(Formerly: Responding Successfully to a Request for Proposal)
Private sector companies and government organizations increasingly utilize Requests for Proposals (RFPs) in their procurement process, transitioning away from traditional bidding methods. Construction companies' contract success now hinges on their adeptness in responding to these RFPs. Successfully addressing an RFP demands comprehensive knowledge, understanding, and a proposed solution that persuades the potential owner of your company's suitability for the project. Your response must not just be compliant, it must be compelling as well!
This workshop is designed to equip contractors with the skills, strategies, and tools necessary to craft winning RFP submissions.
Responding to an RFP requires more than just meeting the technical requirements; it demands a comprehensive understanding of client needs, strategic positioning, and persuasive communication. Throughout this workshop, we will delve into the intricacies of the RFP process, exploring best practices, industry insights, and practical techniques to enhance your response capabilities.
Whether you're a seasoned contractor or new to the bidding process, this workshop offers valuable insights and actionable strategies to elevate your RFP responses to the next level. From deciphering RFP requirements to developing compelling narratives, we'll cover it all.
Join us as we embark on a journey to master the art of responding to RFPs and unlock new opportunities for your contracting business. Let's work together to position your company as the contractor of choice and secure your place as a leader in the industry.
By employing a real RFP case study and crafting a response to it, participants will:
Course Content:
- Understand the differences between a Request for Quotation (RFQ) and the standard prequalification process in bidding, and gain insights on how to effectively respond to RFQs.
- Learn to pinpoint RFP opportunities within both public and private sectors.
- Analyze your company's SWOT (Strengths, Weaknesses, Opportunities, and Threats) and discover strategies to leverage these in your RFP responses.
- Gain proficiency in analyzing the RFP to:
- Grasp the owner's requirements for both the RFP response and the project.
- Understand the components and deliverables outlined in the RFP.
- Conduct a GO- or NO-GO analysis to determine how your company aligns with the solution.
- Develop a winning strategy for crafting a compelling response and establishing a winning theme.
- Recognize the significance of understanding your competition.
- Learn to prepare your written response effectively, adhering to RFP guidelines, including components such as the executive summary, resumes, project selection, project appreciation, lessons learned, and reasons why your company is the optimal choice.
- Discover practical tips for writing responses.
- Discern the difference between mandatory and weighted criteria.
- Explore strategies for submitting RFIs (Request for Information), recognizing instances where it may be preferable not to pose certain questions.
- Master the completion of returnable schedules and understand the information sought within these schedules.
- Hone your skills in effectively crafting RFP responses.
View the full course outline HERE
This workshop provides an exclusive comprehensive manual serving as a reference and guide throughout the sessions. Drawing upon over 40 years of accumulated knowledge from the construction industry, this manual proves invaluable. It encompasses practical how-to guides, checklists, and templates, serving as a cornerstone for implementing new RFP response processes and procedures in your office.
Who Should Attend:
Contractors, subcontractors, project managers, estimators, business development professionals, and proposal writers
Course Format:
- Virtual instructor-led training (live and online), with a maximum class size of 16 students.
- This course is facilitated by the instructor on the AdobeConnect platform. Access information from the instructor will be provided to you in advance of the training.
Course Requirements (Technology & Participation):
This course requires full face-to-face interaction and participation from both the instructor and students. In order to attend, you’ll must make sure you have the following:
- Computer or laptop with webcam (webcams are mandatory): This course will involve 100% on-screen interaction with your instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses. For this reason, you must have a webcam and use a full computer/laptop, and we do not permit students to attend using a tablet or cell phone.
- A quiet space with minimal distractions: Please plan to be fully engaged in the class, and clear your work schedule just as you would for attendance in an in-class program.
Course Dates:
- April 15, 2025 - 9:00am - 12:30pm
- April 16, 2025 - 9:00am - 12:30pm
- April 17, 2025 - 9:00am - 12:30pm
Attendance in all three sessions is mandatory for course completion.
Next Scheduled Date: May 13-15, 2025
Course Credits:
- 3 - CCA Gold Seal Credits
- 10.5 - BC Housing CPD Points
This course is offered in partnership with construction associations across Canada.
