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80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130
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Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI.
So, Steve invested in support, and one year later, his team’s win rate increased from 25% to more than 80%!
What are they doing differently? And what can you learn from Steve’s team to win more business with RFPs?
Steve is Founder and Managing Director at Optumas, a strategy and actuarial consulting firm that specializes in the publicly sponsored health and welfare programs.
Steve is responsible for the design, development and implementation of healthcare reform projects, helping his clients with strategy development, risk analysis and communications.
On this episode of The RFP Success Show, Steve joins me to explain why ‘find and replace’ is not an effective RFP strategy and how his team pivoted their writing style from an internal to external focus.
Steve describes how to tailor an RFP response to the specific needs of a prospective client, discussing how his approach differs when Optumas is the incumbent as opposed to being a new bidder.
Listen in for Steve’s advice on collaborating with partners on a proposal and learn how responding to fewer RFPs has dramatically increased his win percentage and made his team more effective, efficient and happier!
Key TakeawaysHow Steve’s proposal team learned that ‘find and replace’ is not an effective RFP strategy
How writing from the client’s perspective demonstrates your competitive advantage
How to answer questions from a client’s perspective in your RFP response
The challenge Steve faced in pivoting his team’s writing style from an internal to external focus
How to tailor an RFP response to meet the specific needs of a prospective client
How Steve’s RFP strategy differs when he’s the incumbent vs. new bidder
Why you shouldn’t bid on an RFP if you can’t do the job better than your competitors
How a cookie cutter response makes the client think the incumbent doesn’t value their relationship
Why you need a writing guide to successfully collaborate with partners on an RFP
What made Steve willing to invest in support with the RFP process
How Steve’s proposal team increased their win rate from 25% to 80% in 12 months
How responding to fewer RFPs makes Steve’s team more effective, efficient and happier
Connect with Steve Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesBook a Call with the RFP Success Company
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