Details
Summary:
An RFI arrives. Your eyes light up: this is exactly the kind of client you want, in a sector where you want to expand your portfolio. It won’t be a shoo-in: you have a foothold in the client’s industry but other firms have more experience. You know that you are just one of a long-list: how can you make sure that you reach the short-list? What you don’t do is churn out a standard credentials package. Anyone who’s picked you for an RFI has seen your website and has probably checked you out from public sources. They may have taken references, they may have spoken to the media. It makes sense to assume they already know something about you. Your response to the RFI has to stand out: it has to make a real impact.
Event Type: Classroom
Places available: 10
Places remaining: 8
Trainer: Adrian Wheeler FPRCA
Event Overview
You can win the pitch with your credentials.
This half-day seminar describes how to research, prepare and present credentials which make a strong impression on a prospective client, so that you succeed in making the short-list and – what’s more – walk into the presentation with the cards stacked in your favour.
This seminar centres on the idea that winning consultancies always deliver prospective clients more than they are expecting. Your credentials should be a showcase of your ability: more about the client, less about you.
The seminar examines the key elements of successful credentials:
- The RFI
- Credentials format: digital, physical, print
- Style, design, text
- Assurance factors: avoiding exclusion
- What procurement needs to know
- Working with intermediaries
- Being different: stand-out
- What you say about your firm
- References and testimonials
- Case-studies and examples
- Awards, achievements, distinctions
- Your people
- What you say about the client: research
- Action before delivery: timing
- Follow-up
The seminar lasts from 9.30 am to 13.30 pm and is divided into four sections, each with a tutorial, examples, discussion and practical exercises.
Delegates are invited to send the trainer examples of their credentials under NDA for constructive comment for a period of six months after participating in the seminar.
What to bring
There are two things the delegates will need to bring with them: a laptop/notebook for the practical exercises and an existing set of their own credentials which the trainer can use as the basis for a constructive critique.