Podcasts by The RFP Success Show

The FAQs We Get About RFPs, Part II - EP139 from 2023-12-13T07:00

What is the #1 question we’re getting about RFPs from clients and prospects lately? Listen

The FAQs We Get About RFPs, Part I - EP138 from 2023-11-29T07:00

If you had the opportunity to ask an expert questions about winning business with RFPs, w...

Distinction with Differentiators (The ‘M&M’ Episode) - EP137 from 2023-11-02T07:00

To win business with RFPs, you’ve got to distinguish yourself from the competition in your response.

But what if you don’t know what your differen...

The Power of Certifying Your Company—featuring Heather Cox - EP136 from 2023-10-18T07:00

Are you losing bids because you aren’t certified as a small or diverse business?

Heather Cox is Cofounder and President of Listen

Using AI in RFP Proposals—featuring Stephanie Nivinskus - EP135 from 2023-10-04T07:00

Can you leverage AI to write RFP proposals for your business?

Since ChatGPT came on the scene last November, people have divided into two camps: S...

Elaborating on RFP Response Answers: The ‘Baked Potato’ Episode - EP134 from 2023-09-20T07:00

If an RFP isn’t asking a question that you think it needs to ask, is it okay to provide additional information? 

While it’s tempting to tell a cli...

How to Set Yourself Apart in an RFP Response - EP133 from 2023-08-09T07:00

How do you set yourself apart in an RFP response?

We recently helped a small business client get their first RFP win. And they were up against som...

RFP Response FAQs, Part 2 - EP132 from 2023-06-14T07:00

Here at the RFP Success Company, we get some of the same questions over and over.

And in Listen

80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131 from 2023-05-31T07:00

Steve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process.

So, ho...

80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130 from 2023-05-17T07:00

Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and eff...

RFP Response FAQs, Part 1 - EP129 from 2023-05-03T07:00

What questions come up when you write an RFP response?

It’s likely that you share concerns with our clients and community here at the RFP Success ...

Shred with Ted: Assessing the RFP - EP128 from 2023-04-19T07:00

Shredding an RFP is a phrase that those of us in the proposal industry use to describe how we will get an RFP ready for the proposal process, right after we recei...

Mistakes We Seen Vendors Make When Responding to RFPs—with Cheri Fisher&Kevin Cleary - EP127 from 2023-04-05T07:00

Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on p...

Overcoming RFP Process Delays - EP126 from 2023-03-22T07:00

What could possibly go wrong when you're responding to an RFP?

My 30 years of experience has taught me that A LOT can happen and the more prepared...

5 Non-Negotiables to Get the ‘Yes’ - EP125 from 2023-03-08T08:00

Are you submitting proposal responses but rarely getting the YES? Even when the RFP is right up your alley?

Then, you may be missing one of my fiv...

Focused Bidding for the Win—with Melissa Emler - EP124 from 2023-02-15T08:00

When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, ‘We could definitely do that.’

But after a yea...

Finding the Right RFP Opportunities - EP123 from 2023-02-01T08:00

The good news is there's a ton of resources out there for finding RFPs in the state government space. The bad news is you have to work at finding the RIGHT opportunities.

So, how do you b...

Overcoming Weaknesses in Your Capabilities - EP122 from 2023-01-18T08:00

Sometimes the RFP capability requirements are a perfect fit. But more often than not, we're just shy of what we need to really make a great showing.

So, what can we do to overcome these w...

Advice from a Government Contracting Officer—with Kevin Jans - EP121 from 2023-01-04T08:00

What do you wish you knew about government contracting? What if you had access to a seasoned contracting officer, so you could understand the process from their point of view?

Kevin Jans ...

5 Red Flags to Let You Know You Need an RFP Audit—with Ted Koval&Lisa Rehurek - EP120 from 2022-12-21T08:00

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....

Building Empathy into the Bid Process—with Kevin Switaj - EP119 from 2022-12-07T08:00

Most proposal professionals understand the importance of putting the client at the center of the bid process.

