1. Are you a
small business owner?

2. Do you have to complete
proposals to earn new
business?
(RFP) Request for Proposal

3. NO YES
Quit Now Continue

4. Proposals are a pain in the
* No asses were harmed during this presentation

5. Proposals are a pain in the
* No asses were harmed during this presentation

6. Proposals are a pain in the
X
* No asses were harmed during this presentation

7. Is this your proposal?

8. Is this your proposal?

9. It will be if you don’t know
how to qualify a proposal

10. What most small biz owners
don’t realize is...

12. Proposals are setup
so YOU LOSE.

13. The Truth
Proposals are used to:
a) Cover the Companies
legal

14. The Truth
Proposals are used to:
a) Cover the Companies
legal

15. The Truth
Proposals are used to:
a) Cover the Companies
legal
X

16. The Truth
Proposals are used to:
b) I.D. the lowest price

17. The Truth
Proposals are used to:
b) turn you into an un-paid
consultant

18. The Truth
Proposals are used to:
b) turn you into an un-paid
consultant

19. You Lose If You...

20. You Lose If You...
•Don’t know the decision-makers

21. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made

22. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made
•When decision will be made

23. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made
•When decision will be made
•Submit the same RFP format as
everyone else

24. You will

25. Do EXACTLY what I say
and you can eliminate the
proposals you were not
going to win anyway...

26. Remember...

27. You Lose If You...

28. You Lose If You...
•Don’t know the decision-makers

29. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made

30. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made
•When decision will be made

31. You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
decision will be made
•When decision will be made
•Submit the same RFP format as
everyone else

32. Receive Copy
of Proposal Ask:

33. Receive Copy
of Proposal Ask:
1. Who will make decision?
2. Ultimately, based on all possible
criteria, how will decision be made?
3. When will the final decision be
made?

34. And a “seemingly”
gutsy tactic that we
use w/great
success...

35. “Are you open to us giving
you a 25m recommended
course of action
presentation before we
submit a proposal bid?”

36. Don’t be a Chicken

37. “Are you open to us giving
you a 25m recommended
course of action
presentation before we
submit a proposal bid?”

38. Then You Take RFP...

39. We would...
We recommend...

40. Then Present your
Off
* Per request, we protected identity of our model

41. Then Present your
Off
* Per request, we protected identity of our model

42. By doing so, YOU will...

43. By doing so, YOU will...
• Receive more consulting contracts

44. By doing so, YOU will...
• Receive more consulting contracts
• Avoid or reduce completing long
RFP proposals

45. By doing so, YOU will...
• Receive more consulting contracts
• Avoid or reduce completing long
RFP proposals
• Position as unique against
competition