movie can storyboard Turning your research around the client into its own storyboard How Ama uses storyboarding to make go/no-go decisions The objections teams have around the storyboarding process Why Ama initiates storyboarding the moment an RFP comes in Why pricing comes first in storyboarding the go/no-go decision Ama's insight on the pros and cons of manual vs. electronic Ama's suggestion around creating a hybrid, global storyboard Connect with Ama Email ama.cobbina@gmail.com Ama on Bēhance Ama on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Ama Cobbina on RFP Success Show EP052 Natalie Sayer on RFP Success Show EP055 Electronic Storyboarding Tools The RFP Success Book by Lisa Rehurek

We know that storyboarding has its roots in animation. But how might we leverage the process for business? How can storyboarding support us in creating different types of action plans? And can we apply the practice to the development of an RFP? Natalie Sayer is an NSA Professional Speaker and Certified Global Executive Coach who catalyzes organizations to improve results through the power of people, processes and culture. With more than 15 years of experience in management consulting, she is highly skilled in the realm of leadership and team development, facilitation, business planning and operational improvement. Natalie has been storyboarding since 1988, and she is also the coauthor of Lean for Dummies. Today, Natalie joins us to share her expertise in storyboarding, explaining how she was introduced to the process as an engineer at GM. She walks us through the arc of a storyboarding session, describing the tools she uses to facilitate the process and the specific questions we might ask in storyboarding for an RFP. Listen in for Natalie's insight around manual storyboarding to facilitate engagement and learn how businesses might use the process to develop different kinds of strategic plans—including the request for proposal! Key Takeaways Natalie's intro to storyboarding in the creative planning process The genesis of storyboarding in the animation space How to leverage storyboarding to create an action plan Why Natalie suggests the use of index cards + Sharpie markers The arc of the design of a storyboarding session The questions Natalie uses to storyboard for an RFP Why storytelling is important in the age of global business How to overcome resistance to the storyboarding process Why it's crucial to have a facilitator pull info out of people The value in making the interview team part of RFP planning How clearing a day for storyboarding ultimately SAVES time How manual storyboarding facilitates engagement The significance of limiting your team to one thought per card Natalie's insight on the best team size for storyboarding Connect with Natalie Natalie on LinkedIn Natalie on Twitter Natalie on Instagram Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Lean for Dummies by Natalie J. Sayer and Bruce Williams Storytelling on RFP Success Show EP029 Visio PowerPoint The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Blue Team—provides outline + makes assignments Pink Team—creates content for each section Red Team—objective review for compliance, clarity Green Team—pricing info Gold Team—authority reviews for company rep White Team—page-by-page visual review of doc How SMEs might collaborate with writers in Pink Team Why someone NOT involved in writing should do Gold Team Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Book by Lisa Rehurek

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 Takeaways Dick'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 Make plain text default with File Options Use Paste Options to bring in table grid Use Proofing Options to show grammar 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 Dick Wordman Speaks Email wordman@wordmanspeaks.com Wordman on Facebook Dick on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources APMP APMP Newsletter SMA The RFP Success Book by Lisa Rehurek

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 solutions? Ama Cobbina is a Marketing and RFP Professional who specializes in graphic design and graphic facilitation in the proposal process. Ama earned her BS in Architectural Design from the University of Virginia in 2007, and she leverages her technical abilities and strengths as a visual thinker to help proposal teams conceptualize their solution, storyboard the RFP process, and create compelling proposal graphics. Today, Ama joins us to explain how visuals can become an essential part of the content of the RFP. She walks us through the storyboarding process, discussing how she encourages proposal teams to strategize about visuals and why graphic specialists should be involved in the strategy conversation for each new RFP. Listen in for Ama's insight on managing copyright issues for RFP graphics and learn how to make visuals part of your proposal content library. Key Takeaways How Ama transferred her skills in architecture to proposal graphics Why visuals should be considered part of the content of the RFP Ama's take on the biggest mistakes people make in RFP graphics Reuse visuals without discussion Skip entire storyboarding process How Ama defines storyboarding as a visual roadmap for creatives Ama's suit shopping analogy for crafting a competitive RFP How Ama gets proposal teams to strategize about visuals ‘Write me a caption' Graphic facilitation Leverage tools (e.g.: Build-a-Graphic) Why graphic specialists should be part of the strategy conversation How to make your visual inventory part of your content library Ama's best practices around RFP visuals Start early and do it often Pink Team = visual exercise Invest in apps to manage assets Ama's insight into managing copyright issues for RFP images The value in mind mapping at the start of the proposal process Connect with Ama Ama on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Adobe Illustrator Adobe InDesign Adobe Photoshop Adobe Bridge APMP Body of Knowledge Build-a-Graphic Mike Parkinson on RFP Success Show EP032 The RFP Success Book by Lisa Rehurek