But what if a client centric proposal is not enough?

According to Kevi...

3 Ways to Leverage Evaluation Criteria in an RFP Response - EP118 from 2022-11-23T08:00

Evaluation criteria seems to be a bit of an afterthought for most companies bidding on RFPs.

Sure, it’s one of the first things you look at. But are you making the evaluation criteria an ...

Opportunities for Negotiation in an RFP Response—with Don Carmichael - EP117 from 2022-11-09T08:00

Most people think there is little room for negotiation in a proposal response.

But if you’ve done your homework to understand a buyer’s needs, you can negotiate in your answers to the que...

Writing from a Sales Perspective—with Dave Rynne - EP116 from 2022-10-26T07:00

Yes, your team is qualified and capable of doing the job required by an RFP. But so is every other business that submits a response.

So, how do you take your technical content and make it...

The Value of Systems and Processes - EP115 from 2022-10-12T07:00:25

Are you so busy bidding on RFPs that you don’t have time to build systems and processes?

Creating systems may not be sexy, and it won’t result in an immediate win. But if your proposal te...

Mastering Editorial Peer Review—with Jana L. Burge - EP114 from 2022-09-28T07:00:49

A lot of my clients think they’ve got editorial peer review covered.

But there’s a lot more to it than simply having someone read through your response and check for spelling errors. And ...

Why Bidding Cold Is (Almost Always) a Bad Idea - EP113 from 2022-09-14T07:00:48

Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract!

And yes, it’s easy to get excited about an op...

The High Value of Outsourced RFP Support - EP112 from 2022-06-29T07:00:27

Should you build your own internal RFP team? Or outsource the proposal process?

If your company is just breaking into the RFP space, you may be looking at larger companies that have as ma...

Forecasting the Future of the SLED Market—with Chris Dixon - EP111 from 2022-06-15T07:00:52

The state, local and education or SLED market took a hit in 2020 as COVID shutdowns forced governments to shift into remote or hybrid operations.

But federal funding is helping the market...

Successes&Lessons in State Contracting: Highstreet IT—with Josh Ezring - EP110 from 2022-06-01T07:00:12

Are you struggling with state government RFPs?

Though it seems counterintuitive, you will win MORE contracts by bidding LESS.

Just ask the team at Listen

The Go/No-Go Decision, Part 2 - Creating a Process - EP109 from 2022-05-18T07:00:25

Bidding on RFPs that aren’t a good fit is a waste of time and resources, and it takes a real toll on your win rate—and the morale of your team.

But to make better go/no-go decisions, you ...

The Federal Bid Protest Process, from Debrief to Decision—with Carissa Siebeneck Anderson - EP108 from 2022-05-04T07:00:46

Let's say you have grounds to file a federal bid protest.

What does the process look like? Are there steps your company can take to prepare now, before a bid protest comes up?

Carissa Sie...

How to Navigate a Federal Bid Protest—with Carissa Siebeneck Anderson - EP107 from 2022-04-20T07:00:18

So, your small business lost out on a federal bid. But you feel like you were unfairly scored or that the contract requirements were biased. Do you file a protest?

Carissa Siebeneck Ander...

Breaking Into State Government Contracting - EP106 from 2022-04-06T07:00:56

The $1 trillion infrastructure bill provides an opportunity for small businesses to develop a new revenue stream by way of state government contracting.  Listen

Define&Target Your High-Value Customer—with Charles Fred - EP105 from 2022-03-23T07:00:19

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? 

Listen

Consumer Psychology and RFPs—with Sean Stewart - 104 from 2022-03-09T08:00:33

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...

How to Make the Go/No-Go Decision on an RFP - EP103 from 2022-02-23T08:00:39

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.

Listen

Using Visuals to Tell Your Story in an RFP Response – with Ama Cobbina&Megan Skuller - EP102 from 2022-02-09T08:00:40

We process visuals 60,000 times faster than we do text.

And yet, most proposal teams see graphics as a nice-to-have....

