The Power of Certifying Your Company—featuring Heather Cox - EP136
Release Date: 10/18/2023
The FAQs We Get About RFPs, Part II - EP139
The RFP Success Show
What is the #1 question we’re getting about RFPs from clients and prospects lately? Is it a tactical question about insurance requirements, due dates or FOIA requests? Or a high-level question about standing out from your competitors? On this episode of The RFP Success Show, I answer five more FAQs we get about RFPs, including our most frequently asked question around distinguishing yourself in the proposal process. I explain what to do if your small business can’t meet the insurance requirements and why you should submit FOIA requests for scoring sheets, proposals...
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The FAQs We Get About RFPs, Part I - EP138
The RFP Success Show
If you had the opportunity to ask an expert questions about winning business with RFPs, what would you want to know? Do you have questions about pricing? Competing with big companies? Or recognizing when an RFP is wired? On this episode of The RFP Success Show, I answer five of the most frequently asked questions we get about RFPs, discussing when it’s worth it to bid against the big guys and when it’s not. I explain what to do if your small business doesn’t meet all the requirements in an RFP and how to price your proposal so it’s a win-win for you and the client....
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Distinction with Differentiators (The ‘M&M’ Episode) - EP137
The RFP Success Show
To win business with RFPs, you’ve got to distinguish yourself from the competition in your response. But what if you don’t know what your differentiators are? On this episode of The RFP Success Show, I share my M&M analogy for discovering what makes your company different and better than the rest. I discuss why it’s challenging to identify the ‘candy coating’ in your own business and explain what question to ask clients and employees to uncover your differentiators. Listen in for insight on what to do if your business lacks a candy coating and learn how to take your business from...
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The Power of Certifying Your Company—featuring Heather Cox - EP136
The RFP Success Show
Are you losing bids because you aren’t certified as a small or diverse business? Heather Cox is Cofounder and President of , a firm that connects corporations with diverse businesses to create economic value and opportunity. On this episode of The RFP Success Show, Heather walks us through the five primary demographics for certification, explaining how to know if your business qualifies as small or diverse. We discuss private sector national versus state government certifications, challenging you to be strategic in the certifications you pursue to grow your business. Listen in for...
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Using AI in RFP Proposals—featuring Stephanie Nivinskus - EP135
The RFP Success Show
Can you leverage AI to write RFP proposals for your business? Since ChatGPT came on the scene last November, people have divided into two camps: Some folks are afraid of the technology, and others think it’s a magic bullet that will write all their copy with minimal effort on their part. But Stephanie Nivinskus contends that when it comes to AI, we should be careful but not scared. So, what’s the best way for small business owners use tools like ChatGPT to write better proposal responses? Are there other AI apps that we should know about? Stephanie is the CEO and Certified AI Marketing...
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Elaborating on RFP Response Answers: The ‘Baked Potato’ Episode - EP134
The RFP Success Show
If an RFP isn’t asking a question that you think it needs to ask, is it okay to provide additional information? While it’s tempting to tell a client what you think they need in your proposal response, it’s not always well received. Just like ordering a baked potato with butter and getting a loaded one. So, what is the best approach to elaborating on RFP response answers? So you stand out in a good way? On this episode of The RFP Success Show, I’m sharing my ‘baked potato’ analogy for elaborating on RFP response answers. I explain how it might confuse evaluators if you add or...
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How to Set Yourself Apart in an RFP Response - EP133
The RFP Success Show
How do you set yourself apart in an RFP response? We recently helped a small business client get their first RFP win. And they were up against some big players in their industry. So, what did they do to stand out among the competition? On this episode of The RFP Success Show, I’m discussing three categories of content that will take you from MEETS to EXCEEDS expectations on your next proposal response. I explain how to demonstrate DISTINCTION in an RFP and share our top three strategies for catching and keeping an evaluator’s INTEREST to get the score you deserve! Listen in for insight on...
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RFP Response FAQs, Part 2 - EP132
The RFP Success Show
Here at the RFP Success Company, we get some of the same questions over and over. And in , we covered eight of the most common questions we get from our clients and community. On this episode of The RFP Success Show, I’m answering seven more FAQs, explaining why you can’t wait until orals to go into detail on your requirements and what to do if you don’t think the procuring agency is asking the right questions. I discuss why you shouldn’t assume the evaluators aren’t going to read your entire response (even though they may not) and challenge you not to use the answer, ‘Yes, we will...
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80%+ Win Rates in State Government RFPs, Part 2—with Steve Schramm - EP131
The 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...
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80%+ Win Rates in State Government RFPs, Part 1 — with Steve Schramm - EP130
The 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_outlineAre you losing bids because you aren’t certified as a small or diverse business?
Heather Cox is Cofounder and President of Certify My Company, a firm that connects corporations with diverse businesses to create economic value and opportunity.
On this episode of The RFP Success Show, Heather walks us through the five primary demographics for certification, explaining how to know if your business qualifies as small or diverse.
We discuss private sector national versus state government certifications, challenging you to be strategic in the certifications you pursue to grow your business.
Listen in for Heather’s insight on subcontracting opportunities for diverse businesses and learn how Certify My Company can help you win RFPs through certifications!
Key Takeaways
How Heather’s team serves small and diverse businesses as well as corporations
Why you can’t simply raise your hand and say you’re a diverse business
Why it’s advantageous for a small or diverse business to get certified within a state
Opportunities for small and diverse businesses to subcontract with large corporations that win state bids
5 primary demographics for certification—women, minority, LGBT, veteran and disability owned
The private sector national certifications available to small and diverse businesses
How long it takes to get certified through national organizations vs. state governments
How certifications can help grow your existing business and land new contracts
How corporations benefit from robust supplier diversity programs
How to know if your business qualifies for small or diverse business certification
How the lack of a certification can be the reason you lose a state contract
The benefit of getting help from experts like Certify My Company
Connect with Heather
Certify My Company on Instagram
Email [email protected]
Connect with Lisa
The RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email [email protected]
Resources
Heather on RFP Success Show EP003
8(a) Business Development Program
Heather’s Missed Opportunities Video
Get on the RFP Success Accelerator Waitlist
Book a Call with the RFP Success Company
The RFP Success Book by Lisa Rehurek
RFP Success Audit Service [email protected]