80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131
Release Date: 05/31/2023
The RFP Success Show
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info_outline 80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131The RFP Success Show
Steve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process. So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when opportunities are coming down the pike? Steve serves as Founder and Managing Director at , a strategy and actuarial consulting firm out of Scottsdale, Arizona, that specializes in publicly sponsored health and welfare programs. Steve is responsible for the design, development and implementation of...
info_outline 80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130The RFP Success Show
Steve Schramm’s proposal team was bidding on 12 state government contracts per year and only winning two or three. He was frustrated by the amount of time and effort they were putting into RFPs with such a low ROI. So, Steve invested in support, and one year later, his team’s win rate increased from 25% to more than 80%! What are they doing differently? And what can you learn from Steve’s team to win more business with RFPs? Steve is Founder and Managing Director at , a strategy and actuarial consulting firm that specializes in the publicly sponsored health and welfare programs. Steve is...
info_outlineSteve Schramm’s team has achieved 80% win rates on state government contracts by making RFPs part of a larger business development process.
So, how does Steve identify target clients and build relationships with them before an RFP hits the streets? How does he track prospects and recognize when opportunities are coming down the pike?
Steve serves as Founder and Managing Director at Optumas, a strategy and actuarial consulting firm out of Scottsdale, Arizona, that specializes in publicly sponsored health and welfare programs.
Steve is responsible for the design, development and implementation of healthcare reform projects, supporting clients in the realm of strategy development, risk analysis and communications.
On this episode of The RFP Success Show, Steve is back to explain how to nurture relationships with target clients, challenging us to research and raise our visibility with prospects before an RFP drops.
Steve discusses why it’s crucial to build a sense of trust with state government clients, describing how to demonstrate creativity and convey trustworthiness in a written response.
Listen in to understand Steve’s system for tracking prospects and learn how to identify optimal opportunities for your business to work with high-value state government clients!
Key Takeaways
How Optumas builds and nurtures relationships with prospects before an RFP drops
Steve’s insight on how to identify, research and raise your visibility with target clients
Steve’s response to someone who says they don’t have time to research prospective clients
Why practically-focused creativity and innovation works in state government RFPs
What qualities a company needs to be successful in state government contracting
Why it’s crucial to build a sense of trust in a proposal and how to do that in a written response
The challenges Steve has faced in state government contracting work (and how he overcame those challenges to retain the client through the next RFP round)
Steve’s advice on owning your mistakes and customizing your communication skills to serve state government clients
Steve’s system for tracking prospective clients and when their RFPs are coming out
Steve’s first 3 steps for responding to a perfect-fit RFP in less than 7 days
3 questions to ask yourself before you respond to a request for proposal
Connect with Steve
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Resources
Fred Again’s NPR Tiny Desk Concert
Greenlights by Matthew McConaughey
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