How to Avoid the Pitfalls of a Bad RFP
- Cal Harrison
- Jennifer Kelly
- Thu, Oct 3, 2013, 12pm ET
- 90 minutes
Professional services firm owners, consultants, and marketers are frequently required to respond to a request for proposal (RFP) when competing for a new client or project. For many, it's the first step in the long dance of acquiring a new piece of business. While on the surface RFPs seem like the perfect way for professional services firms to find and close a new opportunity, they too often represent mountains of unpaid work with very little chance of success.
This PRO seminar will help consultants and other professionals to understand their options when faced with a bad RFP, explore how to overcome the most common problem areas, and how to maximize their chances for success if they choose to proceed.
Cal Harrison is the president of Beyond Referrals, a speaker, writer, and university lecturer. He has shared his sales and marketing strategies with professional services groups, including the Harvard Business School Alumni, the Institute of Management Consultants USA, Women in Consulting, and other professional and university audiences. Harrison's first book, The Consultant with Pink Hair, debuted in 2012 on the best-seller list at McNally Robinson—Canada's largest independent bookstore.
Who Should Attend?
Anyone who has to respond to RFPs in the management consulting, graphic design, advertising, PR, writing, and other professional services sectors as part of their business development process.
What Will You Learn?
- How to decide if the RFP project is worth your time
- How to address common RFP issues, such as lack of budget disclosure, requests for "free consulting," and the inappropriate sharing of questions and answers by the buyers
- How to "get ahead" of the RFP and pre-empt its use by a potential client
As a special bonus with this PRO seminar, ten lucky winners will be chosen at random to win a free copy of Cal Harrison's book, The Consultant with Pink Hair, the story of Andrew Braun and Lou Di Angelo, partners in a fictional management consulting practice struggling with the real life challenges of being just another consulting firm in a crowded marketplace. To qualify, simply complete the short survey at the end of the live Q&A session.
You have two choices. You can pay as you go, buying single sessions that interest you. Or you can buy a PRO membership, and attend all our new PRO seminars and Take 10 webcasts over the next year, plus watch hundreds more from our library on-demand.