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 Takeaways How the debrief contributes to a winning RFP culture The 3 areas of a comprehensive debrief Internally upon submittal of proposal Externally with client (win or lose) Brief follow-up internal meeting Why it's important to discuss strengths AND weaknesses Questions to ask your team at the first internal debrief What one thing would you change about the process? What did we do well? How are we improving? 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 Why did we win? What stood out to you? Was there anything that concerned you? Was there anything you didn't understand? Questions to ask the client when you lose a bid What was the key thing the competitor had that we didn't? Did you find our proposal clear and concise? Were you able to understand our approach? Qualifications? What can we do better the next time? The learning opportunity afforded by the debrief process Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Book by Lisa Rehurek

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 Takeaways How your business development strategy impacts bidding The 4 components of a solid business development strategy Market analysis Target clients Relationship building Competitive assessment 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Freedom of Information Act The RFP Success Book by Lisa Rehurek

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 Takeaways Jay'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 Meet strict deadlines Appropriate use of resources Produce quality work product 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 Pipeline management Workflow Virtual workspace People themselves Commenting capabilities Reporting capabilities 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 Jay Privia Privia Blog Jay on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Capability Maturity Model Integration (CMMI) DocuSign SpringCM Salesforce SugarCRM FedBizOpps GovWin IQ Mike Parkinson on RFP Success Show EP032 Richard Goring on RFP Success Show EP022 The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Compliance, acronym check, grade level 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 Fergal Visible Thread Email info@visiblethread.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Visible Thread Users Conference The RFP Success Book by Lisa Rehurek

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 winning proposals AND milestones along the way, and offer insight around how celebration boosts morale and alleviates stress and frustration. I go on to share several ideas for how to celebrate success with your proposal team, including voting on an MVP for each RFP and tracking wins with a Success Box. Listen in to understand the connection between celebration and long-term success and learn how to inject a little FUN into the intense, high-pressure world of RFPs! Key Takeaways Developing a culture that celebrates success with your team How to take inventory of what success looks like for you How celebrating success boosts morale + alleviates stress The connection between celebration and long-term success How to celebrate success with your proposal team Lunch or cake & ice cream party (during workday) Vote on MVP for each proposal, trophy/gift card Track wins during contract with Success Box/jar Leveraging the Success Box when a bid comes up for renewal The value of injecting FUN into a deadline-driven setting Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Offer help as necessary Carbon copy partner on reminders 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 Bruce Bruce on Twitter Bruce on LinkedIn Email bruce.farrell@plantemoran.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources APMP Bid & Proposal Con Qvidian SharePoint The RFP Success Book by Lisa Rehurek

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 Development at Arizona State University. In her role, Faye is responsible for expanding the research impact and footprint at ASU, and to that end, her team developed more than $750M in proposals to federal and corporate funding agencies in 2018 alone. Faye is certified through APMP and remains committed to incorporating industry best practices in proposal management and competitive intelligence in the world of academia. Faye has a decade of experience in growing the research productivity of the faculty and research scientists at ASU. Today, Faye joins us to discuss the ins and outs of managing a proposal team, explaining why burnout is her top concern and how she fosters a community of caring. She describes how to create a culture of respect between proposal managers and SMEs and offers insight around establishing a social contract to define the parameters of that relationship. Listen in to understand what characteristics Faye looks for in proposal managers and learn how she leverages an understanding of personality types to play to the strengths of her team! Key Takeaways How Faye's team supports ASU faculty in developing a research portfolio Faye's argument for adopting proposal industry standards in academia Why burnout is Faye's greatest challenge in managing proposal managers How Faye fosters a community of caring among her team at ASU How to create a culture of respect between proposal managers and SMEs Faye's emphasis on building relationships with the faculty at ASU How Faye's team empowers the faculty to make a contribution to the world The challenge Faye's team faces in explaining how they can help How Faye coaches her proposal managers through scenario planning The value in considering personality type and playing to people's strengths Why Faye suggests establishing a social contract with SMEs The characteristics Faye looks for in hiring proposal managers Qualifications, ability to translate to industry standards Innate curiosity and high drive Passion for writing + gift for editing Connect with Faye Faye on LinkedIn Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Arizona State University National Science Foundation National Institutes of Health US Department of Energy US Department of Education Association of Proposal Management Professionals Bruce Farrell on LinkedIn Mike Parkinson on LinkedIn Mike Parkinson on RFP SS EP032 National Organization of Research Development Professionals Gallup Clifton Strengths Finder DiSC Profile True Colors The RFP Success Book by Lisa Rehurek

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 Takeaways Samantha'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 Tell me a little bit more about that What else? Samantha's take on the biggest mistakes people make in proposal writing Overwhelm readers (everything-but-the-kitchen-sink approach) Fail to answer question Focus on self rather than customer 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 Give writers a template Leverage readability feature in Word 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 Samantha Dragonfly Editorial Email sam@dragonflyeditorial.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Samantha's Copyediting Checklist Samantha's Editing for Readability Checklist Tom Sant's NOSE Approach Nigel Dennis' ISBP Theory Julia Quigley's APB Writing Model The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Read RFP and identify questions Create response template Reverse engineer calendar Think through strategy (theme) Get writing done Edit for cohesive voice Objective peer review Editorial peer review How to get information and learn from the bids you don't win Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Contracting with the Federal Government on RFP SS EP011 Build Relationships & Win Federal Business on RFP SS EP030 Diversity Certification with Heather Cox on RFP SS EP003 BidSync FindRFP Freedom of Information Act The RFP Success Book by Lisa Rehurek

