Responding Successfully to a Request for Proposal (RFP)

Set up in 3 - 1/2-day live, instructor-led online training sessions this seminar will cover the same content as the in-person seminar. There is no opportunity to re-schedule or request for 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. 

More and more frequently private sector companies and government organizations are releasing Requests for Proposals (RFP’s) as part of their procurement process and moving away from the traditional bid process. Construction companies will win or lose contracts based on their responses to these RFP’s. Responding to a Request for Proposal (RFP) successfully requires knowledge, understanding, and a proposed solution to the subject while convincing the potential Owner that your company is the best suited to build their project. Your response must not just be compliant, it must be compelling as well!  

Using a case study of an actual RPF and through the step- by step development of the RFP response to this case study participants will: 

• Understand the differences between a Request for Quotation (RFQ) and the typical prequalification in the bid process and how to respond to that RFQ.
• Learn to identify where RFP opportunities lie in the public and private sectors.
• Learn to analyze your company’s SWOT (Strengths, Weaknesses, Opportunities, and Threats) and how to leverage these for the RFP response.
• Learn how to analyze the RFP to:
  • Understand the owner’s requirements both for the RFP response and the project
  • Understand the RFP components and deliverables
  • Understand how your company can best suit the solution by performing a GO or NO GO analysis
• Create a successful strategy for developing a winning response and creating a win theme.
• Understand the importance of knowing the competition.
• Learn to prepare your written response effectively while following the guidelines set out in the RFP, including the executive summary, resumes, project selection, project appreciation, lessons learned, and why your company is the best choice
• Discover practical tips for writing your response and the difference between mandatory and weighted criteria.
• Discover strategies in asking RFI’s – Request for Information – sometimes it is best not to ask the question.
• Learn how to complete returnable schedules and understand what the schedules are asking for.
• Learn how to effectively craft your RFP responses. 

Exclusive to this workshop is a comprehensive practical manual that is used as a reference and guide throughout the sessions. The manual is based on accumulated knowledge gathered over 40 years in the construction industry. It is a valuable and effective tool that contains not only practical how-to’s, checklists, and templates but will also be a foundation for new processes and procedures back in the office or on the job site. 

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 session would be beneficial for general contractors, subcontractors, architects, designers, engineers, consultants, bid/proposal managers and allied professionals in the construction industry. 

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

“I thought it was great. I'm just a small contractor though and wouldn't make an RFP this big, but it did give me lots of pointers on how to improve what we do use.” 

“Lee was amazing! She was concise and personable, and I would love to participate in other courses/seminars that she leads.” 

“The trainer was very knowledgeable about the contact and very experienced. The course is well designed and very well presented.”