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RFP: Involve More Contributors and Qualify Bids - James Breen and Amy-Louise Tracey - Revenue Today - Episode # 079
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Today, we welcome James Breen and Amy-Louise Tracey, the Director of Sales and Senior Account Executive of Loopio respectively. They continue their top 4 strategies to win more RFPs by focusing on strategies 2 and 3: involving a range of contributors and qualifying bids that you take on.
Takeaways
- Be clear about the roles of contributors upfront so when an RFP arrives, there is no ambiguity on who does what.
- Only send over the parts of the RFP that concern particular departments.
- If need be, host a kick-off meeting on key prospect needs and themes and establish clear deadlines.
- Prioritize your bids by assessing customer fit, examining the relationship, and gauging the timeline and resources needed for the bid.
Quote of the Show
"Making sure that you're strategic about how you involve, your contributors are the key to this strategy. So we want to separate out the different sections for the correct contributor. We don't want to have to send the whole entire RFP to legal when they only need to look at 6 questions, so let's parse out what parts are actually relevant to them." - Amy-Louise Tracey
Connect with James and Amy-Louise in the links below:
Ways to tune in:
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