For most agency leaders, the Request for Proposal is not their favorite point along the sales journey because you have limited-to-zero opportunity for communicating with the client, you’re often asked to work within restrictions that seem unfair and arbitrary, and you find yourself reinventing your agency creds and shoehorning them in to fit the client’s needs.
By design, RFPs are meant to level the playing field. And because of this, agencies overlook them as a strategic sales tool and default to simply doing what they’re told. But your job in a pitch is to win. In this talk, we’ll explore how to turn the RFP response from a dreaded chore to a strategic moment in the pitch process for demonstrating why your agency is the best choice.
You’ll walk away with:
- Understanding the “why” behind some of the toughest questions and how to handle them
- Where agencies consistently miss opportunities to sell their strengths
- When to challenge the RFP and when to comply
- What you must do before you write a word
- How to deal with questions that can confound you
Bring with you the toughest RFP questions you’ve ever had to answer!
Who should attend the webinar?
- Any agency leader who has responsibility for new business success at their agency – from the CEO to the new business manager
What can you expect from this webinar?
Participants can expect to learn tools and guidance for strategically responding to RFPs in a manner that best positions them to win or be selected to the next round of a pitch.
About your webinar leader:
Jody Sutter is the owner of The Sutter Company (www.thesuttercompany.com), a business development coaching and advisory firm, and the inventor of the BUILD WIN SCALE™ system, a step-by-step process designed to help leaders of small marketing agencies identify and activate their natural talents for sales and marketing, leading to a sustainable approach to winning new business.