In this lesson, Marianne gives a quick overview of the RFP Success Roadmap and defines key related terms. Then she digs into the overall RFP process, starting with how RFPs are communicated, and lays out the structure of the roadmap—and the course. Beginning with Step 1: Be RFP Ready she shares the items business owners should complete before an RFP is communicated.  

Next, Marianne describes Step 2: Go/No-Go, which includes two levels of evaluation factors that can help you determine if an RFP is a good fit for your company using a tool she created, the Business Owner Go/No-Go Scorecard.  

Finally, she outlines related course content that supports your learning—case studies, the buyer’s perspective, and the course workbook.

Course Workbook:

  • If you haven’t already downloaded the course workbook, you can find it under the Course Materials lesson.  
  • Take 5 minutes to review the terms and definitions in your workbook, on page 13. 

Watch the Video:

Key Takeaways:

  • RFP Success Roadmap has 6 total steps. This first module will focus on the first 2 steps. 
  • Each company approaches the RFP process differently; you must follow their instructions exactly. 
  • Define key terms: RFI, RFA, RFP, RFQ, P-cards, and direct POs.
  • Recognize the importance of preparing 10 RFP readiness items before completing an RFP. 
  • Explain the importance of making a go/no-go decision using the 14 factors to help you determine if the opportunity is a good fit for your business. 

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