Writing Great Proposals - Responding to Requests for Proposals (RFPs) Strategically

Online /
Dec 7 - 8, 2021 /
Course Code: 12-1219-ONL21

  • Overview
  • Syllabus
  • Instructor


Please note, This instructor-led course has specific dates and times:
This course is held online over 2 days on the following schedule (All times in Eastern Time Zone):

11:00 am to 3:00 pm Eastern (Will include two 15 minute breaks)

After participating in this course, you will be able to:

  • Become a valuable resource in proposal production
  • Learn where to find public Requests for Proposals
  • Confidently decide if RFP opportunities are worth responding to
  • Learn how to outline and prepare your proposals with confidence
  • Create an efficient proposal content strategy
  • Get an understanding of what could be expected after your submission


Public requests for proposals are common in our modern economy, from transparency requirements for public institutions to private companies seeking competitive solutions.

Navigating the RFP requirements and proposal preparation is complicated the first few times, but it doesn’t have to be overwhelming. With an understanding of what RFPs are seeking, combined with a proposal content strategy, the task becomes much more manageable.

Join us to learn about RFPs starting from the basics, the who’s, what’s, and where’s. We then move into lessons learned by experience, the why’s and how’s.


  • Introduction
  • RFPs and Where to Find Them
  • Understanding the Requirements
  • Go or No-Go Review
  • Preparing your Proposal Outline
  • Presenting Your Solution
  • Understanding your Audience
  • Effective Selling Features
  • Proposal Preparation and Submission
  • After the Submission

Who Should Attend

Any professional organizations seeking to improve their understanding of the public tendering process and competing successfully for contracts should be interested in this course. Understanding the documents, process, requirements, and strategy are crucial to establishing successful proposals.

This insightful, well-designed course is for professionals from any industry seeking to improve their sales understanding.

More Information

Time: 11:00 AM - 3:00 PM Eastern Time

Please note: You can check other time zones here.



  • Course Objectives & Outline
  • Role of the Proposals
  • Objectives of the Proposal
  • The Challenge of Proposal Writing

RFPs and Where to Find Them

  • Types of Request for Proposal
  • Finding Public RFPs

Understanding the Requirements

  • Reading the RFP
  • Typical requirements
  • Understanding the evaluation process

Go or No-Go Review

  • Basic Principles
  • Important Factors

Preparing your Proposal Outline

  • Document Skeleton
  • Establish the Content Strategy
  • Scheduling the details

Presenting Your Solution
• Introduce your business

  • Your Solution and why it’s right for this client
  • Positioning yourself against your competitors

Understanding your Audience

  • Understanding the RFP is key
  • Write with your audience in mind

Effective Selling Features

  • Unique Selling Proposition (USP)
  • Problem / Solution
  • Features / Benefits
  • Authority / Social Proof

Proposal Preparation & Submission

  • Confirm Delivery Method
  • Coordination is key

After the Submission

  • Verifying Receipt of your proposal
  • Next Steps


Alex Bouchard, P.Eng.

Alex has been providing facility assessment and capital planning services for approximately 10 years.

He has conducted facility assessment of over 400 properties throughout Canada, including British Columbia, Alberta, Nunavut, Ontario, Quebec, New Brunswick, Nova Scotia, Prince Edward Island, and Newfoundland, as well as internationally. The services provided include project initiating, coordinating, conducting and leading field assessments, and compiling technical reports. Alex has also been involved in facility energy and water audit projects as well as other specialty type assessments.

Alex has been increasingly involved in the development and communication of Building Condition Assessment and Capital Planning philosophy particularly to the residential market in both British Columbia and Ontario. As a result, Alex has also developed experience in external communication, preparation of proposal documentation and public consultations. Alex is fluent in both French and English, which has facilitated client communication and networking in many instances.


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Fee & Credits

$595 + taxes

  • 0.7 Continuing Education Units (CEUs)
  • 7 Professional Development Hours (PDHs)
  • ECAA Annual Professional Development Points

Group Training
This course can be customized and delivered to your group of staff at your facility, saving time and money.
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Canada Job Grant
The cost of this course could be covered by Canada Job Grant.

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