It’s Over Before It Starts: How to Position Your Firm to Win Before the RFP Comes Out

Wednesday, August 15, 2018 1:30 PM - 3:00 PM (Eastern Time (US & Canada))

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This online class carries 1.5 PDHs (Professional Development Hours).

Curriculum Track: Information Technology

Member Organization: National Events

Faculty: Ken Tichacek, Founder and Principal of Think Like Your Clients.com

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"When do you think clients unofficially decide whom they want to hire … before or after they issue an RFP?" Out of hundreds of professionals asked, the response was almost unanimous — Before.

Yet when asked, "When do you REALLY start working on your proposal?”, these same professionals answered — After.

Join Ken Tichacek to learn how your firm can position itself to effectively win proposals BEFORE clients even issue an RFP and walk away with proven ideas and strategies to dramatically improve your hit rate, strengthen your relationships with key clients, and help you choose the kind of work your firm does.

TAKEAWAYS:

  • Identify potential proposal opportunities long before an RFP is issued and develop a disciplined approach to focus your firm's efforts on only the best opportunities.
     
  • Develop alliances within client organizations and others which you can rely upon to identify opportunities, gain knowledge you need to win, and test drive your win theme story before you even make a proposal.
     
  • Learn how to think and act more strategically so you can position your firm more effectively and plant seeds that will influence the client's decision.
     
  • Understand what you need to know about your client, the project at hand, your competition, and your own firm in order to develop effective strategies.
     
  • Evaluate what each member of your proposal team needs to do before an RFP is issued, and how to overcome the obstacles each person faces in trying to carry out those responsibilities.

 

Your Personal Proposal Checkup

When you register for this online class, you'll be invited to send one of your firm’s typical proposals and the corresponding RFP directly to Ken prior to the webinar. He will provide participants with a brief, complimentary, evaluation of the proposals they have submitted to him within one week after the date of the webinar. For a small fee, you can also arrange to have him provide a more detailed evaluation of your proposal via conference call, Skype, or GoToMeeting.

 

About the Presenter

Ken Tichacek is the "Proposal Doctor." Over the years, he has reviewed literally hundreds of proposals made by professional services firms and has seen proposals from every perspective:

  • As a client for ten years, Ken had to review dozens of proposals almost every week.
  • As vice president for business development and marketing for leading construction and AEC firms in the northeast, Ken oversaw the production of scores of winning proposals.
  • In his current role as a senior consultant for PSMJ Resources, Inc., Ken travels across the US and Canada to present popular seminars about winning proposals. Each year, he sees hundreds of excellent and less-than-excellent proposals.
  • Acting as the Proposal Doctor, Ken leads dozens of firms each year in the submission of actual proposals and, in that role, achieves an annual success rate of over 75%.

 

Registration:
ACEC Members: $199
Non-members: $299

Click here for the faxable registration form
>> Click here to register.

 

Contact:
Maureen Brown
202-682-4349
education@acec.org

 

 

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