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 technical experts for an RFP response. I address why it's unfair to expect technical staff to write the proposal you're going to submit and break down the role of technical experts in providing the HOW and the WHAT of your proposal. I also describe the role of the proposal writer in compiling the data from technical experts and articulating the value of the solution through the RFP response. Listen in for insight around using tables and writing prompts to gather the information you need and learn how doing the heavy lifting on the front end improves the RFP process! Key Takeaways Why you can't turn technical staff into proposal writers The technical expert's role in providing the WHAT and the HOW How the proposal writer articulates the value of your solution How to guide the information you get from technical experts The value in using the table format to gather specific data The 4 prompts for technical experts re: narrative questions What is the short answer? Why does it matter? How is our solution different/better? What's the proof? What's the process for making that happen? How heavy lifting on the front end improves the RFP process Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources The RFP Success Book by Lisa Rehurek

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 Takeaways The 4 different types of behavioral styles Social Butterfly Slow and Steady Straight Shooter Statistical The characteristics of a Social Butterfly Love people and make decisions with emotion Skimmers (keep focus with graphics, bullet points) The characteristics of a Slow and Steady Process-oriented and like comfort zone Patient, dedicated to evaluation criteria The characteristics of a Straight Shooter Accomplishment-driven, need proof for claims Don't like to waste time and prefer efficiency The characteristics of a Statistical Personality Data-driven and analytical Averse to too much fluff How to tier your answers to appeal to diverse behavioral styles Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Competing for Attention on RFP Success Show EP040 The RFP Success Book by Lisa Rehurek

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 Takeaways How much time you have to grab the evaluator's attention My top strategies for capturing attention through the RFP Clean visuals Storytelling Conversational response 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 Info in graphic not important to evaluator Too much info presented in single graphic Why it's crucial to create an emotional connection in RFPs How to capture a conversational tone through dictation Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Email lisa@lisarehurek.com Resources Differentiators on RFP Success Show EP39 Mike Parkinson on RFP Success Show EP032 Richard Goring on RFP Success Show EP022 The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Compile list of client expectations Brainstorm how better than competition Interview clients, review testimonials Talk to employees at every level Find patterns, identify 3-5 differentiators The danger of your RFP blending in with the competitors' The value in sprinkling your differentiators throughout the RFP Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

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 win a bid—or abandon the strategy altogether. Karie is the Founder and President of Connect the Dots, a marketing agency dedicated to helping clients create an experience around their brand through promotional items. Karie has 25-plus years of experience in the realm of promotional products, and Connect the Dots boasts a diverse international client base ranging from community churches to Fortune 500 companies. Today, Karie joins us to explain why Connect the Dots made the decision to start bidding on RFPs and how they balance price point with concerns about quality and safety. She shares the team's heartbreak at investing thousands of dollars' worth of time and effort on eight unsuccessful RFPs before finally getting help from an outside consultant. Listen in as Karie discusses the changes Connect the Dots made in writing their ninth RFP, describing how they leveraged storytelling and specific data to substantiate their claims—and score their first WIN! Key Takeaways How Connect the Dots creates experiences around client's brands Why Karie's team made the decision to respond to RFPs in 2017 Karie's challenge in responding to RFPs that focused on price The frustration Karie faced in responding to 8 RFPs without a win How Connect the Dots spent $10K+ on unsuccessful RFPs What finally inspired Karie to get help from an RFP consultant Why it's crucial to tell your story through the RFP How to identify what differentiates you from the competition How Connect the Dots won their ninth RFP Hail Mary bid How Karie's team used pictures and data to win their first RFP The value in substantiating your claims with testimonials Karie's advice around leveraging outside consultants for feedback Connect with Karie Connect the Dots Promotions Call (602) 944-5592 Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Karie on Phoenix Business Radio Connect the Dots World Record WBENC The RFP Success Book by Lisa Rehurek

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 Takeaways Jen'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 Jen Billion Dollar Graphics Billion Dollar Graphics on Facebook Jen on LinkedIn Email info@billiondollargraphics.com Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources 24 Hour Company Adobe InDesign Adobe Illustrator Billion Dollar Graphics' PowerPoint Plugin Mike Parkinson on RFP Success EP032 The RFP Success Book by Lisa Rehurek

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 consulting government contractors on federal compliance and pricing strategy. She launched Granite Leadership Strategies in 2012, and the firm has since earned a reputation for being the government contract strategy experts. Marsha's wide range of experience ranges from small startups to Fortune 500 companies in the science and technology space, and she is a highly sought-after business proposal strategist and contracts professional. Today, Marsha is back on the podcast to talk contracts. She walks us through the timeline of setting up first a teaming agreement and then a subcontract agreement, sharing the key components of each. Marsha goes on to explain why it's crucial for subs to read both the prime and subcontract agreement very carefully, stressing the value in having a professional do a contract brief as soon as you receive the contract. Listen in for Marsha's key tips for managing subcontractors and learn how to win bids by presenting the prime and subcontractors as a cohesive team! Key Takeaways The process of drawing up a teaming agreement for the proposal effort When Marsha suggests you establish the basic subcontract agreement Why the prime contractor is responsible for the subcontract agreement The difference between a teaming and subcontract agreement Why it's crucial to read the subcontract agreement carefully Why subcontractors need to access the prime contract The value in having a professional do a contract brief early on Marsha's key tips for managing subcontractors Establish written agreement Monitor performance regularly Confirm adherence to schedule Review work + all invoices How to present the prime and subcontractors as a cohesive team Connect with Marsha Granite Leadership Strategies Email marsha@graniteleadershipstrategies.com Call (480) 513-1132 Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Marsha on RFP Success Show EP035 Granite Leadership Blog Marsha on RFP Success Show EP015 The RFP Success Book by Lisa Rehurek

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 Takeaways Marsha'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 Management philosophy Marriage of talent Ethics and integrity Competitive pricing 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 Marsha Granite Leadership Strategies Call (480) 513-1132 Connect with Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Marsha on RFP Success Show EP015 ‘Five Reasons Why You Should Embrace Your Competition' by Marsha Lindquist The RFP Success Book by Lisa Rehurek

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 Takeaways The 5 ways to avoid BORING in technical RFP responses Be conversational Find common ground Include visuals Add stories Use metaphors 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 Lisa The RFP Success Community on LinkedIn Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Richard Goring on RFP Success EP022 BrightCarbon Mike Parkinson on RFP Success EP032 24 Hour Company Sandra Millers Younger on RFP Success EP029 The RFP Success Book by Lisa Rehurek

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 Takeaways Inside Out's mission to help leaders show up as their authentic selves Sharon's formula for presentation success Tailor message to audience Attention-getting opening Provide executive summary 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 Assess environment ahead of time Be aware of body language Be careful of filler words How to increase your influence with meaningful personal stories Sharon's 5X5 rule for creating clear and concise visuals Connect with Sharon Inside Out Learning Inside Out on LinkedIn Inside Out on Facebook Inside Out on Instagram Inside Out on Twitter Sharon on LinkedIn Call (480) 822-9939 Email sharon@insideoutlearning.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Central Phoenix Women The RFP Success Book by Lisa Rehurek

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 Takeaways How 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 Benefit (speak to pain, gain or fear) How (tap into trust, ego + VALUE) The statistics on gut instinct in corporate decision-making Mike's advice on creating professional graphics Custom graphic asset library Leverage tool like Build-a-Graphic Upskill current team with training Connect with Mike 24 Hour Company Mike on LinkedIn Mike on Twitter Mike on Facebook Email mike@24hrco.com Email mike@billiondollargraphics.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Billion Dollar Graphics Build-a-Graphic APMP APMP Certifications The RFP Success Book by Lisa Rehurek

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 Takeaways The 5 obstacles to making a sale No need No money No hurry No desire No trust The power in building relationships before an RFP hits the streets 5 strategies for building trust in a written document Do not lie or exaggerate Be authentic Tell stories Substantiate claims Provide solid references 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 Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

“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 Takeaways Judy'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 Commitment to market (part of growth strategy) Provide product/service government needs Established business with past performance Willing to invest in long-term commitment Judy's 7 steps to success in federal business Strategy Focus Process Competition Relationships Teaming Marketing 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 Judy Summit Insight Call (703) 627-1074 Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTune Resources Government Contracts Made Easier by Judy Bradt Judy's Upcoming Live Webinars Building Blocks of a Winning Proposal Course The RFP Success Book by Lisa Rehurek

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 Takeaways Sandra'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 Signature story Case studies Testimonials 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 Sandra Sandra's Website Email sandra@sandrayounger.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTune Resources The Fire Outside My Window: A Survivor Tells the True Story of California's Epic Cedar Fire by Sandra Millers Younger The ComeBACK Formula: A Resilience-Building Guidebook by Sandra Millers Younger Anne Lamott on Facebook Brené Brown The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Know your audience Leverage storytelling Ask for sale with CTA 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 Remove distractions and establish protocol Put self in here and now Write without censoring (set timer) Use mind mapping or talking to plan 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 Sandra Sandra's Website Email sandra@sandrayounger.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTune Resources The Fire Outside My Window: A Survivor Tells the True Story of California's Epic Cedar Fire by Sandra Millers Younger Anne Lamott on Facebook Brené Brown Grammarly The RFP Success Book by Lisa Rehurek

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 prioritize responsibilities and discuss how establishing focus hours supports me in completing tasks that don't come easily to me. I also offer insight on breaking big projects into small chunks in order to drive action and making the distinction between high standards and perfection. Listen in for advice on leveraging radical honesty and faith over fear to stay motivated, boost your productivity and accomplish more in 2019! Key Takeaways Why it's crucial to know where you're going and what you want How I use Do|Ditch|Delegate to prioritize important tasks How to leverage focus hours for tasks that don't come easily How grouping like tasks together builds momentum How radical honesty helps me decide what to take on The value in understanding when you need creative space How I use intuition and trust to make quick decisions How to drive action by breaking big projects into small chunks The distinction between high standards and perfection My mantra around having more FAITH than FEAR The importance of understanding what motivates you Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

