Скачать или смотреть Unpacking the RFP Process: How to Win Your Next Proposal (22-12-25)

In this inaugural episode of the Pearstop podcast, we address the enormous amount of work involved in Requests for Proposals (RFPs) and explore strategies to optimize the process and improve your chances of winning. We unpack what it is like to write an RFP, discussing how to win and how not to, while addressing common misconceptions so you can be ready for your next proposal.

The discussion moves beyond just reading the documents to emphasize the importance of understanding the client's real problem and what they are actually trying to solve. Procurement cares about integrated complete costs, implementation risks, and resources, rather than just the price put on a proposal. Therefore, engaging with the client to build a partnership during the process is essential to winning.

We also examine why speed is one of the essential elements in RFPs, as it allows you to deliver quality and keep prospects engaged. We break down the three areas where speed wins: speed to engage off the bat with a draft that addresses the real problem, speed to clarify buyer insights and questions, and speed to submit a finished proposal calm, clean, and without last-minute chaos. Finally, we touch upon how new technology can help achieve these goals by breaking down departmental silos and making essential information centrally available.

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