Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
Want to win more RFPs? Then win the sale before the RFP is released.
Could a lawyer present an effective closing argument if she hadn’t been involved in the case up to that point? Can a proposal writer draft an effective RFP response if she hadn’t been involved in the sale up to that point?
Professional salespeople hate RFPs, and not always for good reasons. It’s time to set some things straight.
Sellers ask about average win rates because they’re trying to gauge their performance. They’re looking for some external standard against which they can evaluate how well they’re doing. But is this the best approach?
Calculating the right kind of success ratios as part of your RFP selling effort can offer great insight into where you’re doing well and where you might be falling short.
Reacting to RFPs doesn’t work. If you don’t have a relationship with the client before the RFP is issued, it is unlikely you are going to win.