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Writing a Winning RFP

Increasingly, the ability to respond effectively to a Request for Proposal (RFP) from current and prospective clients will help you to retain and grow your business.  This program teaches the skills and concepts to write a tailored RFP which will increase your likelihood of winning more RFPs for your organization. In particular, everyone will learn the most critical success factors in terms of what to write (key content) and how to write it (writing style and organization). The workshop also will teach common mistakes that are often made when responding to RFPs, such as lack of clarity about benefits for the client and using a scripted, rather than a personalized, writing style.

This workshop is intended for anyone who participates in the RFP process.  Those who will benefit from this workshop include sales professionals, sales support personnel, managers, and other internal departments such as marketing and database support.  If possible, it is recommended that the entire RFP team attend together. Each person or team will have the opportunity to work on critical segments of a real life RFP during the workshop.

The Writing a Winning RFP workshop can be customized in content and duration, depending on the needs and experience of your employees.  We encourage management to participate so that they can reinforce the skills after the workshop with each employee.

Sales Training And Results, Inc. (STAR) provides a full line of sales, sales management, communication, and customer service training programs including customized instructor-led training, online training, blended learning, coaching and consultation and train-the-trainer programs.  View one of our free webinars by visiting our Online Sales Training page.

Writing a Winning RFP Workshop Objectives 

• Improve understanding and use of recommended format/sequence for RFPs and sales proposals
• Identification of 4 distinct Writing Styles, and when/how to use each one effectively
• Hands-on practice writing and improving critical sections of actual RFPs throughout the day, resulting in a post workshop resource of improved RFP samples 
• Increase versatility and comfort level in using the IDEAL® approach to various segments of the RFP
• Improve the skills needed to communicate benefits and differentiators to the client that distinguish your company, products and services
• Identify when and how to pro-actively address the most likely objections from a particular client
• Learn to write an impactful Executive Overview

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