Crafting Winning RFP Responses: Strategy, Writing & Submission

Requests for Proposals are increasingly used by public- and private-sector owners to select construction and design teams. A successful response must do more than meet the submission requirements—it must clearly demonstrate that your company understands the project, offers the right solution and is the best team for the work.

Using an actual construction RFP as a case study, you will work through the full response process. You will learn how to assess the opportunity, interpret the owner’s requirements, complete a GO/NO-GO analysis, identify your competitive strengths and develop a clear pursuit strategy. You will also explore how to create effective win themes and prepare a compliant, persuasive written submission.

You will receive a comprehensive reference manual developed from more than 40 years of construction industry experience. It includes practical checklists, templates and tools you can adapt for future proposal pursuits and internal processes. 

Topics:

• Differences between RFQs, traditional prequalification and RFP procurement processes
• Identifying RFP opportunities in the public and private sectors
• Assessing your company’s strengths, weaknesses, opportunities and threats
• Reviewing owner requirements, deliverables and returnable schedules
• Completing a GO/NO-GO analysis before committing resources
• Researching the competition and identifying your competitive advantage
• Developing a pursuit strategy and clear win themes
• Preparing executive summaries, team resumes, project examples and project-specific content
• Using RFIs strategically during the proposal process
• Writing a clear, compliant and compelling RFP response
• Applying practical checklists, templates and submission procedures to future pursuits

• General Contractors
• Trade Contractors
• Architects
• Designers
• Engineers
• Bid / Proposal Managers
• Allied professionals in the construction industry

Lee Kelly, President, Constructing Minds Inc.

Lee Kelly M.A.A.T.O., P.GSC is Founder and President of Constructing Minds Inc., a company dedicated to providing relevant and applicable training to the construction industry.

Lee has boots on the ground experience. With over 35 years of construction management/general contracting experience under her belt she has gained extensive knowledge and a solid foundation in construction practices, processes and procedures in all contract delivery formats. Lee knows construction because she has built it.

Lee has been a member on the National Gold Seal Committee, has won the Construction Institute of Canada (TCIC) Chancellor’s Award of Excellence and has earned certificates in Teaching and Training Adults and Instructional Design. Her enthusiasm for training makes her a highly informative, interactive, motivated and sought-after trainer from coast-to-coast.

Course format is Live, Online, Instructor-led training. 

• This course is facilitated by the instructor on the AdobeConnect platform. Access information from the instructor will be provided to you in advance of the training.
• You will be expected to participate in group discussions and other activities with your instructor and classmates during the course.

This course is delivered in partnership with local construction associations across western Canada and Ontario. You will be participating with a cohort of industry peers from throughout these regions.

WCA Cancellation Policy

WCA will provide a full refund or education credit equal to the amount paid for the course if registration is cancelled two (2) full business days prior to the course start date. Payment is non-refundable for cancellations made within two (2) full business days of the course start date and there will be no transfers to future course dates.

Complimentary substitution of another member of your company/team is welcome right up until the course start time for no additional fee. Please email us at wcaeducation@winnipegconstruction.ca if you require a substitution.