How to Build Your Brand&Win More Sales – with Michael Zipursky - EP101 from 2022-01-26T08:00

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 per...

Knock Your RFP Orals Out of the Park – with Andy McGowan&Ted Koval - EP0100 from 2022-01-12T08:00

If your company makes it to orals, take a moment to celebrate. But remember, you haven’t won the bid yet!

So, how do...

Partnerships That Work – with Hannah Johannsen&Anne Tarantino - EP099 from 2021-12-15T08:00

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.

Listen

How to Plan for an Effective RFP Response Timeline - EP098 from 2021-12-01T08:00

Everybody assumes that the majority of an RFP response timeline should be devoted to the writing.

And yes, of course...

Capture Planning Best Practices – with Lisa Ehrlich&Tom Gillin - EP097 from 2021-11-18T08:00

As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released. 

Listen

How to Tell Your Story in an RFP Response – with Paul Furiga - EP096 from 2021-11-03T07:00

Is there a place for storytelling in business? 

According to Paul Furiga, story plays a crucial role in differentiat...

How to Build Industry Authority in an RFP Response - EP095 from 2021-10-20T07:00

You know it’s important to distinguish yourself from the competition in an RFP response. And one surefire way to set yourself apart is by demonstrating industry a...

Making the Strategic Review Part of Your RFP Process - EP094 from 2021-10-06T07:00

Are you making the time to do a strategic review before you submit a proposal response?

If not, you’re missing an op...

How to Optimize the Proposal Process – with Kathryn Bennett - EP093 from 2021-09-22T07:00

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 A...

Using Empathy and Self Reflection to Create Success and Get Wins - with Deb Zahn - EP092 from 2021-07-07T07:00

Crafting your #RFP to get a win is a large and technical undertaking. But telling the story of why your business is going to do something wonderful for this world...

Emerge from the Pandemic with a Plan to Win RFPs – with Deb Zahn - EP091 from 2021-06-23T07:00

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 recove...

Intentional Sourcing of Technology Post-COVID – with Dave Hulsen - EP090 from 2021-06-09T07:00

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...

Get Ready for an Uptick in Infrastructure RFPs– with Dave Hulsen - EP089 from 2021-05-26T07:00

The American Rescue Plan<...

The 4x4 Framework for RFP Success, Part 4—People - EP088 from 2021-05-12T07:00

Yes, you need an effective strategy, efficient processes and engaging content to build a winning culture on your RFP team.

But the keyword here is TEAM.

You need the fourth and fin...

The 4x4 Framework for RFP Success, Part 3—Content - EP087 from 2021-04-28T16:49:42

Now that you know how to build an effective RFP strategy and establish efficient processes, it’s time to tackle the meat and potatoes of the proposal response—CONTENT.

So, what questions ...

The 4x4 Framework for RFP Success, Part 2—Processes - EP086 from 2021-04-14T07:00

Once you have the right RFP strategy in place, it’s time to take a look at your proposal PROCESSES.

And while we don’t want to overburden you with processes, having a few key systems in p...

The 4x4 Framework for RFP Success, Part 1—Strategy - EP085 from 2021-03-31T07:00

To consistently win bids with your proposals, you need four puzzle pieces in place—strategy, process, content and people. And here at the RFP Success Company, we call these components the 4x4 Fr...

Improve the Readability of Your RFP Response – with Samantha Enslen - EP084 from 2021-03-17T07:00

Proposals that win business are easy to read. But how do we make technical content accessible without dumbing down the material? And what tools are available to help us improve the readability o...

How to Be Concise in an RFP Response – with Samantha Enslen - EP083 from 2021-03-03T23:30

More and more, RFPs specifically ask for concise responses. But how do you decide what to include and what to leave out?

Samantha Enslen is the Founder and President of Listen

3 Tips for Negotiating Your Best and Final Offer - EP082 from 2021-02-17T08:00

So, you’ve submitted your RFP response. You considered pricing carefully and went as low as you felt you could in the proposal. And now the client is asking for your Best and Final Offer (BAFO)....

