RFP Masterclass
22nd March 2018
Price
all costs are exclusive of VAT
IABM Member Rate
£350, €420, $525
Please note, member complimentary places are not applicable on this course.
Non IABM Member Rate
£450, €540, $675
No-one enjoys writing RFP responses. Whether it’s a written document or Excel matrix, most buyers insist on an RFP (or PQQ, RFI or RFQ) as part of their buying process. Solution providers hate having to answer them and frequently end up making basic mistakes.
A weak RFP submission risks undoing months of sales effort if it fails to promote the value and benefits of your solution to an audience of business decision makers – many of whom you’ve never met. And a poor RFP process will cost you days of stress and wasted time.
In this interactive, practical and fun one-day workshop for broadcast and media technology suppliers, you’ll learn how to…
Whether you’re about to write your first RFP submission or you’re a sales veteran, you’ll enjoy and learn from this course. Anyone in sales, pre-sales or product management roles who has to sell a solution on paper will gain valuable new skills, tips, techniques and practical advice.
We can also provide a bespoke course for your team at your location of choice if you have four or more delegates. Please contact marketing@theiabm.org to book.
A minimum of five delegates is required each day to run the workshop. Group sizes are limited to a maximum of 10 delegates to keep the Masterclass as interactive as possible.
We’ll cover the following topics during the workshop through a mixture of case-study examples, best-practice knowledge sharing, interactive exercises and a final real-world RFP team challenge to practise the new skills. There will be a little bit of pre-course homework to prepare!
all costs are exclusive of VAT
IABM Member Rate
£350, €420, $525
Please note, member complimentary places are not applicable on this course.
Non IABM Member Rate
£450, €540, $675
No-one enjoys writing RFP responses. Whether it’s a written document or Excel matrix, most buyers insist on an RFP (or PQQ, RFI or RFQ) as part of their buying process. Solution providers hate having to answer them and frequently end up making basic mistakes.
A weak RFP submission risks undoing months of sales effort if it fails to promote the value and benefits of your solution to an audience of business decision makers – many of whom you’ve never met. And a poor RFP process will cost you days of stress and wasted time.
In this interactive, practical and fun one-day workshop for broadcast and media technology suppliers, you’ll learn how to…
- Earn pole position on the shortlist and increase sales with stand-out responses
- Sell the benefits of your solution with eye-catching text, images and structure
- Save stress, wasted time and last-minute panic with effective bid management
Download course brochure here >>
Who’s the expert?
The RFP Masterclass is run by Rob Ambrose, an experienced trainer, consultant, pre-sales manager and writer with 30+ years’ experience in media technology. Rob has written and assessed more RFPs than is healthy and has battle scars from both sides of the buying and selling process. He knows what works, where to focus the effort, the pitfalls to avoid, and how to guarantee your spot top of the shortlist. He’ll share his tips and tricks for a repeatable and successful RFP process and reveal best-practice examples and horror stories from industry procurement experts.Who’s it for?
Whether you’re about to write your first RFP submission or you’re a sales veteran, you’ll enjoy and learn from this course. Anyone in sales, pre-sales or product management roles who has to sell a solution on paper will gain valuable new skills, tips, techniques and practical advice.
We can also provide a bespoke course for your team at your location of choice if you have four or more delegates. Please contact marketing@theiabm.org to book.
A minimum of five delegates is required each day to run the workshop. Group sizes are limited to a maximum of 10 delegates to keep the Masterclass as interactive as possible.
What are we going to do and learn?
We’ll cover the following topics during the workshop through a mixture of case-study examples, best-practice knowledge sharing, interactive exercises and a final real-world RFP team challenge to practise the new skills. There will be a little bit of pre-course homework to prepare!
Managing the RFP process
- Qualifying the opportunity to avoid wasting time on no-hope RFP responses
- Managing an effective and efficient bid team
- Focusing on your customer, using effective questions and calls
- Avoiding the last-minute panic with effective people, time and project planning
Creating the value proposition
- Reading between the lines to uncover your customer’s real needs
- Understanding the customer’s pain points
- Building your win themes and compelling value proposition
- Knowing your audience and decision makers
Building compelling content
- Communicating compelling clear messages with structure, text and images
- Dealing with Excel matrix responses – and the prisoner’s dilemma
- Writing attention-grabbing executive summaries
- Bringing your solution to life while answering the customer’s tricky questions
Dealing with the tricky stuff
- Challenging the customer’s process with a different approach
- Fixing gaps in your solution
- Dealing with implementation, integration and partnering problems
- Pricing problems – what number to put?
Reviewing for success
- Choosing your review team to be effective and critical
- Avoiding mistakes – and the danger of making them
- Checking you avoid the common mistakes and pitfalls
- Ensuring your boss doesn’t demand a last-minute re-write
Making it easier and quicker next time
- Maximising the repeatable value of your content
- Using cloud tools to maximise the speed and efficiency of your RFP process
- Simplifying future RFP responses with free tools for managing content
- Learning from every bid, successful or not, with customer feedback and post-mortem