Responding Successfully to a Request for Proposal Course

Description

More and more frequently private sector companies and government organizations are releasing Requests for Proposals (RFP’s) as part of their procurement process and moving away from the traditional bid process.

Construction companies will win or lose contracts based on their responses to these RFP’s. Responding to a Request for Proposal (RFP) successfully requires knowledge, understanding and a proposed solution of the subject, while convincing the potential Owner that your company is the best suited to build their project. Your response must not just be compliant, it must be compelling as well! 

Using a case study of an actual RPF and through the development of the RFP response to this case study participants will:

• Understand the differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ.
• Learn where RFP opportunities lie in the public and private sectors.
• Learn to analyze your companies’ SWOT (Strengths, Weaknesses, Opportunity and Threats) and how to leverage these for the RFP response.
• Learn how to analyze the RFP to:
           • Understand the Owner’s requirements both for the RFP response and the project oUnderstand the RFP deliverables
           • Understand how your company can best suit the solution by performing a GO or NO GO analysis  
           • Create a successful strategy for developing a winning response and creating a win theme.
• Understand the importance of knowing the competition.
• Learn to prepare your written response effectively while following the guidelines set out in the RFP, including the executive summary, resumes, project selection, project appreciation, lessons learned and others.
• Learn strategies in asking RFI’s – Request for Information – sometimes it is best not to ask the question.
• Learn how to complete returnable schedules and understand what the schedules are asking for.
• Learn how to effectively craft your RFP responses. 

Exclusive to this workshop is a comprehensive manual that is used as a reference and guide throughout the sessions. The manual is based on accumulated knowledge gathered over 40 years in the construction industry. It is a valuable and effective tool that contains not only practical how-to’s, checklists and templates but will also be a foundation for new processes and procedures back in the office or on the jobsite. Who Should Attend: General contractors, subcontractors, architects, designers, engineers, consultants, Bid/Proposal Managers and allied professionals in the construction industry. 

Virtual Classroom Sessions: 3 sessions of 3 hours each
This workshop is accredited for 2 Gold Seal Credits.
Instructor: Lee Kelly