How to Develop Your RFP Pricing Strategy - EP081 from 2021-02-03T08:00

How do you decide what your solution is worth? Of course, pricing is dependent on the ask involved in a given RFP. But there are a few guidelines that can help you think strategically about how ...

Finding the Right Proposal Length - EP080 from 2021-01-20T08:00

How long should your proposal be?

Yes, you want to give evaluators all the information they need so you score the maximum points. But there’s a fine line between adding the right amount o...

Employee Engagement&the RFP Response – with Mark Musgrave - EP079 from 2020-12-15T08:00

According to Gallup research, only 15% of US employees feel engaged at work. And when employees aren’t motivated, the bottom line suffers. So, what can leaders do to better connect with their te...

Win More RFPs with Customer Intimacy – with Jennifer Zonneveld - EP078 from 2020-11-23T20:35:10

“It’s really about that customer intimacy. The more than you can understand what they’re doing, where they’re going, and dialogue with them well before an RFP really makes the dif...

Integrate Your Marketing&Proposal Teams – with Susan Quinn&Krystn Macomber - EP077 from 2020-11-06T08:00

In a perfect world, an organization’s proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals con...

The Future of RFPs in a Post-COVID World – with David Seibert, Cheryl Smith, Johnna Rogers&Mike Parkinson - EP076 from 2020-10-09T07:00

While the COVID era has been a challenge for the RFP industry, we can take advantage of this opportunity to reinvent the way we work, improving our processes and leveraging the tools available t...

How to Be a Top Performer – with Lisa Rehurek - EP075 from 2020-06-02T07:00

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 ...

The Key to Landing New Corporate Clients in Uncertain Times – with Angelique Rewers - EP074 from 2020-05-19T07:00

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 busin...

Managing RFPs in Uncertain Times – with Zak Hemraj of Loopio - EP073 from 2020-05-05T07:00

These are unprecedented times we are living in and it can be difficult to keep morale and engagement high as work becomes remote.  Nobody has all the answers as we transition to a different busi...

Making a Strong Emotional Connection in Your Proposal – with Kevin Switaj - EP072 from 2020-04-21T07:00

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...

Storytelling for Business – with Faye Fulton - EP071 from 2020-04-07T07:00

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 ...

The Current Climate of Government Purchasing – with Mark Musgrave - EP070 from 2020-03-31T07:00

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 fede...

Best Practices for Working Remotely – with Lisa Rehurek - EP069 from 2020-03-24T07:00

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 poten...

Procrastination Busters – with Lisa Rehurek - EP068 from 2020-03-17T07:00

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...

RFP Success Stories – with Robin Davis - EP067 from 2020-02-25T08:00

“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 solver...

How to Convince Your VP of Sales to Value Proposals – with David Blume - EP066 from 2020-02-11T08:00

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 nec...

Get That Proposal Going NOW – with Lisa Rehurek - EP065 from 2020-01-28T08:00

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 p...

How Automation Can Streamline Your Proposal Process – with Ganesh Shankar - EP064 from 2020-01-14T08:00

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 pri...

The 5 Elements of Emotional Intelligence – with Lisa Rehurek - EP063 from 2019-12-10T08:00

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 i...

Staying Healthy – with Cheri Fisher - EP062 from 2019-12-03T08:00

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,...

RFP Strategy, Trends and Professionalism, Part 2 – with Ajay Patel - EP061 from 2019-11-05T08:00

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 RF...

RFP Strategy, Trends and Professionalism, Part 1 – with Ajay Patel - EP060 from 2019-10-29T07:00

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...

Proposal Writing, Plain and Simple – with Ronnie Moore - EP059 from 2019-10-22T07:00

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 ...

Hiring the Right Talent for Your Team – with Devon Underwood - EP058 from 2019-10-15T07:00

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 ta...

Proposal Team Roles Defined – with Lisa Rehurek - EP057 from 2019-10-08T07:00

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 ...

