- CUSTOMER SUCCESS
Not Every Hero Wears a Cape
Posted By Kathy Kliskey | Dec 28, 2015
Who or what is an #RFPHero? They are the champions of business often overlooked and invisible to the rest of us. They are those that understand the value to their company of a winning proposal – value in dollars and value in confidence and reputation all of which makes securing future sales and future proposal wins easier. They work tirelessly to make this happen.
RFPs (Requests for Proposals) are often seen by many as a necessary evil, an invitation for new business that the company can’t pass up, but involving such an arduous process that no one even wants to think about it let alone tackle it. Responding to RFPs is often left up to a few poor souls. They are responsible for finding the content, organizing it and submitting it by the deadline, many times working on multiple proposals simultaneously. Without a smooth and automated process, these individuals are literally expending blood, sweat and tears to get the job done.
They know the frustration of having to ask colleagues for the same information multiple times because there is no central place to keep it. They give up their evenings and weekends to meet deadlines hunting and pecking through folders for information hoping and praying it’s accurate and current. They know they could more effectively communicate the value their company provides if they only had time to focus on the message instead of organizing the material. Living through this, many of them say to themselves, “There has got to be a better way.” As champions, they search out that better way.
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RFP Heroes like Pam DiLucente at Ellucian, Laura Zaremba at Travel Leaders Group, Dimitrios Tramboulakis at DTZ became champions because they spearheaded the cause of finding that better way. They felt the pain that comes from the lack of a central repository to store the answers, the lack of automation making the process of completing an RFP much too long, and the lack of time to focus on creating a compelling message all while needing to reinforce their brand. They researched the internet, watched demos, contacted friends and former colleagues, talked with analysts, and brought their ideas and recommendations to their executive leadership. They made their voices heard, not just for their personal benefit, but for the benefit of their company.
Being so close to proposals, they knew how much it would mean to have one more win and they sought out the way to get those wins. This path led them to Qvidian and when they arrived, they found not only the features that saved them weeks of time, they found a partner who cares as much about their success as they do. Qvidian provides proposal automation software, but so much more.
At Qvidian, we know that building your proposal is only part of the solution. What you say and how you say it is just as important as meeting the proposal deadline, but how can you focus on your message if you are spending all your time hunting and pecking for answers?
Because Qvidian automates the process and saves customers literally weeks of time, they now have time to focus on the quality of their communication in those proposals. Qvidian assists with that as well. Having written the book on proposal writing, Persuasive Business Proposals by Tom Sant, we teach our customers how to make their message more persuasive and how to communicate their true value in the most effective way. We share this knowledge through customer webinars, blog posts, white papers, our customer community and hands-on training at our annual customer conference.
We recognize RFP writers and managers as the true champions they are. We know the challenges they face, and our goal is to champion them by providing more than the nuts and bolts of proposal automation. We’re giving them the ability to win.