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: Is there an existing relationship?  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:[email protected]   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/See omnystudio.com/listener for privacy information.

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