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4 Top Strategies to Win More RFPs - James Breen and Amy-Louise Tracey - Revenue Today - Episode # 078
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Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. To increase your RFP win rate to 51% and higher, James details the top 4 strategies you can use to achieve this: spend more hours writing, involve more contributors, be selective, and use a centralized system for RFP answers. James and Amy-Louise take a deep dive into strategy 1 and share the granular details of how and why spending more time to create customized responses increases your chances of winning an RFP.
Takeaways
- To win more RFPs, execute the following strategies: spend more time writing customized answers, diversify expertise by involving more contributors, be selective about the bids you can realistically win, and use a centralized system for RFP answers.
- Writing time varies greatly by company size, with small and midsize companies spending 21 hours, mid-market spending 24 hours, and enterprise spending an average of 25 hours. But regardless of size, any company improves its chances of winning by creating customized responses.
Quote of the Show
"They also involve more contributors. And it's not a lot more, we just found 1 or 2 more contributors that are participating in this RFP process. You're going to get a variety of different subject matter experts involved. So you might be reaching out to your customer experience team, your legal team, your product team, and your sales team. You have those great people that are experts within their domain that are really helping to beef up the content of your RFP." - James Breen
Connect with James and Amy-Louise in the links below:
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