The Art of Winning Requests for Proposals (RFP's)
Focused View
Bob Potter
34:54
124 View
1 - Is There a Better Way Video.mp4
03:11
2 - Is There a Better Way Reading.html
3 - Airbags Why You Are Being Commoditized.mp4
02:26
4 - Accelerate Your Message with Difference Preference and Proof.mp4
02:54
5 - Accelerate Your Message Reading.html
6 - The RFP Decision Funnel How and Why Clients Choose You Video.mp4
03:42
7 - The Decision Funnel Reading.html
8 - Navigating The RFP Decision Funnel Level 1.mp4
03:55
9 - Navigating the Decision Funnel Level 1 Reading.html
10 - Navigating the RFP Decision Funnel Phase 2.mp4
02:22
11 - Navigating the RFP Decision Funnel Level 2 Reading.html
12 - Navigating the RFP Decision Funnel Third Level.mp4
03:16
13 - Tale of Three Landscape Architects.mp4
08:33
14 - Third Level Proposal Presentations Video.mp4
02:56
15 - Third Level Proposal Presentations Reading.html
16 - Third Level Strategic Partner.mp4
01:39
Description
How clients choose service providers in RFP competitions and how elite providers align and win.
What You'll Learn?
- Significantly improve your chances to win competitive Requests for Proposals (RFP's) without competing on price, fees and rates.
- Provides a map and navigation tools for winning RFP's
- Understand then align the the client's motivation and decision process.
- Learn how to create a Preference Value Proposition that makes it easier for client to choose you.
Who is this for?
What You Need to Know?
More details
DescriptionService provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are “buying†the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client’s increased choice.
The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.
Who this course is for:
- Those who are responsible for or participate in the Request for Proposal (RFP) process.
- Those who have not already taken the comprehensive Third Level Selling course
Service provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are “buying†the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client’s increased choice.
The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.Who this course is for:
- Those who are responsible for or participate in the Request for Proposal (RFP) process.
- Those who have not already taken the comprehensive Third Level Selling course
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Bob Potter
Instructor's CoursesBob Potter is the managing principal of RA Potter Advisors, LLC, a marketing and sales strategy consulting practice for service providers. His clients include top financial (banks, investment banks and commercial real estate) and professional services firms (consulting, accounting, technology, architecture and law). Over the past 18 years he has taught thousands of service providers how to improve this critical area of success.
He is the author of Selling Real Estate Services: Third Level Secrets of Top Producers and Winning In The Invisible Market: A Guide To Selling Professional Services In Turbulent Times and developer of the Third Level Sales and Service training programs.
Bob spent 35 years in business development with companies that included IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. He co-founded, merged, IPO'd and sold an internet financial technology company in 2000 and started RA Potter Advisors to help others develop and communicate differentiated value propositions and accelerate business relationships to win and retain committed clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley.
He can be reached at 415 717-1662 or [email protected]
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- language english
- Training sessions 10
- duration 34:54
- English subtitles has
- Release Date 2022/11/22
