GWIQ-09:In Search of Credibility? How Our Small Business Uses GovWin IQ to Win SLED Contracts

Ron Zayas, 360Civic

The Objective• Capture more SLED business

• Use GovWinIQ more effectively for sales

• Create a winning proposal and presentation

• Build credibility with government agencies

• Get the targeted references you need

Preparing for an RFP

• Know your audience• Has this RFP been sent out before?• Who won it? What type of company is it?• How much did it cost?• Is it being reissued sooner than expected?• Is there a market for my product/service?• Who are the buyers?

• All of this is available on GovWinIQ

• Organize your response• Answer their

questions• Provide upfront

pricing• List your value adds• Provide your

credibility-builders

The RFP and Presentation

Submitted August 12, 2019 by 360Civic

Contact:Bridget DiRico

1576 N. Batavia

The RFP and Presentation

• A book (easier than you think)

• Build credibility with government agencies• Your website• Your email communications

(blogs, articles, whitepapers)• Integrated customer testimonials

The RFP and Presentation

• Personalize to your audience

• Start with the question

• Bring a team

• Let non-salespeople speak

• Include explainer slides outside your presentation

• Always take questions

Getting the Best Testimonials

• Pre-select them wisely• Have your references in place before

you send your response• Know what questions they are likely

to ask• Do your homework• Contact your references first

• Know what they are going to say

Prepping Your References

• Ask for their help• Tell them about the company and

opportunity• Interview them about your current

relationship• Ask them the kinds of questions they will

get asked• Thank them for their time• If you win, thank them again

References Make or Break You

• If you don’t have any, develop them• “We love them” is a horrible testimonial• Ask your references why they went with you

initially• Incentivize them in your success

• It has nothing to do with money

Real World Example

• School district bid• Previously won by a major company in our space• We requested price (FoIA)• We knew contract could have been extended but wasn’t• Identified other successful bids by company• Formulated strategy for RFP response

• RFP response aimed at building credibility• Focused on our strengths (which were

perceived weaknesses of current supplier)• Delivered understanding of new project• Asked questions• Provided credibility-building response

• Link to specific blogs• Book on main subject• Targeted reference quotes in addition

to references

Real-World Example

Real-World Example

• Brought team to presentation• Customer support,

developer, designer and project manager

• Prepped our references to elicit targeted reviews• Asked them upfront• Provided specific questions

based on research

Net Results of Strategy

• Selected on 55% of responses

• Decreased response times by 25%

• Increased pricing by 15%

• Received larger projects

• Proactively being solicited on more RFPs

You Can Increase RFP Sales

• We started from zero 7 years ago• Today RFPs account for 45% of

total sales• We constantly refine our responses,

presentations and testimonials• We use GovWinIQ and their

customer support• We revised our website to handle

RFP submissions

Need Additional

Help?

• Checkout www.360civic.com / and see our resources section

• Reach out to me at ron.zayas@360-biz.com

• Give me a call at 949.916.9120