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 Takeaways Matt'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 Matt Synlio Synlio on Facebook Synlio on Twitter Synlio on Instagram Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Synlio's RFP Workshops Synlio's RFP Audit The RFP Success Book by Lisa Rehurek

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 performance AND align with their vision and purpose. Katina was the CEO of Northwire, Inc. for nine years, leading her team to the Inc. 5000 list as one of the fastest growing privately-held companies for two consecutive years. She also serves as a Business Mentor for Tech Launch Arizona. Today, Katina joins us to discuss the value of an outside perspective in developing a strategic vision and explain how EOS helps leaders align their team to a single, concise plan. She describes the parallels between good leadership and good parenting, speaking to the value of vulnerability and transparency in promoting ‘radical candor' in an organization. Katina also offers insight around setting realistic goals and focusing on greatness rather than scale. Listen in to understand why RFPs are crucial in increasing the value of your business and learn how to prioritize the RFP process as an important part of your company's strategic plan! Key Takeaways The value of an outside perspective in developing strategic vision How EOS helps leaders align their team to a single, concise plan Why RFPs are crucial in increasing the value of your business How to develop alignment of priorities through your value chain The parallels between good leadership and good parenting Why vulnerability and transparency are crucial leadership skills Why many business leaders fail to implement their big ideas How to prioritize RFPs and eliminate distractions Katina's insight around being great vs. being BIG The top mistakes leaders make that prevent business growth Taking on too much, unrealistic goals Distracted by other opportunities Connect with Katina Email katina.koller@outlook.com Katina on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Gina Catalano on The RFP Success Show Radical Candor: Be a Kickass Boss Without Losing Your Humanity by Kim Scott Fierce Conversations:  Achieving Success at Work and in Life One Conversation at a Time by Susan Scott Crucial Conversations: Tools for Talking When Stakes are High by Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni Rita Gunther McGrath Small Giants: Companies That Choose to Be Great Instead of Big by Bo Burlingham The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller and Jay Papasan Essentialism: The Disciplined Pursuit of Less by Greg McKeown The RFP Success Book by Lisa Rehurek

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 Takeaways The 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 Donna Jamesson Solutions Donna on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

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 Takeaways Jamesson 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 Donna Jamesson Solutions Donna on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources DiSC Profile Influencing Style Indicator The RFP Success Book by Lisa Rehurek

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 Takeaways BrightCarbon'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 Complex technical solutions Maps, diagrams or site layouts 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 Flow maps or charts (save slide as jpeg and imbed) Simple systems processes or site maps Richard's advice on using the tools you have available How you can use PowerPoint to create a corporate proposal Animation, imbed audio or video Hyperlinks and triggers How infographics illustrate full processes and convey facts How graphics facilitate a clear understanding of your solution Connect with Richard BrightCarbon BrightCarbon on Twitter BrightCarbon Masterclasses BrightCarbon Blog Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTun Resources Microsoft Office Suite Apple Keynote iSpring PowerPoint Plugin Adobe Creative Cloud APMP Conference BrightCarbon's Visualization Process Unsplash Pexels Illustrio The Noun Project Creative Market Billion Dollar Graphics The RFP Success Book by Lisa Rehurek

Behavior style drives communication preference. Some prefer directness and brevity while others like a friendly, casual approach. Some are extremely detail-oriented while others focus on the big picture. The ability to recognize DISC profiles and adapt to the preferences of your colleagues and clients has benefits in the realm of sales, hiring and team development—all integral parts of the RFP process! Drea Douglass is the Director of Talent Management Consulting with The Brooks Group, a corporate sales and sales leadership training company that helps clients build high-performing sales teams. In her role, Drea is responsible for assessment interpretation as well as hiring and development consultation. She has eight years of experience in sales training and assessment, working with organizations in a variety of industries to help them hire the best people for open positions, develop existing employees and prepare for the future. Today, Drea joins us to explain the benefits of understanding behavioral styles and the value of taking a neutral approach to communication in the sales setting. She walks us through the four DISC behavioral styles, discussing where conflicts arise among the personality types, how the assessment can help teams value each other and how to apply your understanding of DISC to the writing of an RFP. Drea also offers insight on leveraging the DISC assessment in the hiring process to understand the behaviors, motivation and personal skills of each candidate. Listen in for Drea's advice around identifying the communication preference of the person across the table and learn to adapt your style to ‘meet them where they are.' Key Takeaways Drea's role in the assessments arena at The Brooks Group The benefits of understanding behavioral styles The two fundamental communication truths People tend to see different as wrong Take communication styles personally The importance of approaching in neutral in a sales setting The four DISC behavioral styles Dominance Influencing Steadiness Compliance Where conflicts arise among the DISC personality types The concept of interactive flexibility in the sales environment Why building trust is more important than likability How to apply the DISC profile to the writing of an RFP How to tier your RFP answers to appeal to a wide audience How assessments can help in the hiring process Measure behaviors, motivation and personal skills Understand who person is long-term How the DISC assessment can help teams value each other How improved communication can impact revenue Connect with Drea The Brooks Group Email ddouglass@thebrooksgroup.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources My DISC Profile Myers & Briggs Type Indicator The RFP Success Book by Lisa Rehurek

