TRAINING.

Overview

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

Description
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. The task becomes much more manageable with an understanding of what RFPs seek, combined with a proposal content strategy.

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 whys and hows.

Outline:

• 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.

Please note: You can check other time zones here.

Syllabus

Introduction

• 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

Instructor

Alex Bouchard, P.Eng.

Alex is a passionate individual who’s focused his career on helping others understand and manage complicated projects. His personal interest in architecture, engineering, business, leadership, and construction practices has placed him firmly in the Building Science and Asset Management communities. He founded Bouchard Associates to work closely with clients interested in a data-driven understanding of their real estate developments.

Alex has been in the business of investigating the condition of building systems for over 15 years. This has included deep dives into specific problems and broader assessments for future maintenance capital planning.

During his years of professional consulting, Alex has learned the values and benefits of sound strategic approaches, honest leadership, and teambuilding. He strives to incorporate as much of this as he can to all aspects of his life.

In his course offerings, Alex offers a clear understanding of the material and its intent. His courses offer a structured discussion of the content with detailed dives into technical sections and real-world examples.

His technical background includes a professional engineering practice of fieldwork, reporting, coordinating, and managing property condition assessments of over 800 developments throughout Canada. The travels needed for his work have brought Alex to each Canadian province and territory with equally varied types of developments to assess. Client sectors have included governments of all levels, institutional, commercial real estate owners, small business owners, and multi-family residential clients, each with unique data collection and reporting needs.

Alex’s more diverse background experience includes over 100 hours of public speaking in technical workshops, group presentations, working groups, and acting as master of ceremony in both French and English. Alex has also invested more than 1500 hours of board of director appointments, community initiatives and volunteering efforts.

Those who work closely with Alex will get to see him as an engaging technical leader, stoic thinker, caring individual, and more than occasionally a quirky nerd.

One thing that has always remained consistent with Alex over the years is that he takes his clients and their work seriously.