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Playing the RFP Game to WIN

Code: 13619-DL

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List Price:  $299.00

Member Price:  $199.00

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Speaker: Frank Lippert, Founder, Go! Strategies
Recorded: 9/25/2013
Length: 90 minutes

Once again, too many engineering firms are playing the RFP game by starting when the RFP hits the streets. The tension of a difficult economy, the stresses of keeping a work force employed and productive, and the basic business need to be profitable culminate in a stomach-churning panic. It results in a philosophy that basically says, "we have to propose more to win more." Step back, take a deep breath. You can propose less and win more. When the RFP hits the streets, its too late. You are wasting precious overhead dollars and burning out marketing and business development staff.

"Playing the RFP game to WIN!" focuses on how to position your firm ahead of the RFP. Beyond simply building strong relationships with clients, it takes a good strategy, a well thought-out plan, and most importantly the right amount of where-with-all to follow through on it. Winning the RFP game is about genuinely understanding what the client is asking for, often times when the client themselves is uncertain. Getting to the root of what a client genuinely needs presents a world of opportunity for good seller/doers: those true consultants, who listen carefully, invest time wisely, and thoughtful, and most of all, determined In following a plan. When done right, your firm can be at the table to help write the RFP.

The session offers participants a variety of creative ideas that can be put to work that day. These include different ways to uncover a client's real needs, to put together an unbeatable team, to track competition, and more. The session offers the blueprints for strategy and the team needed to win the RFP game.

Frank Lippert, FSMPS, CPSM, is the founder of Go! Strategies in Portland, Oregon and the immediate past president on the national board of directors for the Society for Marketing Professional Services. He provides strategic pursuit planning, strategic market capture planning, and the creative design and implementation of business development processes to clients nationwide. Frank is all about helping seller/doers work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C Firms business development strategy on track. A good strategy and a focused approach to winging work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Frank speaks nationally on business development and marketing related topics to professional organizations across the A/E/C industry. He has been recognized as an SMPS Fellow (FSMPS) and is a certified Professional Services Marketer (CPSM).
 
 
Product Details:
Author(s): Lippert, Frank

ISBN:
Year Published: 2013

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