Episodes
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This Week on The RFP Success® Show: Mastering the Response Maze! EP143
What is the #1 question we're getting about RFPs from clients and prospects lately? Is it a tactical question about time management, contradictory requirements, or formatting? Or a high-level question about managing stress and continuous improvement? On this episode of The RFP Success Show, Lisa...
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Power Up Your Proposals: Master AI Prompts on This Week's Podcast! EP142
What's the secret to getting the most out of AI when crafting RFP proposals? Is it about using AI to generate quick responses, or are there specific strategies to fine-tune the AI's output for high-quality, customized proposals? In this episode of The RFP Success Show, Lisa Rehurik dives into how...
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Dive Into AI Magic on This Week's RFP Success® Show! EP141
What's the biggest challenge proposal professionals are facing with AI in RFPs? Is it about how to effectively integrate AI into their workflows, or concerns about losing the human touch in their responses? On this episode of The RFP Success Show, Lisa Rehurik discusses the rapidly growing role…
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Discover the Art of Winning RFPs: The RFP Success® Show Returns EP140
Welcome back to The RFP Success Show! After a brief hiatus, host Lisa Rehurik, founder and CEO of the RFP Success Company, returns with key insights from her 30+ years in the RFP arena. In this episode, Lisa takes us behind the scenes to share the most impactful lessons learned from her...
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The FAQs We Get About RFPs, Part II - EP139
What is the #1 question we're getting about RFPs from clients and prospects lately? Is it a tactical question about insurance requirements, due dates or FOIA requests? Or a high-level question about standing out from your competitors? On this episode of The RFP Success Show, I answer five more…
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The FAQs We Get About RFPs, Part I - EP138
If you had the opportunity to ask an expert questions about winning business with RFPs, what would you want to know? Do you have questions about pricing? Competing with big companies? Or recognizing when an RFP is wired? On this episode of The RFP Success Show, I answer five of the most…
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Distinction with Differentiators (The 'M&M' Episode) - EP137
To win business with RFPs, you've got to distinguish yourself from the competition in your response. But what if you don't know what your differentiators are? On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the…
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The Power of Certifying Your Company—featuring Heather Cox - EP136
Are you losing bids because you aren't certified as a small or diverse business? Heather Cox is Cofounder and President of Certify My Company, a firm that connects corporations with diverse businesses to create economic value and opportunity. On this episode of The RFP Success Show, Heather walks...
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Using AI in RFP Proposals—featuring Stephanie Nivinskus - EP135
Can you leverage AI to write RFP proposals for your business? Since ChatGPT came on the scene last November, people have divided into two camps: Some folks are afraid of the technology, and others think it's a magic bullet that will write all their copy with minimal effort on their part. But...
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Elaborating on RFP Response Answers: The 'Baked Potato' Episode - EP134
If an RFP isn't asking a question that you think it needs to ask, is it okay to provide additional information? While it's tempting to tell a client what you think they need in your proposal response, it's not always well received. Just like ordering a baked potato with butter and getting a…
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How to Set Yourself Apart in an RFP Response - EP133
How do you set yourself apart in an RFP response? We recently helped a small business client get their first RFP win. And they were up against some big players in their industry. So, what did they do to stand out among the competition? On this episode of The RFP Success Show, I'm discussing three...
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RFP Response FAQs, Part 2 - EP132
Here at the RFP Success Company, we get some of the same questions over and over. And in episode 129, we covered eight of the most common questions we get from our clients and community. On this episode of The RFP Success Show, I'm answering seven more FAQs, explaining why you can't wait until...
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80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131
Steve Schramm's team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process. So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when...
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80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130
Steve Schramm's proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI. So, Steve invested in support, and one year later, his team's win rate increased...
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RFP Response FAQs, Part 1 - EP129
What questions come up when you write an RFP response? It's likely that you share concerns with our clients and community here at the RFP Success Company. So, on this episode of the podcast, I'm answering eight of our most common FAQs, discussing why you need to repeat key information multiple...
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Shred with Ted: Assessing the RFP - EP128
Shredding an RFP is a phrase that those of us in the proposal industry use to describe how we will get an RFP ready for the proposal process, right after we receive the solicitation but before we begin writing. What does it mean to shred an RFP? And why would you add this extra step to the…
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Mistakes We Seen Vendors Make When Responding to RFPs—with Cheri Fisher & Kevin Cleary - EP127
Here at the RFP Success Company, we not only help our clients design, develop and write a top-notch RFP for submission, but they also look to us for guidance on proposal best practices. And over the years, we've noticed some common mistakes our vendors make when it comes to RFP processes. On this...
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Overcoming RFP Process Delays - EP126
What could possibly go wrong when you're responding to an RFP? My 30 years of experience has taught me that A LOT can happen and the more prepared you are, the better. So, what are the most common speedbumps I've seen proposal teams run into over the years? And what can you do to prevent or plan...
