The RFx Response Masterclass
To be successful, you need a plan.
Responding to RFP, RFQ, RFT can be a complex and time-consuming task, with significant investment in time and effort.
So it’s essential that we have a plan to author the best possible response in the time available.
The RFx Response Masterclass provides a clear, step by step, repeatable methodology to help Professional Services companies respond to RFx.
If you’re always scrambling to complete RFx responses at the last minute only to find you were “unsuccessful on this occasion”, you need this plan.
Don’t leave it to chance.
Great RFx responses don't just happen.
Often requiring multiple people to collaborate, RFx responses are likely to be a confusing mash-up of individual styles, ideas and approaches.
Often, inexperienced people dive straight into "writing stuff" (or copy/paste).
But there's a whole process beyond just churning out words.
Learn how to organise and streamline the production process to save time and reduce friction.
If you’re going to invest the time and effort to respond, don’t leave the result to chance.
Don't just manage it, win it!
Already have a bid management team? Great! This isn’t about replacing or duplicating their work. This is about the authoring of a compelling response, within the bid management framework.
But if you don’t have a dedicated bid management team, you need the RFx Response Masterclass even more!
Finally, a professional learning path for presales skills!
Learning on the job only gives you part of the picture
It takes years to develop the business acumen, presales skills and EQ competencies needed to be a successful consultant.
Until now, most IT services consultants have had to “learn on the job”. Although practical experience is essential, learning on the job embeds bad habits and results in patchy, variable quality with people doing things differently.
The RFx Response Masterclass gives your presales team a consistent, proven methodology to reduce time, effort, cost and risk when responding to RFx.
👉Recommended for: IT services presales professionals
👉Presales Level: leads or contributes to presales bids
👉Delivery method: online, self-paced learning
👉Up to 15 lessons / 4 hours of value-packed, no-fluff content
👉Assessments: pre, during & post course
👉Reporting: assessment results
👉Certification: digital badge
Get certified!
Give your presales team something to aim for and show your staff, customers and competitors that your company invests in talent.
Completion of the RFx Response Masterclass assessment with a score of 80% or higher will achieve one star in Consultant Academy’s Presales Specialist certification track.
See Courses for details of other Presales Specialist courses.
Course Contents
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In this section, the consultant will learn how to:
🔹Create a visual map of the entire RFx, to provide an easily accessible overview.
🔹Collate key questions to inform the rest of the response.
🔹Request a time extension.
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In this section, the consultant will learn how to:
🔹Identify and trace the business objectives, so we can map our win themes, show value, prove credibility
🔹Understand the pricing structure, its implications and how it might inform or affect our response.
🔹Identify and manage risks and dependencies
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In this section, the consultant will learn how to:
🔹Lead a content walkthrough for the response team, informed by the content map.
🔹Divide up the work.
🔹Get longest tasks running.
🔹Request an extension.
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In this section, the consultant will learn how to:
Start with the goals in mind. Plan the response in a systematic top-down manner.
Explain why the customer should pick your company.
Identify and embed your win themes & differentiators.
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In this section the consultant will learn how to:
Design a section template so that each section can stand alone for review by separate reviewers.
Embed win themes and differentiators (yes, again!)
Focus on business value - moving supporting material to appendices.
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In this section the consultant will learn how to:
Draft each section. Keep it simple. Less is more.
Quantify (extent) and Qualify (scope).
Embed your win themes & differentiators.
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Winning happens before you submit.
In this section, the consultant will learn how to:
🔹Cross-check the response to ensure goals are exceede, value and credibility is proven, risk is managed.
Why do things the hard way?
The RFx Response Masterclass will accelerate your presales capability within days!