Description:

Every year, there are over $4 billion in competitive requests for proposals (RFPs) issued in our field - how can your organization compete and win some of this new business? Join us for the only seminar in the behavioral health and social service field that gives you practical tools to apply to your own business development efforts. This seminar will give you a better understanding of your own organization's capacity to respond, how to price a proposal, and how to complete a winning RFP response. Learn from the winners! This seminar is the product of OPEN MINDS years of experience winning hundreds of contracts. We share our "trade secrets" to help you capture business!

Contact Hours: 6.0

What you will learn:

• Understand the market for your services
• Develop a decision framework on what to bid on
• Develop the right product mix
• Determine how to price what you sell
• Understand the importance of relationships in the bid process

Who should attend?

• Senior executives
• Contract administrators
• Program managers
• Proposal teams

Event Agenda

Registration 8:00 AM

Session 1

Being Prepared to Compete: A Checklist for the 'Market Ready' Organization

• Understanding the Key Elements in the Competitive Matrix
• Knowing Your Services & the Markets for Them
• The OPEN MINDS 'Market Ready' Checklist

Session 2

Deciding What to Bid: Keys in Strategic Sales

• Competitive Positioning & Its Role in Focusing on Opportunities
• Common Rule Out Criteria in RFP Analysis
• The OPEN MINDS RFP Evaluation Process

Session 3

The RFP Production Process

• Understanding RFP Production: From Strategy to Shipping
• Technical Proposal Considerations
• Pricing Variables in RFP Response

Session 4

It's Not Always the RFP: Beyond Paper to Contracts

• The Best & Final Offer Process
• Cultivating Sole Source Opportunities
• The Importance of Relationships & Image Building Campaigns: People Buy From People They Know and Trust

Event Dates