Qualifying and Winning RFPs
Learn to effectively qualify RFPs and structure winning responses with a proven methodology.
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Why master the art of responding to RFPs?
Responding to RFPs is a time-consuming and resource-intensive exercise. With the right methodology, you can choose your battles wisely and significantly increase your success rate.
Qualify opportunities wisely
Not every RFP is worth pursuing. Learn to quickly analyze the opportunity using the Go/No Go canvas: chance of winning, strategic fit, and available resources. Invest your energy where it counts.
Structure impactful proposals
A successful response is organized around the client's needs, not your solution. Highlight your differentiators, value your strengths, and anticipate objections to build a persuasive case.
Stand out during oral defense
The oral defense can make the difference. Prepare a structured presentation that combines mastery of your content, adaptability to questions, and real confidence in your proposal.
Learning Objectives
By the end of this training, you will be able to:
- Qualify an RFP opportunity using the Go/No Go method
- Analyze requirements and understand buyer expectations
- Structure a proposal around client needs
- Value your differentiators for a persuasive case
- Prepare and deliver a winning oral defense
Target Audience
This training is designed for: Sales Representatives, Pre-sales Consultants, Business Developers, Proposal Managers
Program
Before the Training
- Complete a self-assessment questionnaire to identify your RFP skills
- Gather an RFP example to use during the practical sessions
During the Training
Qualifying the opportunity
- Using the Go/No Go canvas to evaluate the relevance of participating
- Analyzing the chance of winning, strategic fit, and available resources
- Making a structured Go/No Go decision
Analyzing requirements
- Using the specification analysis grid to decode requirements
- Identifying explicit and implicit expectations
- Mapping key stakeholders and decision-makers
Building the proposal
- Applying the proposal structure canvas
- Positioning your offer based on client needs
- Valuing differentiators and anticipating objections
Oral defense preparation
- Structuring your presentation with the pitch canvas
- Practicing answers to technical and commercial questions
- Developing confidence and adaptability
Practice and feedback
- Oral defense simulations with video feedback
- Group analysis and constructive feedback
- Building your personal action plan
Training Methods
- Theoretical and methodological content
- Practical exercises on your real cases
- Oral defense simulations with video feedback
- Personalized feedback from the trainer
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Frequently Asked Questions
Why train my teams in responding to RFPs?
RFPs represent significant business opportunities but require specific skills. This training teaches your teams to qualify opportunities wisely, structure impactful responses, and maximize their chances of success while optimizing resource allocation.
What are the key steps for responding to an RFP?
Responding to an RFP is structured around 4 key phases: in-depth qualification (Go/No Go), understanding of requirements, building a differentiated proposal, and oral defense preparation. Each phase requires specific tools and a rigorous methodology.
How does the Go/No Go method work?
The Go/No Go method is a structured framework for quickly evaluating the relevance of participating in an RFP. It allows you to analyze the opportunity based on key criteria: fit with your offer, chance of winning, profitability, and available resources.
How is the practical application conducted?
80% of the training is dedicated to practice. You will work on your own RFP cases, build your proposal structure, and receive personalized feedback from the trainer.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables our training programs to be funded by OPCO. Contact us for a personalized quote and funding options.
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Contact Us Directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)