Free Download The Art Of Winning Requests For Proposals (Rfp'S)
Last updated 6/2019
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz
Language: English | Size: 261.48 MB | Duration: 1h 6m
How clients choose service providers in RFP competitions and how elite providers align and win.
What you'll learn
Significantly improve your chances to win competitive Requests for Proposals (RFP's) without competing on price, fees and rates.
Provides a map and navigation tools for winning RFP's
Understand then align the the client's motivation and decision process.
Learn how to create a Preference Value Proposition that makes it easier for client to choose you.
Requirements
This course is gleaned from the comprehensive Third Level Selling course. It is for those who want to focus on winning RFP's. If you have taken the Third Level Selling course, you already have access to this content.
Description
Service provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are "buying" the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client's increased choice. The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.
Overview
Section 1: Is There a Better Way to Play the RFP Game?
Lecture 1 Is There a Better Way? Reading
Lecture 2 Is There a Better Way? Video
Lecture 3 Airbags: Why You Are Being Commoditized
Lecture 4 Accelerate Your Message with Difference, Preference and Proof
Lecture 5 Accelerate Your Message: Reading
Section 2: The RFP Decision Funnel: How and Why Clients Choose One Competitor Over Another
Lecture 6 The RFP Decision Funnel: How and Why Clients Choose You - Video
Section 3: Navigating The RFP Decision Funnel
Lecture 7 The Decision Funnel: Reading
Lecture 8 Navigating The RFP Decision Funnel Level 1
Lecture 9 Navigating the Decision Funnel: Level 1 Reading
Lecture 10 Navigating the RFP Decision Funnel Phase 2
Lecture 11 Navigating the RFP Decision Funnel Level 2 Reading
Section 4: Third Level - Becoming a Strategic Partner
Lecture 12 Navigating the RFP Decision Funnel Third Level
Lecture 13 Tale of Three Landscape Architects
Section 5: Third Level Proposal Presentations
Lecture 14 Third Level Proposal Presentations Video
Lecture 15 Third Level Proposal Presentations Reading
Section 6: Conclusion - Becoming a Strategic Partner
Lecture 16 Third Level: Strategic Partner
Those who are responsible for or participate in the Request for Proposal (RFP) process.,Those who have not already taken the comprehensive Third Level Selling course
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