Proposal Training: How to Improve Your Proposal Win RatePersuasion skills training for proposal writers and others who write proposals in response to RFPs
Responding to RFPs is not a writing project, it’s a sales process. It’s not about completing an RFP as quickly as possible, it’s about writing a compelling proposal that willl help win the contract. And that’s exactly what our proposal training class, How to Improve Your Proposal Win Rate™, is designed to accomplish.
Is this class skills-based? Or methodology-based?
How to Improve Your Proposal Win Rate™ is skills based. Unlike other proposal training programs that teach step-by-step methodologies, this proposal training program is focused on skills, on how to write proposal content so it is persuasive, customer-focused, compelling, and so it differentiates your solution from competing solutions.
What will students learn?
How to Improve Your Proposal Win Rate teaches students everything they need to write proposals that are persuasive, compelling, and that differentiate your solution from competing solutions.
- How to write persuasively
- How to use evidence and quotes to be more compelling
- How to demonstrate benefits to the buyer, even when we’re talking about us
- How to differentiate your solution from competitive solutions
- How to be compelling
Who should attend?
How to Improve Your Proposal Win Rate™ is designed for all of your staff involved in writing and editing proposals.
- Proposal writing staff
- Subject matter experts
- Salespeople and business development professionals
- Managers and decision makers, etc.
We always teach the same basic message, but we customize our delivery based on the makeup of the audience.
How long is the class?
How to Improve Your Proposal Win Rate™ is available in a one or two day format.
One day class
The first day is primarily interactive lecture and discussion. We discuss how to communicate persuasively, how to develop a strategic sales message before we begin writing, how to write the various sections, and more. This portion of the class includes a comprehensive workbook that includes all of the material and lessons presented in class, plus lots of examples.
Second day workshop
The optional second day is a proposal writing workshop. The workshop gives students the opportunity to begin practicing what they learned in class while the instructor is still on premises. This is important. Changing behavior requires more than just hearing or reading about something, it requires putting the new behavior into practice. The workshop is an effective wasy to jumpstart this effort.
Is proposal training onsite or online?
How to Improve Your Proposal Win Rate™ is generally delivered onsite, but it can also be delivered online to accommodate certain circumstances. Please contact the instructor to discuss your options.
Is the proposal training customized for us? Or one-size-fits-all?
Every proposal training class we teach is customized for each client. Customization takes three forms.
1. Customizing the class to address your objectives
Prior to each training engagement, we work to understand your unique issues, challenges, and objectives. We then configure the class accordingly. For example, if your biggest challenge is differentiation in a competitive market, we spend more time investigating ways to accomplish that.
2. Customizing the class for the audience
While the underlying themes and messages never change, our delivery changes based on the makeup of the audience. If we’re teaching to proposal staff, for example, we might spend more time on process. If we’re teaching to subject matter experts, in contrast, we might spend more time talking about how to “translate” technical information into proposal content your buyers can understand.
3. Using your own proposal verbiage for examples
The third way we customize the class is by incorporating your own content into lessons. For example, we take selected answers from your previously written proposals and then rewrite them. Then we present these rewritten answers as a before-and-after. This approach is highly effective because it puts the lesson into a context students can relate to.
Unlike some proposal training programs that teach the same thing to everyone, this level of customization produces better outcomes.
Are your proposals effective?
If you’re thinking about proposal training, but you aren’t sure how well it will benefit you, consider our Proposal Assessment Service. One of our proposal veterans will review one of your proposals and provide feedback, a report, and recommendations.
To learn more about the class, please use one of the options listed here to contact Dave Seibert. Dave will speak with you about your program, what you’d like to accomplish, and what training options are available.
“The proposal training class was excellent! Dave really provided some extremely useful information, tips, and suggestions… It will completely shift the way we do things in the future. I would recommend the class to anyone that has to write business proposals.”
“The examples [in the workbook] were excellent.”
“The speaker’s easy going style and his breadth of knowledge about sales and RFPs made this one of the single most effective training I’ve received in this area…”
“The workbook was a great tool…”
“I highly recommend Dave Seibert’s work and the Proposal Training Course he teaches. I found the proposal class SO informative and the information presented doesn’t just apply to proposal preparation. After completing the proposal course and meeting Dave, you will find you actually re-think everything you write or prepare from proposals to presentations, letters, and even daily emails.”
“The proposal training workbook was fantastic.”
“The entire proposal training class provided a wealth of knowledge…it gave me an excellent understanding of the purpose, process, and key ‘tips’ for producing a winning product.”
“The workshop session was extremely helpful and enjoyable. I really like that it was organized the way it was. One of the better presentations I’ve been too-good job!”
“I found the class to be extremely helpful and I will be using many of the tips for our next RFP.”
“I attended your class at my last company. It was so good I wanted my new company to benefit also.”
Please use the contact form or one of the other options here to inquire about our proposal training program.
Someone will respond as quickly as possible.
The Seibert Group
P.O. Box 11053
Cincinnati, OH 45211