Responding Successfully to RFPs

Please note that this course will take place on June 21, 22, 23 from 10:00am - 1:00pm.
It will be delivered via Adobe Connect.  Participants will require a stable internet connection with access to audio tools (headset or speakers & microphone)
More and more frequently private sector companies and government organizations are releasing Requests for Proposals (RFP’s) as part of their procurement process and moving away from the traditional bid process. Construction companies will win or lose contracts based on their responses to these RFP’s. Responding to a Request for Proposal (RFP) successfully requires knowledge, understanding and a proposed solution of the subject, while convincing the potential Owner that your company is the best suited to build their project. Your response must not just be compliant, it must be compelling as well!
Through case study of an actual RPF and the development of the RFP response participants will:
  • Understand the differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ. Your company must first pass the “RFQ” test before being invited to participate in the RFP process.
  • Learn to analyze your companies’ SWOT (Strengths, Weaknesses, Opportunity and Threats) and how to leverage these for the RFP response.
  • Learn how to analyze the RFP to:
    • Understand the Owner’s requirements both for the RFP response and the project
    • Demonstrate knowledge of the Owner
    • Understand how your company can best suit the solution
  • Create a successful strategy for developing a winning response.
  • Learn how to “Say it (sell it) in terms of the Owner’s request….not in terms of what you have to offer” Jeffrey Gitomer
  • Develop “win strategies”.
  • Learn to prepare your written response effectively while following the guidelines set out in the RFP.
  • Learn how to create a strategy with respect to the Request for Information (RFI) process and Owner/Design meetings.
  • Understand the risk and opportunity within the RFP.
  • Learn how responses to RFP’s are evaluated and how best to address the criteria.
  • Learn engaging and effective presentation techniques.
  • Create an RFP response to the Case Study – both written and presentation.
  • Present your Team’s RFP proposal.
Exclusive to this workshop is a comprehensive manual that is used as a reference and guide throughout the sessions. The manual is based on accumulated knowledge gathered over 40 years in the construction industry. It is a valuable and effective tool that contains not only practical how-to’s, checklists and templates but will also be a foundation for new processes and procedures back in the office or on the jobsite.
Virtual Classroom Sessions: 3 sessions of 3 hours each
Gold Seal Credits: 2

Event Details

Event Starts Jun 21, 2022 10:00 am
Event Ends Jun 23, 2022 1:00 pm
Capacity 15
Registration & Cancellation Deadline Jun 17, 2022 5:00 pm
Individual Price $475 Members, $575 Non-Members
Speaker Lee Kelly, Constructing Minds
Number Hours 9
Location Online

We are no longer accepting registration for this event