Storyboarding for RFPs– with Ama Cobbina - EP056 from 2019-10-01T07:00

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...

What is StoryBoarding? – with Natalie Sayer - EP055 from 2019-09-24T07:00

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 w...

Adopting Color Team Reviews for Better RFPs – with Lisa Rehurek- EP054 from 2019-09-17T07:00

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 throu...

The “Wordman” Shares MS Word Tips and Techniques to Make Your Life Easier – with Dick Eassom- EP053 from 2019-09-10T07:00

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 havi...

Complete Your Story with Visuals – with Ama Cobbina- EP052 from 2019-09-03T07:00

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 ...

Why the Debrief Is Crucial to RFP Success – with Lisa Rehurek- EP051 from 2019-08-27T07:00

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,...

Crafting a Business Development Strategy for RFP Success – with Lisa Rehurek- EP050 from 2019-08-20T07:00

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...

Efficiency in Proposal Management – with Jay McConville - EP049 from 2019-08-06T07:00

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 ...

Creating Consistency with Visible Thread – with Fergal McGovern - EP048 from 2019-07-30T07:00

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 Listen

Celebrating Success in the RFP Process – with Lisa Rehurek - EP047 from 2019-07-16T07:00

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...

Success Conversations – with Bruce Farrell - EP046 from 2019-07-09T07:00

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 weaknesse...

Managing a Proposal Team – with Faye Farmer - EP045 from 2019-07-02T07:00

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 a...

Content Strategy&Editing with Samantha Enslen - EP044 from 2019-06-25T07:00

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...

How to Get Started with RFPs - EP043 from 2019-06-18T07:00

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 reque...

Guiding Technical Experts to Provide Specs for an RFP – with Lisa Rehurek - EP042 from 2019-06-11T22:44:26

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 cra...

Appealing to Behavioral Styles in Your RFP Response – with Lisa Rehurek - EP041 from 2019-05-28T07:00

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 ...

Competing for Attention with Your RFP Response – with Lisa Rehurek - EP040 from 2019-05-21T07:00

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...

Identifying Your Differentiators for the RFP – with Lisa Rehurek - EP039 from 2019-05-14T07:00

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, ...

If at First Your RFPs Don’t Succeed, Get Feedback and Try Again – with Karie Cowden - EP038 from 2019-04-30T07:00

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 ...

Getting the Most Out of Microsoft Word for RFPs – with Jen Parkinson - EP037 from 2019-04-09T07:00

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...

The Role of Contracts in Successful Prime + Sub Partnerships – with Marsha Lindquist - EP036 from 2019-04-02T07:00

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 di...

Four Steps to Finding the Right Subcontractor – with Marsha Lindquist - EP035 from 2019-03-26T07:00

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...

5 Ways to Avoid BORING in a Technical RFP Response – with Lisa Rehurek - EP034 from 2019-03-19T07:00

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 abilit...

Increase Your Influence&Deliver a Winning Finalist Presentation – with Dr. Sharon Lamm-Hartman of Inside Out Learning- EP033 from 2019-03-12T20:42:27

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 tec...

Creating Bid-Winning Proposal Graphics – with Mike Parkinson of 24 Hour Company - EP032 from 2019-03-12T07:00

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 v...

5 Strategies for Building Trust in a Written Document – with Lisa Rehurek - EP031 from 2019-02-26T08:00

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 ...

Build Relationships&Win Federal Business – with Judy Bradt - EP030 from 2019-02-19T08:00

“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 doin...

Storytelling to Build Trust&Sell Your Service – with Sandra Younger of ComeBACK Solutions - EP029 from 2019-02-12T09:00

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 techn...

Liberate Your Inner Writer&Start the RFP Process – with Sandra Younger of ComeBACK Solutions - EP028 from 2019-02-06T09:00

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 pr...

10 Top Productivity Hacks – with Lisa Rehurek - EP027 from 2019-01-22T09:00

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...

Making RFPs Suck Less with a Consistent Process – with Matt Wolach of Synlio - EP026 from 2019-01-15T09:00

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 ha...

