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Responding to the RFP The Vendor’s perspective

10052016 ssp seminar2_newsham

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Page 1: 10052016 ssp seminar2_newsham

Responding to the RFPThe Vendor’s perspective

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SLAs and SLTs Case studies References Samples

Cover letter Executive Summary About us Security Statement

Proposal Builder Software

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You’ve received an RFP.

now what?

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Read it

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Seek Guidance

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Establish your Win Themes

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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

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Collect Your Questions

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Pricing

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Frame your response

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Grammar Counts

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Final, internal, stakeholder review

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Submit it before the deadline

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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

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Incumbent vs Challenger

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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.

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Negotiation

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Celebrate

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Post-mortemWin or lose, you need to review what

transpiredTake note of what worked, and what you’d do

differently

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Pet Peeves