{ "media_type": "text", "post_content": "What is the process of an RFP and winning a project? I am a senior con interested in learning the process of getting business to come in eventually. Is this always done between you and the client in a silo, or are there sometimes competitors in the room as well?", "post_id": "5f3554104796db002fdc715b", "reply_count": 15, "vote_count": 2, "bowl_id": "552d1d24dc1c586b09d2d051", "bowl_name": "Consulting" }

What is the process of an RFP and winning a project? I am a senior con interested in learning the process of getting business to come in eventually. Is this always done between you and the client in a silo, or are there sometimes competitors in the room as well?

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We have an internal training and internal certification for this. Are you a B or C level senior con? The fact that you haven’t been involved in the RFP process as an SC is a little shocking to me.

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I am a B-level SC in Invent (some SCs are C-level). I have been involved with the entire process; scoping, building, orals. I’m billable full time and still involved with this process. You can DM for more details.

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i don’t think i have ever heard of a client ask competitors to face off in the same room. i have heard of a client having back-to-back presentations from competitors and them seeing each other in the building. but consider what it says about the client if they have you in the same room: 1) they aren’t giving you their undivided attention. they are literally dividing it between you and the competitor 2) they like theatrics 3) they are unable to make a rational decision on their own

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Yeah sort of, but he thought it was a bit strange still, because your questions can give some indications as to what you are including in your proposal

Do the SPSC program on mylearning

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I can only speak to federal clients. In that space it all depends. It sounds like you may want some type of direct award if you’ll work directly with the client for organic growth. By the time you are at the RFP stage you should have interfaced with the client numerous times and have a good idea of what will be in the RFP or if it’s geared toward a particular company. Again, federal space, about 18 months. Best way to grow work is to be aware of client pain points and look for how you can solve. Talk with them to understand their perspective. Process improvement is a great entry op. Also, I recommend connecting with your business development or account leads. They are doing the leg work and monitoring the pipeline. But when it comes to RFP time, they are always looking for people to help contribute portions of the proposal. Offer your time and express interest.

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Ohh and toull never go head to head, except for “orals,” and you’ll never be in the same room. Think of it like hiring a roofer. Unless it’s at a Roofing convention, you’d never be next to someone else pitching. The roofer will quote you and meet with you. You’ll meet with a couple roofer and determine which one is best based on what is important to you.

I work in solutions/ pre-sales... happy to connect and talk you through the process. Lots of great people brought me in and taught me young which facilitated my move from consulting to large deals. DM if you’d like to chat.

Yes sometimes competitors are in the room. J&J account they had I think it was BCG helping evaluate the different vendors. I’d recommend the engagement manager track of training.

This is also the case for a bid i helped write a couple of months ago. In that case they hired PwC to assist in the process.

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