Learn how to win RFP competitions by understanding client decision-making and aligning your strategy without competing on price.
This course reveals how to successfully navigate the challenging world of RFP competitions. You'll learn to understand what influences client decisions and how top service providers align their strategies to win, even when price isn’t the main factor.
How clients choose service providers in RFP competitions and how elite providers align and win.
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.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.
5 Lectures
5 Lectures
1 Lectures
Bob Potter is the managing principal of RA Potter Advisors, LLC, a marketing and sales strategy consulting practice for service providers. His clients include top financial (banks, investment banks and commercial real estate) and professional services firms (consulting, accounting, technology, architecture and law). Over the past 18 years he has taught thousands of service providers how to improve this critical...
Great so far
I am seeing a clear, concise breakdown of key points.
I am new at researching and writing RFPs for my marketing company and this course gave good insight into how to write them and what clients are looking for.
It is good so far
Very informative and useful information, 4 out of 5 only because Section 1 ''Position Difference, Preference and Proof versus Competition'' Image (Proof Statement) did not load.
This is a great match for me. It applies to my career in government contracting and aligns to future goals of starting a similar business.
written part should have been a video, and written material as supplimentry reading
very thorough, thought provoking and easy to apply (I started applying before the course was over!).
Good course but i can't download the reading material
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Tahira K.
I have been more involved in RFPs lately and this course helped me understand how RFPs are more than just providing information about your own organization. It is important to help the customer be aware of how what we offer can cater to or be tailored to their requirements.