46 Years after the US federal government made it law, the Canadian government has decided to pilot QBS procurement for engineering and architecture services. Read the ACEC press release below… Federal Government Plans QBS Pilot – Seeks Industry Input Office … Read more »
If You Must Respond to A Request for Proposal Make Sure You Win Half Day Seminar Wednesday, September 27, 2017 1:30 to 4:30 PM The Manitoba Club, 194 Broadway Winnipeg, Canada Minimize your RFP response costs and maximize your win … Read more »
The simple answer is “No”. The more accurate answer is “That depends”. For decades, the Request for Proposal (RFP) has been identified as the enemy of value, life-cycle cost, quality, innovation, and cost certainty when buying complex, custom, and costly … Read more »
Understanding how to evaluate an RFP in order to make a better decision about participating is the number one way to keep your sales costs down, and your win percentages and profit up. In order to make better “Go vs. … Read more »
One of the most powerful business lessons I ever learned came from reading Sweet Revenge: The Intimate Life of Simon Cowell (written by Tom Bower). At a young age Cowell already had a few fantastic failures including bankruptcy and moving … Read more »
If you’ve heard me speak about digital marketing for professional services firms you know that I rely heavily on the insights of Mark O’Brien and his team at Newfangled in North Carolina. On March 7th, Mark and his team released … Read more »
I have never met Tim Frick but was introduced to him via email yesterday when Andrew Boardman of Manoverboard Design sent me a link to an article Tim wrote that mentions some of my thoughts on the RFP process. Tim … Read more »
Creating the case for digital marketing for professional services firms requires a long term commitment and discipline but relatively little cash investment. Read more »
Until September 30th you can buy Cal’s 2nd Edition of Buying Professional Services: Replacing the Price-Based Request for Proposal with Qualifications Based Selection, for only $79 USD – a $20 savings off the regular price of $99 USD Click here … Read more »
Access the article online at the Globe and Mail from Friday July 22, 2016, or read the entire text below. Britain’s recent vote to exit the European Union and Donald Trump’s protectionist posturing are generating a lot of discussion about … Read more »
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"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching
New dates will be announced soon.