Lindsay Miller’s Post

A proposal fairy dies each time you participate in a blind RFP. If you didn’t influence the prospect’s RFP, it’s highly likely one of your competitors did. This is especially true in the SaaS world. I’m not saying you have *zero* chance of winning a blind opportunity, but you’ve got better odds seeing me with my hair outta the messy bun or ordering an appletini over a bourbon. And when’s the last time either of those things happened? (I’ll wait.) There are various ways to strategically influence the RFP *before* it's an RFP – each important, but most powerful when used together: 1. Build relationships with relevant stakeholders and decision makers. 2. Gain solid executive alignment. 3. Act as a trusted resource for the prospect, leading the conversation, delivering demos, answering questions, sharing best practices, and guiding them along the way. 4. Offer up an RFP template (lovingly sprinkled with land mines that clearly position you above your competitors, of course). Set your business up for success long before the RFP hits. Besides, no one likes a fairy killer. 

Not saying it's impossible - I've won one blind RFP, and lost one that I influenced to a blind bidder (who undercut my price by 60%, you know who you are) But I strongly believe pursuing blind RFPs are a waste of time because the buyer has almost always shopped around informally before it was released. In most Q&A sessions, someone will ask if the agency has taken any demos in the last 12 months. Most of the time, they will say no - and it will be a lie. (I know this because I've seen them lie on my behalf.) Our time is better spent finding deals that don't have to go to RFP. (Non-RFP competitive processes are more beneficial for the buyer as well but that rant is for a different time.) Or, at the very least, getting your foot in the door early and influencing the deal before the RFP comes out. Disclaimer: The calculus changes as the company moves upmarket and has more support staff to write RFP responses. But I ain't touching blind RFPs if it's less than $100k ACV and I'm doing the responses myself.

Getting on Tender Lists Doesn’t Have to Be a Mystery Let’s face it... getting noticed by main contractors and decision-makers isn’t easy. Most tradies feel like they’re banging their heads against a brick wall. That’s where our cold email campaigns come in. We do the legwork: Identify the right decision-makers (not just generic emails) Tailor campaigns to showcase what you bring to the table Open doors to get your business considered for tenders This isn’t about spam... it’s about strategy. Want to stop waiting and start winning? Let’s make it happen.

Most RFPs are a waste of time for salespeople and valuable team resources. If you’re late to the party. Here’s what I mean 👇 A potential 6 or 7-figure RFP unexpectedly lands on your lap. You get super excited. Start engaging your SE and technical resources to respond. Over the next couple of weeks you and the team are heads down completing the lengthy questionnaire. You are included in the demo weeks later along with the 2 other vendors they’re evaluating. A month later you hear that you aren’t the selected vendor. and start questioning what went wrong. The reality? You had very little chance to begin with. Your prospect already had a pretty good idea of the vendor they’d be moving forward with before they even released the RFP. The questions you should’ve asked yourself when the RFP landed on your lap: - were we engaged with them prior to release? - did we help co-create or help build the RFP? - are they willing to meet so we can learn more? - are they willing to meet with you so you can do a discovery? If it’s a no… then I’d recommend walking away. The last thing you want to do is take up your valuable cross-functional teams time to respond to a complex and lengthy RFP… where you have little chance to win. ………………………….. If a prospect has released an RFP and it’s the first time you’re hearing about it you’re a little too late the party. P.S. there are exceptions in the government / public sector space The lesson: use your time (and your teams time) wisely

I’d like to explore something with you all…  RFPs I’ll start with saying we have been blessed to have been invited to a number of amazing RFPs recently. Additionally, there have been a number where we’ve been given the opportunity to connect, get to know the team, and the requirements ahead of time.  Some we’ve even been able to present prior and better even, some we’ve gotten to know well enough, we’ve been able to provide insight and guidance prior.  Yet!  There are a number of organizations that are still running RFPs with a bit of an iron fist approach.  Where the structure is such that you’re not able to meet the team, you’re not able to engage outside of a very strict process.  Even, if you make it through to the other side, some are still keeping the two teams apart through the contracting process.  I’m wondering why organizations are still running RFPs in this fashion?  I suspect it has something to do with keeping an even playing field. Yet, at some point, before contracts are signed, don’t both sides want and deserve to get to know those they would be working with?  Would love to hear your thoughts on this. And also, when RFPs are run with the strict process, have you been able to humanize your responses? If so what have you done? Do you find that helps/works?    #sales #rfp

