Improving eRFP Outcomes (or: Overcoming the Goldilocks Syndrome)

1 Clock Hour | Domain A: Strategic Planning

Do you ever feel you are in the Goldilocks syndrome? Do you feel you are providing: too much, too little, or just the right amount of information in your response to your client’s Request for Proposal (RFP)? Do you suspect you are unable to make a compelling sales pitch via digital responses required for the eRFP process? During this session, suppliers will have the opportunity to step inside the mind of meetings planners in order to understand their decision making process when evaluating your meeting RFP responses. Once you are aware of some of the less obvious criteria utilized for evaluating proposals, you will be better prepared to understand the “why” behind your potential client’s needs. As a result, you will be able to customize your RFP response in order to improve your odds of winning the business.

Learner Outcomes:

• Ensure that you are sending the planners the responses they need.
• Learn how to differentiate your response from others.
• Discover questions to ask that can shift a potential decline to a signed contract.