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?
How important is price in proposals? It depends. RFPs aren’t always about getting the lowest price. Sometimes, it’s about value. Which kind are you bidding on?
Professional salespeople hate RFPs, and not always for good reasons. It’s time to set some things straight.
How do you calculate your proposal win rate? Begin by recognizing there’s more than one. This blog post argues there are at least eight proposal win ratios most sellers should be calculating.
Buyers issue RFPs for only one of two reasons; because they have to or because they want to. If you get an RFP but don’t know which one it is, your chances of winning just went down.
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?
Conducting a public records program.
Every seller that writes proposals in response to federal or state/local government RFPs should ask for copies of all the proposals submitted. Are you?
If you respond to every RFP you receive, you’re wasting resources.
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.