Still Waiting for the RFP or Tender??? If you're a potential vendor and you want to be considered, you need to reach out now. Share your insights, ask questions, and build a relationship. By the time the RFP or Tender drops, it might be tool late. 🤔 How do you do that? Join us for our latest webinar: "How Salespeople Can Win More RFPs and Tenders ... and How Proposal Teams Can Help" on November 13th at 11AM EST. ➡️ Join Cheryl Smith, Xait's senior proposal specialist, and David Seibert, sales and proposal pro, and author of "The Sales Manager's Guide to RFPs" and "Proposal Best Practices," for actionable strategies and tips you can use to secure a competitive edge! Secure your spot! https://hubs.la/Q02XP0330

Responding to RFPs can be challenging, but with Ernest's strategic insights, you can transform this task into an opportunity. Our AI-driven guidance helps you craft compelling proposals that showcase your strengths and address the specific needs of your prospects. Discover how Ernest can help you excel in RFP responses and win more contracts. https://bit.ly/3R4cdUL

Want to close new deals without cutting prices or giving away free ideas? Let me teach you about the Winning RFP Process. ✨Use this to close $$$$ your deals that are worth it. Securing new clients through the RFP process can be challenging. Especially with common misconceptions that can hinder your success: Myth 1: Submitting a flawless proposal guarantees a win. Myth 2: Dropping prices or offering free ideas showcases your expertise Myth 3: A friendly call will seal the deal. Here’s How to Actually Win: ↳Start with a Discovery Call. ↳Understand the prospect’s needs. ↳Build a connection. ↳Demonstrate your commitment to a long-term partnership. ➤This sets a strong foundation and shows you’re genuinely interested in solving their problems, not just closing a deal. ↳Schedule a Joint Proposal Review Call: ↳Address any concerns. ↳Clarify doubts. ↳Ensure everyone is on the same page. ➤This collaborative approach ensures that your proposal is tailored to their specific needs and shows your willingness to work closely with them. Follow-Up If the Deal Doesn’t Go Through: ↳Gather feedback. ↳Understand where you can improve. ↳Refine your future RFP responses PS: Have you tried any of these strategies in your RFP process? What has worked best for you? Let’s discuss in the comments!👇

Sales teams, what do you do when you get that "Nightmare RFP" ? We asked Pradeep Nayar, Global Bid Manager @ WalkMe™ how his team avoids this scenario. Here's his advice: - Spend more time with your rep to really understand the context. - Focus on quality of the response package. - Automate as much as you can. Got any advice to avoid a painful RFP? Drop it in the comments ↓↓

BIG SPEAKING GIG today at the RFWIN24 event. I will be chatting about WIN THEMES and how you can win at a higher price, if you have EXACTLY what the customer told you they wanted. Some contractors hate the idea that at least one of the competitors out there knows exactly what the customer wants - but that's the risk every time you bid. Someone always has the customer's ear - starting with the incumbent. (But what if you found out they're ready to boot the incumbent this time?) FAR 15.201 Encourages contracting officers and program managers to engage with industry about needs coming up. So you have to stop writing blind bids that are written with general verbiage pumped out by AI products - and start to get in touch with the people inside the agencies who will be affected by the changes happening with this project that you are proposing. If you don't customize and tailor every answer to your client's proposal questions, your proposal is going in the loser pile with feedback that you didn't understand the customer's needs - or the scope of work. You've GOT to get in front of your clients, in front of the bid release, in front of their understanding of what they want, their fears of what may go wrong and make sure you're getting this information from the right source! How do you KNOW when you're going to win the bid? You don't always know 100% because the customer could be talking at least three other vendors, but you at least KNOW that you've got something special baked into that proposal - called the WIN THEME. If you're ready to stop the madness of writing proposal after loser proposal, and to get your business back on track with building RELATIONSHIPS for FY2025 that matter, let's discuss my one-on-one Three-Step Program where the final product and your understanding of your specific federal agencies will catapult your business - a year ahead. Let's Go! Eileen Kent Your Federal Sales Guide