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5 Non-Negotiables to Get the 'Yes' - EP125
Are you submitting proposal responses but rarely getting the YES? Even when the RFP is right up your alley? Then, you may be missing one of my five non-negotiables for winning a bid. On this episode of The RFP Success Show, I discuss the five things you need to do to get the YES, describing why...
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Focused Bidding for the Win—with Melissa Emler - EP124
When Melissa Emler started bidding on RFPs to grow her event management business, she looked through a variety of opportunities and thought, 'We could definitely do that.' But after a year of trying to figure it out on her own, Melissa wasn't winning contracts. And the frustration of losing left...
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Finding the Right RFP Opportunities - EP123
The good news is there's a ton of resources out there for finding RFPs in the state government space. The bad news is you have to work at finding the RIGHT opportunities. So, how do you build a consistent process for identifying RFPs that are a good fit for your business? On this episode of The…
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Overcoming Weaknesses in Your Capabilities - EP122
Sometimes the RFP capability requirements are a perfect fit. But more often than not, we're just shy of what we need to really make a great showing. So, what can we do to overcome these weaknesses—now and in the future? On this episode of The RFP Success Show, I discuss how to deal with a deficit...
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Advice from a Government Contracting Officer—with Kevin Jans - EP121
What do you wish you knew about government contracting? What if you had access to a seasoned contracting officer, so you could understand the process from their point of view? Kevin Jans is President of Skyway Acquisition, a team of former COs on a mission to bridge government and industry…
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5 Red Flags to Let You Know You Need an RFP Audit—with Ted Koval & Lisa Rehurek - EP120
Are you struggling to win business with RFPs but can't figure out why? If so, you can hire a company like ours to look through past proposal responses and identify what's tripping you up. Or you can conduct your own RFP mini-audit. On this episode of the RFP Success Show, guest host Ted Koval,...
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Building Empathy into the Bid Process—with Kevin Switaj - EP119
Most proposal professionals understand the importance of putting the client at the center of the bid process. But what if a client centric proposal is not enough? According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional...
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3 Ways to Leverage Evaluation Criteria in an RFP Response - EP118
Evaluation criteria seems to be a bit of an afterthought for most companies bidding on RFPs. Sure, it's one of the first things you look at. But are you making the evaluation criteria an explicit part of your bid strategy? And are you using it to your advantage in the content of your RFP…
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Opportunities for Negotiation in an RFP Response—with Don Carmichael - EP117
Most people think there is little room for negotiation in a proposal response. But if you've done your homework to understand a buyer's needs, you can negotiate in your answers to the questions on an RFP and offer solutions they may not even be aware of. Don Carmichael is Chief PreSales…
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Writing from a Sales Perspective—with Dave Rynne - EP116
Yes, your team is qualified and capable of doing the job required by an RFP. But so is every other business that submits a response. So, how do you take your technical content and make it persuasive? What does it look like to write from a sales perspective? Dave Rynne is the copywriter and RFP...
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The Value of Systems and Processes - EP115
Are you so busy bidding on RFPs that you don't have time to build systems and processes? Creating systems may not be sexy, and it won't result in an immediate win. But if your proposal team reinvents the wheel with every new RFP, you're hurting yourselves in more ways than you realize. So, what…
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Mastering Editorial Peer Review—with Jana L. Burge - EP114
A lot of my clients think they've got editorial peer review covered. But there's a lot more to it than simply having someone read through your response and check for spelling errors. And a proposal that hasn't been through a thorough peer review lacks the professionalism you need to win business...
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Why Bidding Cold Is (Almost Always) a Bad Idea - EP113
Companies that are new to government contracting see it as a magic bullet. You respond to an RFP, and you win a lucrative five-year contract! And yes, it's easy to get excited about an opportunity that seems like a great fit for your business. But if you don't already have a relationship with the...
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The High Value of Outsourced RFP Support - EP112
Should you build your own internal RFP team? Or outsource the proposal process? If your company is just breaking into the RFP space, you may be looking at larger companies that have as many as 10 dedicated proposal professionals and wondering, is that where we're going? Is that what we should be...
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Forecasting the Future of the SLED Market—with Chris Dixon - EP111
The state, local and education or SLED market took a hit in 2020 as COVID shutdowns forced governments to shift into remote or hybrid operations. But federal funding is helping the market rebound. And money from the American Rescue Plan Act (ARPA) means opportunities for businesses to break into…
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Successes & Lessons in State Contracting: Highstreet IT—with Josh Ezring - EP110
Are you struggling with state government RFPs? Though it seems counterintuitive, you will win MORE contracts by bidding LESS. Just ask the team at Highstreet IT Solutions. They reduced their response rate from six to three formal RFPs per month. And doubled their win rate in the process. Josh...
