Are you a
small business owner?

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

NO YES
Quit Now Continue

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

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

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

Is this your proposal?

Is this your proposal?

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

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

Proposals are setup
so YOU LOSE.

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

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

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

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

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

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

You Lose If You...

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

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

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

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

You will

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

Remember...

You Lose If You...

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

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

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

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

Receive Copy
of Proposal Ask:

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?

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

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

Don’t be a Chicken

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

Then You Take RFP...

We would...
We recommend...

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

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

By doing so, YOU will...

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

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

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