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 Takeaways My top four tips defending your contract as an incumbent Stay on scope within the RFP Remind them what it's like to work with you Don't act like you don't know them Track and share successes 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 Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Marsha Lindquist on RFPSS EP015 The RFP Success Book by Lisa Rehurek

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 Takeaways Gina'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 Gina Gina on LinkedIn Venture Solutions Email gina@venturesolutionsus.com Gina's FREE Book Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses by Eric Ries Traction: Get a Grip on Your Business by Gino Wickman The RFP Success Book by Lisa Rehurek

What is the #1 source of conflict in the work environment? More often than not, a failure to communicate is at the root of the problem. So, how do we learn to speak the same language as our partners in the RFP process? What can we do up front to prevent tension later on? And how do we address conflict before it derails our progress as a team? Lesli Pintor is a lecturer in the realm of business communications for the University of Arizona's Eller College of Management and a Leadership Challenge Certified Facilitator. An expert in communication styles, Lesli is certified in both the DiSC Assessment and 12 Driving Forces methodologies. Prior to her work in business communications and consulting, Lesli spent three decades in the banking industry where she served as a commercial real estate and business lender. Today, Lesli sits down with us to offer insight around the relationship between communication and conflict in the workplace. She discusses the value in understanding your own communication style and the danger in assuming that your teammates work the same way you do. Lesli also describes how doing a little work up front to establish a Team Charter can help you understand each other's strengths and orient around a common goal. Listen in for Lesli's advice on dealing with difficult colleagues and learn how to navigate conflict within your RFP team! Key Takeaways Lesli's 30-plus years of experience in banking as a commercial lender How a lack of communication causes conflict in the work environment The value in understanding your team members' communication styles Lesli's advice around listening to understand vs. listening to respond The danger in assuming that everyone works in the same way you do How a Team Charter helps people orient around a common goal Lesli's insight on sticking to business with team members you dislike How to deal with the team's STORM stage sooner rather than later The benefit of owning your part of the conflict or disagreement How to understand each teammate's definition of success Lesli's tips for dealing with a combative teammate Do they understand the big picture? Are they in the right role? Do you need to involve a mediator? The changing landscape of individual/team performance reviews Lesli's guidance for dealing with conflict in the work environment Take deep breaths Consider own role Have the conversation Keep it strictly business Connect with Lesli Lesli on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources People Styles People Styles at Work … and Beyond: Making Bad Relationships Good and Good Relationships Better by Robert Bolton and Dorothy Grover Bolton DiSC Assessment 12 Driving Forces The Four Stages of Team Formation The RFP Success Book by Lisa Rehurek

Raise your hand if you're interested in being more organized and efficient! If RFPs drive sales for your business, then you know that developing a consistent process will save you time and trouble in the long run. But is there an easy way to design a system one time—and then leverage software to apply that process every time an RFP comes through the door? Erin Mathie is the founder of Business Made Simple, a firm that specializes in process consulting and business systems. A serial entrepreneur and self-proclaimed systems nerd, Erin is passionate about helping business owners create the structure they need to grow. She is also an Insightly Hero, having set up and customized the Insightly CRM for hundreds of businesses all over the world. Today, Erin joins us to share the ins and outs of Insightly, explaining how the software can be used to track your customer database and manage tasks and projects. She describes how to create an RFP process flow on Insightly and how the software can auto-populate the task manager for every new RFP. Erin also discusses Insightly's ability to track your close ratio and referral sources—and even generate custom reports. Listen in for Erin's advice around building relationships with the help of a CRM and learn how Insightly can help you develop a consistent process for RFPs! Key Takeaways Erin's background as a serial entrepreneur and systems nerd The fundamentals of a Customer Relationship Manager What Insightly can do for your business Track customer and lead database Task, sales and project management How to create an RFP process flow on Insightly The value in developing a consistent process for RFPs How Insightly auto-populates the task manager for each RFP Insightly's ability to set up custom fields and track your close ratio Erin's advice to start simple and add features to the CRM over time How to categorize your contacts and link them to organizations How to use Insightly to track your referral sources Insightly's capacity to attach emails to contacts and organizations Erin's top tip around recording quality data points for reports Why Erin prefers Insightly to other CRMs on the market Connect with Erin Business Made Simple Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Michael Gerber The 4-Hour Workweek by Tim Ferriss Insightly The RFP Success Book by Lisa Rehurek

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 Give it a story, make descriptions mean something Include visuals, graphics, captions and callout boxes 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 Granite Leadership Strategies Call (480) 513-1132 Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

