The RFP Selling Process: It Takes More Than a Good Proposal When Pursuing RFPs from Businesses or State and Local Government Agencies

Previously published as The Sales Manager's Guide to RFPs by David Seibert.

The problem with most books about RFPs and proposals is they’re too focused on RFPs and proposals. They’re too focused on the writing part, not the selling part. They document what you should be doing in the days after an RFP is received but ignore the months and years before an RFP is published.

This book is different. The purpose of this book is to refocus sellers on selling and, specifically, on all of the many things that have to happen 24 months before you receive the RFP.

Formal procurements represent marvelous, lucrative opportunities for business leaders who are proactive, who are willing to invest the time and effort to build relationships with buyers long before the RFP is issued.

If you want to improve your win rate, you can. And you can do it both consistently and significantly. The RFP Selling Process shows you how.

David Seibert is a business development professional specializing in formal procurements and RFPs. He is president of The Seibert Group, a business development consulting and training organization he founded in 2001. You can learn more about Dave at ProposalBestPractices.com.