Responding to RFPs – How to Give the Client What They Want

In today's hyper competitive environment, companies must continually re-assess their proposal strategies in order to win work. The question of "How can we earn a few more evaluation points?" should always be at the forefront of the marketing professional's mind. With a better understanding of how Clients are seeking to minimize their risks and costs, professionals can organize their proposal responses to more consistently stand out from competitors. This session will share proven tools and strategies for earning a few extra evaluation points - and the effect on your hit rate can be dramatic!

This session will cover:

• The psychology of owner evaluation teams — what are Clients REALLY looking for?
• Proposal elements that give you the greatest chance to stand out from the crowd.
• Practical tools and examples to help you differentiate your proposals.

About the Presenter:

Dr. Brian Lines
Assistant Professor, University of Kansas

Dr. Brian Lines is an assistant professor in the Civil, Environmental & Architectural Engineering Department at the University of Kansas. He has partnered with organizations to implement best practices in procurement and project delivery on more than $1B in total project value, resulting in tens of millions in project savings. Dr. Lines' group has significant experience in preparing and evaluating proposals across all industry sectors… 2500 projects x 4-8 proposals per project and 9-20 individual interviews per project = significant insight regarding evaluation team psychology and what elements truly stand out in a proposal.