SMPS ALASKA CHAPTER
Prepare to Win: Your Guide To Proposal Success Series

Module 1: Positioning and Planning for RFPs, RFQs and SOQs

You have a sales goal, high expectations from your firm’s leadership, and a workforce ready to start when you get the Notice to Proceed. It’s up to smart A/E/C marketers like you to get your firm ready to compete for work available in your market—and win it. 

Many firms operate with the idea that their marketing department finds the leads, writes the proposals, and wins the work. But, that’s 20th century thinking. In the new age, smart marketers leverage all their tools, including their firm’s workforce, to find opportunities to attract clients and their projects.

In this session, we’ll look at how market research, client relationship management, team chartering, and creating a group mind will showcase your firm as the logical choice for your client’s needs. Using examples from real market sectors, we’ll delve into ways you can be more proactive in your pursuits and establish your firm’s distinction in this competitive landscape. 

If you want to actively pursue work instead of passively wait for it to come to you, learn some simple ways to position your firm for the work you want. It will require some planning to get you in the right place at the right time for your chance to compete.

Learning Objectives:

During this interactive session, participants will:

• Reinforce the importance of firm goals in positioning to win 
• Discover and use specific tools to identify and support pursuing potential targets 
• Establish and foster relationships that aid in your firm’s objectives
• Uncover your marketing allies within and outside the firm
• Communicate the firm’s objectives so the entire company is invested in successfully achieving them