The RFP Selling Process
By: David L. Seibert
The RFP Selling Process
It Takes More Than a Good Proposal When Pursuing RFPs from Businesses or State and Local Government Agencies
The problem with most books about RFPs and proposals is they’re too focused on RFPs and proposals. They’re too focused on the writing part, not the selling part. They document what you should be doing in the days after an RFP is received but ignore the months and years before an RFP is published.
This book is different. The purpose of this book is to refocus sellers on selling and, specifically, on all of the many things that have to happen 12-24 months before you receive the RFP.
Formal procurements represent marvelous, lucrative opportunities for salespeople and sales organizations who are proactive, who are willing to take the time and make the effort to win the business before the RFP is issued.
If you want to improve your win rate, you can. And you can do it both consistently and significantly. The RFP Selling Process shows you how.
Originally published as The Sales Manager’s Guide to RFPs.
Available now at Amazon.com.
Reader reviews collected from the first edition.
I also found it particularly useful, and think others in bidding will too, because it takes what we 'know' and addresses it from a different perspective. That helps us see the 'familiar' in a new light, which helps bring new insights.
Finally I think it will help both sales and bid professionals understand each other better. And that itself can be a huge help in winning more. The writing style is informal and humorous, which makes it easy to read, but the information is very practical, so it's easily understood and translated into action.
I've read a lot of books on bidding (and written a couple). This would get onto any shortlist I'd recommend.
Knowledge is power. I enjoyed his first book, Proposal Best Practices, and look forward to seeing his next one. Upon receiving his current book, I began diving into the pages. It has already shown me insights for enhancing my RFPs, highlighting which areas I should focus on, from location to knowing how to sell my product. Moreover, it outlines crucial steps toward achieving my goal of securing the award. I highly recommend it for anyone starting their own company or having a large company.
Seibert’s decades of experience shine through as he guides readers through the entire business development lifecycle. His practical advice and real-world examples make this book invaluable for both seasoned professionals and those new to proposals and contracting. Whether you’re targeting State and Local Government Agencies or exploring Federal and commercial opportunities, the key concepts covered here are universally applicable.
The tone is approachable, and Seibert’s expert guidance will help you improve your win rate significantly. If you’re serious about business development, “The Sales Manager’s Guide to RFPs” is a must-read.