Category Archives: RFP

Today’s edition of Whale Hunters Wisdom, our biweekly newsletter, features an article on how to win a new contract when you are the incumbent.  There are advantages to incumbency but also particular risks.  The sales and business development process to … Continue reading →

Whale Hunters know that big sales require teamwork, whether these are RFP responses or face-to-face sales presentations or statements of work.  But do your capture teams know how to work fast, efficiently, and effectively–that is, to WIN most of the … Continue reading →

I have been working with a client team going after a big RFP project for the federal government.  They are an incumbent provider already doing much of the work that is being bid out.  We found that incumbency, while it … Continue reading →

One of the toughest ways to make a sale is through a written response to a Request for Proposals (RFP).  But it’s a skill your team should acquire if you don’t already have it.  Federal stimulus money is becoming available … Continue reading →

Just a reminder this evening that The Whale Hunters offer a one-day workshop on how to increase your odds of winning when you respond to an RFP.  We offer corporate RFP training for your internal team or teams, and we … Continue reading →

Very thought-provoking post from Aaron Goldman in Search Insider blog about problems with the way companies address Requests for Proposals (RFPs) to ad agencies and marketing firms.  Unlike many articles that just lament the faults of the RFP, this one … Continue reading →

Famous quote from British author E. M. Forster — “only connect  . . . the prose and the  passion . . .” It speaks volumes for RFP writing and is a key component in RFP training–how to make your written … Continue reading →

For those of you who sell sometimes, often, or always through the RFP writing process, I’ve written a new eBook, available for download through our website www.thewhalehunters.com. It was my intent to focus on corporate RFP writing, which is typically … Continue reading →

Andrew Grove’s book Only the Paranoid Survive, published in 1999 while he was CEO of Intel, taught me a lot that keeps coming back to me in the midst of today’s economic woes. Grove was not about you and me or even … Continue reading →