Playing the RFP game to WIN!

June 03, 2020
9:00 AM - 10:00 AM

Zoom conference (a calendar invitation with dial-in information will be sent to all registrants)

Far too many A/E/C firms are consistently playing the RFP game by starting when the RFP hits the streets. The tension of a difficult economy, the stresses of keeping a work force employed and productive, and the basic business need to be profitable culminate in a stomach-churning, panic-based pursuit process. It results in a philosophy that basically says, “we have to propose more to win more.” Step back, take a deep breath. You can propose less and win more. When the RFP hits the streets, its most often far too late. You are wasting precious overhead dollars and burning out marketing and business development staff with this approach.

“Playing the RFP game to WIN!” focuses on how to position your firm ahead of the RFP. Beyond simply building strong relationships with clients the old fashioned way, it takes a good strategy, a well thought-out plan, and most importantly the right amount of where-with-all to follow through on it. Winning the RFP game is about genuinely understanding what the client is asking for, often times when the client themselves is uncertain - a feeling we can especially all relate to today. Getting to the root of what a client genuinely needs presents a world of opportunity for good seller/doers: those true consultants who listen carefully, invest time wisely, are thoughtful, and most of all, determined in following a plan.

This session offers participants a variety of creative ideas that can be put to work right away, even amidst our pandemic working model. These include different ways to uncover a client’s real needs, to put together an unbeatable team, to track competition, and more. The session offers the blueprints for strategy and the team needed to win the RFP game.

(1 CPSM CEU)

ABOUT THE SPEAKER
Frank Lippert, FSMPS, CPSM, is the founder of Go! Strategies in Portland, Oregon and the immediate past president on the national board of directors for the Society for Marketing Professional Services. He provides strategic pursuit planning, strategic market capture planning, and the creative design and implementation of business development processes to clients nationwide. Frank is all about helping seller/doers work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy on track. A good strategy and a focused approach to winning work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Frank speaks nationally on business development and marketing related topics to professional organizations across the A/E/C industry. He has been recognized as an SMPS Fellow (FSMPS) and is a Certified Professional Services Marketer (CPSM).

Tickets

$0.00 Member

$15.00 Non-Members