The main objective of this session is to help you understand the importance of having winning RFP strategies. By the time the session is over you will understand: how companies buy, the four red flags letting you know you aren’t vendor 1, and some RFP best practices.
Why “Winning RFP Strategies” Matters:
You have to know what it costs to respond to an RFP, and know the percentage of those that you win, and it will direct your strategy long term for RFPs.
- If you go into an RFP, RFQ, or RFI that you didn’t help write or that you didn’t help influence, then you are working against somebody else’s spec.
- If you understand how organizations buy today, it will change the whole way that you sell to them.
- Recognize all requirements are not created equal.
- It is important for us to get involved in the process early and be able to help shape the RFP.