EP025: Prioritizing RFP Success in Your Strategic Plan – with Executive Coach Katina Koller from 2019-01-08T09:00

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...

Change Management for RFP (and Business) Success – with Donna Warrick of Jamesson Solutions - EP024 from 2018-12-18T09:00

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 ...

Influencing Up to Deliver Successful RFPs – with Donna Warrick of Jamesson Solutions - EP023 from 2018-12-11T09:00

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 colleague...

Visual Storytelling with Graphics in Your RFPs – with Richard Goring of BrightCarbon - EP022 from 2018-12-04T09:00

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 sto...

Understanding DISC Behavioral Styles for Better Communication – with Drea Douglass of The Brooks Group - EP021 from 2018-11-27T09:00

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...

4 RFP Tips for Defending Your Contract – with Lisa Rehurek - EP020 from 2018-11-20T09:00

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 ...

Making the RFP Process Easier&More Efficient – with Josie Fey of RFPIO - EP019 from 2018-11-13T09:00

What makes the process of responding to a request for proposal so difficult? Typically, businesses struggle with keeping everyone on the same page. Are we all looking at the same version of the ...

A Simple, Focused Strategy for Business (and RFP) Success – with Gina Catalano - EP018 from 2018-11-06T09:00

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 to...

Navigating Conflict with Your Partners in the RFP Process – with Lesli Pintor - EP017 from 2018-10-30T08:00

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 part...

Designing an RFP Process Flow – with Erin Mathie - EP016 from 2018-10-23T08:00

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 troub...

Creative Pricing Strategy for RFPs – with Marsha Lindquist - EP015 from 2018-10-16T08:00

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 ...

5 RFP Success Strategies to Prove You Want the Business – with Lisa Rehurek - EP014 from 2018-10-09T08:00

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 yo...

Efficiencies with Managing Resumes and Case Studies – with Erling Linde - EP013 from 2018-09-25T08:00

How much time do you spend digging through Word documents to find the right version of a resume for a particular RFP? How about the time spent copying and pasting case studies or reformatting re...

Leveraging Your Brand Energy in the RFP Process – with Arlene Pedersen - EP012 from 2018-09-18T08:00

Quality branding gives a small business instant credibility. But how does that translate to the way you present yourself in an RFP? How do you convey the energy and expertise of your business in...

Contracting with the Federal Government – with Chantel Gibbons - EP011 from 2018-09-11T08:00

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. ...

The Top 5 RFP Evaluator Hot Buttons – with Lisa Rehurek - EP010 from 2018-09-04T08:00

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...

How to Leverage Virtual Assistants – with Nicole Bandes of Virtual A Team - EP009 from 2018-08-28T08:00

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...

Project Managing Like a Pro – with Cerila Gaillard of Orchestrating Your Success - EP008 from 2018-08-21T07:00

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...

Soliciting Feedback on Your RFP—WIN or LOSE – with Robin Merritt of Axsium Group - EP007 from 2018-08-14T08:00

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 yo...

A Collaborative Approach to the RFP Process – with Robin Merritt of Axsium Group - EP006 from 2018-08-07T08:00

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? Listen

Learning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek - EP004 from 2018-07-24T08:00

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 mistake...

Leveraging Diversity Certification to Win Contracts – with Heather Cox of Certify My Company-EP003 from 2018-07-16T02:01

As entrepreneurs and small business owners, we could all use a competitive advantage to tip the scales in our favor and win more contracts—and small and diverse business certifications provide o...

Developing RFP Systems that Unseat Incumbents&Win Contracts – with Amy Schuman of Myers and Stauffer - EP002 from 2018-07-16T02:00

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 ...

Hiring Kickass Employees – with Talmar Anderson of Boss Actions - EP001 from 2018-07-11T18:58:15

Hiring can be a scary prospect for entrepreneurs and small business owners. Yet trying to do it all on your own for the long-term is simply unsustainable. So, how do you go about learning to let...