The Unspoken Truth of Proposal Strategy

    December 09, 2020
    12:00 PM - 1:30 PM
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    Zoom meeting


    How much of a factor is price? What are owners really asking for in the RFP? How do owners review responses to a solicitation? Is best value really best value?

    Even though we’ve submitted many proposals, key questions still seem to linger.

    In the Unspoken Truth of Proposal Strategy, Matt Handal (Publisher of Proposal Development Secrets and The Magic of Winning Proposals) will help you understand what’s really going on behind the curtains of the procurement game.

    He’ll explain why we need to think about proposal strategy and differently and detail the six strategy elements that need to be considered in every submission.

    This presentation includes the “million-dollar question” needed to give your firm an unfair advantage and the best value pricing rule to use whether the procurement is price-sensitive or “wired” for you.

    Learning Objectives:

    • Use four puzzle pieces to understand the game being played in any procurement.
    • Apply the Best Value Pricing Rules to make sure your price is within reasonable competitive limits in any situation.
    • Submit proposals that combat the common RFP requirements/scoring disconnect.
    • Drastically improve your positioning for any proposal.

    About the Presenter
    Matt Handal was a marketer submitting boilerplate proposals and materials that were indistinguishable from his competitors’. He had no idea how to convince new clients to buy his firm’s services. And worst of all, nobody would listen to him.

    One day, he stumbled upon some academic research on how people really make decisions. Since then, he’s helped firms beat incumbents, secured sole-source contracts from government clients, written one of the most popular books about proposal writing, and people even fly him across the country to teach them how to apply Mind Marketing to their business.

    1.5 CPSM CEU is available for this program.

    Wednesday, December 9, 2020
    12:00 – 1:30 PM

    Via Zoom


    Please RSVP by Friday, December 4, 2020


    $0.00 SMPS Member Registration (St. Louis Chapter)

    $0.00 SMPS Member Registration (Other Chapters)

    $0.00 Non-Member Ticket

    Substitution Policy
    Any substitution to a Member exclusive event will be charged a $100 fee.

    Walk-in Policy
    To ensure we can comfortably accommodate all attendees, anyone who registers after the deadline will be charged an additional $10 walk-in fee.

    Cancellation/Refund Policy
    Cancellations made 48-hours/2 days prior to the event will be fully refunded. Due to our commitment with the meeting facility for food and beverage quantities, all other cancellations or no-shows will be invoiced for the full cost of the event. In the event the registrant is unable to attend, another individual from their firm can attend and the attendee will be expected to pay-at-the-door any applicable cost difference (ie: member vs non-member).

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    Photos are frequently taken at our chapter events. The SMPS St. Louis Chapter has the right to use photos from our events for any purpose, including but not limited to use in publications, on social media, in the newsletter, promotional materials, or on our website.