Crafting Winning Proposals: Strategies for Successful RFP Responses Workshop

Set up in 3 - 1/2-day live, instructor-led online training sessions  there is no opportunity to re-schedule or request a partial refund if a student cannot attend both sessions. Please plan to be fully engaged in the class and clear your work schedule just as you would for the in-class program. 

**This workshop that was originally called "Responding Successfully to an RFP," has been updated to include new content while retaining key elements from the original course. It provides both foundational knowledge and fresh insights to equip participants with the skills necessary to craft compelling RFP responses.**

Private sector companies and government organizations increasingly utilize Requests for Proposals (RFPs) in their procurement process, transitioning away from traditional bidding methods. Construction companies' contract success now hinges on their adeptness in responding to these RFPs. Successfully addressing an RFP demands comprehensive knowledge, understanding, and a proposed solution that persuades the potential owner of your company's suitability for the project. Your response must not just be compliant, it must be compelling as well! 

This workshop is designed to equip contractors with the skills, strategies, and tools necessary to craft winning RFP submissions. 

Responding to an RFP requires more than just meeting the technical requirements; it demands a comprehensive understanding of client needs, strategic positioning, and persuasive communication. Throughout this workshop, we will delve into the intricacies of the RFP process, exploring best practices, industry insights, and practical techniques to enhance your response capabilities. 

Whether you're a seasoned contractor or new to the bidding process, this workshop offers valuable insights and actionable strategies to elevate your RFP responses to the next level. From deciphering RFP requirements to developing compelling narratives, we'll cover it all. 

Join us as we embark on a journey to master the art of responding to RFPs and unlock new opportunities for your contracting business. Let's work together to position your company as the contractor of choice and secure your place as a leader in the industry. 

By employing a real RFP case study and crafting a response to it, participants will: 

• Understand the distinctions between a Request for Quotation (RFQ) and the standard prequalification process in bidding, and gain insights on how to effectively respond to RFQs.
• Learn to pinpoint RFP opportunities within both public and private sectors.
• Analyze your company's SWOT (Strengths, Weaknesses, Opportunities, and Threats) and discover strategies to leverage these in your RFP responses.
• Gain proficiency in analyzing the RFP to:
  • Grasp the owner's requirements for both the RFP response and the project.
  • Understand the components and deliverables outlined in the RFP.
  • Conduct a GO- or NO-GO analysis to determine how your company aligns with the solution.
• Develop a winning strategy for crafting a compelling response and establishing a winning theme.
• Recognize the significance of understanding your competition.
• Learn to prepare your written response effectively, adhering to RFP guidelines, including components such as the executive summary, resumes, project selection, project appreciation, lessons learned, and reasons why your company is the optimal choice.
• Discover practical tips for writing responses.
• Discern the difference between mandatory and weighted criteria.
• Explore strategies for submitting RFIs (Request for Information), recognizing instances where it may be preferable not to pose certain questions.
• Master the completion of returnable schedules and understand the information sought within these schedules.
• Hone your skills in effectively crafting RFP responses.

This workshop provides an exclusive comprehensive manual serving as a reference and guide throughout the sessions. Drawing upon over 40 years of accumulated knowledge from the construction industry, this manual proves invaluable. It encompasses practical how-to guides, checklists, and templates, serving as a cornerstone for implementing new RFP response processes and procedures in your office.

Important Note: This session is designed to be an interactive experience, similar to our in-person workshops. Participants should expect to interact with the instructor and other participants.  Computers or laptops with a microphone are mandatory. This course will involve 100% on-screen interaction with your instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses.  

Participants will receive an email with instructions on downloading and installing the program and the participant manual a few days before the session.  The join links for the workshop will be sent to all participants 30 minutes before the scheduled start time. 

If you have not received the first email with the download instructions and manual by the day before the session, please email training@icba.ca  and a training team member will assist you. 

Delivery Method: Virtual Session – Adobe Connect 

Course Fee Includes: Access to the course, course materials, and a digital certificate upon completion.  

There are no prerequisites for this session.

This would be ideal for:

• Contractors: Individuals or companies directly involved in construction projects, responsible for submitting bids and proposals in response to RFPs.
• Project Managers: Those overseeing construction projects, involved in the bidding process, and responsible for managing RFP responses.
• Estimators: Professionals responsible for estimating project costs and preparing pricing proposals in response to RFPs.
• Business Development Professionals: Individuals responsible for identifying RFP opportunities, developing strategies for RFP responses, and fostering client relationships.
• Proposal Writers: Individuals tasked with drafting and preparing RFP responses, ensuring compliance with RFP requirements and addressing evaluation criteria.
• Subcontractors: Individuals or companies providing specialized services, materials, or equipment for construction projects, involved in contributing to RFP responses.

The course is eligible for 3 CCA Gold Seal education credits and 10.5 BC Housing CPD credits upon completion. 

Registrants seeking BC Housing CPD credits for this course must complete all course components before a certificate showing BC Housing CPD credits earned will be issued. 

Registrants seeking gold seal credits for this course will be required to complete an assessment during the course to qualify to have the gold seal credit endorsement appear on their certificate of completion.

1. Computer or laptop

• • This course will involve on-screen interaction with your instructor and classmates, reading/viewing on-screen content (slides or videos), and interacting via typing with questions or responses. For this reason, cellphones may not be adequate. 

  • Windows 10 or Mac iOS. 

2. Webcam (Mandatory) – in order to engage and collaborate, participants will be expected to have their webcams on for the duration of the class

3. Microphone (Mandatory)

4. Internet connection- For best results, you will want to ensure you have an internet connection with an upload/download speed of 3-5 Mbps. You can test your internet speed here. The minimum recommended speed is 1.5 Mbps, but anything below 3 Mbps may result in loss of quality or buffering. Ideally hardwired connection versus wireless for stability - connect your computer directly to your router using an ethernet cable, rather than using your home wi-fi.

5. A quiet space with minimal distractions –The microphone will be engaged for interactive sessions. Please plan to be fully engaged in the class and clear your work schedule just as you would for the in-class program.

6. Comfortable chair