The document discusses strategies for small business owners to improve their success in winning proposals and Requests for Proposals (RFPs). It states that traditional RFP processes are often designed for companies to lose money and resources. It provides tips such as determining decision-makers, how decisions will be made, and timing before submitting proposals. The document recommends small businesses ask to do a short presentation with recommendations before submitting a full proposal bid in order to receive more consulting work with less proposal writing.

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