10052016 ssp seminar2_newsham
TRANSCRIPT
Responding to the RFPThe Vendor’s perspective
SLAs and SLTs Case studies References Samples
Cover letter Executive Summary About us Security Statement
Proposal Builder Software
You’ve received an RFP.
now what?
Read it
Seek Guidance
Establish your Win Themes
Kick-off Meeting Forward the RFP with
notations for each stakeholder in advance of the kickoff meeting
Include all stakeholders as determined in your RFP Response Process
Communicate the win-theme
Provide as much competitive information as possible
Ensure everyone is aware of key dates
Indicate location of critical resources such as the google calendar for the response
Set clear expectations
Collect Your Questions
Pricing
Frame your response
Grammar Counts
Final, internal, stakeholder review
Submit it before the deadline
Prepare for the PitchAssemble your “away team”Frame your presentationEstablish your preparation plan
Yes, everyone needs to rehearse No, you don’t “have it down” already
Incumbent vs Challenger
Take Nothing for GrantedBe preparedBe OVERLY preparedFunction as a team from the moment you enter
the building to the moment you walk in your door at home.
Negotiation
Celebrate
Post-mortemWin or lose, you need to review what
transpiredTake note of what worked, and what you’d do
differently
Pet Peeves