Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects as part of their proposal responses. They won 20% of the business.

That means, they wasted 80% of their time (and either had to hire more people to make up the slack, or not have enough consultants to deliver and close real business).

How could they know, before spending time and effort, which of the proposals were in the winning 20%? Or even expand that percentage to, say, 40%?

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