To win business with an RFP, you have to do more than just show the client that you can do the job. You need to show them that you're the premiere choice. But how do you go about proving that you really want the work without coming across as desperate or manipulative? Today, I'm offering my top five strategies for demonstrating your greatness through the RFP. I explain the value in asking powerful questions that make the potential client think, especially when you're up against an incumbent. I also discuss the benefit of showcasing your differentiators in relation to the client's needs. I address how to find common ground with clients and demonstrate why you're the best fit for a collaboration—with regard to mission-alignment or values. Listen in for insight on maintaining business as an incumbent, reminding the client why your partnership works and supporting that claim with appropriate evidence! Key Takeaways The value in explaining why you're the premiere choice How to avoid coming across as desperate or manipulative Why an incumbent should do regular client satisfaction surveys My top five tips for proving that you really want the business Ask powerful questions that make them think Know and showcase your differentiators Remind them why your partnership works Give reasons why you're the best fit Tell them why you want to work with them Why throwing a competitor under the bus shows self-doubt How to show your differentiators in relation to client needs How to find common ground around mission alignment/values Why incumbents need to track customer satisfaction, outcomes Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources The RFP Success Book by Lisa Rehurek

For most small business owners, the federal acquisitions process is intimidating. Sure, we'd all like to win federal contracts, but the registration process is complex and the regulations many. How do you know if your product or service is something the government needs? And how do you identify opportunities to work with the federal government in your area? Chantel Gibbons has 25 years of experience in the realm of business operations and government contracts, working with top contractors in marine engineering, information technology, supply logistics and base support operations. Dubbed the ‘Queen of Contracts,' she is a subject matter expert in defense contract policy, service contracts and Federal Acquisition Regulations (FAR). Chantel's firm, We Do Contracts, does subcontractor management for corporations and supports small business owners in navigating the federal acquisitions process. Today, Chantel shares the secret sauce for winning federal contracts, discussing the large number of federal buyers located throughout the country. She explains the importance of registering correctly to qualify for federal contracts and the value of listing multiple capabilities in the SAM system. Chantel addresses the 8(a) Business Development program, the difference between a sub- and prime contractor, and the significance of securing the small business designation.  Listen in for Chantel's insight around how federal regulations apply to small businesses and learn how to identify federal opportunities in your area! Key Takeaways The secret sauce for winning federal contracts Experience and relationships The large number of federal buyers all over the US How to register and obtain a cage code for federal contracts How to prepare, start and build relationships with buyers How an expert like Chantel helps vendors register correctly How to identify and expand your capabilities in the SAM system The fundamentals of the 8(a) Business Development program The difference between being a subcontractor and a prime contractor Why you need to be certified with the small business designation How federal contracts differ from state and local contracts Chantel's insight around federal restrictions and regulations Determined by scope, type of contract Small businesses can take exception How to identify federal opportunities in your area How federal contracts can expand your revenue streams Connect with Chantel We Do Contracts Chantel on Facebook Chantel on LinkedIn Chantel on Instagram Chantel on Twitter Email info@wedocontracts.com Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Subscribe on iTunes Resources Needs of the Government System for Award Management Small Business Administration 8(a) Business Development Program Federal Acquisition Regulation Federal Business Opportunities The RFP Success Book by Lisa Rehurek

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 Takeaways The Top 5 pet peeves of RFP evaluators: Including more/less than asked for Not following instructions Too YOU-focused Making it hard to evaluate you Answer the damn question 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 Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Resources The RFP Success Book by Lisa Rehurek

Do you have a few tasks you'd like to delegate, but not enough to justify hiring a part-time employee? Small business owners and entrepreneurs often end up doing it all themselves—which leads to overwhelm and burnout. Luckily, there is another option: You can leverage a team of virtual assistants and give yourself time for what matters most! Nicole Bandes is the founder and CEO of Virtual A Team, a concierge service that helps small business owners and solopreneurs manage the projects that move their businesses forward by providing the best available virtual teams. Virtual A Team's group of 35 contractors has diverse expertise ranging from research to scheduling to web design. Nicole is also a productivity expert, and she has inspired thousands of business owners, entrepreneurs and professionals to manage their time and live a healthy, balanced life through her workshops and keynotes. Today, Nicole explains the role of a virtual assistant and outlines the kid of work a VA can take on. She discusses the benefit of hiring a VA with a specific skill set for a one-off project or just a few hours per week. I ask Nicole about her inspiration for founding Virtual A Team, and she describes how outsourcing gives you time to do what matters most. Nicole also addresses her vetting process, offering insight on how Virtual A Team goes about replacing and training team members on a project. Listen in for Nicole's advice around establishing a contract with your VA and learn how to decide which tasks to delegate to a virtual assistant! Key Takeaways The role of a virtual assistant working remotely The kind of work a virtual assistant can take on How VAs might assist with the RFP process The benefit of hiring a VA with a specific expertise Hiring a VA for a one-off project vs. a few hours/week The Virtual A Team's group of 35 contractors Nicole's inspiration for founding Virtual A Team How outsourcing gives you time to do what matters How Nicole goes about vetting her team of VAs Virtual A Team's process of replacing team members Nicole's advice around establishing a contract with your VA The distinction between and employee and a contractor How to determine which tasks could be delegated to a VA The challenge around hiring people committed to being VAs Connect with Nicole Virtual A Team Virtual A Team on Facebook Virtual A Team on Instagram Nicole on Twitter Nicole on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Subscribe on iTunes Resources Upwork The RFP Success Book by Lisa Rehurek

