Carl Dickson

<p> Highlights... </p> <p> 3:40  - I discuss how much structure do you might already have and understanding how your needs and priorities impact how your approach pre-RFP structure and process<br> 13:19 - I discuss the the Goldilocks dilemma and how it impacts pre-RFP pursuit before presenting an approach to resolving it<br> 18:00 - I show the utility of Pursuit Capture Forms and how to use them to building pre-RFP structure around simple questions and answers<br> 19:59 - I discuss taking action on your intel instead of just collecting it<br> 21:25 - I tak about introducing structure<br> 28:10 - I talk about conducting online opportunities reviews<br><strong>31:16 - I show how to drive your pre-RFP intel into the proposal</strong><br> 34:16 - I talk about minimal structure<br> 35:53 - I introduce Mark Amtower who talks about using  LinkedIn during the pre-RFP pursuit<br> 38:17 - I describe how to prompt your staff to take action during the pre-RFP pursuit and how to get the proposal input you need<br> 39:26 - I discuss tailoring pre-RFP questions and using them to change behavior<br> 40:19 - I talk about how minimal efforts can have major implications<br> 42:53 - I talk about using these approaches to create proposals that matter to the customer<br> 43:40 - I present some purchase options for MustWin Now<br> 46:15 - I answer questions related to templates, activities, remote teams, how early to start, panic at RFP release, how to file your intel, and more </p> <p> <br>   </p>

<p> This eBook is your reward for signing up for our newsletter. It addresses how to write great proposals, bid/no bid decisions, winning before the RFP is released, proposal re-use repositories, improving your win rate, and more! </p> <p> Within a week you should receive your first copy of our newsletter, with new free content and updates. </p>

<p> Why do customers ask you to describe your approaches in your proposal? What do customers care about related to your approaches? It's not what it seems... </p> <p> Plus strategies for writing about your approaches, what you should avoid when writing about them, what the customer will evaluate, and what can make the difference between winning and losing your proposal. </p>

<p> A classical model for project management and organizational development is to look at people, processes, and tools. Consider all three during each part of this exercise. </p>

<p> Why do customers care about your capabilities? What do customers care about that's related to your capabilities? How do you use your capabilities to support other things that customer cares about? Strategies for writing about capabilities. What should you avoid writing about and what will the customer evaluate? What can make the difference between winning and losing? </p>

<p> Creating process support items can provide reminders and inspiration to staff reaching out to potential customers. The following provide examples of things you can create to help your company get ahead of the RFP, gain customer insight, and earn goodwill. They help lay a foundation for bringing structure to the pre-RFP phase through guidance and process. </p>

<p> After reviewing the course materials for the first module, discuss the issues with your stakeholders. During our next online meeting we will discuss these topics. </p>

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<p> Getting ahead of the RFP is critical for relationship marketing and obtaining an information advantage. Getting ahead of the RFP does not have to be hard, but it can take a long time. Those that put the time and effort into it are able to achieve an information advantage as well as a competitive advantage. </p> <p> This is a PDF handout, suitable for printing. It includes a cheat sheet you can print and posts on your wall as a constant reminder. </p> <p>   </p>

<p> Form for implementing our recommendations from the article, <a href="<___base_url___>/proplibrary/item/1366-36-ways-to-tailor-proposal-re-use-content-before-using-it/" rel="">36 ways to tailor proposal re-use content before using it</a>. Use it to assess proposal re-use material against the current environment to enable you to determine how to best tailor it. </p>

<p> This is the recording from a webinar hosted by Carl Dickson of PropLIBRARY and presented by <a href="https://growfedbiz.com/federal-business-intensive-b2b/ref/5/" rel="external nofollow">Judy Bradt of Summit Insight</a>. The topic of the day was how government contractors can fill their pipelines with leads through better sales planning and customer outreach. In order to capture and win what you pursue, you need solid leads that you can take through the process. Judy Bradt's program is just what you need to get into position to use our recommendations to close your sales.  </p> <p> In the video, Judy answers a ton of questions ranging from, "How do I figure out who to make contact with?" to "How to get I get them to pick up the phone when I call?" She also provides a bunch of examples from her Federal Business Intensive program where she helps companies identify leads, create the sales plans, and develop the customer relationships that are so critical for getting into position to win. </p> <p> On PropLIBRARY you'll find a ton of advice about how gaining an information advantage enables you to transform your proposals and greatly increase your win probability. In this webinar, Judy explains some of the things you need to do to gain that information advantage. When you put the two together, you get a solution that covers both how to generate leads and how to close them. </p> <p>   </p>