Episode 125: Generating More Revenue by Winning More RFPs—with Lisa Rehurek
Do you include responding to Requests for Proposals (RFPs) in your mix of consulting business strategies? If not, you are likely leaving money on the table or missing an opportunity to make money assisting clients with responding to RFPs.
But RFPs are not for the faint of heart. They are often highly competitive and take a lot of time and energy. So you better get darn good at them if you want a high enough win rate to make this strategy worth it.
In this Craft of Consulting podcast episode, I interview RFP expert Lisa Rehurek, CEO of the RFP Success® Company. She spills her top strategies for making good choices about what RFPs to pursue and responding to them so you get more wins. She also reveals the top dos and don'ts that can win or lose awards.
Lisa Rehurek knows all the secrets behind generating revenue by winning more RFPs. In this episode, we talk about:
Understanding why you should even consider responding to RFPs in your consulting business
Knowing when not to respond
Reading the proposal and ensuring you can meet the requirements
Embracing that many RFPs have internal contradictions that you will have to address
Clarifying how your solution is going to work for the entity that issued the RFP
Recognizing that human beings are reading your responses and catering to their realities
Getting the technical stuff right but standing out by not being boring
Doing three most important things right every time
Knowing what your job is to convince them that you have the best solution
Using Lisa’s four-by-four framework to have the right elements for winning more
Having your RFP strategy emerge out of your overall business strategy
Tracking your win rates, debriefing after every RFP response, and adjusting what you do so you increase your win rates over time
For more information about Lisa Rehurek:
The RFP Success Book:
The RFP Success Show (podcast):