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The Go/No-Go Decision, Part 2 - Creating a Process - EP109
Bidding on RFPs that aren't a good fit is a waste of time and resources, and it takes a real toll on your win rate—and the morale of your team. But to make better go/no-go decisions, you need a system. So, what does it look like to develop a successful go/no-go decision-making process? On this...
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The Federal Bid Protest Process, from Debrief to Decision—with Carissa Siebeneck Anderson - EP108
Let's say you have grounds to file a federal bid protest. What does the process look like? Are there steps your company can take to prepare now, before a bid protest comes up? Carissa Siebeneck Anderson serves as Of Counsel at Birch Horton Bittner & Cherot, and her practice focuses on federal bid...
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How to Navigate a Federal Bid Protest—with Carissa Siebeneck Anderson - EP107
So, your small business lost out on a federal bid. But you feel like you were unfairly scored or that the contract requirements were biased. Do you file a protest? Carissa Siebeneck Anderson is Of Counsel at the Washington DC Office of Birch Horton Bittner & Cherot. She has expertise in the realm...
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Breaking Into State Government Contracting - EP106
The $1 trillion infrastructure bill provides an opportunity for small businesses to develop a new revenue stream by way of state government contracting. But if you jump in and start bidding without a game plan, you'll lose 95% of the time. And while it might feel risky to put significant time and...
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Define & Target Your High-Value Customer—with Charles Fred - EP105
To grow a small business, you need more customers. But did you know that too many of the wrong customers is what keeps a lot of companies stuck? According to Charles Fred, low-value clients are high maintenance, hard on your people, and they take up 75% of your time. That's why it's so important…
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Consumer Psychology and RFPs—with Sean Stewart - 104
We'd like to believe that we make purchasing decisions based on logic. But consumer psychology research affirms that, in truth, we buy based on emotion. And we're unconsciously influenced by visual cues and sensory language. So, how might we apply the principles of consumer psychology and...
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How to Make the Go/No-Go Decision on an RFP - EP103
How do you decide whether to bid on an RFP? Too many companies make a go/no-go decision solely on their ability to do the work. But when you bid on everything you can do, you water down your resources. And you don't have enough time and energy to put into the opportunities you really do have a...
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Using Visuals to Tell Your Story in an RFP Response – with Ama Cobbina & Megan Skuller - EP102
We process visuals 60,000 times faster than we do text. And yet, most proposal teams see graphics as a nice-to-have. Something you add in at the last minute to make a response more visually appealing. But what if you leveraged the visuals to support the story you're telling in an RFP? What if you...
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How to Build Your Brand & Win More Sales – with Michael Zipursky - EP101
When you write an RFP, you're not just competing on qualifications and capabilities. In fact, everyone who's bidding can answer the questions from a technical perspective. But you can differentiate yourself with a strong brand and tell the story of what sets your business apart throughout a...
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Knock Your RFP Orals Out of the Park – with Andy McGowan & Ted Koval - EP0100
If your company makes it to orals, take a moment to celebrate. But remember, you haven't won the bid yet! So, how do you prepare for the RFP oral presentation? How can your team leverage orals to build rapport with the evaluators and make them want to work with you? Andy McGowan is Senior Vice...
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Partnerships That Work – with Hannah Johannsen & Anne Tarantino - EP099
So, you have nearly all the qualifications necessary to bid on an RFP, but you need to partner with another business to fill in the gaps. How do you choose the right company as a partner? What makes for a successful partnership in the proposal development process—and beyond? Anne Tarantino is the...
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How to Plan for an Effective RFP Response Timeline - EP098
Everybody assumes that the majority of an RFP response timeline should be devoted to the writing. And yes, of course, the writing is very important. But there are many other pieces of the puzzle that contribute to a win. Pieces that take more time than we realize. So, what does an effective...
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Capture Planning Best Practices – with Lisa Ehrlich & Tom Gillin - EP097
As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released. And if your team has developed a strong capture planning process, you will already know what issues the potential client is up against and have a solution that addresses…
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How to Tell Your Story in an RFP Response – with Paul Furiga - EP096
Is there a place for storytelling in business? According to Paul Furiga, story plays a crucial role in differentiating a company from its competitors and attracting customers, employees, partners and investors to the brand. But how do you figure out what your business' story is and then tell it...
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How to Build Industry Authority in an RFP Response - EP095
You know it's important to distinguish yourself from the competition in an RFP response. And one surefire way to set yourself apart is by demonstrating industry authority. But few companies do this well. It's not enough to say you have multiple years of experience or advertise how many hundreds…
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Making the Strategic Review Part of Your RFP Process - EP094
Are you making the time to do a strategic review before you submit a proposal response? If not, you're missing an opportunity to elevate the level of your RFP and stand out from the crowd. So, what does a strategic review look like? And how can you make it a regular part of your RFP process? On...
About this show
Bringing you information, strategies, or resources to help you Win more business through Requests for Proposal (RFPs).
Hosted by
Lisa Rehurek
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