In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Amy Burton-Bradley, Consulting Director at Julian Midwinter.

We discuss:

• Should you always say ‘yes’ to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develop a reply:
1. Is there an existing relationship? 
2. Does it aligns to firm’s strategy and core business?

• How to use the first 48 hours of receiving an RFP/RFT to determine whether the firm prepares a response:
• Set up a 30min meeting with key internal stakeholders.
• Circulate the request and ensure parties read it prior to the meeting.
• Complete a Bid/No Bid checklist.
• In the meeting, share information/intel about the client: relationships, incumbents and assign responsibilities for preparing the response.
• Capture replies and reasoning as to why/why not to proceed.
• How to decline a RFP/RFT.
• Elements of a reply:
• How to standout in the Executive Summary
• What ‘value adds’ are actually valuable to a client and how to up the ante, and 
• Can alternative/creative pricing really set you apart from the next firm? 
• How much impact does the procurement team play in assessing and assigning panel firms? And why you should always - win or lose - ask for a debrief and conduct an internal meeting.
• You’ve won - wohoo! Understanding appropriate ways to get to know the client better and get a fair (greater) share of the work.

Connect with Amy:  

On LinkedIn

https://www.linkedin.com/in/amyburtonbradley/

Julian Midwinter website

https://www.julianmidwinter.com.au/profile/amy-burton-bradley/

Email Amy

mailto:abb@julianmidwinter.com.au

Resources mentioned:

20 question bid or no bid assessment checklist https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-bid-no-bid-checklist.pdf

Tender and bid debriefing guide for internal teams

https://www.julianmidwinter.com.au/wp-content/uploads/2014/12/jma-tender-and-bid-debriefing-guide-internal-teams.pdf

Blogs mentioned:

Why firms keep bidding on losers and what you can do about it

https://www.julianmidwinter.com.au/2019/03/why-firms-keep-bidding-on-losers-and-what-you-can-do-about-it/

How to run a kick-off meeting for your tender, bid or proposal

https://www.julianmidwinter.com.au/2019/05/how-to-run-a-kick-off-meeting-for-your-tender-bid-or-proposal/

Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

https://www.julianmidwinter.com.au/2017/12/same-same-but-different-best-practice-for-recycling-boilerplate-tender-bid-proposal-content/

Leveraging a tender or bid win to get more than your fair share

https://www.julianmidwinter.com.au/2018/05/leveraging-a-tender-bid-or-proposal-win-get-more-than-your-fair-share/

Tender debriefing with the client

https://www.julianmidwinter.com.au/2013/01/tender-debriefing/

Episode Transcript:

https://www.professionallychallenged.com/