The difference between a successful project and an unsuccessful one lies in project management, yet small businesses often assign the role to an employee juggling other responsibilities—or worse, they skip that step altogether. How can we leverage project management processes to make the best use of available resources? And what qualities should we look for in an effective project manager? Cerila Gaillard is the founder of Orchestrating Your Success, a project management consultancy based in Phoenix, Arizona. She has served as a Project Management Professional (PMP) for several Fortune 500 companies, including General Motors, Xerox and United Technologies. A certified PMP and ScrumMaster, Cerila is a Member Ambassador for the Phoenix Chapter of the Project Management Institute and a Venture Mentor for the Entrepreneurship and Innovation Program at Arizona State University. Today, Cerila offers her definition of project management as a repeatable process that ensures maximum productivity. She covers the leadership skills necessary to take on the role of project manager, explaining the significance of soft skills like communication in a project's success. I ask Cerila about her keep-it-simple approach to project management, and she describes the flexibility involved in picking and choosing the appropriate techniques. Listen in for insight around detailed planning, defining clear goals, and setting realistic deadlines—and learn how to utilize the data provided by project management software! Key Takeaways The definition of project management as a repeatable process How project management uses tools to maximize productivity The leadership skills necessary to take on the role of PJM How to communicate with decision-makers vs. the project team Why a PJM's soft skills are as important as their technical skills Why a PJM should not be ‘in the weeds' of a project The flexibility of a project manager to pick and choose techniques Cerila's keep-it-simple approach to project management The danger around not taking the time to plan How clearly defined goals lead to the success of a project The project management pitfall of setting unrealistic expectations The benefits of project management software like Smartsheet Connect with Cerila Cerila on Facebook Cerila on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Resources Smartsheet The RFP Success Book by Lisa Rehurek

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 Takeaways Why 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 Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Resources The RFP Success Book by Lisa Rehurek

How do you work together to write an RFP—AND achieve a consistent tone that makes your submission easy to read? And is there value in meeting regularly as part of this collaborative approach? Robin Merritt is the Senior Vice President of Global Strategy for Axsium Group, a global strategic consulting practice that helps organizations with the full spectrum of workforce management-related needs. Robin has 25-plus years of workforce management experience, and she has an extensive background in both helping clients create RFPs and winning business through the RFP process. Today, Robin joins me to explain the importance of writing RFPs with the reader in mind, customizing your RFP to explain why they should hire you. She offers insight around her success with RFPs, discussing the value of using an assessment tool and writing in a consistent tone. I ask Robin about her collective approach to writing RFPs, and she describes the benefit of jumping on calls together to edit in real time. Listen in for Robin's advice on selling yourself as the answer to a specific problem and taking FULL advantage of open Q&A to set yourself apart from the competition! Key Takeaways Robin's background in manufacturing and retail consulting The importance of writing RFPs with the reader in mind How to ensure that your RFP has a consistent tone Robin's insight on building an assessment tool based on strategy The challenge around passing up an RFP for the first time Robin's collective approach to writing RFPs How Robin's team saves time by editing RFPs on short calls Robin's advice around selling yourself as the answer to a problem Why the company soliciting RFPs must be clear in their purpose How to take full advantage of open Q&A Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Resources The RFP Success Book by Lisa Rehurek

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 Takeaways The #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 Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn Resources Amy Schuman on RFP Success EP002

How does Amy Schuman's RFP team unseat incumbents to land an impressive 70% of the contracts they ship? And how have they kept that winning percentage consistent over the past 20 years, even as the firm—and its number of proposals—has grown exponentially? Amy is the National Marketing Director for Myers and Stauffer, a national public accounting firm that specializes in consulting, data management and analysis services for state and federal agencies managing government-sponsored healthcare programs. She has more than 25 years of experience in professional services marketing for the accounting, architecture and education industries, and she is an RFP authority, contributing to more than 500 state government proposals in her current role. Today, Amy joins me to discuss the scaling of her team at Myers and Stauffer, and the exponential growth in the number of proposals they generate. She speaks to the danger of procrastination in composing an RFP and the significance of proofreading with ‘fresh eyes' prior to shipping. We cover the value in reviewing the RFP evaluation criteria against the proposal, and Amy offers sage advice around targeting your response to what the potential client needs. Listen in for Amy's advice for small businesses on creating systems for the RFP process and learn how Myers and Stauffer succeeds in unseating incumbents to win contracts! Key Takeaways How Amy's RFP team has grown from two to ten in the last five years The exponential growth in the number of proposals Myers and Stauffer generates The necessity of implementing systems in the scaling an RFP team How Myers and Stauffer procures most of its work through the RFP process Why Amy cautions against procrastination in composing an RFP The significance of proofreading the RFP with ‘fresh eyes' prior to shipping The value in reviewing the RFP evaluation criteria against the proposal Amy's advice around targeting your response to what the client needs Myers and Stauffer's policy to ship proposals two days prior to deadline The importance of cross-training your RFP team How call-out boxes can be used to highlight important points in an RFP Amy's advice for small businesses around creating systems for the RFP process How Myers and Stauffer succeeds in unseating incumbents to win contracts The key to Myers and Stauffer's impressive 70% winning percentage Connect with Amy Myers and Stauffer Myers and Stauffer on Twitter Amy on LinkedIn Connect with Lisa Lisa's Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Book by Lisa Rehurek