Half Day Seminar
Wednesday, September 27, 2017 1:30 to 4:30 PM
The Manitoba Club, 194 Broadway
Minimize your RFP response costs and maximize your win percentage and profit (without going crazy in the process).
Let’s face it, if you sell your goods or services to any level of government or large organization you are going to have to respond to RFPs even though it’s such a bad process that in 1972 the US Federal Government made it illegal to use price-based RFPs when hiring certain types of vendors.
(Since then 46 states have also made it illegal – I will explain more about all this in the seminar.)
But here in Canada the price-based RFP is still the norm and until that changes (and I am doing my best to make that happen – see www.QBSCanada.ca) you must get better at responding to RFPs in order to minimize your RFP response costs and maximize your win percentage, new revenue, and profit (and not go crazy in the process).
What You Will Learn
In this three hour seminar you will learn four critical skills.
Who Should Attend?
This seminar is designed for firms that sell custom, complex, and costly, goods and/or services to governments and other organizations that purchase using the typical price-based Request for Proposal.
The content is designed for individuals with limited to moderate RFP experience that would like to achieve a much greater level of expertise in the subject area and reduce RFP response costs while maximizing new revenue and profit.
Register Online Now
About The Manitoba Club
About the Instructor
Cal Harrison Dipl. Adv. Art, BA, MBA, CMC
As the founder of Beyond Referrals, Cal has been providing sales and marketing training and consulting to organizations for almost 20 years and his clients include Harvard Business School Alumni (Chicago), large architecture and law firms, ad agencies, design firms, technology firms and hundreds more.
He is also an advisor and trainer to governments and large organizations that want to get rid of the price-based Request for Proposal selection process and implement the Qualifications Based Selection procurement process. Those clients include organizations like Supply Chain Management Association of Canada, American Public Works Association, Association of Manitoba Municipalities, and hundreds more universities, governments, and organizations across North America.
Cal is also the founder of QBS Canada, a national advocacy group that is inspiring governments and large organizations across the nation to adopt Qualifications Based Selection in place of the price-based Request for Proposal process when hiring vendors.
He has written two books, The Consultant with Pink Hair, and Buying Professional Services: Replacing the Price-based Request for Proposal with Qualifications Based Selection, and written hundreds of articles appearing in dozens of publications around the globe.
He has delivered a TEDx talk as well as hundreds of speeches for associations, universities, companies, and governments from Saskatoon to Spain.
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"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching