Episode 004: Learning Corner: 5 Common RFP Response Mistakes – with Lisa Rehurek
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 mistakes we make in responding to RFPs?
Today, I’m going solo to walk us through the top 5 missteps companies make in crafting their RFPs. Drawing on my experience reviewing hundreds of RFPs every year, I discuss the most common problems—and how to avoid them!
I address RFPs that get off track and fail to answer the questions asked, offering strategies for structuring on-target responses. I explain why it’s so important to engage readers and focus your responses not just on YOU—but how you can provide the solution your prospective client needs. Listen in to understand the value in bidding on contracts for the right reasons and learn how to design a business development strategy that will boost your win rate and generate RFP success!
Key Takeaways
The #1 buyer complaint around RFPs that don’t answer the questions asked
How flipping the questions into statements can keep your RFP on track
My strategy around creating a table to address all parts of a question
Why it’s important to engage readers in the text of your RFP
How to talk about yourself in the context of solving the client’s problem
The danger in bidding on cold opportunities without a strategic reason
How a proper vetting process leads to a higher win percentage
The value in building relationships as part of your business development strategy
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Lisa Rehurek, Your Host